Entrepreneurs who are successful have a special trait, among others, that separates them from the rest of the pack: they seem to have the innate ability to work in a business or activity that closely follows the supply and demand cycle. They also recognize the importance of creating relationships and building on that strong foundation to achieve success.

In the late '90s, this is known in many business arenas as the "strategic alliance," one of the buzzwords right at the top with "knowledge management" and "information management." However, two decades ago in the '70s and '80s, this was known as simply doing business with trusted and respected friends, and no one knows that more than George O'Brien.

The Mentoring Process
George O'Brien of Manchester, NH, is one of those entrepreneurs who has followed his instincts ever since he was in college, putting his analytical, business-oriented talents to best use. Whether working for a Big 5 accounting firm, a Fortune 500 corporation, as owner of his own CPA firm or as president of O'Brien-Rodgers Inc.-his current firm specializing in mergers & acquisitions (M&A), disposition and valuation services-George is certain of one thing. Finding the pathways to success is a healthy mix of finding the work you want to do, sticking with it and surrounding yourself with those who take an active interest in your future.

George very humbly refers to this career as a series of accomplishments that have occurred based on friendships along the way. Possessing an accounting degree from Georgetown University and a master's degree in taxation from Bentley College, George began early-on to understand the value of relationships and work.

While in college, he interned for the Bigelow Company, a Manchester firm providing accounting services and consulting in the M&A spectrum. During that summer, he was intrigued as much by the "process" in the consulting end of the practice as with the company principals who had a definitive passion for their work.

"It was exciting to move a transaction forward and see it close, but more than that, actually seeing the company help a client sell their businesses was very impressive and helped me understand our role," says George. "I chose M&A as my long-term career because the more I do this type of work, the better I am in delivering this service."

Although he was bit by the M&A bug early-on, it would be a few years before George returned to it. After college, his path took a detour when he worked for several years with Ernst & Young in their audit department. This was followed by a year in corporate finance for the Nashua Corporation, a Fortune 500 company that sold Ricoh copiers outside of the United States under the Nashua name.

Putting the "M" in Mentor and "F" in Friend
While at Nashua, he met his current partner, Tom Rodgers, who was CFO for the company, and the two struck up a friendship. During this time and in succeeding years, George felt his relationship with Tom was more than just work-based; it was one of mentoring, advice and guidance.

"I think that any time you build upon a friendship related to business, you have to strike an alliance with one another, and Tom has been key to my growth through his personal mentoring."

His position at Nashua was followed by a long 14 years as head of G.T. O'Brien & Co., where he provided accounting and tax services, and regularly participated in valuation issues and corporate finance engagements.

"When I had my own practice, I had a full-service CPA firm and a full-service M&A firm - separate companies that kept very busy," says George. "It was time to make a decision, given the intensity of tax season in that we had to give 120 percent of our efforts and almost suspend doing work on the M&A business, which just wasn't possible."

As a result, just a few years ago in 1996, he teamed up with Tom Rodgers to form O'Brien-Rodgers, and the two have not only maintained their friendship, but now are spending all of their work hours pursuing quality, career-satisfying M&A activities.

"The market dictates what you are going to do, and if you are conscientious, the work will be there," he says. "But more than that, the mentoring I've had over the years has been incredibly motivating, and I have thrived on the interest of others who have taken an interest in me."

Today, George also holds the Certified Valuation Analyst (CVA) accreditation, which has opened doors for him to continue specializing in the M&A and valuation arenas. Outside of his business, he spends a great deal of volunteer time with the Easter Seal Society and serves on the Executive Committee for the joint New Hampshire, Vermont and New York organization.

"Easter Seals is one of the finest groups I've come across, and as a CPA and CVA, I'm using my skills to add value to the organization," says George. "For example, I've headed up the Merger Committee when we merged the New York Society into the New Hampshire organization, and in many ways, this was very similar to the merger activities I perform for my clients. The main difference lies in enhancing available services for people versus the financial aspects of the transaction."

George can be contacted at corpmna@aol.com