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Monday | October 17
NEWLY UPDATED and EXPANDED
CPA FIRM MERGERS: YOUR COMPLETE GUIDE [NEW & UPDATED]
YOUR COMPLETE GUIDE TO HOW MERGERS REALLY WORK
New Second Edition: Updated and Expanded. Three New Chapters. New Bonus
Toolkits.
By Marc Rosenberg CPA
“Comprehensive! You’ll know what to expect, and how to make a deal that serves
your purposes, whatever they may be.” – AccountingToday
For sole practitioners and firms of all sizes. Buyers and sellers. All the
toughest issues from A to Z. With 175 pages of instructions, case studies,
sample letters, checklists, and worksheets.
NEW! BONUS TOOLKITS. Not sold separately. Available EXCLUSIVELY as a one-time
$75 upgrade on your purchase.
COVER DESIGN MAY VARY.
$280.00 – $410.00
Choose the Format (Print, PDF or Both)? Choose an optionPrint and Instant eBook
UpgradePrint Only (Priority Mail)eBook Only (Read-Only PDF) Choose to add the
Toolkits Choose an optionYes, Add the Toolkits ($90)No Thanks. No Toolkits.Clear
CPA Firm Mergers: Your Complete Guide [New & Updated] quantity
Add to cart
LINKS TO DOWNLOAD YOUR PDF EBOOK AND ZIP FILE TOOLKITS WILL APPEAR ON THE ORDER
CONFIRMATION SCREEN AFTER PURCHASE AND IN YOUR EMAIL RECEIPT FROM
AUTO-CONFIRM@CPATRENDLINES.COM.
* ROSENBERG PDFS ARE READ-ONLY – NO PRINTING, MARKUP, REPRODUCTION, OR FURTHER
DISTRIBUTION. DOWNLOADABLE TO FIVE PERSONAL DEVICES WITHIN 30 DAYS OF PURCHASE.
NEW, UPDATED, EXPANDED
* The current state of the CPA firm merger market
* How sellers make their firms attractive to buyers
* Tips for preparing a great Letter Of Intent
* How to combat “deal fatigue”
* Tips for negotiating mergers
* Surprises that come at the end that threaten the deal
NEW! BONUS TOOLKITS
(Not sold separately. Available ONLY as an add-on to your purchase)
A dozen key documents to study, share, discuss, and customize.
Word documents to save you time and trouble
* Initial Screening Questions to Ask Sellers
* Initial Screening Questions to Ask Buyers
* Merger Implementation Checklist
Excel spreadsheet:
* Client List Worksheet
HOW MERGERS REALLY WORK
1. Ask the right questions
2. Understand the other side
3. Firm-up your buyout
4. Satisfy old clients and attract new ones
5. Attract new partners and nurture new talent
6. Achieve your growth objectives
7. Make more money
8. Overcome the fears.
9. Assess the reasons for a deal
10. Examine the personalities and cultures
11. Do your due diligence.
12. Set crystal-clear expectations
13. Understand your new role, opportunities, and rewards
THE GUIDE FOR EVERY FIRM
CPA Firm Mergers: Your Complete Guide addresses all types of mergers and all
firm sizes:
1. Smaller firm merging into a larger firm (upward merger)
2. Larger firm merging in a smaller firm (downward merger)
3. Mergers of equals:
* * Two firms close in size merging together (“sideways” merger)
* Two firms of different sizes merging together, but the gap in size is small
enough that the smaller firm is able to freely negotiate terms.
TACKLE THE TOUGH ISSUES
1. Name of the firm
2. Partner income allocation method
3. Partner agreement including partner buyout plan
4. How the firm will be managed
5. Tax software that will be used
6. Format of client financial statements
7. Is it really a merger? Or, an acquisition?
8. Equity and non-equity partners
PRACTICAL GUIDANCE ON EVERY PAGE
1. How firms attract the best merger partners
2. The 15 essential terms and definitions
3. The 21 major steps that can’t be skipped
4. Why paying one times fees is a steal
5. How to make paying 1.2 to 1.5 times pay off
6. The 14 provisions every letter of intent must include
7. How smaller firms can profit by merging up
8. The 33 questions larger firms should ask smaller firms
9. The right way to conduct due diligence reviews – especially when you’re
already “old friends”
CONTENTS
With What’s New, Updated, and Expanded
1: INTRODUCTION
Do Mergers Work?
Addressing All Types of Mergers
2: THE BASICS OF MERGING
Why Merge?
