The Value Builder Summit 2018

About

Hollywood A-listers have Sundance… Copywriters meet every year in Cannes… Government bigwigs have Davos… Virtually every important community has an annual shindig – a place where connections are made, gossip is shared, friendships are forged and the direction of a movement is defined. The Value Builder Summit is the annual gathering of professional advisors who focus on helping owners improve the value of their companies.

SPEAKERS

John Warrillow
The Value Builder SystemTM
Biography

John Warrillow is the creator of The Value Builder SystemTM, a statistically proven methodology for improving a company’s value by up to 71%.

John is the author of the bestselling book Built to Sell: Creating a Business That Can Thrive Without You, which was recognized by both Fortune and Inc Magazine as one of the best business books of 2011. Built to Sell has been translated into four languages. John’s newest book, The Automatic Customer: Creating A Subscription Business In Any Industry was released by Random House in February 2015.

Prior to starting The Value Builder SystemTM, John started and exited four companies, including a quantitative market research business that was acquired by The Corporate Executive Board (NYSE: CEB) in 2008. John has been recognized by B2B Marketing as one of the top 10 business-to-business marketers in the United States.

An aging but avid sportsman, John has dragged his body around 5 marathon courses, one ironman triathlon and the L'Etape du Tour bike race.

John was born in England and grew up in Canada. He now lives with his family in Toronto.

John Nieuwenburg
W5 Coaching
Biography

John Nieuwenburg is an award-winning Business Coach who has worked with hundreds of clients. John coaches in 3 primary areas: Business Growth getting results using proven tools, strategies and techniques; Personal Growth, working with you to make the shifts in mindset needed to facilitate success; and Accountability, helping you to stay accountable for the results you have chosen that up until now may have been just a dream.

Prior to creating his coaching practice, John was the Managing Director of the BC Liquor Stores, which has $2.8 billion in revenue and a net income of $911 million. Before that he was an Executive with a national menswear retailer.

When not coaching, John enjoys being with his wife Jennifer, as well as golf, skiing, running and reading.

Bobby Kingsbury
MCM
Biography

Robert (Bobby) Kingsbury joined MCM in February 2008. His responsibilities include the execution of investment transactions and management of portfolio companies. Bobby is also responsible for the sourcing of investment opportunities, leading the partnership’s e-marketing strategy, web-site design and managing and developing Limited Partner relationships.

Prior to joining MCM, Bobby was drafted by the Pittsburgh Pirates in the 8th round of the 2002 Major League Baseball Draft. He spent six years playing professional baseball as an outfielder in the Pirates organization, participated in the 2004 Summer Olympic Games in Athens, Greece, and was a 2008 inductee into the Fordham University Athletic Hall of Fame.

Bobby graduated from Fordham University with a Bachelor of Science degree in Finance.

Brett Dearing
BNY Mellon
Biography

Brett Dearing is a Certified Exit Planning Advisor (CEPA), Certified Merger & Acquisition Advisor, Outsourced COO and Senior Director of Wealth Management Services within the Business Owner Segment at BNY Mellon. Brett has been in the wealth management industry for over 27 years, educating and assisting clients with making key decisions on wealth management and legacy. His experience includes implementing solutions for business owners of privately held companies and corporate executives.

Brett is a Valued Advisor that utilizes his advisory network focused on assisting business owner clients with business sell-side transitions by assisting with: Building Enterprise Value, Contingency Planning, Succession Planning and Life Planning after the sale. Brett specializes in Mergers & Acquisitions, ESOP’s, Recapitalization, Stock Purchases and Asset Sales.

In previous positions Brett worked closely with business owners as an outsourced COO. He was also responsible for actively consulting over 1,000 Financial Advisors across the United States on investment strategy and client engagement focused on privately held businesses. Brett has worked closely with family offices, various hedge funds, REITs, and private equity firms to set up investment and operational infrastructure.

