Author Archive

Overcoming Entrepreneurial Doubt

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Entrepreneurs are often paralyzed with doubt, with negative thoughts. They have lost belief in themselves. As my friend Jim Bouchard will reveal in his new book, The Sensei Leader.  “Confidence is one of the most attractive characteristics of a leader. Genuine confidence, tempered with humility, will make you an effective person and an effective leader at any level.”

So how do entrepreneurs remain focused and confident in the ...

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American Entrepreneurship – Stuff they don’t tell you at Business School

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This blog was posted on LinkedIn last week and received nearly 9000 views, 325 likes and 33 comments. It’s important we understand and share this stuff.

  1. There are 27.3 million enterprises in the US. The following breakdown should be understood to give you perspective:
    1. 21.4 million are one man bands.
    2. 5.3 million employ 19 or less.
    3. 526,000 employ 20 or more but less than 100.
    4. 109,000 employ more than 100.
  2. 141 million Americans are employed ...

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Acquisition Questions Your Investment Bank Won’t Touch

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Executing an acquisition strategy successfully can deliver tremendous benefits. It offers the ability to quantum leap growth, produce economies of scale, enhance technical capabilities, acquire special people, and capture attractive customers. However acquisitions are also a graveyard of failures with a history of under delivering on shareholder value. Your investment bank may have identified, approached and assisted in closing the deal of the century but you, ...

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Sales – The Emotional Anchor Required on Every Deal

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Closing a sale has its challenges. Great product knowledge is a must. A deep understanding of your target sectors and prospects including trends, key players, vocabulary, and future prospects, are crucial to closing deals. A world-class sales process that diagnoses the prospect’s world is essential. But you will fail to close deals consistently unless you can find a key ingredient, a secret sauce, a piece of humanity I’m calling ...

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Business Fundamentals Bootcamp CIC March 6th – Boston – Second Call

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SPECIAL OFFER TO MY BLOG READERS -

Complimentary Tickets are now available – Code SMITHCOMP – bring your team!

Clink here to book – Use the Blue Eventbrite box on the Top Right.

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 ...

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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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