Events

SPEAKER SERIES AND CONFERENCES

For recent and upcoming events, see our home page.

Interested in having Pursant, LLC speak at your next conference, seminar, or special event? Please contact Grace Lau, Managing Director - Client Engagement at glau@pursant.com.

PAST CONFERENCES AND SPEAKER SERIES EVENTS

January 24-26, 2024 – Rio Grande, Puerto Rico
BSCAI CEO Seminar

Topic: M&A in a World of Expensive Debt

Presented by: Mark Herbick, Founder & CEO, Pursant, LLC

The mid-term elections once again produced unexpected results, and the country seems to be moving back and forth between Democratic and Republican control. But Washington’s division is a function of consistency at the state and local level. This session will address the effect of today’s political climate on business and discuss where we are headed and how businesses can impact government policy.

January 24, 2024 – Tampa, Florida
National Pavement Expo

Topic: What is the M&A Outlook for the Pavement Maintenance Industry?

Presented by: Scott Glickson, Managing Director, Pursant, LLC

What are ways to optimize M&A transactions in the pavement maintenance industry? Scott reviewed the current state of M&A in the middle market and armed business leaders with the facts and insights they need to know in order to prepare for and effectively execute an acquisition or business sale in the pavement maintenance industry.

November 15, 2023 – Las Vegas, Nevada
BSCAI Annual Convention

Topic: M&A, It Doesn’t Have to be an All or Nothing Deal

Presented by: Mark Herbick, Founder & CEO, Pursant, LLC

Buying or Selling a company is generally viewed as an absolute event. You either buy or sell all of the business or you don’t buy or sell at all. A meaningful percentage of businesses change hands every day in which the parties become partners as opposed to purely Buyer and Seller. During this session, we will discuss the process and best practices for structuring this type of transaction and the criteria for deciding whether it might be right for you.

January 28, 2021 – Maui, Hawaii
BSCAI CEO Seminar

Topic: BSC M&A During COVID

Presented by: Mark Herbick, Founder & CEO, Pursant, LLC

For most, COVID-19 proved to be a black cloud over 2020 in many ways, both professionally and personally. But a silver lining ended up being the spotlight placed on the BSC industry, highlighting its overlooked importance to health and sanitation. This newly found industry appreciation resulted in many BSC’s maintaining and often increasing earnings while many other industries struggled. But this came at a price as adapting to and navigating the new norm proved to be fatiguing for many business owners, especially those that were on the fence about pursuing an exit. The carry over to all of this was that it sparked overdue M&A activity in the BSC sector. More sellers emerged, creating more acquisition opportunities for acquisitive parties and the better BSC companies are positioned to capture attractive valuations due to their ability to pivot their business to benefit from the immediate need for heightened sanitation. In this session, we will discuss what to expect for M&A in 2021 and how BSC’s can benefit from the current environment.

October 14, 2020
BSCAI Annual Convention – Virtual
Topic: The Prolonged Seller’s Market Has Ended. Now What?

Presented by: Mark Herbick, Founder and CEO, Pursant

With the onset of the pandemic and related recession, the tide has turned and the overall M&A market has moved to being more neutral to Buyer-favorable and fatigued business owners are looking to exit. In this session, we will talk about how this shift has happened, what it means to a business owner with M&A on their mind and how both a Buyer and Seller can maximize their outcomes in this new environment.

September 30, 2020
Topic: Economic and M&A Update Webinar
Presented by: Mark Herbick, Founder and CEO, Pursant & Alex Chausovsky, Senior Business Advisor, ITR Economics

Hosted by Pursant, get an exclusive mid-year update at this invitation-only session, and take a new look at the economy and middle market M&A activity through the lens of the pandemic.

Earlier this year, Pursant and ITR Economics spoke of the positive economic outlook and robust M&A environment expected for 2020. Year-end 2019 GDP growth had just come in at 2.4%. The M&A market was off to a brisk start and there were high hopes for a year with no significant downside. Six months later, our world has been significantly altered and early year predictions are obsolete. GDP shrank by an annualized 32.9 percent in the second quarter of 2020 and M&A was down more than 50% from the same period one year prior.

Join Alex Chausovsky from ITR Economics and Mark Herbick, CEO of Pursant, as they provide updated insights into the current macroeconomy, what has changed since January, and the world of middle market M&A.

