Thank You to our Sponsor

Would you say that the following statements describe your or your client’s organization?

•Information is shared openly

•Mistakes are tolerated and encouraged as a way of learning

•The culture is innovative and creative

Or these?

•There is an abundance of ‘water cooler’ talk

•There are numerous ‘meetings after meetings’

•The only way to get ahead is to withhold or hoard information

CXO Leadership Institute Founder and CEO, Phillip C. Thomas, a successful 5 time public and private company CEO, will lead an interactive discussion around a fresh, innovative approach to leadership performance developed from the pragmatic perspective of an experienced CEO. Led by a successful senior executive, not a training theorist, we will discuss such key questions as:

•Who Do You Trust – And Why?

•Why Other People Trust You – And Why They Don’t.

•Organizational Trust Verses Personal Trust.

•The Practical Economics of High and Low Trust Organizations.

We will also discuss 13 everyday behaviors common to high trust leaders and organizations around the world, behaviors that will change everything in the organization that masters them, beginning, ideally, with the executive team. This discussion will be aided by examples that demonstrate how trust affects everything in the five spheres of our existence – personal lives, business lives, the place we work, the marketplace, and society at large.

Drawing from our collaborative relationship with the Covey Leadership Center and The Speed of Trust organization led by New York Times best-selling author, Stephen M. R. Covey, this discussion is one you will not want to miss.

Phil Thomas is an experienced public and private company senior executive. He is a five-time CEO having led both private and public companies. Prior to his business career, he served eight years with distinction as a decorated U.S. Naval Intelligence Officer and subsequently completed executive development courses at the Harvard and Stanford Business Schools.

During his 30 year military and business career, he has traveled extensively throughout the world and was twice named as a finalist in the Ernst and Young “Entrepreneur of the year” award program; several of his companies received awards such as “Most Innovative New Product”, “Best High Tech Company”, and twice as one of the “Top 100 Best Managed Companies in California”. He has been featured in a two page, color article in Forbes Business Magazine and has appeared in a variety of industry publications.

Where: Babson College, Olin Hall, Needham Wellesley Room, Wellesley, MA
Time: 7:15 – 9:00 AM A hot breakfast will be served.
Investment: Members: $50, Non-Members: $70 (Registrations at the door an additional $10)
If you need to cancel your paid registration for this event due to unforeseen circumstances, please call our administrator at 978-392-7929 and she will add your name to the attendee list at no additional charge for the next event.

Where: The Conference Center at Waltham Woods, 860 Winter Street, Waltham, MA  Directions

Time: 5:30 – 8:00 PM

Investment: Members: $25, Non-Members: $45 Includes one drink ticket and hors d’oeuvres

(Registrations at the door an additional $15)

Thank You to our Sponsor

Chip and Kevin have very different business experiences. But what they have in common are riveting stories about their rich experience, which will inform your unique journey and help you to make strategic decisions about your sales transaction. Their combined experiences include a management buyout, an Employee Stock Ownership Plan (ESOP), sale to a private equity firm and a sale to a strategic buyer. Joining Chip and Kevin on the panel is Shannon Zollo, an attorney with a prominent law firm who specializes in guiding owner-managers like Chip and Kevin through their sales transaction process. Shannon, also on the Board of Directors for The Boston Exit Planning Exchange (XPX Boston), will add perspective and color to the dialog. For more details on the three panelists, see below.

The Owners’ Academy at Babson College is committed to helping owners like you convert the value of your business into meaningful personal wealth. At the Owners’ Academy entrepreneurs engage in a dynamic and rigorous dialog about the creation of sustainable and transferable value in their enterprise, with the explicit goal of passing the business forward to create meaningful personal wealth and fulfillment. The Academy is founded on the premise that owners want results; they want action and learning to keep their edge and ultimately achieve their goals. To create the best-possible environment, learning will take place in a casual, owner-to-owner setting.

The Owners’ Academy is a special place for private business owners. Regardless of market conditions, business ownership and management is a full-out challenge. We have learned that a holistic and collaborate approach can be the vital difference.