Colette Belisle
Resultants For Business
Biography

Colette Belisle finds that her clients' biggest challenges aren't only finding the right people or strategies, which are difficult enough, but also growing their businesses without completely burning out. To grow sustainably – and be able to take a week off without worrying about putting out fires – you need to treat your business like you’re preparing to sell it. While this may sound like a simple concept, it requires experience, foresight and the collaboration of all team members to implement successfully. That is exactly what Colette loves helping entrepreneurs and leadership teams accomplish.

Colette holds an International MBA from the University of Oxford and a BS in Financial Planning from the University of Wisconsin. Additionally, she has completed certifications in Executive Women's Leadership (IE Business School), NLP-based Transformational Coaching Methodology & Value Builder.

An adventurer and life-long learner, she's lived in four countries, explored approximately forty, started two companies and worked with top international companies in the areas of management consulting, business services, change management, human resources and higher education.

After leaving her corporate consulting job in 2014, she's had the privilege of supporting entrepreneurs and teams to break through unnecessary overwhelm and sustainably scale up their businesses.

Colette believes that when we create a culture of authentic leadership within a company, we not only increase the bottom line, we allow everyone to work from their “genius”, creating a strong culture of empowerment and engagement.

Eugene Wallace
Family Business Advisers
Biography

Eugene J. Wallace has been called a, “Strategic Advantage,” by many of his clients. He has over 35 years of experience working with leaders in pursuit of excellence. As a Trusted Adviser to Business Owners, and founder and president of Family Business Advisers and owner of Excell Oregon, he has integrated his experience as a husband, father, successful business owner, and his understanding of business and organizational theory, to forge a highly effective practice advising business leaders in the success and succession of their businesses.

He works with business owners/leaders as they: discover ‘why’ they are in and ‘what’ they want from their businesses; determine, with candid clarity what the current state of their business is; develop an intentional and wise plan in the pursuit of success and succession; and encourage/assist them as they do the work.

Eugene has invested more than 15 years of his life working in the field of education, as a faculty member, administrator and coach. He has earned three Master's Degrees focusing on Counseling, Human Development, and Philosophical and Theological Studies. His undergraduate work focused on Psychology, Theology and Business. He serves on the Boards of the YMCA Columbia-Willamette, the International Succession Planning Association, Rockwood CDC and other Foundation Boards.

Jacquelyn Gernaey
The Alternative Board
Biography

Jacquelyn Gernaey founder of The Alternative Board on Long Island and Business Franchise Success, develops successful business owners empowering them to achieve economic success, and the personal life they want.

Having over 30 years of experience leading both entrepreneurial and large corporations she now focuses her time helping small businesses succeed as a personal mission and way to give back to the business community.

In 1999, Gernaey became the first woman to purchase a franchise in The Alternative Board. Now having over 150 business owner members on Long Island, The Alternative Board uses peer advice and coaching to provide these business owners with a peer board group which focuses on practical advice and holding the business owner accountable to take the actions necessary to achieve their business and personal economic and non‐economic goals.

In 2012, she wanted to expand her help to business owners outside of the Long Island market and with Partner, Rob Fishman started Business Franchise Success LLC, focused on selling and developing franchises of The Alternative Board in the New England and Long Island area.

Kerry Boulton
The Exit Strategy Group
Biography

When it comes to ‘monetising’ a business for sale, Kerry Boulton has over $15.4 million worth of runs on the board from businesses she personally helped build and sell.

Coaxed out of her second “retirement” in 2013, Kerry is now founder and CEO of The Exit Strategy Group (TheExitStrategyGroup.com.au), established to help business owners and CEOs accelerate business value while creating a personal Master Plan, so they are well positioned to “cash out” and ready for the next stage of their lives.

Over the past 20 years Kerry has mentored many owners through successful business growth, positioning them for their ultimate sale. She has been a sought-after speaker and facilitator, giving presentations and workshops relating to entrepreneurship, strategic thinking, management and business growth for many organisations.

