Middle Market M&A handbook

“The perfect reference book for any M&A transaction. Keep this close by as you make one of the most important business decisions of your (business) life!”

-Verne Harnish

Founder, Entrepreneurs’ Organization (EO) & Author, Scaling Up (Rockefeller Habits 2.0)

ABOUT THE BOOK

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Practical advice and insights to navigate the sell-side and buy-side processes of M&A for companies with revenues from $5M to $1B.

This handbook captures the body of knowledge of middle market M&A, focusing on the key aspects and steps to succeed in optimizing the deal and closing the transaction.

Middle Market Overview

What is the middle market? And trends in the private capital markets.

For the Business Owner/Operator & Entrepreneur

Transition and exit planning; optimizing the deal to achieve objectives.

The M&A Practice & Processes

Sell-side, buy-side / corporate development, technology, and ethics.

M&A Technical Discussion

Comprehensive reference about valuation, deal structure, tax strategy, legal documentation and due diligence.

Who is this book for?

This book is for Advisors, Investors, and Business Owners looking to navigate the ins and outs of M&A transactions.

Advisors

M&A advisors, investment bankers, lawyers, CPAs, wealth managers, valuation experts, exit planners, tax advisors, transaction advisors, corporate development team members, corporate finance, consultants, and integration managers
Investors

Private equity investors, family offices, search funds, lenders, and strategic buyers
Business Owners and Entrepreneurs

Founders, CEOs and CFOs, and board members
Educators

Graduate, doctoral and professional courses – Middle Market M&A has been used in many academic and professional programs as the basis for courses and as a supporting resource

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ABOUT THE AUTHORS

Kenneth H. Marks

The Founder and Managing Partner of High Rock Partners, a boutique firm of strategic and M&A advisors. He is an expert in M&A, and financing of middle market companies.

Christian W. Blees

The President and CEO of BiggsKofford Certified Public Accountants and BiggKofford Capital Investment Bank. He leads the CM&AA credentialing program.

Michael R. Nall

The Founder of Alliance of Merger & Acquisition Advisors and a recognized speaker on the valuation, growth, and sale of middle market companies.

Thomas A. Stewart

Served as Executive Director of the National Center for the Middle Market, and Editor-in-Chief and Managing Director of Harvard Business Review.

A few endorsements

Alexandra R. Lajoux, Ph.D.

Lead Author, Art of M&A Series and CKO Emeritus, National Association of Corporate Directors (NACD)

“When the Middle Market M&A handbook was released a decade ago, the marketplace immediately recognized the authority of its authors – all experienced M&A advisors tried and tested in the crucible of dealmaking. It was an instant classic. This second edition captures vital lessons learned during the past ten turbulent years, and provides practical tools to prepare buyers, sellers, and intermediaries alike for a future that can be immensely profitable – for the forewarned.”

Brett Palmer

President Small Business Investor Alliance (SBIA)

“Understanding how private businesses access capital for growth and successful owner transition is one of the most critical and least understood parts of the small and medium-sized business economy. This second edition of Middle Market M&A is a must read for anyone who needs to master the ever-evolving dynamics of the private capital marketplace. There is no better reference book for equity investors, private company owners and the advisors that unite them.”

Professor Scott Moeller

Director, M&A Research Centre Bayes Business School (formerly Cass), City, University of London

“Often overlooked or discussed only as an afterthought, Marks et al have focused on an increasingly important part of the vibrant M&A market — the so-called ‘middle market’ where indeed the most deals take place. This market is huge as are the implications for buyers of mid-sized companies, their founders and sellers, the myriad advisors, investors and business school students. This book should be on the bookshelf of every one of those groups…”