Archive for Business

How to fix weak management teams

Is your business under-performing? Management teams play a crucial role in your company’s success. If you know or suspect there are weak elements in your management team, you need to take action. So, how do you identify the weak links and fix a poor management team? It’s all about the people! As an experienced business turnaround advisor, that’s something I learnt very early in my career. And while this article is specific to fixing internal management, this statement applies across the board. Weak external advisors, inexperienced owners in board roles, finance managers in positions where the business has outgrown their…

Your business value? Make sure you are well across this today.

Don’t be caught unprepared! Two givens. Firstly you will leave your business one day. Second, be prepared. You’ve simply got to be prepared well BEFORE you sell or exit your business. All that time, effort and money in building your business, needs protection. The worst situation to be in is relying on some value in your head that has little basis in fact. Here is a recent valuation prepared for a client about to raise capital who came to the table very prepared. This model depicts the 4 main techniques we employ. We simply draw a line down the middle…

Strategy to Power-Up your Quality of Earnings

Strategy to Power-Up your Quality of Earnings

Our clients want to serve as many customers as possible – and they want a “strategy” to help them sell to everyone! Trouble is, catch-all strategies rarely work. By trying to appeal to everyone, you won’t meet anyone’s needs particularly well. Instead, target only the customers who most matter to you. Then delight them –  especially the ones who generate quality earnings. Indecision is a common problem for many company owners and managers. In my business, our chosen client is a mid-to-large private business located in Australia that’s willing to pay for sound turnaround and transition expertise. A simple decision…

Customer Loyalty – it can make or break a business exit or transition

Customer Loyalty – it can make or break a business exit or transition

A savvy business investor or buyer will check out how loyal your customers are. The larger the transaction the more certain I am this will occur. Do your customers love you, do they talk negatively about you when you are out of earshot, or couldn’t they care less about you? The challenge for any business owner (especially if you have an exit or transition in mind) is to make absolutely sure you have a loyal following, well in advance of the investor or buyer doing their due diligence. A business recently fell well short on their customer loyalty test, which…

Fire Customers? Why not?

Fire Customers? Why not?

A career choice, I deliberately chose to work with privately held mid-size companies to avoid the politics that hampers good decision-making in larger companies. Trouble is that in these mid-size companies it is friendships not politics that is an obstacle when trying to do what I do for clients – grow sustainable business value, pre-transition. More specifically it is the abuse of friendships that is at the core. Now don’t get me wrong. Friendships and strong bonds are critical in business. At deConstantin we swear by the KLT rule when engaging with new staff or clients – Do they pass the…

What’s Your End-Game Equation?

What’s Your End-Game Equation?

Have you seriously considered your company’s end-game? No matter what the business, it demands an end-game. More specifically an end-game equation!

If you have no destination in mind and you just float around aimlessly, you could end up anywhere. Hardly a sensible (or fair) strategy when so many others depend on the business for their livelihood and future.

I ask my audience a simple question whenever I present at CEO forums. “Who in the room has a strong end-game?” Few of those present ever put up their hands. So, based on this less-than-exhaustive research, I suspect you too haven’t yet considered your end-game strategy.

Losing sleep over your business?

Losing sleep over your business?

Are you losing sleep over your business? Wide awake at 3am fraught with money worries? It is the single most common comment I hear on first meeting a CEO or the owners of a business where the business is in financial distress. Somewhere between swimming and drowning, the business is best described as being in the land of the living dead. In a career spanning 25 years, I have helped many business owners get their business unstuck from what is at best survival mode. I was asked recently by the director of a turnaround client, “How do you do what…

Vision Precedes Business Growth

Vision Precedes Business Growth

“Vision is what pulls at our emotions and creates desire to challenge the status quo” – Steven DuPuis, Founder of the DuPuis Group When you started your business, what kind of thoughts and emotions did you have about where you wanted it to go and how you would go about achieving your vision? Did you have these thoughts at all, or were you focused purely on the present and doing whatever needed to be done in the moment? Ultimately, if your business isn’t growing, it’s stagnating which, in this day of accelerating disruption, inevitably will lead to contraction and decline….

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