Kerry has always been known for being “ahead of the game”. Pioneering Nexus Business Coaching in 1996, the company was well established before “business coaching” became popular. Kerry was also Managing Director of FastTrac Victoria Pty. Ltd. Through Executive FastTracTM, Kerry delivered state-of-the-art business development programs for entrepreneurs and intrapreneurs seeking to improve and grow their businesses.

Together with her husband, Kerry has been a partner in two real estate agencies, selling the first for a multiple many times above the industry norm. The second is an actively growing business.

Despite leaving school at 15, Kerry achieved a Master’s Degree in Entrepreneurship and Innovation at the Australian Graduate School of Entrepreneurship in 1999 and was invited to become an Adjunct Teaching Fellow. She is also a Certified Exit Planner with the Exit Planning Institute.

Kerry has authored two books: “The Uncensored TRUTH About Exit Strategies –10 Myths Every Business Owner Must Know Before Creating Their Exit Strategy”; and “Million Dollar Pay Day – How to Get Rich and Get Out… Creating The Perfect Exit Strategy and Life After Business”.

Kerry lives in Melbourne, Australia with her husband and their son and daughter.

Max Mabuti
Flat-Foot Engineering
Biography

Max Mabuti began his career as a professional boxer, but quickly a business leader emerged from the street of Mthatha in the Eastern Cape, South Africa. Armed with a wheelbarrow and a dream, Max set out to found an organization that he could one day see operate without him being present. This dream would come to be realized in the form of a Mechanical Engineering company which he called Flat-Foot Airconditioners, where is currently the Managing Director.

Following 11 years of Flat-Foot’s existence under his leadership we saw the company expanding tremendously with 3 new divisions namely Boiler & Steam, Generators, Laundry & Kitchen, Autoclaves and Fire Protection. This tremendous diversification transformed the business into a comprehensive mechanical service provider servicing the entire Eastern Cape Government’s medical space and other public and private sectors.

Max employs the particularly unique philosophy where he has adopted the analogy of ”Business as a Boxing Match” where he compares business with a boxing match and all its survival tactics. He believes that like in boxing, a business owner needs a corner man from whom to solicit advise during every round of the match. A business owner, like a boxer needing a trainer or corner man, also needs a mentor for advice and guidance.

Max graduated with a Bachelor’s Degree (Honours), from Rhodes University majoring in Development Studies, after which he immediately joined an engineering firm in East London, Mthatha and, Bloemfontein. He acquired a Certificate in Business Leadership through Rhodes University, supplementing this with a Sales and Marketing Management qualification from Damelin College, which would later come in handy in his business career.

As an entrepreneur, he led a number of engineering businesses around South Africa and Namibia. Having begun his involvement in leadership as an office manager at FST Consulting Engineers in Mthatha. He continued on to hold occupied positions as a Director at Thusabatho Consulting Engineers and later as an Operations Director at ADISA Engineering Consultants.

Steve Wilcox
Resultants For Business
Biography

Steve Wilcox is President and co-Founder of Resultants For Business (RFB), a non-traditional business advisory firm focusing on an organization’s Strategic Execution, Value Acceleration and Exit & Transition Strategy. The RFB Team of 12 members delivers implementation through facilitating the framework and tools proven to accelerate growth and drive value.

Steve’s entrepreneurial experience encompasses more than 40 years of starting up, operating and selling various businesses. He and his wife, Terri, have co-preneured six companies; together developing skills in sales, marketing, operations and business management systems. Throughout their efforts at running these businesses, one critical success factor has remained the same... specific, strategic business systems must be in place and executed in order to be successful and increase the value of an organization.

As an RFB Business Advisor, Steve works side-by-side with business owners and their management teams, providing clarity of thought and the courage to act in the best interest of the organization being served. Steve has a passion for entrepreneurship and helping organizations realize their full potential.

