M&A Advisor Podcast

In this episode, we sit down with Brent Baxter, CEO of the Association for Corporate Growth (ACG), to break down what’s really happening in the middle market M&A landscape.From rising deal flow and extended private equity hold periods to the growing role of AI in value creation, Brent shares insider insights backed by decades of experience and data from across the dealmaking ecosystem.We explore why 2026 is shaping up to be a “swell” year for M&A activity, what’s driving renewed momentum, and how investors, operators, and advisors can position themselves for what’s next.Whether you're an investment banker, private equity professional, or aspiring dealmaker, this episode delivers practical insights on navigating today’s evolving market.Guest: Brent BaxterTitle: CEO, Association for Corporate Growth (ACG)Why 2026 could see a surge in middle market deal activityThe impact of rising private equity hold periods (4 → 6 years)How interest rates and macro uncertainty delayed exitsRecord levels of capital (“dry powder”) driving future dealsThe role of AI in accelerating value creation—not replacing dealmakersSector trends: manufacturing slowdown and recovery signalsHow relationships—not spreadsheets—drive real dealsInside DealMAX: 3,400 attendees and 20,000+ meetingsThe “stair-step” model of private equity exitsCareer advice for young professionals entering M&AMiddle market leads job creation—and PE-backed firms outperformInvestment banking pitch activity is rising sharplyAI is becoming central to operational efficiency and valuation strategyMore capital = more competition = more deal opportunities“Deals happen on relationships.”“2026 will be… swell.”“The one certainty is uncertainty.”

Closing a transaction in today's volatile market requires more than just a willing buyer and seller—it demands a relentless commitment to execution. In this episode, a panel of seasoned experts, including Tom Goldblatt, Derek Swanson, and Steven Nigro reveal the unvarnished truths of getting deals across the finish line.  From managing "deal fatigue" and screaming sellers to building institutional-grade transaction committees, this session provides Founders and PE partners with a sober, evidence-based plan to protect value. Learn how to identify early red flags and systematize your process for high-stakes deal success. Visit maadvisor.com for more insights. #MAAdvisor #DealExecution #LowerMiddleMarket Show Notes [00:01:00] Mastering the art of relentless M&A deal execution strategy.  [00:05:00] Identifying early warning signs and red flags in new engagements.  [00:06:00] Borrowing buy-side best practices via internal transaction committees.  [00:07:00] Using proactive client education to eliminate technical friction.  [00:08:00] Why certainty of close starts at the selection of the deal.  [00:13:00] Managing advisory risk with strategic high retainers on tough deals.  [00:15:00] Systematizing internal processes to empower junior deal team members.  [00:17:00] Maintaining flexibility on non-core points to preserve deal momentum.  [00:23:00] Overcoming due diligence hurdles when records are unorganized.  [00:30:00] Managing the buyer’s cadence during critical exclusivity periods.  [00:33:00] Navigating deal fatigue and the "eleventh-hour screaming seller" crisis.  [00:36:00] Using transparency to manage priorities and meeting commitments.  [00:39:00] Why human relationship building remains irreplaceable by AI in closing.   M&A Alerts: Subscribe to your definitive daily source for premium transaction news. https://maadvisor.com LinkedIn: Connect with our global community of dealmaking professionals. https://www.linkedin.com/company/the-m&a-advisor Facebook: Follow the latest trends and stories from the industry’s influential figures. https://www.facebook.com/maadvisor   YouTube: Watch masterclass strategies and exclusive interviews on our official channel. https://www.youtube.com/user/Maadvisor 

Before focusing solely on operational checkboxes and financial due diligence, dealmakers often found their integrations derailed by cultural friction and unforeseen crises; however, after adopting Shawn Whiteside and Corey Massella’s leadership-first framework, they can build the trust and resilience necessary to protect deal value and navigate any post-close storm.  In this masterclass on leadership and resilience, Shawn Whiteside (retired military leader and cyber expert) and Corey Massella (Managing Director at UHY) break down why the "human element" is the ultimate deal-breaker in M&A. From Shawn’s harrowing stories of leading during Hurricane Harvey to Corey’s experience coaching CEOs through 14 years of firm ownership, they reveal the critical role of trust, communication, and rhythm in high-stakes transactions.  What You’ll Learn: How to build a "48-agency" level of trust before a crisis hits. The difference between being "operationally ready" and "integration ready." Why cyber risk is the most overlooked piece of post-close resilience. The psychology of difficult conversations in the buyer-seller relationship. Connect with the Experts: Shawn Whiteside: OneZero Solutions Corey Massella: Managing Director, UHY Advisors Main Takeaways: Trust is Not Optional: Trust must be established and nurtured before the deal reaches its highest stress point to ensure the team doesn't "go blank" under pressure. Integration Over Operations: Checking the boxes of diligence is not enough; leadership must understand how the acquired company’s culture will mesh with their own. Resilience & Rhythm: Leaders need to establish a cadence (rhythm) that allows teams to stay focused and resilient during the chaotic post-close period. Timestamps: [00:01:45] – Meet the Experts: Shawn Whiteside’s military background and Corey Massella’s accounting and coaching journey. [00:03:55] – The Hurricane Harvey Lesson: Why relationships must be established before the storm. [00:05:30] – The Integration Gap: Why deals fail even when the "checklists" are finished. [00:07:45] – Two-Way Communication: Aligning the drivers of your leadership team with the company's path to market. [00:09:20] – The "Cop Speeding" Metaphor: Understanding how stress affects decision-making in M&A. [00:11:15] – Charging Toward Conflict: How to handle difficult conversations with buyers and sellers. 

