Kaulkin Ginsberg At a Glance
“In order to succeed in a small and close-knit industry, it’s important to focus on doing what is best for each client. That means adhering to old fashioned ethics of doing what’s right, delivering what we promise and keeping our word. We are dedicated to serving the needs of this industry and are constantly looking for ways we can deliver value.”
– Marvin Kaulkin
Where We’ve Been
Marvin Kaulkin founded our company in 1988 to provide much-needed merger and acquisition advisory services to local, Washington, D.C.-metro, lower middle-market companies. However, since our inception we have grown and the depth, breadth and success of our services have expanded. Our very first collection agency transaction took place in Beltsville, Maryland (a Washington, D.C. suburb) in 1991 and laid the groundwork for what would prove to be a rapid and successful rise in this particular market segment. Rather than walk before we ran, we opted to run first and in 1992 we advised on nearly a dozen transactions in the collection industry. The foundation for our industry specialty was born.
Making a commitment to focus on a particular industry was the first of many strategic enhancements that would prove essential in the growth and increased expertise of our company.
Our focus in the early years revolved around the debt collection industry, later known as accounts receivable management (ARM). We were strictly sell-side transaction driven. We initiated and advised on many pivotal ARM transactions, including those involving private equity consolidators, the first and only industry roll-up IPO, the first large-scale, multi-national transaction and the first sale to a leading customer relationship management (CRM) company, which paved the way for the integration of the ARM and CRM industries and our entry into the CRM industry. However, we soon realized that our expertise, knowledge and access to key decision-makers would enable us to expand our service capabilities beyond sell-side representation. By the start of the 21st, century we expanded our services to support virtually every stage of an ARM and CRM company’s life cycle – from strategic analysis to assessing market value to developing and implementing growth and exit strategies. Our reputation extended beyond the U.S. and North America, enabling us to offer advice and support to clients globally.
We also began gathering and organizing enormous amounts of market information and providing our clients with valuable and ongoing intelligence. As part of our information-sharing initiative, Kaulkin Ginsberg launched the ARM industry’s first information website, collectionindustry.com, later renamed insideARM.com in the mid-1990s. With more than 70,000 subscribers, the website has grown to become the industry’s go-to online resource for collection agencies, law firms, debt buyers, creditors, vendors, regulators, industry investors and other interested parties.
As we expanded our services and market reach, so too did many of our clients. In the early to mid-2000s, a new industry emerged in the healthcare market called revenue cycle management (RCM). This market included medical billing, patient eligibility, denial claims, and pre-delinquent/early stage collections. It became a fast-growing market and an attractive growth opportunity for ARM and CRM companies.
At the end of 2014, we founded Topline Valuation Group in partnership with Santos, Postal & Company, P.C., the premier certified public accounting firm headquartered in the Washington, D.C.-metro region. Topline offers definitive business valuation and related advisory services for a variety of transactional, financial reporting and tax-related purposes. The company also offers forensic accounting, litigation support and outsourced chief financial officers (CFOs) services to middle-market business owners and executives.
Where We Are
Today, we offer M&A and strategic advisory services to accounts receivable management firms and other outsourced service businesses. We also provide our services to middle-market companies based in the D.C. metropolitan region. We continue to expand our knowledge base, utilize our expertise and provide each and every client with a customized, client-centric approach. We remain committed to delivering positive results day-in and day-out, and we continue our mission to stay the most well-versed and trusted advisor for our clients.
Where We’re Going
“In spite of the phenomenal growth, this is still, in many ways, a close-knit industry. As we look ahead, our mission will remain the same. We will continue to do what is best for each client, and look for new ways we can deliver value to professionals in this industry. We are never satisfied standing still. We must move forward to move our clients forward.”
President & CEO
Where Does the ARM Industry Fit on the Endgame Curve?
August 26, 2015
Over the past few months, I have been asked repeatedly if the U.S. accounts receivable management (ARM) industry is consolidating. My short answer is yes, the ARM industry is in the midst of consolidation for the very first time.
I did some research about consolidating industries and stumbled upon A.T. Kearney's Merger Endgame methodology. The gl ....
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Outlook for the U.S. Health Insurance Market
August 18, 2015
The U.S. health insurance market is on the cusp of change: four of the five largest health insurance providers are attempting to merge and embrace economies of scale, and bad debt is on the rise.
Although the health insurance market isn't as consolidated as the cable and telecommu ....
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How Healthcare ARM Companies Can Take Advantage of Regional Economic Data
August 4, 2015
The healthcare industry is one of the largest market segments; many government officials talk about its impact in such all-encompassing terms that most citizens only consider it on a national level. Looking at broad economic data can have its benefits for politicians, think-tanks, and national health insurers. However, there are limitations for ARM and RCM companies.
Kaulkin Ginsberg recommends ARM companies focused on the healthcare vertical take a regional appro ....
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September 1st-2nd, 2015
TRMA is an industry forum for risk management professionals from the Telecommunications, Pay TV, Utility, Waste Management and other industries to collaborate, understand, and share best practices related to acquisition risk management, customer life-cycle and uncollectible debt issues among its members.
September 9th-11th, 2015
Dennis and Judy Hammond present Debt Connection Symposium and Expo 2015, focusing on networking and connecting with clients, service providers, product suppliers, agencies, attorneys - at a whole new level.
Mike Ginsberg, President and CEO of Kaulkin Ginsberg, will host a session on Thursday, ....
October 11th-13th, 2015
Join FCIB in Miami this October for three days of networking with your peers from around the world and educational sessions led by industry experts.
Dig deep into the most pressing issues facing international credit professionals ....