State of the CPA Firm Merger Market (New)
What Makes a Firm Most Attractive
What Makes a Firm Least Attractive (New)
Keys to a Successful Merger
Major Merger Terms
Nonfinancial Terms (New)
How Mergers Can Go Wrong: What to Watch Out For
Learning from Actual Merger Experiences (New)
Finding Sellers
Planting Seeds (New)
3: THE MERGER PROCESS STEP-BY-STEP
The Steps in the Process (New)
Deal Breakers
Non-Negotiables (New)
What to Expect from a Good Merger Consultant (New)
4: A STARTLING REVELATION
1 Times Fees Is a Steal!
Do the Math
When Paying More Makes More Sense
5: BEFORE NEGOTIATIONS BEGIN
Preparing a Written Description of Your Firm (New)
Get-to-Know-You Meeting between Buyer and Seller
Questions to Ask Right Away (New)
Data Needed to Evaluate a Merger
Client List (New)
Now also included as a customizable worksheet in the Bonus Toolkits
6: UPWARD MERGER: FROM THE SELLER’S PERSPECTIVE
The Three Mental Stages of Merging Up (New)
A Word about Negotiations
How to Prepare to Search for a Buyer
Why Sellers Are So Anxious about Merging Up
Initial Screening Questions to Ask Buyers (New)
Now also included as a customizable practice aid in the Bonus Toolkits
How Sellers Should Assess Buyers (New)
How to Make Your Firm Attractive to Buyers (New)
What’s Negotiable and What’s Not (New)
Specifics the Seller Should Expect (New)
Data the Seller Should Request from the Buyer
Questions Sellers Should Ask Buyers (New)
Things That Can Turn Off Buyers (New)
7: DOWNWARD MERGER: FROM THE BUYER’S PERSPECTIVE
Why Merging in Small Firms Is Such a Fabulous Deal
Eleven Reasons to Merge in Smaller Firms
Merging in a Smaller Firm: What Larger Firms Should Expect
Initial Screening Questions to Ask Sellers
Now also included as a customizable practice aid in the Bonus Toolkits
Issues Buyers Should Explore with Sellers (New)
8: MERGERS OF EQUALS (or NEAR-EQUALS)
Two Reasons Mergers of Equals Are Rare
High-Level Issues Both Firms Need to Address
Issues to Negotiate and Agree On (New)
9: ACQUIRING SOLE PRACTITIONERS (New)
Different Types of Transactions
Critical Issues to Negotiate (New)
Operating Issues (New)
Financial Issues
10: TWO-STAGE vs. ONE-STAGE MERGERS (New)
When Each Deal Is Most Common (New)
Benefits of a Two-Stage Deal (New)
Words of Caution (New)
11: THE LETTER OF INTENT (New)
Definition of Letter of Intent
Steps That Lead to Issuance of an LOI (New)
Suggestions for Preparing the LOI (New)
What the LOI Should Include (New)
LOI Comparison Checklist (for Sellers) (New)
12: MERGER NEGOTIATIONS (Updated)
What to Address at Merger Negotiations (New)
Deal Fatigue (New)
Tips for Negotiating Mergers (New)
13: DUE DILIGENCE
Due Diligence Defined
Five Steps in the Due Diligence Process
Six Types of Due Diligence Procedures
Surprises at the End of Negotiations That Can Threaten a Deal (New)
14: LATERAL PARTNER HIRES (New)
15: PRACTICE CONTINUATION AGREEMENTS
Why We See So Few
16: IMPLEMENTING THE MERGER
Merger Implementation Checklist (Updated)
Now also included as a customizable practice aid in the Bonus Toolkits
17: MERGER NUANCES (New)
Cherry-Pick Your Merger Partner
Go Out on Top
Employment Offer to Seller’s Staff
Best Practice: Employee Nonsolicitation Agreements
When a Buyer Employs the Seller’s Staff
De-Merger Clauses
So, Should You Do a Merger?
APPENDICES
Confidentiality and Nondisclosure Agreement
For Consultants Involved in the Merger
Sample Letter to Seller Candidates
ABOUT THE AUTHOR
MARC ROSENBERG, CPA
CPA Trendlines commentator Marc Rosenberg is a nationally known consultant,
author, and speaker on CPA firm management, strategy and partner issues.
President of his own Chicago-based consulting firm, The Rosenberg Associates, he
is the founder of the most authoritative annual survey of mid-sized CPA firm
performance statistics in the country, The Rosenberg Survey, available here from
the CPA Trendlines Store. He has consulted with more than 700 firms throughout
his 20+ year consulting career. Accounting Today magazine annually acknowledges
Marc Rosenberg as one of the 100 most influential people in the CPA profession
and INSIDE Public Accounting has repeatedly recognized him as one of the ten
most recommended CPA firm consultants in the country.
To see more of his work for CPA Trendlines, click here.
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