An experienced facilitator and speaker, Steve has presented a wide variety of topics on a regional, national and international stage. Throughout his career, Steve has been actively involved in service and leadership; serving organizations such as the Boy Scouts, Rotary International, Big Brothers Big Sisters, Junior Achievement Board, UW-River Falls Foundation Board and his local Chamber of Commerce. He and Terri have been instrumental developing and delivering an international training program to Rotary clubs world-wide; most recently presenting in Norway, Sweden and Atlanta.

Terri Wilcox
Resultants For Business
Biography

Terri Wilcox is a founding partner of Resultants For Business (RFB), a business advisory firm serving entrepreneurial owners and their leadership teams in the greater Minneapolis/St. Paul metro area and Western Wisconsin. She specializes in people strategies and building teams of great people that positively change lives. Terri has been a business advisor, strategic planner and leadership team facilitator for over 15 years. She is a certified Value BuilderTM Coach and is the creator of Resultants For Business’s unique Exit & Transition Planning Process for business owners and their families.

Terri and her husband, Steve, have co-preneured, managed and transitioned out half a dozen businesses. More importantly, Terri understands what it takes to improve the value of the company based on workforce engagement, culture development and leadership best practices, which blend together to build high performance teams that are inspired and exhibit the courage needed to deal with the challenges businesses face today.

Speaking to audiences ranging from business owners to mid-level managers to community service leaders and volunteers, Terri draws upon first-hand experience as a business owner, people strategist, coach, teacher and facilitator, making each presentation real and impactful.

Sophia Apostol
The Value Builder SystemTM
Biography

Sophia Apostol is a Sales Leader at The Value Builder SystemTM. Sophia’s background includes working as a librarian and instructor in the academic sector, as a sales director managing a $20M territory, and as a coach running her own coaching practice.

Sophia has a Masters of Information Science, a Masters Certificate in Adult Training and Development, is a Certified Professional Co-Active Coach, a graduate of the Co-Active Leadership program, and recently became a Certified Neuro Transformational Coach.

She lives in Toronto, Ontario.

Stephen Cummings
Rizolve Partners
Biography

Stephen Cummings is a leading advisor and financial expert who has worked extensively, and is well connected, in the Canadian Private Equity and Venture Capital Industry. He has international credentials being a qualified CPA, CA in Ontario and is an FCA in England and Wales.

Prior to founding Rizolve Partners, a leading strategic business advisory firm to the SME market, Stephen was a leading executive with a top quartile Private Equity firm DRI Capital and a Partner with Lumira Capital, one of Canada’s leading Venture Capital firms. Prior to applying his skills in private capital, Stephen was the CFO at Harlequin Enterprises, a global publisher, and trained and qualified as a Chartered Accountant with Deloitte in London, UK.

Stephen has also conducted numerous successful consulting assignments in his own consulting practice involving acquisitions, disposals, financings, reorganizations, turnarounds and strategic advisory to numerous CEOs in both the public and private arenas.

Stephen is a member of the Board of Directors of the Ontario Genomics Institute and Chairs its audit committee.

Stephen received a B. Sc. in Economics with honors from the University of Leicester in the United Kingdom. He is a member of the Canadian Venture Capital Association and Financial Executives International.

In the Private Equity industry Stephen has chaired a country wide CFO task force leading this industry group through paradigm changes in International Financial Reporting Standards, and Private Equity Valuation and Reporting best practices. He is also a sought-after speaker who has spoken in Toronto and New York.

Value Builder Certified

Optional Pre-Summit Certification

Become a Certifed Value BuilderTM with this optional pre-summit certification event on January 30 & 31.

