The first step in achieving growth is knowing your reasons for growing the company. This article walks you through that process.
Read some tips to get you started.
This step involves building your economic model for revenue growth.
Step three is to create your sales vision.
It’s time to create, or update, your marketing plan.
Your Sales Management Plan should include these five things.
This article breaks down the three components of your staffing plan.
This article describes the key ingredients for an effective, engaging sales training program.
This article addresses how to develop a successful sales reporting system.
This article includes tactics for developing a sales accountability plan.
We approach every client relationship with a business assessment. Two businesses can look identical but have very different valuations. We look at 400 different qualitative aspects of the business, and what comes out of that for the client, is some sort of prioritized list of issues to do the tough things to make a better business out of it. We decided to make our own top 11 list of mistakes business owners make.
The purpose of bonus incentive plans is to motivate employees to help you reach your financial and transition goals.
Consider these characteristics of bonus incentive plans that will motivate key employees to stay.
The second of the six Value Drivers focuses on the development and documentation of business systems that either generate recurring revenue from an established and growing customer base or create financial efficiencies.
To find advisors that are not only effective but have longevity, we suggest “extreme” vetting.
When you have limited resources and only one or two good customers accounting for most of your sales, achieving a large customer base can be problematic. If you find yourself in this situation, there are a couple strategies to get you out of it.
Effective and reliable financial controls can safeguard your company’s assets and help achieve consistent profitability.
This article discusses the things a realistic growth strategies can be based upon, as well as key action items to accomplish desired growth.
If you are like many closely held businesses, you start the year with a plan.
We often advise clients on how to grow the value of their business. But what happens when growth starts accelerating rapidly? Here are some insights.
Read about how to make your business “due diligence-proof” by applying a preemptive process of seller due diligence.
Many owners have people in mind to transfer management responsibility to, but they may not have a good idea of exactly how to accomplish their desired management transition goals.
Transferring management responsibility is an important part of having a stable and motivated management team in place. In this two-part article, we’ll begin exploring considerations for some specific areas of management that should be included in your management transfer plan.
In the second of this two-part article, we’ll explore the last three of the five critical areas to include in your management transfer plan.
Ike was the owner of a small, Midwest company; a Tier I supplier of proprietary parts to several U.S. heavy truck manufacturers. Ike decided he wanted to significantly ramp up the value of his business before his eventual exit. Ike wanted us to help him devise and execute a plan to grow the value of his company and then help find a buyer. This multi-part article is his actual story.
Creating, refining, and documenting systems is one way to enhance business value. This is Ike’s real life story about how he accomplished this for his business.
A stable, diverse customer base is one of the value drivers. This is Ike’s real life story about how he diversified the customer base of his business.
Do your current financial controls add or subtract from the value of your business? Read about how Ike improved financial controls for his business.
Ike figured out that the revenue growth rate was attractive to a buyer, but it was the rate of annual cash flow growth that commanded premium prices.
Learn about how Ike had scalability “baked” into his business model.
Value Drivers are critical to improve the performance of your business today and its value for tomorrow. Why? They encapsulate what potential buyers look for in acquisition targets and help maximize business value for your future exit. It’s your job as the owner to create value within your business.
We’ve been reminiscing about client situations we were drawn into the past 12 months. Many of them remind us of the wisdom of the very first recommendation we deliver to every new client — make time to work on the business, not just in it.