The Secret Sauce in Selling Your Integration Company

  • Room: GS 15
Tuesday,May 17, 2022:8:00 AM -8:50 AM


Barry Epstein
Vertex Capital


Selling your integration company is a complex transaction in which the more you understand, the better positioned you will be to get your best deal. Join integrator-acquisition expert Barry Epstein as he delves into the nuts and bolts of how to maximize your company's potential when you go to market. Topics include 1) What is a CIM (Confidential Information Memorandum) and how is it compiled, 2) What is the difference between an indication of interest and a letter of intent and how do you go from the former to the latter, and 3) What is the quality of earnings analysis that almost all private equity buyers insist on and how do you prepare for it? These topics and more will level the playing field with even the most experienced buyers.


Super Track(s)


The best way to educate an audience on how to excel in a complex sale of one's company is to walk through the steps with a deep explanation of each and show examples so the listener can visualize the process. In the presentation we will examine, understand topics and view examples and scenarios such as how to find the sellers and what type fits best, organizing your data to present the most professional presentation, negotiating from strength through knowledge and having multiple offers, analyzing the different components of the letters of intent (including all cash, equity rolls, notes and earnouts), and preparing and doing well on the Quality of Earnings analysis by the third party accounting firm.

Learning Objectives

1. Identify the parts of the sales process and how to prepare and excel at each step
2. Examine which type of buyer best fits your objectives regarding needs and values
3. Recognize which metrics the buyers care most about and on which many have great flexibility