Learn More

Agenda

  • 9:00 a.m.10:00 a.m.
    Inside The Mind of The Owner: 2018
    Presented by: John Warrillow

    John Warrillow will kick off The Value Builder Summit by revealing brand new research inside the mind of today’s business owner. Based on a never–before–seen quantitative study of business owners, you’ll learn how to:

    • Become the owner’s trusted advisor
    • Leverage the owner’s psychographic hot buttons to close a sale
    • Persuade an owner to complete The Value Builder questionnaire
    • Reach owners as efficiently as possible
    • Leverage trusted advisors

    This will be the first time John reveals our new research findings publicly. If your goal is to become your client’s most trusted advisor, you will not want to miss this session.

  • 10:00 a.m.10:30 a.m.
    Break
  • 10:30 a.m.12:00 p.m. (Choose One)
    How To Sell The Value Builder Engagement
    Presented by: Sophia Apostol

    Over the past several months, The Value Builder SystemTM has been running a controlled experiment to understand the secrets to selling The Value Builder Engagement. During this session, you’ll hear first-hand stories from Sophia Apostol, who has been head to head with Business Owners learning everything there is to know about the best practices of selling an engagement. Sophia will reveal the biggest mistakes she made and how she has evolved her process to create a selling system that works. Complete with scripts and metrics around lead generation and conversion, this session will give you a blue print for selling The Value Builder Engagement.

    Or

    How to Use Workshops to Build Your Value Builder Practice
    Presented by: Steve Wilcox, Terri Wilcox

    Across our global network of advisors, Minneapolis-based Resultants For Business has been our most pioneering user of The Value Builder workshop strategy. The Resultants team has run a total of 14 workshops reaching more than 275 business owners in the last 18 months. In this session, Steve Wilcox and his partner, Terri Wilcox, founders of Resultants For Business, will share their key learnings from the last year and a half including how to:

    • Select your event’s target audience
    • Engage partners to offset your hosting costs
    • Pick the best venue
    • Select the best content to present
    • Structure your follow up to maximize your return on investment
    • Avoid the 3 biggest mistakes Resultants made in pursuing a workshop strategy

    Complete with response rate statistics, examples of sales and the marketing collateral used by the Resultants For Business team, this session will give you a blue print for successfully incorporating workshops into your Value Builder practice.

  • 12:00 p.m.1:00 p.m.
    Lunch
  • 1:00 p.m.2:30 p.m. (Choose One)
    Secrets To Delivering The Value Builder Engagement
    Presented by: Colette Belisle

    This session will cover lessons learned from delivering The Value Builder Engagement, explore the different options you have to set up your client engagements, and help you find what will work best for you and your clients. Hear first-hand from Colette Belisle, a Business Advisor at Resultants For Business, who has led several Business Owners through the process, discovering what works, what doesn’t, and some secrets for success along the way.

    Or

    The Making Of A Guru
    Presented by: Kerry Boulton

    In this session you’ll hear from Kerry Boulton, a Certified Value BuilderTM who has created a powerful personal brand through writing and speaking. First, Kerry will guide you through her simple, five–step plan to becoming a market guru in your industry. Afterwards, you will learn about the surprisingly simple technique for publishing your own book and how to become a subject matter expert the media turns to for comment.

  • 2:30 p.m.3:00 p.m.
    Break
  • 3:00 p.m.4:30 p.m.
    Billion Dollar Buyers Club
    Moderated by: John Warrillow
    Panelists: Bobby Kingsbury, Brett Dearing, Stephen Cummings

    John Warrillow, founder of The Value Builder SystemTM, will moderate a panel of corporate development executives representing a group of acquirers who have made more than a billion dollars of acquisitions in the last five years. Hear first–hand what buyers look for in a company to acquire and how they approach an acquisition negotiation.

