Many practitioners view the sale or merger of their practice as the solution to a variety of problems, including: retirement/succession issues; insufficient growth; and client or staff/partner losses. Others seek to purchase practices as a strategy for achieving growth, increased profitability and security. Unfortunately, the reality for many is that the sale, merger or acquisition does not accomplish their goals and becomes in itself a costly and energy draining experience. The ultimate nightmare for many is the pulling apart of the arrangement.  

In this session Mort reviews these processes and examines the underlying causes of failure. He shares his many experiences with real life situations. He makes extensive reference to his book: Mergers of Professional Practices: Managing the Process [The Canadian Institute of Chartered Accountants]. He discusses strategies for having a successful sale, merger or purchase experience.
 

                  How buyers and sellers can best achieve their goals

                  Common impediments to successful experiences

                  How to distinguish sales, purchases and mergers from one another

                  How to package your practice

                  Doing a comprehensive due diligence

                  Living together; “Quickie divorce” strategies

                  Organizational and personal issues

                  Identifying and understanding different cultures

                  Mort's 10-step program

                  How to cope when “the party’s over”

This session is for anyone who sees themselves as ever wanting to buy, sell or merge a practice. It will be of particular interest to those who are currently involved in such negotiations, as well as to those who are living through the aftermath of a sale, merger or purchase.