Mergers and Acquisitions for the Middle Market

Mergers and Acquisitions have increasingly become a key performance metric by which both institutional and private investors measure success.


Date: TBD


8:00am - 12:00pm

Registration fee includes tuition, course materials, parking and breakfast.

This class is part of the Leadership Certificate and Marketing & Strategy Certificate Programs.


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Maps & Directions

About the Program

Globalization and rapid technological innovation have created a highly competitive and dynamic business environment where mergers and acquisitions are increasingly used to seek competitive advantage and maximize value for shareholders.

Five years of consistent growth and steady recovery in the U.S. is supplying buyers with the confidence to seek out acquisitions as they face sluggish organic revenue growth and limited operating margin improvements, according to JP Morgan(1).  Furthermore, a period historically low interest rates combined with an increased accumulation of corporate cash reserves will fuel the global Mergers & Acquisition market in 2017 and beyond.

Mergers and Acquisitions have increasingly become a key performance metric by which both institutional and private investors measure success.  Globally M&A activity reached nearly $4.7 trillion in 2016(2).  Engaging in and understanding M&A activity is no longer optional.  It is imperative that executives know how to navigate this complex environment and acquire the basic M&A management skills to compete.

The Middle Market represents the largest volume of transactions in M&A.  This includes transaction valuation ranges from $500M to $10M. Sixty-eight percent of executives say their deals will be valued at less than $500 million; fifty-two percent say their deals will be valued at less than $250 million.(3)  Engage and learn the major components of the M&A process through an engaging practical curriculum.  Key aspects of the course will include: target selection, valuation, public and private transaction case studies, implementation strategy for integration, tax implications impacting both the buyer and seller, restructuring pre and post-merger, and maximizing post-merger valuation.


  • Develop a strategic plan for M&A activity.
  • Understanding the perspective and mindset of the seller and buyer.
  • Strategic, financial, legal, organizational, and cultural factors within M&A.
  • Increase your awareness of the common success factors & common missteps in failed M&As.
  • Understand business valuation techniques.
  • Learn process discipline and how to manage business continuity during M&A activity.
  • Learn practical tools for the new organization's strategy, structure, and culture.
  • Basic competencies needed for successful post-merger integration and performance.


You will take away immediately applicable middle market M&A strategies, and hone the skills needed to shape the future success of your organization.


Jeff Klaas

Jeffrey D. Klaas

Senior Executive Leader, Board Member, M&A Advisor to Technology, Media, Licensing, Software, Healthcare & Non-Profits

Mr. Klaas began his professional career at Hewlett Packard and Weyerhaeuser.  Working for two Fortune 50 companies taught him the business fundamentals that he still uses today.  Mr. Klaas began a period of successive, professional accomplishments, including senior executive leadership team roles at several public companies and venture capital backed start-ups. After 25 years of successive achievements, including: an initial public offering, the sale of a publicly traded tech company, being named to Entrepreneur Magazine’s “Hot 100 Fastest Growing Companies” and several acquisitions, he shifted his accumulated professional skill and focus to serve others and the causes he is most passionate about.

Socially minded and business focused, Mr. Klaas currently serves as Executive Vice President of the American Cancer Society.  His executive leadership role is dedicated to eliminating cancer as a major health problem by preventing cancer, saving lives, and diminishing suffering from cancer, through research, education, advocacy, and service. Prior to his current role, Mr. Klaas served as Vice President of Blackbaud (Symbol: BLBK). Blackbaud is the world’s leading cloud software company powering social good.  He also served as Vice President, Americas at Christie Digital Systems and served as Senior Vice President of Worldwide Licensing at SRS.  During his tenure, SRS was named one of the best performing public companies and to the Top 100 of America’s Greatest Brands. With extensive work in corporate M&A, private equity, and venture backed start-ups, Jeff has a proven track record of success and excels at teaching others the best practices needed to compete and scale in highly competitive business environments.

Over the years, the affable, adventurous social corporate entrepreneur has become known for his quick wit and ability to inspire others. He is a published author, accomplished triathlete, and cancer survivor. Mr. Klaas is often featured as a guest speaker or panelist sharing his personal story or professional insights on global business strategy and trends.  He has been featured in several national publications, on talk radio shows, in Forbes and Ironman Magazine, and in the Orange County Register. Entrepreneur Magazine, the South Florida Business Journal, and Consumer Electronics Magazine have recognized him for his numerous professional accomplishments.  He currently serves on the board of Ossic, a Virtual Reality company, as an award-winning mentor in the Evonexus Incubator Start Up program and is a lecturer at the UCSD Rady School of Management.

Mr. Klaas holds a Bachelor of Science in Business Administration from the University of Southern California. Jeff, his wife Marla Klaas, and their two children, Jackson and Leah, live in San Diego, and are increasingly involved in community and family activities.


*The Rady School of Management Center for Executive Development (CED) may change, postpone or cancel a class at any time.  We do not provide refunds for any fees related to travel, including but not limited to gas, bus fare, train tickets, airline tickets, etc.  Certificate requirements may also change. We will provide as much notice as possible should this occur.