Archive 2014-80: Unlocking Private Company Wealth




Archive 2014-80: Unlocking Private Company Wealth – A Tutorial for Business Advisers

Webinar 80 Live Broadcast Date: November 18, 2014

presented by
Z. Christopher Mercer, ASA, CFA, ABAR

It is important for business advisers to understand how to talk to their business owner clients about private company wealth. An increasing number of closely held and family business owners are facing ownership or management transition. Therefore, the time is now to begin talking with them about the critical issues surrounding these transitions so that you will be part of the team working with them to help them achieve their goals. This webinar will help you do just that.

Webinar Outline:

  • Managing the wealth in private businesses
    . Most owners think about managing their businesses and don’t think about their largest asset as part of their investment portfolio.
  • Creating a budget for managing wealth. Business owners routinely pay asset management fees to wealth managers who handle their liquid wealth or profit
    sharing funds, but cringe when asked to spend a few thousand dollars or more to manage their private wealth. The “One PERCENT Solution” (Chapter 5)
    gives you a vocabulary to help business owners create the needed budgets for managing wealth.
  • What is the rate of return on a business owner’s investment?
    Advisers need to know the importance of talking in terms of investment rates of returns, as well as how to calculate them for their clients.
  • Strategies for managing private company wealth
    . Advisers must be familiar with strategies like dividend policy (every company has one), special and leveraged dividends, share repurchases, leveraged
    share repurchases, and more. These strategies can be successfully employed to take wealth outside private businesses for diversification purposes while
    still retaining the businesses. What about minority investments by private equity funds? Or ESOPs? There are a number of strategies advisers need to be
    familiar with to be able to help client business owners.
  • Bad things happen to good companies
    . Don’t you want to help your clients get ready to minimize or eliminate many of the bad things that could happen to their companies?

    Identifiable earnings create transferable value. These two terms will facilitate discussions with owners.
  • How will the next investors look at your business?
    This is a critical question, because while your clients may be the current investors, if they retain their businesses, they actually “buy” them and
    become the next investors.
  • Is your business ready for sale?
    Many owners don’t want to hear this question, thinking they aren’t yet ready to sell their companies. We will talk about a number of reasons that
    businesses actually change hands, and many of them are unexpected or precipitous. Help clients address this critical question of readiness. A business
    that is ready for sale is a lot more fun and profitable to work in.
  • 25 questions for business owners
    . Unlocking Private Company Wealth concludes with a chapter that asks 25 questions of business owners. If you adopt these questions
    and a questioning attitude, the value of your services will increase to your clients.

Learning Objectives:

  • The participant will learn five ideas that will change the nature of conversations they have with their business owner clients.
  • The participant will learn the concept of the One Percent Solution and how that applies to the wealth management of their private company owner clients
  • The participant will learn the tools for managing private company wealth, including dividend policy, leveraged share repurchases, ESOPs, minority interest private equity investments, among others.
  • The participant will learn 25 questions to ask their private company owner clients to help them consider management and ownership transition issues.


Information on CPE credits, refund policies, and complaint resolution can be found at

Included in this downloadable archived webinar package:

  • Audio/Video file
  • Webinar transcript
  • Original Webinar handouts

The archived webinar package is an Adobe Presenter PDF file that allows you to view the video of the webinar with the synced audio so that you see the presentation just as it was presented “live.” The Presenter format also allows for easy navigation through the webinar so you can quickly go to a specific section in the presentation. The handout materials are included in the file. To view the Webinar Presenter file, you must have Adobe Reader software version 9 or higher. You can download the free current version of Adobe Reader at

Additional information

Weight 0.00 oz