Thinking beyond tariffs: Planning for uncertainty in today's middle market

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:

1. 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.
2. 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.
3. 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.