September 23 & 24, 2020

Young Presidents Organization (YPO) – Webinar
Topic: Preparing for a Successful Business Exit
Hosted by: Mark Herbick, Founder and CEO, Pursant

Listen-in as Mark Herbick (YPO Heartland Gold), Founder and CEO at Pursant, LLC, explores what every potential seller must understand before considering an exit. We will be featuring a global panel of deal experts who will share valuable insights into how to evaluate your full or partial exit readiness. A few topics we will cover include:

Establishing a checklist for a self-evaluation to determine if your business is ready to sell.
Learn what you can do to affect the value of your company before a sale.
Discuss ways to determine the right exit team.

January 24, 2020

BSCAI CEO Seminar – Aruba
Topic: Middle Market M&A and Strategic Transaction Insights
Presented by: Mark Herbick, Founder and CEO, Pursant

There was no shortage of macroeconomic and geopolitical events in 2019, all of which had both positive and negative impacts on business performance and M&A. Combine those events with recessionary fears and realities, depending on where you are on the globe and the stage is set for a year of M&A uncertainty in 2020. Will volume slow? How will business values be impacted? Is it better to be a buyer or seller in 2020? This session will arm you with the facts and insights you need in order to prepare for and execute strategic transactions in 2020.

November 20, 2019
ISSA North American Annual Convention – Las Vegas
Topic: M&A in the Jansan Sector
Presented by: Mark Herbick, Founder and CEO, Pursant

Mergers and acquisitions (M&A) activity in the Jansan sector is robust. This session will enlighten you about current market conditions, how to best capitalize on them as a Buyer or Seller, and what the future holds for M&A in the near-term.

November 21, 2019
BSCAI Annual Convention – Las Vegas
Topic: Knowing, Growing and Capturing the Value of Your Business
Presented by: Mark Herbick, Founder and CEO, Pursant

There is a better than 50% chance that a sale of your business is in your future. The time for that sale often arrives without warning. Meanwhile, you continue to work in and on your business and grow it. But, are you simultaneously growing enterprise value so that when the sale time comes you can capture maximum value? Do you have clarity on what that value is? This session walks through the business value drivers that you need to be focusing on, how BSC companies typically are valued and through the case study method, share stories of how the better operators have grown and attained the maximum value for their business in a sale.

February 27, 2019 – Nashville, TN

National Pavement EXPO 2019
Topic: M&A in the Pavement Maintenance Sector
Presented by: Mark Herbick, CEO, Pursant, LLC

The current flurry of Merger & Acquisition activity in the “middle market” and the pavement maintenance sector will likely only increase as company foThe current flurry of Merger & Acquisition activity in the “middle market” and the pavement maintenance sector will likely only increase as company founders age and as businesses seek to grow or expand markets by acquiring or merging. What every contractor needs to understand is that you can’t wait until “the last minute” if you hope to maximize your chances for deal success. In this new session, developed specifically for NPE by a dealmaker in the thick of M&As in the paving and pavement maintenance industry, you’ll get answers to questions such as, what are the macro-level and industry-specific drivers of valuation? What do you need to do to increase your business’ value over the long term? What can you do to increase value over the short term? What are common deal terms, structures, processes, timelines and other key metrics? Business leaders will take home the facts and insights they need to know in order to prepare for and effectively execute an acquisition or business sale.

January 26, 2019 – Grand Cayman

BSCAI CEO Seminar
Topic: Middle Market M&A and Strategic Transaction Insights
Presented by: Mark Herbick, CEO, Pursant, LLC

There is a flurry of M&A and strategic transaction activity in the BSC sector and elsewhere and there is no end in sight. What are the macro level and industry specific drivers of the robust pace and valuation levels? What are common terms, deal structures, processes, timelines and other key metrics? This session will arm business leaders with the facts and insights they need in order to prepare for and execute strategic transactions in 2019.

January 23, 2019 – Shreveport, LA

Warrior Leadership Conference
Topic: Getting Unstuck – A Roadmap for Growing from being a Small Business to a Middle Market Company
Presented by: Mark Herbick, CEO, Pursant, LLC

Most businesses stay small businesses, never evolving to much more than a lifestyle business for ownership. This session will discuss best practices for attaining middle market scale and building real enterprise value.

October 31 – November 2, 2018 – Dallas, TX

BSCAI Annual Convention
Topic: Best Practices for Negotiating a Successful M&A Transaction
Presented by: Mark Herbick, CEO, Pursant, LLC

When negotiating a strategic transaction such as an acquisition or sale of a business, there are best practices to follow which often differ from our unique natural style. For negotiations to be constructive and effective throughout the deal process, there needs to be a strategy that starts with proper staging of the potential transaction and then a well mapped roadmap to carry the transaction over the finish line.

