Top 5 Merger & Acquisition (M&A) Strategic Drivers

M&A Strategies for Buying a Business

Why do Investment Bankers buy businesses? Beginning in 2018, according to a survey done by Deloitte, the top strategic drivers motivating business buys in 2018 has been:

(20%)     Technology Acquisition*
(19%)     Expanding Customer base
(16%)     Expand Product or Service lines
(12%)     Digital Strategy
(9%)       Talent Acquisition

   *Up from 16% in 2017

Topics: IT Due Diligence Business buying strategies Business Transition Due Diligence

Vision 2.0 “Center of Influence” Strategy

Centers of Influence (COI) is a new term for an old business networking strategy. We want to use traditional concepts that worked well before technology, then discuss how to use information and business technologies to take the traditional concept to the next level.

Topics: Centers of Influence Business Networking Vision 2.0 Business Transition Customer Aquisition

The Vision 2.0 Variable

Using the Vision 2.0 Variable

Do you own a successful business? Is your plan to keep growing that business? If so, then then the Vision 2.0 Variable can help!

Topics: Vision 2.0 Capacity Planning Employee Productivity Business Development

Organizational Transformation into a Vision 2.0 Model

Why do some businesses thrive (about 3%),

....some survive, (about 95%) and...

....others fail? 

A successful business is a complex system, where small changes can make or break the company.  Successful organizations are made up of seven business subsystems.  Each business subsystem is made up of a set of business processes. 

Topics: Business Transition Vision 2.0 Business Model Business Development Organizational Transformation Business Transformation Next level of business

Defining Technical Capacity in Sales Capacity planning

Capacity Planning Variable -Technology Factors

“The most exciting breakthroughs of the 21st century will not occur because of technology but because of an expanding concept of what it means to be human”- John Naisbitt

This article spends time defining the technical variables were introduced in a previous article Vision 2.0 Sales Capacity Planning.  This is one of a series of  on Vision 1.0 to Vision 2.0 transitions.

Topics: Sales Capacity Planning Capacity Planning Technical Advantage Technical Capacity Planning

Capital Gains and Selling Your Business!

The original title for this article was going to be: "You mean I have to pay taxes on this?" This was inspired by conversations with a number of business brokers, because someone who has owned a business for 30 years, just might forget.  If you own a business, chances are that someday will want to sell your business.  What some owners forget is that when they sell their business (and not everyone can), capital gains taxes will be due!  This article was written for owners as a reminder of how important it is to  'think early'.  

Topics: Planning Business Transition Exit Planning Sell Business

Vision 2.0 - Sales Capacity Planning

When planning for a year, plant corn. When planning for a decade, plant trees. When planning for life, train and educate people.” - Chinese Proverb

Early in my career, I supported the technology for sales teams and marketing departments.

In one company, the turnover rate for one of the sales team roles was very high. I watched 12 salespeople cycle through the role. Finally, a new sales person came onboard who sold more in one month than everyone else combined.

The management became more enthusiastic and chose to add a second sales person hoping to double sales... but the plan failed.  The second salesperson provided less than 10% more sales per year compared to the top salesperson.

This introduces us to the problem of how to calculate sales capacity.

Topics: Sales Capacity Planning Capacity Planning Sales Planning Sales Carrying Capacity

Response to a first rejection

I have had several people submit articles that I have had to reject. In one article the writer tried suggesting article titles. I want to encourage you to write articles, but don’t have the time to answer every email or try to correct every writer. Here are some obvious mistakes.

Topics: Submit an article