{"id":54934,"date":"2022-01-01t00:00:21","date_gmt":"2022-01-01t05:00:21","guid":{"rendered":"https:\/\/48e130086c.nxcli.net\/?post_type=product&#038;p=54934"},"modified":"2024-03-04t06:01:33","modified_gmt":"2024-03-04t11:01:33","slug":"how-to-negotiate-a-cpa-firm-merger","status":"publish","type":"product","link":"\/\/www.g005e.com\/shop\/how-to-negotiate-a-cpa-firm-merger\/","title":{"rendered":"cpa firm mergers: your complete guide [new &#038; updated]"},"content":{"rendered":"<h6><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter size-large wp-image-93789\" src=\"\/\/www.g005e.com\/wp-content\/uploads\/2022\/01\/mr21merg-3d-cvr-crop-v4-849x641.png\" alt=\"\" width=\"849\" height=\"641\" srcset=\"\/\/www.g005e.com\/wp-content\/uploads\/2022\/01\/mr21merg-3d-cvr-crop-v4-849x641.png 849w, \/\/www.g005e.com\/wp-content\/uploads\/2022\/01\/mr21merg-3d-cvr-crop-v4-300x227.png 300w, \/\/www.g005e.com\/wp-content\/uploads\/2022\/01\/mr21merg-3d-cvr-crop-v4-600x453.png 600w, \/\/www.g005e.com\/wp-content\/uploads\/2022\/01\/mr21merg-3d-cvr-crop-v4-424x320.png 424w, \/\/www.g005e.com\/wp-content\/uploads\/2022\/01\/mr21merg-3d-cvr-crop-v4-768x580.png 768w, \/\/www.g005e.com\/wp-content\/uploads\/2022\/01\/mr21merg-3d-cvr-crop-v4-1536x1160.png 1536w, \/\/www.g005e.com\/wp-content\/uploads\/2022\/01\/mr21merg-3d-cvr-crop-v4.png 1600w\" sizes=\"auto, (max-width: 849px) 100vw, 849px\" \/><\/h6>\n<h6><span style=\"color: #00a160;\"><b>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@www.g005e.com.<br \/>\n<\/b><b>*<\/b> rosenberg pdfs are read-only \u2013 no printing, markup, reproduction, or further distribution. downloadable to five personal devices within 30 days of purchase.<\/span><\/h6>\n<h3><span style=\"color: #d8232a;\"><em><strong>new, updated, expanded<\/strong><\/em><\/span><\/h3>\n<ul>\n<li>the current state of the cpa firm merger market<\/li>\n<li>how sellers make their firms attractive to buyers<\/li>\n<li>tips for preparing a great letter of intent<\/li>\n<li>how to combat \u201cdeal fatigue\u201d<\/li>\n<li>tips for negotiating mergers<\/li>\n<li>surprises that come at the end that threaten the deal<\/li>\n<\/ul>\n<h3><span style=\"color: #d8232a;\"><em><strong>new! bonus toolkits<\/strong><\/em><\/span><\/h3>\n<p><em><strong>(not sold separately. available only as an add-on to your purchase)<\/strong><\/em><\/p>\n<p>a dozen key documents to study, share, discuss, and customize.<\/p>\n<p>word documents to save you time and trouble<\/p>\n<ul>\n<li>initial screening questions to ask sellers<\/li>\n<li>initial screening questions to ask buyers<\/li>\n<li>merger implementation checklist<\/li>\n<\/ul>\n<p>excel spreadsheet:<\/p>\n<ul>\n<li>client list worksheet<\/li>\n<\/ul>\n<h3>how mergers <em>really<\/em>\u00a0 work<\/h3>\n<ol>\n<li>ask the right questions<\/li>\n<li>understand the other side<\/li>\n<li>firm-up your buyout<\/li>\n<li>satisfy old clients and attract new ones<\/li>\n<li>attract new partners and nurture new talent<\/li>\n<li>achieve your growth objectives<\/li>\n<li>make more money<\/li>\n<li>overcome the fears.<\/li>\n<li>assess the reasons for a deal<\/li>\n<li>examine the personalities and cultures<\/li>\n<li>do your due diligence.<\/li>\n<li>set crystal-clear expectations<\/li>\n<li>understand your new role, opportunities, and rewards<\/li>\n<\/ol>\n<h3>the guide for every firm<\/h3>\n<p><em>cpa firm mergers: your complete guide<\/em> addresses <em>all types<\/em> of mergers and <em>all firm sizes<\/em>:<\/p>\n<ol>\n<li>smaller firm merging into a larger firm (upward merger)<\/li>\n<li>larger firm merging <em>in<\/em> a smaller firm (downward merger)<\/li>\n<li>mergers of equals:<\/li>\n<\/ol>\n<ul>\n<li style=\"list-style-type: none;\">\n<ul>\n<li>two firms close in size merging together (&#8220;sideways&#8221; merger)<\/li>\n<li>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.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h3>tackle the tough issues<\/h3>\n<ol>\n<li>name of the firm<\/li>\n<li>partner income allocation method<\/li>\n<li>partner agreement including partner buyout plan<\/li>\n<li>how the firm will be managed<\/li>\n<li>tax software that will be used<\/li>\n<li>format of client financial statements<\/li>\n<li>is it really a merger? or, an acquisition?