More About our Panelists:
Chip Johns is an entrepreneur who built a company through organic growth and acquisitions and managed the sale of his company to a strategic competitor. In 1986 Chip and a partner acquired the name and tooling of a shuttered small boat manufacturing company, Vanguard Sailboats. From 1986 until 1996 Chip built the company into one of the world’s prominent manufacturers of small racing sailboats. Production went from 16 boats to 800 boats per year. Vanguard Sailboats was chosen to supply the boats for the 1992 Olympic Games. Vanguard Sailboats acquired the Sunfish, Laser, and several other brands and production capability in 1997. Chip managed the acquisition and integration of the two companies. Over the next 10 years Chip built a management team which ran Vanguard and lead that team to significant growth through new product development, add on acquisitions, and organic growth of existing products. Chip managed the sale of Vanguard to a European competitor in 2007 and retired from the business.

Kevin Comer is currently the Chairman of Vision Technology. In 1995 when he was the President of Vision Technology he and a partner bought the company in a management buyout. In 2004 he bought out his partner when the firm’s revenues were $3.5 million. By the time Kevin sold Vision Technology in 2008 to a private equity firm, the revenues had increased to $14 million. In the last five years, since the sale, the company has focused on business strategy, planning, administration, technical development, and assisting relationship development with key new and existing clients.

Shannon Zollo, a partner at Morse Barnes-Brown & Pendleton, has a reputation in the greater Boston business community as a leading deal attorney, frequently representing owners with similar profiles to our two other panelist, Chip and Kevin. His rich, “in the trenches,” experience gives him a unique and valuable vantage point about the deal process. Shannon will add color and perspective to Chip’s and Kevin’s stories, with the specific intent of helping our attendees think more strategically about how to design and negotiate their own transaction. Shannon has extensive experience representing the buy-side as well, including both strategic and financial buyers. He understands the buyer’s mindset and will share with our audience what makes an acquisition target most attractive to the buyer.

Dale Edmunds, Program Facilitator, is a Managing Director of U.S. Trust, which is Bank of America’s private wealth management business.  He advises high net worth individuals and their families in the areas of investment management, financial and estate planning, trust services, credit and philanthropy.  Given his previous experience as a commercial lender working with middle-market and large corporate companies, Dale focuses on business owners and executives of Fortune 500 companies, where he is able to understand both
the personal and business issues that his clients confront and that are often closely intertwined.

Where: Babson College, Olin Hall Room 120, Wellesley, MA
Time: 10:00 AM – Noon
Investment: XPX Member & Owner: $150 ($50 for additional owners if an advisor chooses to bring more than one.) An owner may attend without an XPX Member at the cost of $75.

Who: XPX Members in good standing, provided they are accompanied by an owner and have read and agreed to our non-solicitation guidelines. Upon registering you will be emailed the non-solicitation guidelines. Please read it and confirm via email to our administrator that you agree to the terms. When you reply to this email, please provide the contact information of the owner that will accompany you at this event.

Thank You to our Sponsors

Panelists
Brian LeClair – his company, Rockwood Accounting, was acquired by High Street Partners
John Snyder – his company, HCR, was in a merger/strategic partnership with Telamon Insurance
Jane Johnson – her company, Co Active Consulting Group was acquired by a large regional accounting firm

Moderator
Travis Drouin, MFA – Moody, Famiglietti & Andronico

Where: MFA – Moody, Famiglietti & Andronico, One Highwood Drive, Tewksbury, MA
Time: 7:30 – 9:30 AM
Investment: Members: $20 per event, Non-Members: $40 per event
(Registrations at the door an additional $15) Seating is limited.

3-Part Series
September 8, 2011 – Gesmer Updegrove LLP, 40 Broad Street, Boston, MA
October 13, 2011 – Harvard Club, 1 Federal Street, Boston, MA (Sponsored by Webster Bank)
November 10, 2011 – MFA – Moody, Famiglietti & Andronico, One Highwood Drive, Tewksbury, MA

During this program we will discuss:
When should an ESOP be considered?
When should an ESOP transaction not be considered?
What are the pros and cons of ESOPs?
How are companies valued for ESOP transactions?
How do banks view ESOPs?
What are the common misunderstandings about ESOPs?
Why should a business owner consider an ESOP as compared to other exit planning
alternatives?
Who are the best candidates for an ESOP?
What is an ESOP feasibility study and when is a feasibility study necessary?

Case studies will be used to provide you with an understanding of the situations where
ESOPs might be an appropriate solution.

