12th Annual ETA Conference Panel & workshop Topics

pANELS

// Mental Resilience in Search

Search is uniquely isolating, high-stakes, and emotionally taxing. This panel offers candid perspectives from searchers and operators on navigating anxiety, impostor syndrome, and burnout during the search, acquisition, and operating phases. Attendees will learn how to normalize mental-health struggles in ETA, build support systems, and develop habits for long-term emotional sustainability. 

// Emerging Markets Panel

This panel examines the unique challenges and compelling opportunities of ETA in emerging markets. Panelists will explore how local regulatory environments, limited access to capital, and operational complexity shape the search and acquisition process. Through real-world case studies, the discussion will highlight how successful searchers have navigated cultural and political risks, built trusted local partnerships, and created value in rapidly growing economies. Attendees will gain insights into structuring deals, mitigating risk, and building sustainable businesses in markets that are often overlooked yet rich in potential. 

// Trends, Challenges, and What’s Next In Search

The ETA landscape is evolving rapidly: increased competition, new capital structures, and shifting seller demographics are reshaping how search is conducted. This panel of experienced investors, accelerators, and recent searchers will share what is working, what is not, and where they see opportunity in today’s environment. Topics include proprietary versus brokered deal flow, industry targeting, and the rise of self-funded and accelerator-backed models. 

// Rollup & Consolidation Strategies

Executing a rollup within ETA requires more than multiple acquisitions; it demands strategic integration, capital discipline, and cultural unification. This panel features searchers and investors who have executed multi-entity strategies, discussing how to underwrite platforms, navigate add-ons, and balance centralization with autonomy. Expect hard lessons on integration missteps, legal structures, and how to pitch consolidation to lenders and equity partners. 

// Opportunities and Operational Complexity in Franchising

Franchise acquisitions present a distinct path in ETA, combining brand support with entrepreneurial autonomy. In this panel, searchers who have acquired single- and multi-unit franchise businesses will explore the advantages, disadvantages, and operational nuances of working within a franchisor’s system. Topics include due diligence on FDDs, franchisor relationships, and scaling through territory acquisition versus independent growth. 

// MBA Meets Main Street: Building Trust Across Workforce Divides

Searchers often transition from business school environments to leading frontline teams with vastly different backgrounds, expectations, and communication styles. This panel unpacks how recent MBA graduates have learned to earn trust, adapt leadership styles, and create inclusive environments in blue-collar or nontraditional workforce settings. Hear real stories of missteps and breakthroughs in managing across generational, cultural, and socioeconomic divides.

WORKSHOPS

// Building and Consolidating Capital Tables

An optimized capitalization table is critical for both acquisition and post-close alignment. This session will walk participants through best practices for constructing a clean, investor-aligned cap table prior to close and consolidating it post-acquisition when legacy stakeholders remain involved. Attendees will learn how to model different equity structures, navigate SAFEs versus convertible notes, and manage cap-table complexity through secondaries or recapitalizations. 

// Scaling Revenue in a Newly Acquired Business

After close, one of the most immediate levers for value creation is professionalizing the sales function. This workshop explores how searchers can assess existing go-to-market structures, implement a repeatable sales process, and introduce basic CRM tools and compensation plans without disrupting culture. Attendees will gain a framework to evaluate sales-organization maturity, hire their first sales leader, and drive early revenue growth. 

// Using Identity to Build Authentic Connections with Sellers

Successful deals often hinge on trust and rapport with sellers—especially in search. In this session, attendees will explore strategies to position their unique background, values, and vision to build credibility and connection with owner-operators. Learn from experienced searchers how to surface alignment early, mitigate seller fear of legacy loss, and navigate emotionally-driven seller objections.

// Deconstructing Working Capital

Working-capital assumptions are often misunderstood and can materially affect deal structure and post-close performance. This session demystifies working-capital mechanics, explains how to negotiate favorable working-capital pegs, and outlines financial diligence tactics to avoid common pitfalls. Real-world examples will demonstrate how poor working-capital planning can lead to early liquidity issues—and how to proactively prevent them. 

// Demystifying SBA 7(a) Loans

This workshop breaks down the fundamentals of Small Business Administration (SBA) loans and their role in funding business acquisitions. Attendees will learn how SBA 7(a) loans work, typical eligibility requirements, and common pitfalls to avoid during the application process. The session covers how to structure deals with SBA financing and what lenders look for in ETA transactions. Participants will leave with a clear understanding of how to use SBA loans to support a successful search and acquisition. 

// Running on EOS: Scaling Success in ETA

Acquiring a business is only the first step—operating it effectively is where EOS (Entrepreneurial Operating System) comes in. This workshop introduces core EOS tools designed to help ETA operators bring clarity, accountability, and structure to their newly acquired companies. Attendees will learn how to align leadership teams, set and track meaningful goals, and solve operational issues at the root. The session provides practical frameworks to drive focus and traction from day one. 

Check back regularly for more information as panelists are finalized.