10-step-sales-system-for-growth-step-1

The first step in achieving growth is knowing your reasons for growing the company. This article walks you through that process.

10 Step Sales System for Growth: Step10

Read some tips to get you started.

10-step-sales-system-for-growth-step-2

This step involves building your economic model for revenue growth.

10 Step Sales System for Growth Step 3

Step three is to create your sales vision.

It’s time to create, or update, your marketing plan.

10 Step Sales System for Growth: Step 5

Your Sales Management Plan should include these five things.

10 Step Sales System for Growth Step 6

This article breaks down the three components of your staffing plan.

10 Step Sales System for Growth Step 7

This article describes the key ingredients for an effective, engaging sales training program.

10 Step Sales System for Growth Step 8

This article addresses how to develop a successful sales reporting system.

10 Step Sales System for Growth Step 9

This article includes tactics for developing a sales accountability plan.

11 Business Owner Missteps

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.

Bonus Incentive Plans: What’s the Point?

The purpose of bonus incentive plans is to motivate employees to help you reach your financial and transition goals.

Bonus Incentive Plans : Making the Grass Greener

Consider these characteristics of bonus incentive plans that will motivate key employees to stay.

Building Reliable Systems

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.

Choosing Business Advisor

To find advisors that are not only effective but have longevity, we suggest “extreme” vetting.

Diversify Your Customer Base

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 Financial Controls

Effective and reliable financial controls can safeguard your company’s assets and help achieve consistent profitability.

Establishing Realistic Growth Strategies

This article discusses the things a realistic growth strategies can be based upon, as well as key action items to accomplish desired growth.

It’s spring: Time to breathe life into your business plan

If you are like many closely held businesses, you start the year with a plan.

Managing Rapid Growth

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.

Protect Yourself from Due Diligence

Read about how to make your business “due diligence-proof” by applying a preemptive process of seller due diligence.

Planning for Your Management Team

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 Responsibilities: Part 1

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.

Transferring Management Responsibilities: Part 2

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.

Value Drivers in Action Part 1

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.

Value Drivers in Action Part 2

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.

Value Drivers in Action Part 3

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.

Value Drivers in Action Part 4

Value Drivers in Action Part 5

Do your current financial controls add or subtract from the value of your business? Read about how Ike improved financial controls for his business.

Value Drivers in Action Part 6

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.

Value Drivers in Action Part 7

Learn about how Ike had scalability “baked” into his business model.

White Paper: Understanding Value Drivers

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.

“Aha!” or “Uh-Oh”? Your choice

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.