The Portfolio Partnership

Scaling from $10m to $100m – Thoughts from an Operator

by Ian Smith | Sep 28, 2017 | Scaling

How do you measure the evolution of a smaller company evolving to a larger business? Is it headcount, profits, market share? For the purposes of this post I’d like to consider a company that would like to scale sales from $10m to $100m, let’s say over the next 10...

How Do Employers Motivate Workers?

by Ian Smith | Sep 5, 2017 | Leadership

There was a great little article tucked away in the WSJ a few weeks ago. It’s worth summarizing the gist of it and unpacking for a few learning thoughts. Mozilla (maker of Firefox web browser) had a problem – how to fix bugs in its bug-fixing process....

New Video Series – The Saleability Test

by Ian Smith | Aug 29, 2017 | Saleability Test

We’ve produced a series of videos in small bite sized chunks to allow you to digest some or all of the ideas surrounding the Saleability Test. The essence of the test is to determine the company’s exposure to dependency. Buyers/investors don’t like dependency....

Leaders – Watch the “Net” Effect

by Ian Smith | Aug 7, 2017 | Leadership

I was reviewing the details of a large group the other day. The usual headlines, their overall sales and profits, their positioning on their website, org chart, blog posts, just getting a feel for their story. Of course I was looking at their “Net”...

Avoiding Post-Acquisition Cost Overruns

by Ian Smith | Jul 24, 2017 | Acquisitions

The WSJ reported this week that the $9.3 billion acquisition by Sherwin-Williams of Valspar has hit a snag. The acquirer stated that post-acquisition integration costs would be over six times more expensive than previously anticipated. Now this deal is related to two...

Preparing For A Great Sales Day Checklist

by Ian Smith | Jul 17, 2017 | Sales Management, Scaling

Sales is a mental game and the right preparation can ensure your state of mind is positive and confident. You are the chairman of the meeting, whether on a call, face to face, or Skype type conversation. All conversations need preparation. Even the coldest of calls...

Building Private Businesses Buyers Love To Buy – Last Call

by Ian Smith | Jul 13, 2017 | Events

During next week’s CEO Club I’ve been invited to deliver an interactive session for owners – Building Private Businesses Buyers Love To Buy. Date: July 20th at 7.30 am. Venue: Brae Burn Country Club. This is an invitation only event. Be my guest....

Key Account Penetration Checklist

by Ian Smith | Jul 10, 2017 | Sales - Farming

Scaling private companies is tough. We work with our portfolio clients to help prioritize and execute activity that will move the dial. This ensures our clients grow safely, in control, aligning all actions to the the strategic plan, and thus improving the...

Why Automation Doesn’t Mean A Smaller Workforce

by Ian Smith | Jul 3, 2017 | Innovation, Leadership

Tom Friedman in his latest book spotlights a counter-intuitive phenomenon that all entrepreneurs need to understand. Leaning heavily on the work of James Bessen, researcher and lecturer at Boston University School of Law since 2004, Tom highlights the following...

How To Build Shareholder Value

by Ian Smith | Jun 20, 2017 | How To Build Shareholder Value

Over the last 7 years The Portfolio Partnership has helped scale over a dozen New England based businesses, many with overseas markets in Europe and Asia. This paper captures the essence of that work to ensure your teams are working on the right stuff. Aligning...