Increase recurring revenue without a single new lead


Even when business is going great and you have a full backlog, in the background lurks the stress to find your next lead.  Even truer when times are tough! Without new leads, a business cannot increase its revenues. Right? Wrong! Companies that depend on one-time sales or projects must constantly seek new leads.  This is [...]

Increase recurring revenue without a single new lead2020-12-15T16:11:24-05:00

Is Your Budget Outdated?


A manager is emailed the company’s budget for this year and he looks at it with a smile. He files it away into the Budget folder. “Finally, we’re done with that for another year,” he says. Traditionally, budgets are completed once a year and forgot about. In today’s rapidly changing business environment, “set it and [...]

Is Your Budget Outdated?2020-12-08T12:17:41-05:00

How Your Customer Base Affects Your Company’s Value


A red flag for a buyer is a company with a few customers or even just one (yes, that does happen). If one or two customers leave, how much is the company now worth? Little to nothing. Would you buy a company where sales and profits are tied to a few customers, regardless of how [...]

How Your Customer Base Affects Your Company’s Value2020-12-02T14:34:33-05:00

Are loss leaders right for your business?


I walked through the aisles of Babies “R” Us™ to get to the exorbitantly cheap baby formula in the back of the store. On my way, I stumbled upon a toy I knew my son would love. It wasn’t what I came for, but I picked it up anyway. Without knowing, I fell right into [...]

Are loss leaders right for your business?2020-11-24T10:58:05-05:00

ESOPs & The Pandemic


Massive layoffs, record applications for unemployment, “Closed” signs displayed on businesses we love most.  All are commonplace in today’s pandemic world. All businesses are impacted by this pandemic. ESOP companies show more success in dealing with it.  Recent research from Rutgers University proves this. At ESOP owned companies, the median job loss was 4 percent. [...]

ESOPs & The Pandemic2020-11-10T08:59:42-05:00

Optimize business, optimize life.


A Cautionary Tale… A client heard some horrible news: his wife was diagnosed with an illness that would end her life.  Doctors advised that she should have 10-15 years of reasonable health before her early demise. This man is an entrepreneur. He turns the most difficult obstacles into opportunities. He didn’t sit and mope. He [...]

Optimize business, optimize life.2020-10-26T15:35:10-04:00

Are you squeezing all the juice out of the fruit that is your business?


Over the past 30+ years, I have completed valuations for thousands of small businesses. I have seen businesses rise to the top and become successful beyond the owner’s dreams. I have seen many seemingly great businesses with passionate owners fail. It’s hard not to question why. Running a business is tricky. There is no cookie-cutter [...]

Are you squeezing all the juice out of the fruit that is your business?2020-10-14T15:11:20-04:00

Your Business Needs an iPhone™ Update


You open up your iPhone™ to a new notification: YOUR PHONE IS IN NEED OF AN UPDATE. But you can’t update it now. At least that’s what you tell yourself. You need it now to check that important email or play that last round of Candy Crush™. After a few weeks, you begin to [...]

Your Business Needs an iPhone™ Update2020-10-08T10:45:52-04:00

Poll of ESOP companies and professionals September 2020


I found the results of our poll last week of ESOP companies and professionals surprising and somewhat pessimistic. Our respondents believed ESOP companies would fare slightly worse than their non-ESOP competitors with a respondent’s rating of 2.3 out of 5.  The National Center for Employee Ownership (NCEO) in a 2013 study found that [...]

Poll of ESOP companies and professionals September 20202020-09-22T11:43:54-04:00

Time: A Four-Letter Word or Your Best Friend?


"You built your business by ignoring time, letting the clock tick while you worked to midnight and beyond, setting aside the other demands in your life." In clicking around the Internet for inspiration for an article to write that will be useful to business owners, I was struck by the number [...]

Time: A Four-Letter Word or Your Best Friend?2020-05-12T09:19:15-04:00