Author Archive

Acquisitions – Is Your Due Diligence Validating the Future or the Past?

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The success of an acquisition is rarely down to the price you pay according to the research. First the research: Cass Business School, concluded from detailed research covering 12,339 deals including 2917 acquisitions of distressed companies from 1984 to 2008 that price was not the determining factor for success but that post acquisition integration was the key. So the research is really clear – post acquisition planning is ...

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Business Fundamentals Bootcamp CIC March 6th – Boston

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This Bootcamp is designed especially for CEOs and CXO’s of mature and growing companies with a focus on the tactical and operational expertise that you need to manage your growing business. More than 16 speakers will lead sessions focused on the functional areas of marketing, finance, law, and human resources to approximately 125 attendees.

The Theme of this event is “Get Lean – Maximize Efficiencies and Cut Costs”, and the event concludes ...

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Is the Internet of Things (IoT) Real?

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If you can put a significant cost on a problem that affects a significant amount of people then you might have a real market. The next wave of the Internet is being called the Internet of Things (IoT) or the Industrial Internet. Billions are being spent on acquisitions to build IoT capability, billions are being spent by VCs to take a position but is it a real market?

Here are 10 real problems with ...

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The Acquisitions Playbook

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When I completed my first acquisition of another company it was 1990 and life was a little different from 2015 but the odds of completing an acquisition successfully are still long. Secondly, that first acquisition was so tortuous I became committed to building a process and a set of checklists that would make life easier the next time. I’ve fine-tuned the process over the years after each ...

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Scaling – How to Avoid Destroying Margins

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The paradox of scaling is clear. Most companies when growing their top line, sacrifice their margins. The main reason is because management confuses “growing” and “scaling”. It’s the same as confusing activity with effectiveness. I know it sounds old fashioned in a world of SaaS & social media user numbers but you are in business to make money. To grow the bottom line. Successful scaling is safe, sustainable and ...

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The Scaling Paradox

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If you scale a business there is a high probability your margins will drop!

How can this be? I build a bigger, better, stronger business and my net margins drop?

Because wastage creeps in. Costs explode and you end up with more bodies, more space, more equipment. But here is the reality and the missing secret sauce -Alignment is missing.

Having a great strategy is just not enough. Passion and commitment to ...

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The Edge Velocity Story

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Private companies are formed for many reasons. Employees are fired and are driven to start their own business. Some people just get bored with the corporate politics. Others see a gap in the market. But few are driven by purpose. 9/11 was a catastrophic event on US soil which echoed all around the globe.

When the Twin Towers collapsed on September 11th, the Marriot Hotel at 3 ...

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12 Key Steps To Selling

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12 Key Steps

  1. What is the prospect trying to achieve? – Deployment of skilled diagnostic questions
    • Probably require the prospect and/or the Sales Professional doing some homework after initial conversation
    • What objectives are non negotiable?
    • What has happened in the past?
  2. Can we improve their situation, and solve a problem?
  3. Is your prospect convinced this is a priority problem?
  4. Can your prospect find the money? (ROI required?)
  5. Does everyone understand the decision making process?
  6. Do I need ...

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CEOs – Questions That Reveal You Need a COO

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Let’s say you are the CEO of a 20 to 100 person private company. Ever feel you are struggling with your agenda? Are you working on the right stuff? Do staff continue to disrupt your day? Stuff not getting done?

I’ve been involved in scaling and building many private companies. The CEO’s role is a tough one. Do we ask too much of our CEOs? We demand they have ...

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10 Metrics That Bind Companies – Align Staff

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What gets measured gets done. But scaling companies and aligning all the efforts of your team requires specific measurements worth sharing. Don’t underestimate the power of sharing one department’s metrics with another. In fact let me show you the power with examples:

10 Killer Metrics Worth Sharing

  1. Production Order Books – Production Teams &  Sales Teams
    Explain to your sales team that their performance drives the manufacturing shop. That order ...

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