ACG San Diego: How Business Owners Can Optimize Transaction Value During a Sale Process

How Business Owners Can Optimize Transaction Value During a Sale Process Chapter

Event Details


June 18, 2019 7 AM - 9 AM PDT

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Most M&A and Exit Planning professionals suggest that business owners prepare their companies for sale well before the company is marketed.  In addition to that sage advice, owners can also maximize deal value and structure by their actions during the actual sale process.  The sale of PliDek, Inc. to ICP Group (a portfolio company of The Audax Group) is a case study in how business owners can significantly improve the terms of their eventual exit.

Key Takeaways:

  • Prioritize how to prepare an Owner and their company for sale
  • Engaging a cohesive team of M&A advisors early
  • Factors to consider when making operating decisions during a sale process
  • How involved should the Owner be in the sale process?


  • Michael Changaris – Partner, Procopio, Cory, Hargreaves & Savitch
  • Kirk Michie – Vice President, AB Bernstein
  • Stuart Moss – Managing Director, Keystone Capital Markets
  • Jeff Zember – Former Owner & CEO, PliDek Inc.


  • Keith McKenzie – Partner, Delphi Private Advisors

Register Now!

  • ACG San Diego Members & ACG San Diego Sponsors: $0
  • ACG San Diego NextGen Members: $0
  • Members of Other Chapters: $75
  • Non-Members & Guests: $95


Contact Executive Director Judy Susser-Travis, CMP, CMM at or 619-741-7247.

Please Note: Your registration for this event acts as an audio/video release and includes your permission for ACG San Diego to use your image and comments captured on audio, video or photographic formats while attending the event for marketing and promotional purposes. For further information please contact: Judy Susser-Travis - ACG San Diego Executive Director @ or 619-741-7247.


Michael Changaris

Michael Changaris

Procopio, Cory, Hargreaves & Savitch

Michael Changaris is a Partner at Procopio, a full-service business and litigation law firm committed to thoughtful problem solving and improving client’s bottom line, with more than 170 attorneys based in San Diego, Silicon Valley, Las Vegas, and Phoenix. Mike advises clients in M&A transactions for public and private companies, negotiation of JV relationships involving foreign and domestic companies, tax-exempt financing transactions, as well as federal, state, local and international tax planning and structuring. Early in his career he was an Attorney Advisor to the U.S. Tax Court. Mike earned his LLM in Taxation at New York University School of Law, his JD at UC Hastings College of Law, and his B.A. in Economics at University of California, Berkeley. Outside of work, Mike is Past Board Member of both Santa Fe Christian Schools and UCSD Cancer Research Center Reseach Foundation.

Keith McKenzie

Keith McKenzie (Moderator)

Delphi Private Advisors

With almost 25 years of professional experience, Keith’s entrepreneurial spirit drove him to found Delphi Private Advisors. Having worked for a large, New York-based money manager, Keith saw how large institutions and the country’s wealthiest families had their liquid assets managed. Keith knew that by starting a boutique-size firm with the right business model and investment philosophy, he could provide a high level of service and customized solutions for a select group of clients. As a Partner at Delphi, Keith sits on the firm’s investment committee as well as the investment team for approximately 40 families. He also leads engagements with a smaller number of families, and focuses on addressing the unique wealth management needs of family business owners. Keith lives in San Diego with his wife and two children, as well as their smart and “big-personality” Australian Kelpie. He enjoys family time and being “just dad” at home, in addition to sailing and ocean racing.

Kirk Michie

Kirk Michie

AB Bernstein
Vice President

Kirk Michie is an Advisor in the San Diego office of AB Bernstein, a leading global investment-management and research firm. Kirk’s practice is focused on closely-held businesses, professional investors, and wealthy families, including family office investors. He has been in the investment business for more than 30 years in client-facing, strategic, and management roles. Prior to returning to the firm in 2014, Kirk was a Partner at a middle-market private equity firm in Los Angeles, and has extensive experience in mergers, acquisitions, recapitalizations, and the resulting capital, strategic, partnership, and operating elements of those activities. Kirk earned his B.S. in Finance from USC, is involved in several non-profit and impact investment organizations, and is married with four children.

Stuart Moss

Stuart Moss

Keystone Capital Markets
Managing Director

Stuart Moss is a Managing Director at Keystone Capital Markets, a leading boutique investment bank providing strategic advisory, institutional capital, and M&A services to privately-owned businesses with $10 million to $200 million in annual revenues, with offices in San Diego, Irvine, and Salt Lake City. While working in M&A roles for investment banks, large multinationals, and private equity – and as a former owner/operator of manufacturing and technology businesses – Stuart has acquired, grown, and divested an array of middle-market companies while personally transacting business in over 20 countries. He earned his B.A. in Economics from Duke University, studied at Oxford University in the UK, obtained his MBA from the University of Virginia’s Darden School, and is a Series 63 and 79 Registered Securities Representative. Stuart is also incoming Chairman of the Board of Directors for a not-for-profit that operates the U.S.A.’s 9th largest Meals-On-Wheels program.

Jeff Zember

Jeff Zember

PliDek Inc.
Former Owner & CEO

Jeff Zember is former majority owner and CEO of Pli-Dek, Inc., the country’s leading provider of waterproof deck coatings for residential and commercial applications. Jeff Zember grew Pli-Dek by more than 10x in his twenty-year career from Sales Rep to CEO. He grew the business through the Great Recession, diversified the company’s sales channels and customer base, and developed a strong management team in anticipation of an eventual exit. Having wet his appetite for direct investment and M&A activity, Jeff is now pursuing opportunities for thoughtful deployment of capital, as well as considering various Operating Partner and leadership roles that align with his passion for continual growth. In addition to his business endeavors, Jeff is on the Board of Directors for the not-for-profit Unforgotten Faces, is earning his Executive MBA at UCLA Anderson School of Management, and enjoys hunting, scuba diving, and spending time with his family.

Hosted by: ACG
San Diego