The Portfolio Partnership

The Acquirer’s Playbook – Strategy – Stage 1

by Ian Smith | Aug 24, 2015 | Acquisitions

The Acquirer’s Playbook was recently published on Amazon. It sets out a simple little process map to build M&A capability into your business – The Acquisitions Approvals Model. Using extracts from the book I explain the essential first phase of getting...

Prospects are People not Companies – B2B Selling

by Ian Smith | Aug 17, 2015 | Sales Process, Sales Tips

The most precious commodity a sales professional enjoys is time! Where you choose to spend that time is the difference between success and failure. Your sales process (I use Prime – Diagnostic Questions) should demand that you understand the value proposition you...

Cross-Selling – Execution Tips & Objections

by Ian Smith | Aug 11, 2015 | Sales Process, Sales Tips, Scaling

You’ve just acquired another business and you want to create some synergies, by selling the newly acquired company’s products through your other subsidiaries. So how do you do it? This is a classic cross-selling problem. Or you may have launched a new consulting...

The CEO’s Sales Audit – 10x thinking.

by Ian Smith | Aug 3, 2015 | Sales Management, Sales Process, Sales Tips, Scaling

Imagine you’ve just been appointed CEO of a private company or a division of a public company. It doesn’t matter if you’ve been in the job 10 years, I’m asking you to imagine! How would you audit your sales performance? How would you know if...

Public Companies – Building M&A Expertise Requires a Playbook

by Ian Smith | Jul 27, 2015 | Acquisitions

We are not good at acquisitions. At best 50% are a success in the eyes of the acquirer. The key determinant of success? Price? Location? No, the research is pretty consistent – the post acquisition integration of the target is the key. Research conducted by Cass...

The Curious Mind of Brian Grazer

by Ian Smith | Jul 20, 2015 | Book Reviews, Sales Tips

Apollo 13, Splash, 8 Mile, A Beautiful Mind, Friday Night Lights, Arrested Development, 24 were all produced by Brian Grazer. Brian’s new book A Curious Mind (co-written with Charles Fishman) sets out a brilliant case for being curious throughout your life. Is there...

Final Call – Book Launch Parties

by Ian Smith | Jul 17, 2015 | Acquisitions

Next week you have 2 opportunities to join me to celebrate the launch of The Acquirer’s Playbook. #1 – Tuesday – July 21st at Goulston & Storrs 400 Atlantic Avenue, Boston 6pm to 8pm Sign ups here Details here # 2 – Thursday July 23rd...

The Amazon Mystery

by Ian Smith | Jul 14, 2015 | Building Business Value, Business Models

For the average entrepreneur making a loss means cash is getting lower. The business is hemorrhaging. Blood is leaving the patient. In the start-up world it’s called the runway. How much runway have I got? Perhaps your personal savings are being used to fund those...

Why Terrible Storytelling is Ruining Your Business

by Ian Smith | Jul 8, 2015 | Entrepreneurship, Marketing, Repositioning

Marketing is about telling your story. Sales is about allowing the prospect to tell their story. Storytelling is the key to success. Pick a random selection of 12 web sites and try to understand the story they are telling. What does their brand stand for? What do they...