Founders and boutique owners often fear that selling to a global giant means losing the culture and quality that made them successful. In this episode, Chip Register, CEO of Arno, explains how his "super boutique" model uses a "do no harm" integration strategy to reach $1 billion in revenue.  Learn how to use the "Four Cs" framework—Completeness, Connectedness, Claim, and Quality—to identify high-performing assets that thrive post-acquisition. Transform your M&A playbook by prioritizing talent retention and vision casting over rigid corporate mandates. Watch now to master the art of the "super boutique" at MAAdvisor.com. #MAAdvisor #SuperBoutique #DigitalTransformation Show Notes [00:01:00] Intro to enterprise digital transformation  [00:03:00] Reaching $1B revenue through monthly deals  [00:05:00] Defining "Super Boutique" vs. legacy scale [00:08:00] Boutique 80+ NPS vs. global consultancies [00:09:00] The ash heap of failed service M&A [00:10:00] Post-deal cooling in "Arno Next" platform [00:11:00] Hippocratic Oath: "Do no harm" to culture [00:13:00] 90% of employees didn't choose acquirer [00:14:00] Four Cs: Completeness, Connectedness, Claim, Quality [00:16:00] Buying high-performance, not "fixer-upper" firms [00:17:00] Vision casting to protect founder legacy Subscribe to your definitive daily source for premium transaction news. https://maadvisor.com Connect with our global community of deal making professionals. https://www.linkedin.com/company/the-m&a-advisor Follow the latest trends and stories from the industry’s influential figures. https://www.facebook.com/maadvisor   Watch master class strategies and exclusive interviews on our official channel. https://www.youtube.com/user/Maadvis

In a transaction environment defined by regulatory shifts and economic uncertainty, data-driven intelligence is the only path to certainty. Joe Mantone, U.S. Financial Institutions News Desk Manager at S&P Global Market Intelligence, delivers a sober, evidence-based assessment of the 2025 M&A landscape.  This masterclass for Founders, PE partners, and corporate leaders reveals why total global deal value has surged 19% to its highest peak since 2022, even as transaction volume remains flat. Discover the strategic logic behind $10B+ "mega-deals," the trend of conglomerates like Honeywell and Kraft Heinz splitting into pure-play entities, and how Private Equity is deploying massive capital into large-cap targets. Protect your value and stay ahead of market headwinds at maadvisor.com.   #MAAdvisor #DataIntelligence #MegaDeals Show Notes [00:01:00] Leveraging S&P Global data to decipher 2025 M&A market trends. [00:04:00] How high equity valuations and Fed rate cuts fueled early transaction hopes. [00:05:00] Analyzing the "screeching halt" in deal momentum following tariff announcements.  [00:06:00] Global M&A total value reaches its highest point since 2022.  [00:07:00] The Value Gap: Why deal count is flat while total value rises 19%.  [00:08:00] The rise of $10B+ deals and the $88B Industrials sector breakout.  [00:10:00] Strategic Divestitures: Why Keurig Dr. Pepper and Honeywell are splitting up. [00:11:00] Private Equity’s focus on large-cap deals to deploy record capital.  [00:19:00] Managing regulatory sidelines and the "snapback" in large-scale transactions.   Subscribe to your definitive daily source for premium transaction news. https://maadvisor.com Connect with our global community of dealmaking professionals. https://www.linkedin.com/company/the-m&a-advisor Follow the latest trends and stories from the industry’s influential figures. https://www.facebook.com/maadvisor   Watch masterclass strategies and exclusive interviews on our official channel. https://www.youtube.com/user/Maadvisor