Jim Higgins heads the Financial Advisory and Investment Banking group at SES Advisors, Inc. and
is chief operating officer of its broker dealer subsidiary, Capital Advisors, Inc. He advises clients
on structuring ESOP transactions and acts as quarterback in executing ESOP transactions and
raising financing. SES is recognized as one of the top three ESOP advisory firms in the U.S. In
2010 Jim was involved in the design and execution of 15 ESOP transactions and has conducted
numerous seminars and workshops on ESOPs. He has been with SES since 2003 and is a member of
The ESOP Association.

Rob Edwards is a shareholder of Steiker, Fischer, Edwards & Greenapple, P.C., an affiliate of SES.
SFE&G is a boutique law firm that specializes in matters involving ESOPs and ESOP transactions.
Rob writes and lectures frequently about ESOPs, is a former Director of The ESOP Association and
currently serves on the Executive Committee of the Employee Ownership Foundation.

Where: Babson College, Olin Hall Room 120, Wellesley, MA
Time: 7:30  - 10:00 AM
Investment: Members: $20, Non-Members: $40
(Registrations at the door an additional $15)

Join us for the inaugural meeting of the Tampa chapter of the Exit Planning Exchange (XPX) on Tuesday morning October 25 at the Centre Club in Tampa, FL.

Our expert panel will discuss business owners transition cases they have been personally involved with as advisors. Come hear their insights as to why this is such a hot topic and of such great importance to advisors of business clients. Learn how some owners successfully planned and what that meant to their future and the pitfalls others failed to recognize. How do you assist your business owner clients in navigating the minefield of turning their illiquid closely held business into retirement income? This is now and will continue to be one of the most important issues facing the baby boomer generation for the next 15 years. Be informed and be a part of the solution!

Michael Valdez is a Certified Financial Planner, a Chartered Life Underwriter, a Registered Employee Benefits Consultant and an Accredited Investment Fiduciary.

Michael began his professional career in 1983 in financial services and retirement plan consulting with a major insurance company. Michael has guided owners through this process for 10 years and has lots of stories.

Joseph C. Russo is a member of both the Florida and shareholder in the firm of Donnelly & Russo, P.A., and has been practicing law in the Tampa Bay area for over fourteen years.  His practice focuses on real estate transactions (commercial and residential) as well as business transactions, including asset sales, business entities and small business practice. 

Joseph is a member of both the Florida and Hillsborough bar associations and is currently the President of the Small Business Resource Network (SBRN) here in Tampa. He has seen first hand how these deals can unravel in negotiations due to lack of planning and succeed when well-prepared.

Kathleen Richardson Mauro, the moderator, a seller’s advocate and business intermediary, has herself worked with buying and selling businesses for over 10 years. Kathleen is the founder and Managing Member of the Business Transitions Solutions, LLC that focuses on exit process consulting.

Location:  Centre Club, 123 South Westshore Blvd., 8th Floor
Tampa, FL

Time: 7:30 AM – 8:00 AM (Networking & Breakfast)
8:00 AM – 9:15 AM (Program)

Cost:  $35 pre-registration and $45 at the door

Please register as non-members since no Member IDs are available yet.

Background on XPX:

XPX consists of advisors to business owners – CPAs, estate planning attorneys, consultants, investment bankers, wealth managers, valuation specialists, insurance and tax experts, mergers and acquisitions attorneys, and marketing specialists. XPX provides cutting-edge programming and top-flight networking and connections. The purpose is to help advisors learn to raise the topic of exit planning with their owner-clients and, through collaboration with other XPX members, prepare the owner for the transition of the business to the next owners.

If you have questions feel free to contact Kathleen Richardson Mauro (301) 580-9010 or XPX Tampa chapter administrator Angie Ellis (781)706-0654.

Please register as non-members since no Member IDs are available yet.

Stop looking for opportunities to make the sale and set yourself apart from other professional services providers by becoming a genuine trusted advisor.

This session will challenge participants to reconsider their approach to business development and the “sales process” and provide a road map for new business development success. Traditional selling techniques are ineffective and yet many business professionals continue to rely on old habits and methods that no longer work. Forget the features and benefits sales approach and engage in thoughtful conversations to building meaningful relationships and develop profitable new business.

Join Jim Ayraud, CEO and Founder of Next Level, Inc., a Sales Management Consulting Firm and Sandler Training Center for this lively discussion.

