Developing an M&A Practice

Program Content
The focus of the webinar will be to guide the participant through the tactical implementation of strategic plans to convert prospective clients to fee-paying engaged clients. Topics covered will include converting leads to appointments, lead qualification, ideal client profile, getting an engagement, and anticipating objections.

Learning Objectives
After completing this webinar, participants will be able to:
• Develop an Ideal Client Profile
• Qualify prospective clients strategically
• Increase their success rate for acquiring new clients

Who Should Attend
People interested in establishing a new M&A practice or examining strategies and tactics for increasing their success rate for attracting new clients in an existing practice.

Chuck Andrews is Managing Director of The McLean Group's Chicago office having over 35 years’ experience in the technology arena. Since 2002, Chuck has focused on M&A transactions among privately-held firms in distribution, manufacturing, and services. Prior to founding a business brokerage, Chuck was a principal with Trycos, Inc., where he built a national sales team to deliver eCommerce solutions to Fortune 500 firms. Beginning his career with NCR Corp., Chuck then proceeded to senior sales management jobs with Motorola, Dell, and Toshiba. As a Toshiba VP of sales, Chuck grew central U.S. portable PC sales to $320 million, and again, as a Dell regional sales manager, he sold $48 million in desktops to Ford Motor Co.–initiating Dell’s first single order desktop sale to Ford. Chuck holds the CBI designation from the International Business Brokers Association, is the past President of Midwest Business Brokers and Intermediaries, and is a FINRA Registered Representative (Series 7, 66). A certified Toastmaster, he often speaks at business and professional gatherings about ownership transfers involving privately held businesses. He is on the board of The Chicago Aid Society and International Childcare, a healthcare NGO, and a member of Chicago’s Union League Club.

Program Level: Overview	Prerequisites: None	Advanced Preparation: None
Delivery Method: Group-Internet-Based	CPE Credits: One (1) hour per presentation	Fields of Study: Specialized Knowledge & Applications
Webinar Pricing Pricing is per person and allows access to one login, one set of presentation materials and one CPE Attestation Form. NACVA/IBA Members: $117 Non-Members: $130	Multi-person discounts are available for additional registrants at your site. Additional registrants: NACVA/IBA Member: $58 per person Non-Members: $65 per person Additional registrants also receive one login, one set of presentation materials, and one CPE Attestation Form.
Important CPE Information Because every live webinar presentation will include periodic online Polling Questions during the session to assess continuous participation and to determine the program’s effectiveness, all registrants must view and listen to the webinar presentation at individual computers and respond to ALL Polling Questions in order to receive CPE credit. REGISTER NOW ONLINE BY CLICKING HERE! Additional registrants For information regarding refund, complaint, and/or program cancellation policies, please call our Director of Member Services: (801) 486-0600. Webinar Cancellation Policy: click here IMPORTANT NOTE: After you register online, you will receive a paid invoice e-mail and a webinar logon information e-mail. Please check your spam and/or junk folders to insure you receive these important documents.