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No attention to exit strategy. No attention to value creation. “I am tired, and I want to sell but I don’t know what it’s worth or how to design an exit strategy for selling my business.” We hear this from business owners over, and over again. To sell your company, to make it both sellable and…
Do you dread networking for new business? Here are some techniques to help you refine your approach so that networking becomes more enjoyable and productive. Several years ago I co-founded a networking group attended by experienced, successful professionals. What I didn’t anticipate was that many of these highly competent and engaging people struggled with networking….
By: Robert G. Brody When considering religious accommodation, employers have enjoyed great latitude with accepting or rejecting requested religious accommodations. This was thanks in large part to the Supreme Court’s 1977 ruling in Trans World Airlines, Inc. v. Hardison, which held an employer need only show it would bear more than a “de minimis” cost/effort…
https://news.blueridgeesop.com/blog/esop-repurchasing-studies ESOP-Repurchasing-Strategies
By Eric Segal The banking landscape has consolidated in the last three years. Maybe it was runaway inflation that caused cost-cutting branch closings. Or it was bigger banks gobbling smaller banks for quick market share. And let’s not forget the industry’s ongoing march toward digital transformation, which grabs more traction each month. Whatever the cause,…
Emerald Publishing released the 22nd volume of Advances in Mergers and Acquisitions . Along with my coauthors Buddy Howard and Tony Stevenson, we contributed chapter 5 to this 2023 version edited by Professor Sir Cary Cooper,CBE and Sydney Finkelstein.
Just because you run a successful business doesn’t necessarily mean that you will exit from it successfully. Planning can increase the odds that you will transfer your business on terms you’re comfortable with. Yet very few business owners engage in proactive exit planning, failing to establish arrangements for a thoughtful transfer of ownership that protects…
INTRODUCTION Effective sales strategies are crucial for success in the dynamic landscape of modern business. Business owners recognize the pivotal role that sales teams play in revenue generation and customer acquisition. As a result, they must invest in training programs to enhance the skills and capabilities of their sales force. Two complementary approaches are “Sales…
The first bit of concrete feedback I recall receiving in the workplace was from a fellow colleague, a much more experienced person than I. The feedback was not part of a review, he was not my supervisor, but someone I worked with daily. I don’t know what prompted him to share the feedback. I am…
By Chris Delaney When it comes to managing their business, manufacturers need much more than historical financials to project their future revenue, profitability and liquidity. Historic numbers simply capture what has happened in the past—but traditionally do a poor job predicting where a company will be in the near (3-6 months) or distant future (1-2…
When preparing (hopefully in advance!) to sell your business, it helps to understand what buyers will looking for and asking about. While revenue and financials are well-known areas of due diligence, for companies in the product space the efficiency and riskiness of operations and supply chain are also fair game. Buyers are concerned about a…
A common area of confusion among advisors is understanding the difference between a “Main Street” business, a “Middle Market” business and a “Mom and Pop” business. Main Street Businesses The term “Main Street” is defined by the International Business Brokers’ Association and other professional intermediary organizations as any company with a Fair Market Value of…
It seems intuitive: a deal requires compromise. Sellers and buyers each have their own goals (some more realistic than others) and should come together, but each often begins the process oblivious to the other’s needs. Suppose you’ve owned an auto service station for 30 years. You are tired of all the hassles and have made…
At FIREPOWER, we’re here to help our leaders achieve growth and innovation through their biggest asset: their people. Together, let’s achieve the hardest growth goals and go beyond the surface-level approach of employee reviews by learning how to balance people, processes, and technology to establish an empowered workforce. It’s time to unlock the true potential…
For more information on the benefits of this IRC Section 453 solution, give this podcast a listen. While the topic of this episode dealt with the sale of land, the solution is also available to individuals selling their business, allowing them the unique opportunity to defer immediate tax obligations and maximize the sale through personally…
By Tim Jung A private equity firm just bought your promising firm with high hopes. You estimate that the company will be sold again for a much higher margin within 60 months. But your finance team has trouble closing the books in a timely manner. So, what does the company’s financial picture look like? You…
INTRODUCTION To maximize performance, it is essential that sales leaders provide comprehensive ongoing training and coaching to their sales team to become a high-performance sales organization. In this article, we will explore the 8 types of sales training high-performance sales leaders deploy to ensure their teams have the knowledge and skills necessary to excel. These…
Long-time XPX leaders share their experience with collaboration at XPX. Moderator: Gail Harris Our panelists: Ramsey Goodrich, Laura Liss and Scott Osborn
At XPX Next, our advisor panelists share what tools they use to help their clients build realizable value. Moderator: Steve Conwell, CEO of Final Ascent LLC and XPX Dallas President Our panelists: Ray Croff for The Value Builder System, Todd Feldman for BEI and Stacy Kuxhausen for Maus Sponsors: Michael Brady (Maus), Brian Chow (The…
At XPX Next, our advisor panelists discuss the tools they use to focus the conversation on their client companies’ long-term prospects. Panel moderator: Corby Megorden, Principal at Ennis Legacy Partners Panelists: Brandon Blell (EOS), John Leonetti (The IEPA) and Craig West (Capitaliz) Sponsors: Zach Broyles (Capitaliz) and Tommy Delello (The IEPA)
At XPX Next, our inaugural national conference, Dr. Froswa’ Booker-Drew shares her research on the development of social capital. The following video is a master class on how to build and leverage one’s network for greater collaboration and success. View Dr. Booker-Drew’s full bio here. Additional resources provided by Dr. Booker-Drew: https://www.linkedin.com/pulse/coin-circle-influence-network-worksheet-shelley-hammell http://www.boardnetusa.org/
Hey there, hardworking business owner! We know you’ve been hustling and adapting like a champ over the past year. Remote work became the norm, and you made it work! But now, a moment of truth is upon us: the option to return to the office. While remote work definitely had its perks (like sweatpants and a commute…
Increasing revenue when preparing for a future sale (or pretty much anytime!) is great but an equivalent savings in operational costs, such as supply chain and manufacturing, can provide an even greater increase in company sales price since valuations are often based on multiples of EBITDA. A $1M increase in sales may improve EBITDA by…
In today’s ever-expanding “gig economy,” outsourcing entry-level tasks and job roles has become commonplace. But a growing number of organizations are exploring and adopting outsourcing for higher-level functions, too. Small to mid-sized sales organizations are increasingly outsourcing the sales function – from the sales rep role to executive sales management – and finding success with…
Stress. You know the feeling, the drop or churning in your stomach, the sweaty palms, the flushing of the face. Full-on signs that something or someone has just sent you on a path of worry, frustration, fear, or panic. While not always appreciated, our bodies send us instantaneous signals of our state of being. The…