As the CEO of Kaulkin Ginsberg, Mike spearheads all of the firm’s advisory business practices. He leads a premier advisory team that helps industry owners and executives succeed in their growth, exit, and M&A strategies. Clients served include many middle market businesses as well as Fortune 500 companies such as GE Capital and Deluxe Corporation. Mike has been a keynote speaker at industry meetings and conventions, speaking on issues such as “How M&A is Reshaping Accounts Receivable Management” and “The Future of the ARM Industry.” He is a member of the Association for Corporate Growth (ACG), ACA International, and sits on insideARM.com’s Editorial Advisory Board. Mike is frequently interviewed as an industry expert by the trade, financial, and consumer media, including M&A The Dealmaker’s Journal, NBC Nightly News with Brian Williams, The Washington Post, BusinessWeek, and The Wall Street Journal. Mike was the recipient of the National Association of Retail Collection Attorneys’ 2009 Don Kramer Award, which recognizes leaders who have made a positive impact on the ARM industry. He was a finalist for M&A Advisor’s “Dealmaker of the Year” in 2007, and was named a finalist for “Investment Banker Dealmaker of the Year” by the ACG National Capital chapter in 2006. Mike writes a recurring blog about the industry and maintains a social media page on insideARM.com. He is an avid New York Yankees and New York Jets fan.
I recently learned that a person commits suicide about every 12.3 minutes in the United States. That’s 42,773 Americans a year. This is a staggering statistic. It got me thinking about my last 25 years in the accounts receivable management industry. I can point to about a half a dozen examples of prominent leaders taking […]
Marvin Kaulkin passed away earlier this week. I was fortunate to have him as a big part of my life for more than a quarter century. During that time, I got to know Marvin in many ways. I value the countless experiences we shared and […]
The sale of a business is challenging on many levels. Arguably, the most difficult aspect of every transaction for buyers and sellers alike is establishing the value of the business that is being sold. Like beauty, value is truly in the eye of the beholder. For an owner who started a business and wants to […]
Last week was the International Association of Commercial Collectors’ (IACC) annual convention in Miami, FL. Having spoken at this conference in the past, I’ve always enjoyed my participation with this organization. When I reviewed the agenda for this year’s event, their keynote speaker jumped off the page at me. Retired Tuscon Police Department Captain and […]
Yesterday we learned that ARM industry titan GC Services was acquired by Owner Resource Group, based in Austin, TX, and NB Alternatives Advisors, a subsidiary of Neuberger Berman. This transaction closed on December 31, 2015, but no one knew about it until this week. Everything GC Services has done, they’ve done quietly, so I’m not […]
It’s more difficult now than ever before to run an accounts receivable management firm. Whether your business purchases, collects, or sues debt for commercial, consumer, or government clients, all operations are confronted with challenges unlike any that the ARM industry has ever seen. Increased operating costs and client demands are making it nearly impossible for […]
On Friday, President Obama signed a law requiring the Internal Revenue Service to use private debt collection agencies to recover unpaid tax debt. Could this become the biggest growth client for collection agencies in 2016 and beyond? Or will it mirror the debacle that the Department of Education has become? According to the ACA Government […]
I recently read an excellent article by Kenneth Mikkelsen and Harold Jarche about the need for leaders to stay ahead of the markets they serve. The article begins with a story about racecar driver Juan Manuel Fangio famously slowing down before entering a blind turn in the 1950 Monaco Grand Prix, a move that was […]
Arguably the most significant change within the ARM industry is the barrier-to-entry that has emerged in recent years. It used to be if you had a rotary telephone and a mouth, you could start a collection agency. Those days are long behind us. The cost of operating in this regulatory environment and credit grantors’ higher demands make for fewer successful startups. This is good news for established companies.
Over the past few months, I have been asked repeatedly if the U.S. accounts receivable M=management (ARM) industry is consolidating. My short answer is yes, the ARM industry is in the midst of consolidation for the very first time.