Successful Acquirers Look Forward Not Back

Successful Acquirers Look Forward Not Back

Before we acquire anything we seem to be infatuated with the past. Cars, houses, talent, and companies – the big items in life! Now don’t get me wrong, it is important to understand the history and to validate it. Think about it. Take cars. Depending...
Treating Marketing Systems Like Accounting Systems

Treating Marketing Systems Like Accounting Systems

It’s tough for any business to keep up the rhythm of publishing remarkable marketing content week after week. But every leadership team needs to embrace this content requirement, this relentless publishing schedule as if it was their core business. The CEO needs...
400 Smith Report Blog Posts At Your Fingertips!

400 Smith Report Blog Posts At Your Fingertips!

I’m delighted to announce a new complimentary, downloadable pdf to help you find a solution to your current business issues. Whether your issues are operational, sales, leadership, talent or M&A related, this document will offer a best way forward. A simple...
How To Manage a Rep Network

How To Manage a Rep Network

Most manufacturers have outside reps. These are self-employed individuals or in some cases, larger businesses who employ many reps. They are not on your payroll. This in itself is a management challenge. Herding cats, managing a legal partnership, controlling a five...
M&A – The Horrible Habits of Most Acquirers

M&A – The Horrible Habits of Most Acquirers

We’ve all read the statistics on acquisition failure. We’ve seen shareholders’ cynicism reflected on both sides of the deal e.g. Dell’s acquisition of EMC has prompted shares of VMware Inc., the company 80%-owned by EMC, to drop nearly...
Building the Perfect 2016 Budget!

Building the Perfect 2016 Budget!

A classic post from last year tweaked. For many management teams the months of November and Devember represents the Budget sign off time. However they are so often badly done. Frankly they are recklessly compiled representing the classic “hope over...