Corum’s Latest Software Valuations
Corum claim to be the world’s leading seller of private software, IT and related companies. They produce fascinating summaries of the valuation ratios of public software companies. Their review of 2012 is worth revisiting to calibrate the big picture of this...Closing Sales – 4 Sessions to Practice
Articulating a strong theoretical sales process that works is difficult enough but the real test is in the field. Sales is a contact sport as someone once said. Below I’ve noted 4 real problems you will encounter as a sales professional and some potential...The Inbound Marketing Myth
We are told it’s all about generating content. Quality, remarkable content that will be picked up by the search engines and drive high quality prospects to your site. These prospects will fill in forms or call you leading to great deals being closed. Simple...Recruitment – The Second Interview
Over the last 12 months I’ve been involved in several recruitment exercises from sales, customer support, engineering, marketing, technical writer across the spectrum of junior to senior positions. Big lesson I’m learning in today’s environment?...Exiting Your Business – Acing the Due Diligence Test
As the owner of a private company you may have decided that 2013 is the year you are going to sell out. In previous posts I’ve covered many of the issues running through your mind. For example: How much is your business worth? Staging Your Business For Sale-...Could Weird & Quirky Help You Scale?
Container Store operates 59 locations, booked sales of $707m last year and six years ago sold a majority stake to a Private Equity House. CEO Kip Tindell was interviewed on March 21 by the WSJ. Note the following facts from this interview: People in this company...Managing Teams – Positive to Negative Feedback
Harvard Business Review published a fascinating piece on March 15 on recent research conducted by Emily Heaphy and Marcial Losada into the effectiveness of leadership of 60 divisions of a large computer company. The one question they were trying to answer amongst...Ownership of Tasks – Key To Scaling
I see the same problem again and again as businesses try to scale their operations. You can’t afford to recruit a new person for every task. So tasks float around half done by the loyal servant with 10 projects to handle. Whether your business employs 5 people or 500...Memo To Staff: Take More Risks (WSJ March 20)
The WSJ ran a great piece by Leslie Kwoh called Memo To Staff: Take More Risks highlighting the move by some CEOs to encourage staff to innovate, try things and to stop just surviving. Seth Godin’s latest book The Icarus Deception shouted a similar theme – we’re all...Operational Excellence For Exits
Acquisition Support Services
Acquirers Need a Playbook
Valuation Gaps & How To Close Them
Our Books