<\/li>\n<li>equity and non-equity partners<\/li>\n<\/ol>\n<h3>practical guidance on every page<\/h3>\n<ol>\n<li>how firms attract the best merger partners<\/li>\n<li>the 15 essential terms and definitions<\/li>\n<li>the 21 major steps that can&#8217;t be skipped<\/li>\n<li>why paying one times fees is a steal<\/li>\n<li>how to make paying 1.2 to 1.5 times pay off<\/li>\n<li>the 14 provisions every letter of intent must include<\/li>\n<li>how smaller firms can profit by merging up<\/li>\n<li>the 33 questions larger firms should ask smaller firms<\/li>\n<li>the right way to conduct due diligence reviews \u2013 especially when you&#8217;re already &#8220;old friends&#8221;<\/li>\n<\/ol>\n<h3>contents<\/h3>\n<p style=\"padding-left: 40px;\"><span style=\"color: #d8232a;\"><strong><em>with what&#8217;s new, updated, and expanded<\/em><\/strong><\/span><\/p>\n<p><strong>1: introduction<\/strong><\/p>\n<p style=\"padding-left: 40px;\">do mergers work?<\/p>\n<p style=\"padding-left: 40px;\">addressing all types of mergers<\/p>\n<p><strong>2: the basics of merging<\/strong><\/p>\n<p style=\"padding-left: 40px;\">why merge?<\/p>\n<p style=\"padding-left: 40px;\">state of the cpa firm merger market <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">what makes a firm most attractive<\/p>\n<p style=\"padding-left: 40px;\">what makes a firm least attractive <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">keys to a successful merger<\/p>\n<p style=\"padding-left: 40px;\">major merger terms<\/p>\n<p style=\"padding-left: 40px;\">nonfinancial terms <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">how mergers can go wrong: what to watch out for<\/p>\n<p style=\"padding-left: 40px;\">learning from actual merger experiences <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">finding sellers<\/p>\n<p style=\"padding-left: 40px;\">planting seeds <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p><strong>3: the merger process step-by-step<\/strong><\/p>\n<p style=\"padding-left: 40px;\">the steps in the process <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">deal breakers<\/p>\n<p style=\"padding-left: 40px;\">non-negotiables <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">what to expect from a good merger consultant <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p><strong>4: a startling revelation<\/strong><\/p>\n<p style=\"padding-left: 40px;\">1 times fees is a steal!<\/p>\n<p style=\"padding-left: 40px;\">do the math<\/p>\n<p style=\"padding-left: 40px;\">when paying more makes more sense<\/p>\n<p><strong>5: before negotiations begin<\/strong><\/p>\n<p style=\"padding-left: 40px;\">preparing a written description of your firm <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">get-to-know-you meeting between buyer and seller<\/p>\n<p style=\"padding-left: 40px;\">questions to ask right away <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">data needed to evaluate a merger<\/p>\n<p style=\"padding-left: 40px;\">client list <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 80px;\"><em><span style=\"color: #d8232a;\">now also included as a customizable worksheet in the bonus toolkits<\/span><\/em><\/p>\n<p><strong>6: upward merger: from the seller&#8217;s perspective<\/strong><\/p>\n<p style=\"padding-left: 40px;\">the three mental stages of merging up <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">a word about negotiations<\/p>\n<p style=\"padding-left: 40px;\">how to prepare to search for a buyer<\/p>\n<p style=\"padding-left: 40px;\">why sellers are so anxious about merging up<\/p>\n<p style=\"padding-left: 40px;\">initial screening questions to ask buyers <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 80px;\"><em><span style=\"color: #d8232a;\">now also included as a customizable practice aid in the bonus toolkits<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">how sellers should assess buyers <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">how to make your firm attractive to buyers <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">what\u2019s negotiable and what\u2019s not <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">specifics the seller should expect <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">data the seller should request from the buyer<\/p>\n<p style=\"padding-left: 40px;\">questions sellers should ask buyers <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">things that can turn off buyers <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p><strong>7: downward merger: from the buyer&#8217;s perspective<\/strong><\/p>\n<p style=\"padding-left: 40px;\">why merging in small firms is such a fabulous deal<\/p>\n<p style=\"padding-left: 40px;\">eleven reasons to merge in smaller firms<\/p>\n<p style=\"padding-left: 40px;\">merging in a smaller firm: what larger firms should expect<\/p>\n<p style=\"padding-left: 40px;\">initial screening questions to ask sellers<\/p>\n<p style=\"padding-left: 80px;\"><em><span style=\"color: #d8232a;\">now also included as a customizable practice aid in the bonus toolkits<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">issues buyers should explore with sellers <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p><strong>8: mergers of equals (or near-equals)<\/strong><\/p>\n<p style=\"padding-left: 40px;\">two reasons mergers of equals are rare<\/p>\n<p style=\"padding-left: 40px;\">high-level issues both firms need to address<\/p>\n<p style=\"padding-left: 40px;\">issues to negotiate and agree on <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p><strong>9: acquiring sole practitioners<\/strong><span style=\"color: #d8232a;\"><em> (new)<\/em><\/span><\/p>\n<p style=\"padding-left: 40px;\">different types of transactions<\/p>\n<p style=\"padding-left: 40px;\">critical issues to negotiate <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">operating issues <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">financial issues<\/p>\n<p><strong>10: two-stage vs. one-stage mergers<\/strong><em><span style=\"color: #d8232a;\">\u00a0(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">when each deal is most common <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">benefits of a two-stage deal <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">words of caution <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p><strong>11: the letter of intent<\/strong> <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">definition of letter of intent<\/p>\n<p style=\"padding-left: 40px;\">steps that lead to issuance of an loi <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">suggestions for preparing the loi <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">what the loi should include <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">loi comparison checklist (for sellers) <span style=\"color: #d8232a;\"><em>(new)<\/em><\/span><\/p>\n<p><strong>12: merger negotiations <\/strong><span style=\"color: #d8232a;\"><em>(updated)<\/em><\/span><\/p>\n<p style=\"padding-left: 40px;\">what to address at merger negotiations <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p style=\"padding-left: 40px;\">deal fatigue <span style=\"color: #d8232a;\"><em>(new)<\/em><\/span><\/p>\n<p style=\"padding-left: 40px;\">tips for negotiating mergers <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p><strong>13: due diligence\u00a0<\/strong><\/p>\n<p style=\"padding-left: 40px;\">due diligence defined<\/p>\n<p style=\"padding-left: 40px;\">five steps in the due diligence process<\/p>\n<p style=\"padding-left: 40px;\">six types of due diligence procedures<\/p>\n<p style=\"padding-left: 40px;\">surprises at the end of negotiations that can threaten a deal <em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p><strong>14: lateral partner hires <\/strong><em><span style=\"color: #d8232a;\">(new)<\/span><\/em><\/p>\n<p><strong>15: practice continuation agreements<\/strong><\/p>\n<p style=\"padding-left: 40px;\">why we see so few<\/p>\n<p><strong>16: implementing the merger<\/strong><\/p>\n<p style=\"padding-left: 40px;\">merger implementation checklist <span style=\"color: #d8232a;\"><em>(updated)<\/em><\/span><\/p>\n<p