Is it Time to Sell?

Author - Jerry Olson - June 2017
How do you know the right time to sell your company? One answer to this age-old question is when someone else is willing to invest more in your business than you are. When you start a business, nobody is willing to invest in its success more than you. You’ve already worked a 40-hour week by Wednesday and, if you’re like…

Subscription Services – 3 Surprising Reasons to Use Them

Author - Bill Wermager - May 2017
Subscription Services - What's the Big Deal? You can now buy a subscription for everything from dog treats to razor blades. Music subscription services are booming as our appetite to buy tracks is replaced by our willingness to rent them. Starbucks now even offers coffee on subscription. Why are so many companies leveraging this type of business model? The obvious…

RFB Case Study – a CEO’s Journey

Author - Jerry Olson - April 2017
Mark Poss, CEO of Big Fish Works, chose Resultants For Business to help him and his team identify and execute strategies as they navigated their disrupted media industry. Beyond top and bottom line concerns, they are working to change the culture, attract and retain the right people and engage their customers in new and different ways. I talked with him…

The Danger of Re-Selling Another Company’s Product

Author - Colette Belisle - April 2017
On the surface, it seems like a great idea to become a distributor of a popular product. After all, if it’s already proven to be a popular product elsewhere, why not bring it in as another offering? As the case study below demonstrates, the danger is that in the long-term, re-selling may not increase your company’s value. In fact, it…

Is 2017 Your Company’s Defining Year?

Author - Chad Haldeman - March 2017
What changes have you made to make your company more valuable in 2017? Our suggestion, you may want to think hard about how your customers pay. If you've been following our blog, you'll know recurring revenue is a topic we cover time and time again. It's not that we have no other methods for improving your company's value. We push…

How Three Moves Quadrupled the Value of this Business

Author - Jerry Olson - Feb 2017
Are you stuck trying to figure out how to create recurring revenue for your business? Automatic sales will make your business more valuable and predictable. However, the secret to transforming your company is to think less about what’s in it for you and more about convincing customers to agree to a monthly bill. Consider the transformation of Laura Steward’s IT consulting…

How Much Goodwill Does Your Business Have?

Author - Terri Wilcox - Jan 2017
Goodwill: the difference between what someone is willing to pay for your company minus the value of your hard assets The term “goodwill” is often thrown around in conversation as a subjective description of how much your customers like your business. However, when it comes to valuing your business, there is nothing subjective about it. Let’s imagine the main physical assets…

How Understanding Addressable Markets Can Increase Company Value

Author - Colette Belisle - Dec 2016
Let’s say your company just designed a revolutionary machine for harvesting wine grapes. Or if you don’t drink wine, then imagine the hops in your beer, the beans in your coffee or the leaves in your tea. You arrive at your first vineyard, excited to demonstrate the speed and precision of your tractor only to find that extreme frost has…

5 Ways to Get Your Business to Run Without You

Author - Bill Wermager - Dec 2016
Some owners focus on growing their profits, while others are obsessed with sales goals. Have you ever considered making it your primary goal to set up your business so that it can thrive and grow without you? A business not dependent on its owner is the ultimate asset to own. It allows you complete control over your time so that…

Rich vs. Famous

Author - Jerry Olson - Dec 2016
Have you set a goal for your company for this coming year? If you’re like most business owners, you’re striving for an increase in your annual sales. It’s natural to want your company to be bigger because that’s what everyone around us seems to celebrate. Magazines profile the fastest growing companies, industry associations celebrate their largest members, and bigger seems…

Making Time to be Grateful

Author - Terri Wilcox - Nov 2016
grat·i·tude: ɡradəˌt(y)o͞od/ noun 1. The quality of being thankful; readiness to show appreciation for and to return kindness. Is there ever enough time for gratitude? Owners and executive leaders wrestle with this every day of their lives as most time is spent solving and dealing with other people’s crises and problems, putting bandages on last minute surprises, supporting other people’s…

Did Microsoft Overpay for LinkedIn? A Look Into Strategic Acquisitions …

Author - Chad Haldeman - Nov 2016
Did Microsoft Overpay For LinkedIn? Microsoft’s recent $26.2 billion acquisition of LinkedIn provides a great example of a strategic acquisition – the type of sale that usually garners the most gain for the acquired company’s shareholders. You may be wondering what a billion-dollar acquisition has to do with your business, but the very same reasons a strategic acquirer buys a $26…

Prep and Plan to Sell

Author - Bill Wermager - Oct 2016
Why bother doing it the hard way? Whether you want to sell your business next year or a decade from now, you will have two basic options for an external sale: the financial or the strategic buyer. The Financial Buyer The financial buyer is buying the rights to your future profit stream, so the more profitable your business is expected to…

You-Proofing Your Business

Author - Jerry Olson - Sept 2016
Making your business less dependent on you as the owner has a number of benefits. First, you can scale your company more quickly if you’re not acting as a bottleneck. Second, you get more time to enjoy life outside of your business. Lastly, a business less dependent on its owner is much more valuable to a potential buyer. However, pulling yourself out of…

Thinking vs. Doing: The Owner’s Dilemma

Author - Steve Wilcox - Aug 2016
I remember the trip my wife and I took in 2015 to the BVC (British Virgin Islands) to present our Visioning Program to a Rotary International Conference. As we island hopped one gorgeous, sunny day, we looked over the bow of our boat to an island with a white sand beach, only to be informed by our local guide that…