For the past 16 years, Jim and his team have worked with companies in 60-plus industries both locally and nationally. He is an electrifying speaker and is recognized in the Boston area as one of the top sales and sales management consultants.

In 1999 Jim was the co-creator of SalesAccountability®, a web-based sales-force accountability tool. This first-of-its-kind product was rolled out nationally and is now used world-wide for individuals and their managers who want to track their daily goals, behaviors and success.

Prior to founding Next Level, Jim spent his sales and marketing career with some of the best companies in America including Procter & Gamble and the Kimberly-Clark Corporation. This high caliber experience has provided Jim with the foundational selling and management skills that have become the backbone of his company today. His unique and first hand perspective has helped him build a following among those who continually strive to build best-in-class companies.

Past and present clients include: Staples, Inc., The Washington Post, Newsweek, Experian, Manpower, RBS Citizens, N.A., Lincoln Financial Group, Rockwell Automation, Inc., Cable ONE, Inc., Car.com, Inc., Milton CAT, Simpson Gumpertz & Heger Incorporated, Grant Thornton International Ltd., and Pitney Bowes Inc.  Plus 100’s of small to medium size privately owned companies.

Where: Harvard Club, 1 Federal Street, Boston, MA (Sponsored by Webster Bank)
Time: 7:30 – 9:30 AM
Investment: Members: $20 per event, Non-Members: $40 per event
(Registrations at the door an additional $15) Seating is limited.

3-Part Series
September 8, 2011 – Gesmer Updegrove LLP, 40 Broad Street, Boston, MA
October 13, 2011 – Harvard Club, 1 Federal Street, Boston, MA (Sponsored by Webster Bank)
November 10, 2011 – MFA – Moody, Famiglietti & Andronico, One Highwood Drive, Tewksbury, MA

This exciting Owners’ Academy panel discussion is for business owners and their trusted advisors. Few things are more difficult and important to a business and its owners than leadership succession. Come learn lessons from the real experts – owners who have lived through their business succession to tell their tales!

Carl Famiglietti of the CPA firm MFA – Moody, Famiglietti & Andronico will facilitate the succession stories of brothers Bill and Phil Noonan of Contravisory Investment Management who bought the business from their father and Fred Alper, former owner of Morris Alper, Inc. a food brokerage company. Fred bought his business from his father and then sold it years later to management.

You will learn:

• The dangers of not having a firm departure date
• To overcome the fear of losing your connection and identity with the business
• Why the right successor(s) will push you out if you don’t leave on time
• How “family-first” priorities may form the strongest foundation for success
• The proper role of professional advisors
• Why simple succession structures are best
• Strategic options to maximize your results

At the Owners’ Academy entrepreneurs engage in a dynamic and rigorous dialog about the creation of sustainable and transferable value in their enterprise, with the explicit goal of passing the business forward
to create meaningful personal wealth and fulfillment. The Academy is founded on the premise that owners want results; they want action and learning to keep their edge and ultimately achieve their goals. To create the best-possible environment, learning will take place in a casual, owner-to-owner setting.

Where: Babson College, Olin Hall Room 120, Wellesley, MA
Time: 10:00 AM - Noon
Investment: XPX Member & Owner: $150 ($50 for additional owners if an advisor chooses to bring more than one.) An owner may attend without an XPX Member at the cost of $75.

Who: XPX Members in good standing, provided they are accompanied by an owner and have read and agreed to our non-solicitation guidelines. Upon registering you will be emailed the non-solicitation guidelines. Please read it and confirm via email to our administrator that you agree to the terms. When you reply to this email, please provide the contact information of the owner that will accompany you at this event.

Thank You to our Sponsors

Where: Gesmer Updegrove LLP, 40 Broad Street 2nd Floor, Boston, MA
Time: 7:30 – 9:30 AM
Investment: Members: $20 per event, Non-Members: $40 per event
(Registrations at the door an additional $15) Seating is limited.

3-Part Series
September 8, 2011 – Gesmer Updegrove LLP, 40 Broad Street, Boston, MA
October 13, 2011 – Harvard Club, 1 Federal Street, Boston, MA (Sponsored by Webster Bank)
November 10, 2011 – MFA – Moody, Famiglietti & Andronico, One Highwood Drive, Tewksbury, MA

Cash bar and hors d’oeuvres will be served. In case of rain, we’ll move indoors. Attire is business casual dress for this outdoor event.