1. Using Current Technology ToMarket Your M&A Practice and Close Deals Conference For Professional Development New Orleans Marriott, May 10, 2011 New Orleans, Louisiana

2. 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 2 Once a new technology rolls you over, if you are not part of the steamroller … You’re part of the road Stewart Brand

3. Technology & The M&A Practitioner In this session we ask YOU to consider ways that Make you better known to the outside world Make your reputation grow Enhance your ability to control costs All of this leading to increased awareness and stature of true M&A professionals 5/12/2011 3 The M&A Source Spring Conference For Professional Development – New Orleans, LA

5. David Cummings, CEO of Cool Life Systems, Inc.

6. Laura Ivey, Senior Sales Executive, ShareFile, Inc.

7. Stacy Nance, Marketing Consultant and Constant Contact Expert

8. Peter Lehrman, CEO of Axial Market, Inc.

9. Steve Wain (Moderator), President of Calder Associates, Inc.5/12/2011 4 The M&A Source Spring Conference For Professional Development – New Orleans, LA

10. The Life of An Intermediary Market For Clients Sell Side Buy Side Maintain Information for Continued Marketing Legal Requirements Customer Info Due Diligence Our information requirements and flow are increasing daily How do we coordinate all this information to our advantage??? 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 5

11. Technology & Marketing What is it? How easy is it for a non-tech person? How does this help my practice get noticed? Can you give me some statistics on how it improves or can improve awareness of my practice and my firm? What is out there than can help an M&A Intermediary? 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 6

12. Making Your Practice Better Automation Exists in many facets of our business life. So, how can improved technology improve your Marketing? Mail? E-mail? Targeted campaigns? Survey’s Social Networking? Consider some of the following statistics: 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 7

13. Marketing Stats Here are some Broker/Intermediary Social Networking statistics: Blog – Approx 75% never used, 2% used but stopped, 13% used for less than 1 yr, 10% used for more than 1 yr. Twitter – Approx 75% never used, 3% used but stopped, 15% used for less than 1 yr, 7% used for more than 1 yr. Facebook – Approx 55% never used, 5% used but stopped, 20% used for less than 1 yr, 10% used for more than 1 yr LinkedIn – Approx 30% never used, 5% used but stopped,20 used for less than 1 yr, 45% used for more than 1 yr 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 8

14. Marketing Stats Here are some Direct Mail statistics: 68% Company Letters 42% Company Brochures 32% Postcards 28% Flyers 25% Newsletters 21% Industry Newsletter 14% Do not use Direct Mail 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 9

16. To an interested audience

18. E-Mail Marketing Because almost everyone your business needs to reach, reads it! It’s Cost-effective: Direct Mail vs. Email For the same response,direct mail costs 20 TIMES as much as email 1 Email ROI is the highest when compared to other internet marketing mediums 2 Start an email campaign for as littleas $15/month for 500 contacts! 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 12 1 Forrester Research, Inc. 2 Direct Marketing Association

19. What about …. 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 13 Junk email Unsolicited and unwanted email Email from an unknown sender Dubious opt-out (if any)

20. What Important Tips Should I Follow? 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 14 Focus on the content: share knowledge so people care It’s not about you. It’s about what you know. Trade useful information for attention Will people talk about it when out with friends? Will people look forward to your next communication? Will they be inspired to share/tweet/comment on this information? Inspire trust by filtering the noise Be an expert. Clearly convey your area of expertise.

21. Customer/Prospect Information Do we need it? What Purpose does it serve? What can be done with it? How will this make my practice better? How will this save me money? How will this make me more competitive? What systems are available to help me? 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 15

22. CRM What does it mean? Customer Relationship Management What does it do? What information is useful to an intermediary? What areas does it cover? 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 16

23. CRM Systems Offer MUCH MORE Than You Imagine! CAPABILITIES areDYNAMIC,reliable and SCALABLE eMarketing Project Management Website Publishing Content Management Event Administrator Sales Workbench Database Management CRM Solution Pipeline Reporting SEO LinkedIn, Facebook & Twitter Integration Contract / Engagement Tool

24. How do I track and manage my deals? What about targeted marketing for my deals? Do CRM tools work? Are there any special ways of reaching my targeted audience If I’m not use to maintaining my own server or technology platform, is there a way for me to still do my work? What’s the difference between a generic system like Salesforcevs systems built for M&A professionals What specific solutions are there for M&A Intermediaires? 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 18

26. Using AxialMarket to Research and Contact Buyers 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 21

27. Using AxialMarket to Research, Engage and Track Buyer interactions… 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 22

28. Using AxialMarket to Track Buyer Interest in Your Deal 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 23

29. AxialMarket & M&A Source As a member of the M&A Source you have access to a FREE VERSION of AxialMarket You have NO REASON NOT TO TAKE ADVANTAGE Upgraded services, including custom branding for your company are available at a substantial discount. 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 24

30. Now that I Have a Buyer – What’s next? Working to improve efficiency and operational data flow is never over until you CLOSE. What ways would make you more efficient in keeping the process ‘rolling’ to a speedy and efficient close? Do you use a Deal Room? If not, why? Have you considered all the issues? 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 25

31. Control Of Due Diligence Data? How is your firm complying with federal and state privacy legislation regarding the transfer of personal information? (i.e. MA 201CMR17) How much time do you spend conducting on-site due diligence? How do you control who has access to electronic financial and legal documents during the due diligence process? How do you track who is looking at which documents and for how long? 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 26

32. Deal Rooms Are A Must The days of Fax and Mail and large rooms filled with paper are fleeting like $1.50/gallon gasoline! Objective  Close Sooner Means  Get information to buyer quicker Outcome  Happier Buyers = > Closings Deal Rooms affect speed, accuracy, legal requirements, and efficiency. Its use and integration into your practice is VERY SIMPLE 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 27

33. A Deal Room Example 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 28

34. Sharefile & M&A Source As a member of the M&A Source you have access to FREE VERSION of the M&A Source Deal room for your practice You have NO REASON NOT TO TAKE ADVANTAGE Upgraded services, including custom branding for your company are available at a substantial discount versus the general public. 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 29

35. Conclusion Technology encircles the work we do We can either embrace it to enhance our reputation and awareness in the market or we can fight a battle that can’t be won in today’s economy We can use efficient processing tools to reach our target markets and keep track of information about them or risk losing opportunities because your competitor does We can keep the ‘old practices’ going, or adopt new ways to make information sharing and control more effective and close more deals. 5/12/2011 The M&A Source Spring Conference For Professional Development – New Orleans, LA 30