The Dangers of Silo Thinking
The finance team produce accurate financial numbers but fail to report declines in operational ratios, units, and margins, robbing marketing & sales departments of powerful insights. Product launches are impeccably on schedule from a production schedule but the...Founders Take The CEO Test
You’ve built the business from scratch or acquired it when it was smaller and struggling. The business has grown under your efforts, passion and leadership. You believe you are the founder and they call you the CEO or President as a job title. The question is –...
Founders & The CEO Test
You’ve built the business from scratch or acquired it when it was smaller and struggling. The business has grown under your efforts, passion and leadership. You believe you are the founder and they call you the CEO or President as a job title. The question is –...Time is Right for M&A Activity
Last week in the FT John Authers wrote a compelling piece on the M&A market worth summarizing for all CEOs and those involved in acquisitions. These are some of the main points with my own observations: Source Thomson Reuters M&A activity in the US last year...The Art of Influencing People
It could be a sales meeting, a VC meeting, a product innovation session but it’s a meeting where you need to influence the attendees in the room. How do you influence that audience? Engagement I have found success has come by deploying one specific tactic...How To Manage Inbound Sales Leads
Last month there was a very interesting blog post entitled – Help! My Sales Team Thinks Our Inbound Leads Suck. The post highlighted various tactics to deploy to change the sales team’s attitude to embrace these beautiful things called inbound leads....Serving First Selling Second
In his latest book To Sell Is Human; Daniel Pink explores the concept of serving as a more effective mindset and approach for sales professionals to move prospects. He believes we are all selling in some way today. If you are trying to move others, you are selling....Sport & Business a Mental Game
Whether you played sport at school, college or perhaps professionally you understand only too well how your mental approach often dictated success. I ran competitively from 16 to 27. An athlete with a little talent I achieved modest success at 800m being ranked in the...Recruitment From The Armed Forces
Last week The Economist published a smart piece called How to make a killing. It highlighted several important points worth repeating regarding the hidden wealth of talent coming out of the Armed Forces: Businesspeople argue that military-style command-and-control...Operational Excellence For Exits
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Acquirers Need a Playbook
Valuation Gaps & How To Close Them
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