October 13
2:00 PM - 3:00 PM
Hilton | Salon A-3
Earnouts, an Often-Necessary Evil to Getting M&A Deals Done
Mark Herbick, Founder and CEO, Pursant
Buyers and Sellers generally have differences of opinion on enterprise value and in the case of small to medium sized businesses, it is common to bridge that valuation gap through the utilization of contingent payment (earnouts). Sellers don’t like the uncertainty of future payment associated with earnouts, Buyers struggle with the post-close operating restrictions commonly associated with them and both parties dislike the documentation complexity that comes with them, but yet earnouts are part of most M&A deals in the BSC sector. During this session, we will dive into when and why earnouts are used and best practices for setting yourself up for success (whether you are a Buyer or Seller) when they are part of your deal.
...
Read More
October 13
2:00 PM - 3:00 PM
Hilton | Salon A-5
Strategies to Drive Long-Term Relationships & Retain Customers
Jason Krisher, Assistant Vice President - Facility Care Corporate Accounts, Ecolab
Strong retention is essential for sustainable business growth. Not only is it less costly to retain a customer than to acquire a new one, but in the cleaning industry, your ability to retain customers may also help you to acquire new business. So, other than providing exceptional service, what can you do to increase customer retention? In this session, Jason Krisher, who has spent the last 24 years focused on relationship-based selling will share actionable strategies and tactics to improve communication, build lasting relationships and drive customer loyalty.
...
Read More
October 13
2:00 PM - 3:00 PM
Hilton | Mobley
Understanding Contracts in a Post-Pandemic and Inflationary World
Brian Rauch, Chief Legal Officer & General Counsel, Harvard Maintenance
Join Brian Rauch, Chief Legal Officer & General Counsel of Harvard, as he discusses service agreements in light of post-pandemic workplaces and uncertain inflation. In addition to industry standards for service agreements, Brian will focus on today’s negotiation issues of contracting to clean hybrid workplaces, protect against inflation pressures, and satisfy client desires for digital transformation. This session will provide you with an understanding of negotiation points in the context of today’s unique and challenging business environment. Brian will provide valuable insight into how to achieve your goals while preserving (and creating) long term client relationships.
...
Read More