Operational Excellence the Key to Successful M&A
Buying Companies Most acquirers embarking on an acquisition are ill prepared to successfully buy another company and integrate it. Research consistently tells us we are weak at this common corporate tactic – buying other companies. Acquisitions are for...
Scaling – Zero-Based Strategy for SMBs (Small and Medium Businesses)
Over the last ten years, to assist owners of businesses, I’ve tried to tackle all aspects of scaling a business, whatever your starting point. We’ve addressed positioning, sales processes, marketing playbooks, product launches, executive compensation, saleability...
A Big Company Challenge – Mentoring Divisional General Managers/Managing Directors
If you are a private company owner CEO, you face enormous challenges to scale your business. I don’t mean just grow. I mean scale. Building control, predictability, alignment and safety into your growth. Successful scaling sees market share growth, margins...
12 Questions Sales Teams Should Ask Marketing
Marketing teams have the skills and knowledge to add great value to their sales teams but often don’t. Whether a sales role is business development, focused on opening up markets, or myopically trained on a few strategic accounts, there is great insight to be...
Do You Know Your Customer?
In the world of Business-to-Business (B2B) almost every sales process, business process or strategic plan is built on the premise that we know our customer. Of course it makes sense. The more we understand our customers the better we are placed to serve them. To...
How to Present Ideas that Change Minds
In business and in life in general, the ability to move people to your point of view is a rare skill. I’m talking about setting out a better way forward that you passionately believe in, that cuts through bias with impeccable logic but addresses the emotion on...
The Huge Benefits of Grooming a Company For Sale
Robotics, HR services and specialized manufacturing are just three of the recent sectors where our work has supported a premium exit of a private company. Executing operational playbooks across the spectrum of a company’s departments, over a sustained period of...
Why Budgets/AOPs Fail
As we rush towards fall and Q4, every business enters budget season. Large and small businesses alike, we dive deep into the annual ritual of agreeing an operating budget. You’ll see a million blog posts on how to create them. So instead I thought I’d...
Integration Success – The M&A Holy Grail
Acquisitions are often a disappointment in the eyes of the acquirer (forget what the seller thinks for a moment). The deal objectives are often not met. The strategic benefits fail to materialize. Acquirers buy what’s up for sale instead of what really fits their...Operational Excellence For Exits
Acquisition Support Services
Acquirers Need a Playbook
Valuation Gaps & How To Close Them
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