In this session, we will discuss these best practices and relate them to actual transactions that have taken place in the building services sector. Attendees will learn how to negotiate the best deal possible while simultaneously keeping a healthy relationship with the other party.

October 22 – 26, 2018 – Malibu, CA

Alliance of Merger and Acquisition Advisors (AM&AA) Certification Course
Topic: Deal Success: Strategic Buyer Process from Deal Thesis to Integration
Presented by: Brian Steffens, Managing Director, Pursant, LLC

The Certified M&A Advisor (CM&AA) is the most advanced credential illustrating the highest recognized standards of professional excellence for middle market corporate finance, advisory, and transaction service professionals in a collaborative, peer-driven learning environment.

Brian Steffens is conducting a session highlighting the M&A process both sell side and buy side, Corporate M&A, Financing: Growth and Acquisition, Traditional Business Valuation, Cash Debt Free Balance Sheet, Transaction Valuation, Value Growth and Market Readiness, M&A Tax Issues and M&A Legal Topics.

September 24 – 28, 2018 – Chicago, IL

April 30 – May 2, 2018 – Miami, FL

Young President’s Organization (YPO) Merger, Acquisition, Strategic Transaction Seminar (MAST)
Presented by: Mark Herbick, CEO, Pursant, LLC

Mark Herbick was featured as an expert M&A resource at a private invitation only seminar hosted by YPO. The seminar is designed for middle market business owners who:

Are business leaders beginning to think about pursuing liquidity through a sale, financing growth, or growing their business through acquisitions.

Want to understand how strategic and financial buyers value businesses, and learn how to increase the value of their businesses in the eyes of buyers.

Seek to understand the normal process steps and best practices in selling or buying a company.

Would like knowledge on how to use private capital markets to finance certain types of deals, and how to determine when debt or equity is the better option.

April 23 – 27, 2018 – Washington, DC

Brian Steffens conducted a session highlighting the M&A process both sell side and buy side, Corporate M&A, Financing: Growth and Acquisition, Traditional Business Valuation, Cash Debt Free Balance Sheet, Transaction Valuation, Value Growth and Market Readiness, M&A Tax Issues and M&A Legal Topics.

February 1-3, 2018 – Los Cabos, MX

BSCAI CEO Seminar
Topic: Middle Market M&A and Strategic Transaction Insights
Presented by: Mark Herbick, CEO, Pursant, LLC

September 13, 2017 – Las Vegas, NV

BSCAI Annual Convention
Topic: Deep Dive Into Janitorial M&A Deals
Presented by: Mark Herbick, CEO, Pursant, LLC

M&A in the janitorial space is heating up, but what are the real facts behind these deals versus the country club tales, and how do you leverage these deal insights to execute better M&A transactions of your own? As a follow-up to the 2017 BSCAI CEO Seminar, we will take a deep dive into the details of 10 recent actual BSC deals. We will examine the various risk/reward profiles that drove the deal structures, valuation multiples and ultimate outcomes.

May 23-25, 2017 – New York, NY

Young Presidents’ Organization (YPO)
Mergers, Acquisitions, Strategic Transactions Seminar (MAST)

Mark Herbick was featured as an expert M&A resource at a private merger, acquisition and strategic transactions seminar hosted by the Young Presidents Organization (YPO). The seminar is designed for middle market business owners who:

Are business leaders who are beginning to think about pursuing liquidity through a sale or financing, or growing their business through acquisitions.

Want to understand how strategic and financial buyers value businesses, and learn how to increase the value of their businesses in the eyes of buyers.

Seek to understand the normal process steps and best practices in selling or buying a company.

Would like knowledge on how to use capital markets to finance certain types of deals, and how to determine when debt or equity is the better option.

January 26-28, 2017 – Cancun, MX

2017 BSCAI CEO Seminar
Topic: State of the Industry
Presented by: Mark Herbick, CEO, Pursant, LLC

Mark provided insight to a prestigious group of Chief Executive Officers in the janitorial sector on the current State of the Industry in relation to M&A and strategic transactions as it pertains to the middle market.