style=\"padding-left: 80px;\"><em><span style=\"color: #d8232a;\">now also included as a customizable practice aid in the bonus toolkits<\/span><\/em><\/p>\n<p><strong>17: merger nuances<\/strong> <span style=\"color: #d8232a;\"><em>(new)<\/em><\/span><\/p>\n<p style=\"padding-left: 40px;\">cherry-pick your merger partner<\/p>\n<p style=\"padding-left: 40px;\">go out on top<\/p>\n<p style=\"padding-left: 40px;\">employment offer to seller\u2019s staff<\/p>\n<p style=\"padding-left: 40px;\">best practice: employee nonsolicitation agreements<\/p>\n<p style=\"padding-left: 40px;\">when a buyer employs the seller\u2019s staff<\/p>\n<p style=\"padding-left: 40px;\">de-merger clauses<\/p>\n<p style=\"padding-left: 40px;\">so, should you do a merger?<\/p>\n<p><strong>appendices<\/strong><\/p>\n<p style=\"padding-left: 40px;\">confidentiality and nondisclosure agreement<\/p>\n<p style=\"padding-left: 40px;\">for consultants involved in the merger<\/p>\n<p style=\"padding-left: 40px;\">sample letter to seller candidates<\/p>\n<h3>about the author<\/h3>\n<h4 style=\"font-weight: 500;\"><strong style=\"font-weight: bold;\">marc rosenberg, cpa<\/strong><\/h4>\n<p>卡塔尔世界杯常规比赛时间 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,<a href=\"\/\/www.g005e.com\/shop\/map-survey\/\"><em> the rosenberg survey<\/em>, available here from the 卡塔尔世界杯常规比赛时间 store<\/a>. he has consulted with more than 700 firms throughout his 20+ year consulting career. <em>accounting today<\/em> magazine annually acknowledges marc rosenberg as one of the 100 most influential people in the cpa profession and <em>inside public accounting<\/em> has repeatedly recognized him as one of the ten most recommended cpa firm consultants in the country.<\/p>\n<p style=\"text-align: center;\">to see more of his work for 卡塔尔世界杯常规比赛时间, <a href=\"\/\/www.g005e.com\/author\/rosenberg\/\" target=\"_blank\" rel=\"noopener noreferrer\">click here<\/a>.<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<h5 style=\"text-align: center;\"><\/h5>\n","protected":false},"excerpt":{"rendered":"<h4><b><span style=\"color: #0056a6;\">your complete guide to how mergers <em>really<\/em>\u00a0 work<\/span><\/b><\/h4>\n<p><span style=\"color: #d8232a;\"><em>new second edition: updated and expanded. three new chapters. new bonus toolkits.<\/em><\/span><\/p>\n<p><i>by marc rosenberg cpa<\/i><\/p>\n<p style=\"text-align: center;\">&#8220;comprehensive! you\u2019ll know what to expect, and how to make a deal that serves your purposes, whatever they may be.&#8221; <em>\u2013 accountingtoday<\/em><\/p>\n<p>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.<\/p>\n<p><span style=\"color: #d8232a;\"><strong>new! bonus toolkits.<\/strong><\/span> not sold separately. available exclusively as a one-time $75 upgrade on your purchase.<\/p>\n<h6 style=\"padding-left: 200px; text-align: right;\"><span style=\"color: #b6b6b6;\"><em>cover design may vary.<\/em><\/span><\/h6>\n","protected":false},"featured_media":93792,"template":"","meta":{"_acf_changed":false,"_relevanssi_hide_post":"","_relevanssi_hide_content":"","_relevanssi_pin_for_all":"","_relevanssi_pin_keywords":"","_relevanssi_unpin_keywords":"","_relevanssi_related_keywords":"","_relevanssi_related_include_ids":"","_relevanssi_related_exclude_ids":"","_relevanssi_related_no_append":"","_relevanssi_related_not_related":"","_relevanssi_related_posts":"","_relevanssi_noindex_reason":""},"product_cat":[2859,2844,2841,2839,2840],"product_tag":[3247,2929,3246],"class_list":{"0":"post-54934","1":"product","2":"type-product","3":"status-publish","4":"has-post-thumbnail","6":"product_cat-digital-option","7":"product_cat-digital-product","8":"product_cat-marc-rosenberg","9":"product_cat-mergers-succession","10":"product_cat-recommended","11":"product_tag-acquisitions","12":"product_tag-ma","13":"product_tag-mergers","14":"product_shipping_class-download-only","15":"member-discount","16":"discount-restricted","18":"first","19":"instock","20":"taxable","21":"shipping-taxable","22":"purchasable","23":"product-type-variable","24":"has-default-attributes"},"acf":[],"yoast_head":"<!-- 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