The Smith Report - A Blog That Solves Business Problems

The Acquirer’s Playbook – 10 Mistakes That Prove Fatal

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The M&A market is hot again with around $1 trillion of deals announced already this year. That would put us on track for the second highest year in history behind 2007 (recent WSJ article).

The article summarized why acquisitions are so compelling for US acquirers:

  • Board Room confidence
  • Low interest rates
  • Strong share prices
  • Cash rich balance sheets
  • Demand for new earnings sources
  • Margin ...

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The Catch 22 of Scaling

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Scaling is Growth with CAPS – Control, Alignment, Predictability and Safety.

Or in order of importance: Alignment, Control, Predictability and therefore Safety. But that doesn’t make a great mnemonic!

But here is the problem. Most private businesses can’t scale because they will not, or can’t decide what their remarkable service is going to be. If you don’t choose something ...

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How to Scale a Business – The Playbooks’ Workshop

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Join me on Tuesday at the CIC in Cambridge for a fun packed discussion on scaling. April 7th – 9 to 10.15.
Register here - Link.
I’m the only speaker so it’s guaranteed to add value. Let’s face it you couldn’t justify my fees to pay for this, so come and hear it for free!
I’ll cover many issues I’ve opined ...

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Zero-Based Budgeting – An Old Trick For Today?

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Last week the WSJ highlighted an old technique called zero-based budgeting, first pioneered by Peter Pyhrr, a 35 year old Texas Instruments accountant, around the mid 70s. It’s back in the spotlight again because of 3G Capital Partners’ acquisition of Kraft Foods. 3G own H.J. Heinz and they’ve agreed to buy Kraft continuing the consolidation of the food industry. ...

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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 ...

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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 ...

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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 ...

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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 ...

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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 ...

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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 ...

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