Description
Archive 2026-214: From Value to Proceeds: A Transaction Advisory Framework for Valuation Professionals and CPAs
**Webinar 214: Live Broadcast Date: June 30, 2026, 1:00-3:00 pm ET**
VPS STRAIGHTtalk Webinar Series:
Speakers: Asif Charania, CPA/ABV/CFF and Scott Zickefoose, CPA, CM&AA
Webinar Description:
Business owners often fixate on headline price, but the real measure of a successful transaction is what ends up in their pocket after debt, working capital adjustments, deal structure, and taxes. This session equips valuation professionals and CPAs with a practical framework for advising clients across the full transaction lifecycle, from pre-sale readiness through closing and post-close true-ups. Using current middle-market M&A data, the presenters walk through how valuation approaches translate into deal pricing, how deal structure allocates risk between buyer and seller, and where the gap between enterprise value and net after-tax proceeds actually emerges. The session also explores tax optimization strategies, common value killers, and the operational levers that drive multiple expansion, giving attendees the tools to deepen their advisory relationships and expand their firm’s transaction-related service offerings.
Learning Objectives:
In this session, participants will learn to:
- Apply the three core valuation approaches in a transaction advisory context and explain how each informs deal pricing, negotiation strategy, and buyer behavior in middle-market transactions.
- Advise clients on how deal structure, including seller notes, earn-outs, rollover equity, and working capital targets, affects the gap between headline price and net after-tax proceeds.
- Assess a client’s financial and operational readiness for a transaction by identifying common diligence risk areas, including revenue quality, customer concentration, balance sheet anomalies, and debt-like items.
- Counsel clients on tax structuring considerations, including asset vs. stock sales, Section 1202 (QSBS) exclusions, installment sales, and entity selection, to maximize after-tax proceeds.
- Identify opportunities to expand advisory and consulting services around transaction readiness, sell-side diligence support, and pre-transaction planning for business owners on a 12- to 36-month horizon.
Handouts:
- VPS Webinar Slides
- Access to a Video Recording of the Program
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