Bill Snow
Investment Banker
How much do M&A advisors and investment bankers charge? Bill Snow returns to M&A Talk to explain why there is not a straightforward answer to this common question. He shares…
Mergers & Acquisitions – They say selling a business is an art – we’ve turned it into a science
Schedule a ConsultationIn an M&A transaction, there are deficiencies in the financials 98% of the time. As the seller, the key to preventing problems that can kill your deal is performing sell-side financial due diligence. What is sell-side due diligence, and what is a quality of earnings report? That’s the subject of my recent conversation with Bill Wiersema, an Audit Principal with Miller Cooper specializing in M&A financial due diligence. Bill is the author of four books and a frequent speaker on M&A topics.
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4:00 What is sell-side due diligence? |
8:05 When is sell-side due diligence performed? |
12:40 Why should the CPA firm performing due diligence be independent? |
14:10 Do most CPA firms perform a Q of E analysis? |
17:00 The COVID adjustment |
22:00 How important is speed in due diligence? |
25:15 What is the purpose of due diligence? |
26:40 What’s the difference between preliminary and confirmatory due diligence? |
28:40 What’s the difference between an audit and a quality of earnings (Q of E) report? |
32:50 Do you recommend both an audit and a Q of E analysis? |
35:15 How long is the Q of E report good for? |
36:10 Is it possible to sweep problems under the rug? |
42:15 As the seller, should you let your CPA know in advance that you plan on selling? |
42:25 Is there a standard Q of E report? |
44:35 Is it likely your CPA will get offended if you hire a third party to perform a Q of E analysis? |
46:25 What’s the difference between a compilation and a review? |
48:45 How much does a Q of E report cost? |
52:20 Can you perform a two-stage Q of E analysis? |
53:40 What are the most common problems you encounter when performing a Q of E analysis? |
54:15 What problems do you commonly see in the revenue line? |
57:15 How is working capital treated in an M&A transaction? |
1:01:00 Is payroll included as a short-term liability in working capital? |
1:02:20 How is accounts receivable treated for a seasonal business? |
1:03:45 How is inventory treated? |
1:05:30 How objective is the calculation of working capital? |
1:09:00 How objective is the working capital true-up? |
1:10:15 What are the most common issues you see in calculating EBITDA? |
Bill Wiersema is an Audit Principal with Miller, Cooper & Co., specializing in M&A financial due diligence, and author of several books on finance. His experience has a global reach as he has assisted international entities with their locations in Asia, Europe, and Latin America. His clients include middle-market companies, private equity groups, and financial institutions. Bill has extensive experience in assisting sellers across diverse industries in preparing for sale, conducting due diligence, creating business plans and projections, assisting in negotiations with financial institutions, and advising clients on post-acquisition financial issues.
Bill is a frequent speaker, presenter, and contributor for various organizations and publications, including the Alliance of M&A Advisors (AM&AA) and the Chicago Bar Association. He is a graduate of Economics from Northwestern University, and before joining Miller, Cooper, Co., he was a Graduate Fellow in Accounting at the University of Illinois. Bill serves on the Midwest Chapter Committee of the AM&AA. He is a member and has served on the Board of Directors of the Association for Corporate Growth (ACG) and the Midwest Business Brokers and Intermediaries. He is a member of the AICPA and the ICPAS.
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