Why do so many business owners allow the true value of their companies to be stolen by Private Equity firms?
April 27, 2018There are estimated to be about 2,000 Private Equity (“PE”) firms in the US who buy middle market companies (that is companies with revenues from $10 million to $500 million). In general, PE firms have shown an ability to … Continue reading
Leave a commentThe Hunter-Farmer Puzzle: Solve It and Accelerate Sales
December 3, 2012Middle market companies often get it wrong. Large companies tend to get it right. For small companies it is not a relevant question because everyone wears lots of hats anyway. And that is how middle market companies can end up … Continue reading
4 CommentsDon’t let GAAP lure you into bad business decisions
July 22, 2012A recent article in CFO Magazine caught my eye. It was fascinating to read how Fortune 50 companies – including the Big 3 US automakers – have been making the same mistake that I and my colleagues see at many … Continue reading
Leave a commentIn a middle market company, financial analysis can really accelerate sales
June 26, 2012Yes, really. Financial analysis can be the most important step in the selling process. Yet we rarely see it. We have been working with two very different companies recently in two completely different industries: one in consumer goods and the … Continue reading
Leave a commentCan we clone the CEO – in order to turbo-charge sales?
June 5, 2012In our experience working with middle market companies, we find that the CEO is almost always the best salesperson. Hopefully, the head of sales is better skilled at sales management and sales operations. Yet in terms of the actual act … Continue reading
10 Comments