Choosing an advisor or an investment banking firm starts with a conversation about options. These are conversation we have every day with clients and potential clients. With potential clients, it is usually the start of a relationship. With current clients, it is the continuation of a conversation that leads to the collaborative development and execution of a set of plans to achieve their growth or exit strategies.

Structurally, I am not sure if it has changed; it is still very transaction-oriented. Investment bankers and business brokers have seen deal flow slow way down and have become more desperate to force deals to close to generate fees. However, we believe clients are in need of real advisors to show them all of their options. We've seen an increase in clients asking for more traditional investment banking, with us being a key advisor to solving problems through deep analysis, identifying all of the strategic options and typically making a market for a merger and acquisition and/or capital raising project.

We started the firm knowing that the lower-middle market was underserved. Privately held companies are valued differently than publicly-traded companies. Each deal process needs to be strategically designed based on that particular company's situation, and an investment banking firm that is completely dedicated to the lower-middle market has a distinct advantage. The larger investment banking firms have a deal process that is designed for publicly traded or very large companies.

We have also found that lower-middle market companies often need extra support when it comes to the more challenging aspects of a merger, acquisition or capital raise. Business brokers rarely have the skill sets to raise capital or carry a transaction, whether on the buy-side or sell-side, from start to finish.

We have all run our own companies, which have been successful, and we have all exited using investment bankers. That's fairly unique to the investment banking world. This gives us a very different perspective of the client's situation. Not to mention, it gives us the background to analyze a company and the market opportunities from a 360-degree strategic aspect. Combining our first-hand operational and financial expertise with our investment banking knowledge allows us to provide our clients with market knowledge that results in real value creation.

I believe clients initially choose us because they know we can help them access buyers, sellers or capital. Some time during the relations, however, what they find most valuable is our ability to manage the deal process strategically. You'll hear us repeatedly talk about strategic positioning to best take advantage of or overcome the market's perception. This is absolutely critical to executing an acquisition, exit or capital raising strategy.

I was actually a client of Wyatt Matas & Associates, so I knew first hand how they treated clients. The partners were completely focused on what was best for my company. As I made the transition into the financial industry before joining Wyatt Matas & Associates, I knew how important the client-focused relationships were to firms and to the clients. Wyatt Matas & Associates' principals, approach to client relationships and dedication to exceeding clients' expectations has been the perfect fit for me.