2026 ETA Conference Information

Owner: Ed Redden

Description:
A hands‑on workshop focused on defining your preliminary “buy box.” Participants will work through how industry, deal size, geography, and personal experience should shape their search criteria—and why lack of focus leads to wasted time and missed opportunities.

Goal:
Help attendees develop founder‑market fit and leave with a draft investment thesis that reduces search drift and sharpens outreach.

Example Hard Takeaways:

• Three real‑world example buy boxes from active searchers
• Templates and resources for industry selection
• A draft personal investment thesis

Owner: Tom Baker

Description:
A comprehensive overview of how acquisition deals are financed without over‑leveraging the business. This session explains the capital stack, the trade‑offs between debt and equity, and how capital structure impacts long‑term returns and control.

Goal:
Help attendees understand how different financing structures affect risk, cash flow, and personal ROI.

Example Hard Takeaways:

• Real‑world cap table examples
• Sample sources & uses statements

Owner: Katherine

Description:
An analytical workshop covering how small businesses are actually valued in the lower middle market. We’ll break down financial statements, normalize EBITDA, discuss appropriate multiples, and walk through sensitivity analysis to understand how price impacts risk and returns.

Goal:
Enable attendees to confidently evaluate asking prices and understand the key financial drivers behind valuation decisions.

Example Hard Takeaways:

• Simplified valuation model
• Example valuation scenarios
• Key diligence metrics checklist

Owners: Rahul Desai and Joe Brown

Description:
A tactical, tool‑driven deep dive into sourcing deals. We’ll compare brokered search versus proprietary outreach, review tools and systems used by successful searchers, and demonstrate live examples of outreach strategies in action.

Goal:
Help attendees determine which sourcing strategies best fit their skills and personality—and how to execute them effectively.

Example Hard Takeaways:

• Tactical slide deck with real examples
• Tool stack recommendations
• Outreach framework templates

Owner: Tom O’Brian
Other Speakers: Rick C. and Ed Redden

Description:
This session builds on the morning buy‑box discussion by focusing on how to adapt your targeting strategy based on industry dynamics and seller behavior. Learn how different buy‑box profiles require different sourcing and outreach approaches.

Goal:
Equip attendees to align sourcing tactics with their specific buy‑box and improve response rates from sellers.

Example Hard Takeaways:

• Buy‑box‑specific outreach strategies

• Industry‑specific sourcing considerations

Owner: Eric Hornung
Other Speakers: Aaron Monk, Tim Metzner and Alex Bridgeman

Description:
A practical panel discussion covering the most common deal structures in small business acquisitions. Topics include asset vs. stock deals, seller financing, earnouts, equity rollovers, and SBA‑backed transactions.

Goal:
Build deal‑structure literacy so attendees can engage confidently with sellers, lenders, and advisors.

Hard Takeaways:

• Deal structure toolkit
• Sample sources & uses models

Owner: Lachlan McLean
Other Speakers: Will Smith (TBC)

Description:
A pragmatic roadmap for the first 100 days after acquiring a business. We’ll cover leadership transition, communication with employees, establishing operating cadence, and avoiding common early‑stage mistakes.

Goal:
Prepare attendees to build credibility quickly, stabilize operations, and set the foundation for long‑term success.

Owner: Carlene Oestergaard
Speaker: John Walters

Description:
An expert‑led deep dive into SBA lending, including eligibility requirements, underwriting standards, timelines, and common pitfalls. Learn what banks look for today and how to position yourself as a strong borrower.

Goal:
Demystify the SBA process and improve attendees’ chances of securing financing.

Hard Takeaways:

• SBA readiness checklist
• Current bankability criteria

Owner: Carlene Oestergaard

Description:
A facilitated Needs & Leads session where participants briefly share a specific business need, opportunity, or challenge. Fellow attendees respond with relevant leads, insights, or introductions. The focus is on generosity, action, and meaningful connections—not pitching.

Goal:
Accelerate relationship‑building and ensure every participant leaves with actionable next steps and new connections.

Hard Takeaways:

• 2–3 high‑quality leads or contacts
• Direct follow‑up connections from peers

Owner: Peter Ellington
Other Speakers: TBD

Description:
A candid look at what “good diligence” actually means in small business acquisitions. We’ll discuss common red flags, manageable risks versus deal‑breakers, and how to control diligence costs while protecting yourself.

Goal:
Help attendees develop pattern recognition to identify bad deals early and run an efficient, disciplined diligence process.

Hard Takeaways:

• Diligence scope and cost expectations
• Red‑flag checklist by diligence category