Our Blog

David vs. Goliath

We’re hardwired to cheer for an underdog. 

From Rocky versus Creed to, more recently, last year’s run by the Saint Peter’s Peacocks into the NCAA Elite Eight, we are captivated when an underdog pulls off an improbable upset against an overwhelming favorite.

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The Danger of Being Lured into a Proprietary Deal

If you were looking to buy a house, you wouldn’t want to compete with other bidders. Acquirers are no different.
They want to avoid competing with anyone to buy your business. Acquirers land a proprietary deal (or “prop deal”) by convincing you to sell your business without creating a marketplace for your company.

Read More ›

Tenderizing

Watch a climbing stage of the Tour de France bike race and you’ll see the world’s best cyclists performing a cat-and-mouse game as they ascend a mountain pass on an 8-10% grade. One climber will pull away from the relative safety of the pack, exposing them to the wind, only to be caught by the peloton a few seconds later.

Read More ›

Stop Selling Your Time

If your goal is to build a more valuable company, stop selling your time. 

Billing by the hour or day means customers are renting your time rather than buying a result, which means that your business model lacks leverage. To grow, you need to either work harder or hire more people. Since it can take months to ramp up new employees, fast growth is just about impossible.

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Your Finish Line Is Their Starting Line

What sporting event offers the best analogy for building a business? Some might say the closest game to building a company is football because of the strategy involved in drawing up plays. Others may say a team sport like cricket offers the best parallel because of the importance of individual performances rolling up to a team result.

In my mind, it’s the marathon.

A supplier could be a vendor who sells you raw materials, but it can also be a sales channel used to advertise and promote your wares. For example, if you get many of your sales from Google organic search, you likely live in fear that Google will change its search algorithm.

Read More ›

Why the Value of Your Business Goes Back to the Future 

As a business owner, you’re likely proud of the results you’ve achieved in the past, but when it comes to the value of your business, your future is critical. That’s why your growth potential is one factor we measure over at The Value Builder System™, where we calculate and help you grow your business’s value.

Read More ›

Eight Key Drivers of Company Value: Growth Potential

How big your company could become tomorrow has a lot to do with what someone will pay for it today. Your current growth rate is important and an acquirer also needs to know that your growth rate is sustainable over the long run. One of the best ways you can make that case is to describe all of the potential ways that you can grow your business.

Read More ›

David vs. Goliath

We’re hardwired to cheer for an underdog. 

From Rocky versus Creed to, more recently, last year’s run by the Saint Peter’s Peacocks into the NCAA Elite Eight, we are captivated when an underdog pulls off an improbable upset against an overwhelming favorite.

Read More ›

The Danger of Being Lured into a Proprietary Deal

If you were looking to buy a house, you wouldn’t want to compete with other bidders. Acquirers are no different.
They want to avoid competing with anyone to buy your business. Acquirers land a proprietary deal (or “prop deal”) by convincing you to sell your business without creating a marketplace for your company.

Read More ›

Tenderizing

Watch a climbing stage of the Tour de France bike race and you’ll see the world’s best cyclists performing a cat-and-mouse game as they ascend a mountain pass on an 8-10% grade. One climber will pull away from the relative safety of the pack, exposing them to the wind, only to be caught by the peloton a few seconds later.

Read More ›

Stop Selling Your Time

If your goal is to build a more valuable company, stop selling your time. 

Billing by the hour or day means customers are renting your time rather than buying a result, which means that your business model lacks leverage. To grow, you need to either work harder or hire more people. Since it can take months to ramp up new employees, fast growth is just about impossible.

Read More ›

Your Finish Line Is Their Starting Line

What sporting event offers the best analogy for building a business? Some might say the closest game to building a company is football because of the strategy involved in drawing up plays. Others may say a team sport like cricket offers the best parallel because of the importance of individual performances rolling up to a team result.

In my mind, it’s the marathon.

A supplier could be a vendor who sells you raw materials, but it can also be a sales channel used to advertise and promote your wares. For example, if you get many of your sales from Google organic search, you likely live in fear that Google will change its search algorithm.

Read More ›

Why the Value of Your Business Goes Back to the Future 

As a business owner, you’re likely proud of the results you’ve achieved in the past, but when it comes to the value of your business, your future is critical. That’s why your growth potential is one factor we measure over at The Value Builder System™, where we calculate and help you grow your business’s value.

Read More ›

Eight Key Drivers of Company Value: Growth Potential

How big your company could become tomorrow has a lot to do with what someone will pay for it today. Your current growth rate is important and an acquirer also needs to know that your growth rate is sustainable over the long run. One of the best ways you can make that case is to describe all of the potential ways that you can grow your business.

Read More ›

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