All indications are that 2016 will be a strong year for Mergers and Acquisitions. Last week, I had a chance to spend time with Investment Banker, Mark Herbick. Mark defines Business Optimization as “the process of making a business as efficient, effective, and profitable as possible”. In the world of M & A, the more optimally you present your business the more value your company has, increasing your opportunity to attract the right pool of buyers at a higher M & A valuation.
If you want to predict the future, study the past. The decade of the 70s saw the deterioration of American products and services; spreading from plastic toys, clothing and shoes to auto parts, steel and appliances. Pain was felt by the closing or restructuring of many American icons such as US Steel and International Harvester. By the end of the 80s however, American industry was making a comeback. What created this turnaround? In a word, excellence. As a rule, American indus
By Mary Ann McLaughlin, Managing Partner Gone are the days where the sales person is the method used to communicate your product, service and its value to your potential customer. Buyers used to have difficulty accessing information about your company and/or your detailed product material and therefore relied on the salesperson to become educated. Now, with the amount of readily available digital information, not only have buyers grown to expect more from the companies that
By Mary Ann McLaughlin, Managing Partner “Ordinary things consistently done, bring extraordinary results” Keith Cunningham, Best-Selling Author and Business Builder Butler Street has performed numerous Voice of the Customer survey interviews. 98% of the interviews include comments from the customer exclaiming that that everyone in the industry is the same. Every sales rep is saying the same thing about their respective company. Everyone promises essentially the same soluti
Mike Jacoutot, Managing Partner So, you are in a new management role; congratulations on the assumed promotion! How do you maximize your efforts while not alienating everyone that works for you? It is a real challenge and one worth taking on. I will adapt a few things from author Michael Watkins best seller "The First 90 Days". Having been in this position thirteen times in my thirty-three year business career across four industries with two CEO experiences, I thought I wo
By Mike Jacoutot, Managing Partner Loyalty. It is want we want in all relationships, right? Client relationships are no different. When we consider the time, effort and overall cost to acquire a customer, one of the most important things we can do is to measure their loyalty on a regular basis. Introduced in 2006, by Fred Reichheld in his book “The Ultimate Question,” the Net Promoter Score (NPS) has become the de facto standard for measuring loyalty for the best companie