Article
Thinking beyond tariffs: Planning for uncertainty in today's middle market
Jul 09, 2025 · Authored by Matt Damone, Christopher Annand, Huy M. Tran
In this insightful webinar, professionals from Baker Tilly and GSCF explore how middle market CFOs can navigate the growing uncertainty surrounding tariffs, trade policy and global economic shifts. The panel includes Huy Tran, Matt Damone, Chris Annand, Lori Sternola and Michael Sullivan, who share perspectives on financial strategy, capital planning and risk mitigation.
The discussion provides an overview of the current tariff landscape, emphasizing the volatility introduced by recent U.S. trade policies, particularly those targeting China and the E.U. While tariffs are not new, their unpredictability and scale have created significant challenges for middle market companies with limited resources to adapt quickly.
Key themes include:
- Protecting margins and capital: CFOs are increasingly focused on cost control, liquidity and operational efficiency. Strategies such as scenario modeling, supply chain diversification and renegotiating supplier contracts are being used to manage tariff impacts. Many companies are also exploring trade compliance automation and nearshoring.
- Capital structure and deal flow: Tariffs are influencing merger & acquisition (M&A) and initial public offering (IPO) activity, with buyers scrutinizing supply chain risks and sellers facing valuation pressures. Private equity firms are leveraging alternative funding mechanisms like accounts receivable financing to unlock liquidity and manage portfolio company exposures.
- Legal and funding insights: The panel highlighted a shift toward alternative funding sources beyond traditional banks. Legal complexities in cross-border contracts and customs compliance are becoming more prominent, with companies seeking flexible, off-balance-sheet funding solutions. GSCF emphasized the importance of building relationships with non-traditional funders to ensure agility.
- Planning for what’s next: Looking ahead to 2026, CFOs are advised to focus on resilience, optionality and visibility. This includes strengthening liquidity buffers, enhancing FP&A capabilities, and maintaining flexible financing structures. Panelists stressed the importance of proactive planning, cross-functional collaboration, and engaging with advisors to stay ahead of evolving risks.
Companies must not only expect the unexpected but also prepare for it. By leveraging advisory partnerships and alternative capital solutions, middle market CFOs can better navigate uncertainty and position their organizations for long-term success.
By watching this video, viewers will be able to:
- Recognize how evolving tariffs and trade policies are impacting middle market businesses
- Explain how to protect working capital through smart funding strategies
- Identify legal insights on minimizing compliance and contract risk
- Discover how funders and consultants collaborate to build resilient operation
Speakers
Moderator
- Huy Tran, Principal – Financial Advisory, Baker Tilly
Panelists
- Chris Annand, Principal – Financial Advisory, Baker Tilly
- Matt Damone, Principal – Transfer Pricing, Baker Tilly
- Lori Sternola, Global Sector Head – Corporates, GSCF
- Michael Sullivan, VP – Capital Markets, GSCF
The information provided here is of a general nature and is not intended to address the specific circumstances of any individual or entity. In specific circumstances, the services of a professional should be sought. Tax information, if any, contained in this communication was not intended or written to be used by any person for the purpose of avoiding penalties, nor should such information be construed as an opinion upon which any person may rely. The intended recipients of this communication and any attachments are not subject to any limitation on the disclosure of the tax treatment or tax structure of any transaction or matter that is the subject of this communication and any attachments.