October 27-29, 2016 – Chicago, IL

BSCAI Annual Convention
Topic: The Roadmap to Buying and Integrating a Business
Presented by: Mark Herbick, CEO, Pursant, LLC

This workshop is not only perfect for acquisitive business owners, but also those who eventually want to sell and want to know what to expect. We will walk through the process of preparing your business for the buy – sourcing acquisition targets, doing the deal, and finally, increasing the chances of seeing your ROI through a carefully crafted integration strategy.

February 29, 2016 – DeKalb, IL

Northern Illinois University (NIU)
Topic: Entrepreneurship and Investment Banking – Guest Speaker
Presented by: Mark Herbick, CEO, Pursant, LLC

Mark Herbick lectured at Northern Illinois University’s (NIU) Entrepreneurship class. He will provide the students with valuable insight drawing from his long professional experience of buying, building, and selling businesses of his own beginning at age nineteen years until he founded Pursant in 2009. Being in the seat of business owner enables Mark to identify with emotional challenges other business owners face while going through similar strategic transactions.

February 2, 2016 – Tucson, AZ

2016 PSDA CEO Summit
Topic: Optimizing Your Business for Profit and Value
Presented by: Mark Herbick, CEO, Pursant, LLC

Whether your goal is to attain maximum value in a sale or just have a more profitable business and less ownership stress, this session will help you craft a plan that fundamentally achieves all of these outcomes. We will circulate a confidential survey for you to fill out about your business. The results of this survey will allow you to personalize your findings from the group session content, helping you acquire the most valuable takeaways as possible for your unique business profile.

January 27, 2016 – Charlotte, NC

National Pavement EXPO 2016
Topic: The “Good,” “Bad” & “Ugly” of Buying and Selling a Business: Learning by Example
Presented by: Mark Herbick, CEO, Pursant, LLC

You have grown a successful pavement maintenance business – and now you are ready to monetize its value and exit the business. Selling a business is completely different from running one; selling requires following a disciplined process and patience to maximize the chances of reaping the full benefit of years of hard work. In this session, a veteran of mergers and acquisitions in the pavement maintenance industry and others use real transaction examples to introduce the participants to the “phases of the deal cycle” that virtually every strategic transaction goes through. Attendees learn – through a series of case studies – how to prepare for each phase, what can go wrong at each phase, and what can be done in advance and along the way to assure a successful outcome. Most business owners sell their business at some point in time; this session helps prepare for that process by learning from the successes and failures of others.

January 14-16, 2016 – Kauai, HI

BSCAI CEO Seminar
Topic: State of Mergers & Acquisitions in the Lower Middle Market
Presented by: Mark Herbick, CEO, Pursant, LLC

2015 looks to have been the best year for mergers and acquisitions since 2007. Abundant, cheap capital, limited organic growth options and a decent US economy drove strong deal volume and valuation multiples. These favorable conditions have peaked. What’s in store for 2016? How will the current geopolitical and economic climate affect 2016 M&A? What will the Fed do to lending rates and how will this affect 2016 M&A? How will current M&A volume and valuations change in 2016?

During this presentation, Mark Herbick, Founder & CEO of Pursant, LLC provided insight needed to plan acquisition, exit, recapitalization or growth financing strategies for 2016.

December 8, 2015 – Minneapolis, MN

Young Presidents’ Organization | World Presidents’ Organization (YPO-WPO)
Deal Talk – Needs and Leads Deal Round Table Discussion

Mark Herbick moderated a strategic transaction round table discussion for CEOs and Presidents in attendance.

October 29, 2015 – Schaumburg, IL

Young Presidents’ Organization | World Presidents’ Organization (YPO-WPO)
Deal Makers Tradeshow and Summit

Mark Herbick moderated a strategic transaction roundtable discussion for CEOs & Presidents in attendance.

October 23, 2015 – Las Vegas, NV

BSCAI Annual Convention
BSC Merger & Acquisition Panel Discussion
Presented by: Mark Herbick, CEO, Pursant, LLC

A panel of janitorial company buyers and/or sellers BSCs will be sharing details of their transaction process, along with the high and low points of their respective deals. Panelists include BSCs that have all done multiple transactions. These transactions range from the very small but accretive tuck-ins to very large platforms.

During the session, participants will have the opportunity to ask questions and learn from this panel of successful serial deal-makers. Whether you are a buyer, seller or both, the vast majority of business owners will be involved in strategic transaction at some point in their career. Attendees will hear from their peers on how they navigate through the challenges and the lessons they have learned along the way.

Learn more about Pursant and association partnerships