Mergers and Acquisitions: Fundamentals of Acquiring or Selling Mid-Market Companies and Professional Service Organizations

  • Wednesday, December 13, 2017

    9:30am – 5:00pm
    (Registration: 9:00am)
  • 8
    Specialized Knowledge

Mergers and acquisitions are moving at an ever-increasing pace, especially in the mid-market arena and professional service organizations such as accounting, law, engineering and architectural firms. This how-to course is essential for CPAs and other professionals who work with companies that will be bought, sold or merged. Gain a fundamental understanding of the M&A process—from a buyer's and a seller's perspective. Also, discuss valuing an entity, performing due diligence, getting a business ready to be sold and structuring a deal from an economic and tax perspective to maximize the benefit to both the buyer and the seller.


  • Identify the fundamentals of valuing operating companies and personal service businesses.
  • Recognize the marketplace for buyers and sellers of businesses.
  • Determine how to structure deals from both a buyer's and seller's perspective.
  • Recall how to perform effective due diligence.
  • Determine how to effectively manage the engagement.
  • Define mid-market company and why it is for sale.


  • Business entity worth
  • Strategic planning for selling/merging
  • Role and selection of intermediaries
  • Selling memorandums
  • Due diligence process
  • Deal structure from an economic and tax perspective
  • Well-defined engagement letters

Additional Information

Designed For

CPAs, attorneys and strategic management consultants.



Advanced Preparation




Field of Study

Specialized Knowledge

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Level of Knowledge


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