  • 4:30 p.m.5:00 p.m.
    Adjourn
  • 5:00 p.m.7:00 p.m.
    The Value Builder SystemTM Cocktail Reception
  • 8:00 a.m.9:00 a.m.
    Continental Breakfast
  • 9:00 a.m.10:00 a.m.
    Flat-Foot Engineering: The Story of A Value Builder Turn Around
    Presented by: Max Mabuti

    Hear first–hand from Max Mabuti, the Founder and Managing Director of Flat-Foot Engineering, who worked extensively with The Value Builder SystemTM and his Certified Value BuilderTM to identify some major gaps in his business and turn the business around with impressive success. In this interactive session, we’ll start off by learning:

    • How Max came to hear about and be involved with The Value Builder SystemTM
    • His reaction when he looked at his initial score
    • The modules that he and his Advisor chose to focus on, and which ones he found most helpful
    • The results driven by working through the engagement

    Afterwards, you’ll have an opportunity to pose your questions and get deeper into the mind of Max Mabuti. Explore his state of mind, reactions and results, as well as anything else you might be wondering about our community’s impact on Business Owners.

  • 10:00 a.m.10:30 a.m.
    Break
  • 10:30 a.m.12:00 a.m. (Choose One)
    Profiting from A Value Builder Mastermind
    Presented by: Jacquelyn Gernaey

    In this session, you’ll hear from Jacquelyn Gernaey, a Certified Value BuilderTM who has used Mastermind group coaching to scale her coaching practice. This “one–to–many” coaching style offers you more scale and the potential of more money, but it requires a unique approach to delivering a Value Builder Engagement.

    Or

    DISC Selling
    Presented by: John Nieuwenburg

    During this session, John Nieuwenburg, a Certified Value BuilderTM will break down how he uses the DiSC behaviour assessment tool in his practice. He will discuss how to identify each of the four DiSC behavioural profiles and will provide insights into how to position The Value Builder SystemTM to each.

  • 12:00 p.m.1:00 p.m.
    Lunch
  • 1:00 p.m.2:30 p.m. (Choose One)
    Roundtable Discussion: Implementing Value Builder in a Wealth Management firm

    Or

    Roundtable Discussion: Implementing Value Builder in an Accounting firm

    Or

    Roundtable Discussion: Implementing Value Builder in an M&A or Business Brokerage firm

    Or

    Roundtable Discussion: Implementing Value Builder in a Coaching or Consulting firm
  • 2:30 p.m.3:00 p.m.
    Break
  • 3:00 p.m.4:30 p.m.
    The Expert Panel
    Presented by: John Warrillow

    John Warrillow, founder of The Value Builder SystemTM, will close off the Summit by moderating a panel discussion of some of our most active advisors. John’s questions will include:

    • What’s your secret for getting owners to complete the questionnaire?
    • How do you convert assessments into engagements?
    • What’s the best way to deliver The Value Builder Engagement?
    • How do you bill for a Value Builder Engagement?
    • What marketing campaigns have you found to be most effective?
  • 4:30 p.m.
    Adjourn

Venue

Caesars Palace
3570 Las Vegas Blvd, Las Vegas, NV 89109, USA

Even in Las Vegas there’s nothing else like it

Enjoy an unparalleled experience while staying at Caesars Palace, one of Las Vegas's largest and best known landmarks. This Las Vegas meeting venue recaptures the glory of Greece and the grandeur of Rome in its 85-acres, where indulgence knows no bounds. Situated at the heart of the Las Vegas strip, Caesars Palace offers the finest restaurants, entertainment, shopping, beautiful gardens and pools and over-the-top architecture. This vibrant environment offers spectacular views of the skylines of the famous city.

Transportation services

Caesars Palace Las Vegas is located just 5 miles northwest of McCarran International Airport (LAS), directly on the strip, and offers guests valet and self-parking options at a fee. Transportation options available for guests include: Taxi Service ($15.00-$20.00 each way), and various Airport Shuttles you can book here.

Buy tickets

Your registration fee includes course material, breakfasts and lunches. You will be responsible to arrange your own transportation and accommodations.

Anyone who stops learning is old, whether at twenty or eighty. Anyone who keeps learning stays young.
Henry Ford