Six Power Ratios to Start Tracking Now

Author - Jerry Olson - Aug 2016
Doctors in the developing world measure their progress not by the aggregate number of children who die in childbirth, but by the infant mortality rate – a ratio of the number of births to deaths. Similarly, baseball’s lead off batters measure their “on-base percentage” – the number of times they get on base – as a percentage of the number…

Developing and Maintaining a Talent Pipeline

Author - Chad Haldeman - Aug 2016
Step Two in Creating a High Performing Sales Organization The old sports metaphor, “the best defense is a good offense,” refers to the conditions created by a proficient offense who controls the ball, game clock, and pace of the game. They are successfully executing their game plan, which quite often leads to a win. When creating and leading a high…

How Your Age Shapes Your Exit Plan

Author - Bill Wermager - Aug 2016
Your age has a big impact on your attitude toward your business, and your feelings about one day getting out of it. For example, one person who runs a boutique mergers and acquisitions business refuses to take assignments from business owners over the age of 70. He has found that septuagenarians are so personally invested that they can rarely bring…

NEW Service Offering: Launching RFB® Value Acceleration

Author: Steve Wilcox - Apr 2016
We are excited to introduce a new RFB® service offering. Last year, we began looking for ways to prove and improve in the area of ROI. Based on feedback received from our wonderful clients and their leadership teams, we realized we must all better define “Building Value” so that everyone stays on the same page and moves their long-term strategy…

So, What Drives Business Value?

Author: Paul Cronin - Apr 2016
“There are approximately 23 million businesses in the United States, and yet only a few hundred thousand are able to be sold each year. This means for every small business owner who creates a business that someone will buy, there are about a hundred businesses that do not sell.” (1) Most owners think their Company is valued by their profit…

How To Scale Up Your Service Business

Author: Mark Capaldini - Apr 2016
It can be tough to grow a service business. Clients are typically buying your expertise, and if all you have to sell is time, the size of your business will always be limited by the number of hours in your day. So… increase the value of your company by training others to deliver your expertise. That doesn’t dilute your expertise…

Behavioral Finance℠

Author: Terri Wilcox - Nov 2015
Who would ever think that finance has a direct correlation to behavioral management? Finance and accounting methods are black and white (remember accounting 101?). You either understand the debits and the credits, or you don’t. You either budget and project or you don’t. You are either capable of analyzing your profit and loss statements and the balance sheet, or you’re…

Recruitment Culture

Author: Chad Haldeman - Oct 2015
Step One to Creating a High Performing Sales Organization...  Most of my clients are leaders and/or managers in small to medium sized businesses. Some of them have come from a sales background, others from a technical or entrepreneurial path. All of them manage multiple priorities on any given day including leading and managing people. For those that manage sales teams,…

Welcoming Guests

Author: Steve Wilcox - Oct 2015
Things That Make Me Go Hmmmmm... Is your parking, entry, reception area and service an accurate reflection of your culture and core values; creating a welcoming environment for your guest? Or are you giving the message to valued clients, associates and visitors: “Go to the back of the lot!” As business leaders we tend to notice things that make us…

NPS Explained

Author: Terri Wilcox - Aug 2015
THROUGH THE EYES OF YOUR CUSTOMERS Wouldn’t it be great if you could measure how valuable your relationship is to your customers… coming from their viewpoint, not yours? And wouldn’t it be awesome to be able to get that sort of feedback using an easy method that boils it all down to one simple metric? That’s exactly what the Net…

RFB Celebrates Success  

Author: Terri Wilcox - Jun 2015
RFB Celebrates TEAM We put a different twist to our 2nd annual appreciation event, “Celebrate Success”. We turned it into an activity fun fest for our clients and partners, and held it at BASE CAMP, the Northern Star Council’s newest program facility, located at Fort Snelling. It’s all about Teamwork One of our core values at Resultants For Business is…

Running Your Company By The Numbers

Author: Steve Wilcox - May 2015
Can Your Business Run Without You? Several years back I met Joe, the owner of a medium sized plumbing supply and service company in our area. Each winter he would migrate to a warmer climate to relax and reflect. This gentleman enjoyed golf and had a routine visit to the golf course every morning. But before he proceeded to the…

ACCOUNTABILITY

Author: Jerry Olson - May 2015
How Leaders Hold Others ACCOUNTABLE . . . Leaders take the third and final step in the leadership loop when they HOLD PEOPLE ACCOUNTABLE for meeting expectations.   Leaders do this simply by providing timely and direct FEEDBACK with appropriate rewards or consequences. Perhaps this sounds like the easiest step in the leadership loop. While this step is uncomplicated, many leaders…

Timing Your Exit

Author: Paul Cronin - Apr 2015
When business owners are asked what are the top three things they want from their business at the point of transition 50% say to “maximize the value” of their business; 40.4% say to “minimize taxes” and 38.7% say “to maintain control” over when and how they will exit their business. There are a number of important activities an owner can…

CEO’s Need Mentors

Author: Mark Capaldini - Apr 2015
Today CEO's face complex and dynamic challenges. While there are terrific resources available through CEO peer groups, all too rarely do CEO's consider their options for mentors. In the April 2015 issue of Harvard Business Review, Suzanne de Janasz and Maury Peiperl concisely present the results of research concerning CEO's who have utilized mentors. (See the link below for full…
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