Archive for Business

What’s the problem with CEO pay? – Australian Financial Review 4th Oct 2018

What’s the problem with CEO pay? – Australian Financial Review 4th Oct 2018

What’s the problem with CEO pay? Labor’s move to compare CEO-staff pay ratios will provide a spotlight on excessive CEO remuneration, but little else in terms of usefulness. Investors are more interested in the productivity of key people working in the business and using this as a yardstick for remuneration. Far better to publish individual scorecards making visible to an investor the contribution of the individual. Easily done by calculating a percentage score of actual performance to an agreed target. And only metrics where the individual has a direct line of sight. A CEO should be responsible for performance to target for…

Sell your Business at Maximum Value – using STEG

Many company owners don’t know when and how to sell their business to get the best possible sale price. To maximise the money you make when selling your company, you need to sell at the right time and have a strong end-game. Our STEG tool helps company owners achieve just that. “I would rather donate a kidney than have to think about an exit strategy for my business.” – Anon, Company Owner True quote? Not exactly. But it’s definitely representative of the reluctance we see in many business owners when it comes to business exit planning. Retirement is expensive, so…

Fire the Drillers, Hire the Rowers

Fire the Drillers, Hire the Rowers

An article that explains how to rip off the HR band-aid – remove the Drillers & Passengers AND hire only Rowers. Owners and senior managers: Is your growth being held back because you cannot get the right people? Attracting top talent is currently the number one priority for many CEOs and owners. This article will provide a step-by-step guide on my approach to ripping off the band-aid and attracting and hiring high performers. Here are the 3 steps involved: How to identify the low performers in your business; How to become a magnet for top talent; and How to hire…

A Factory Turnaround using Common Sense

Meanderthal Inc. – a case study on how to turn around a Factory, without expensive external interventions (that mostly fail). Contrary to what some consultants will have you believe, there is no standard, one-size-fits-all solution to turning around a problematic factory. Each manufacturer faces different challenges. That’s why each company’s unique problems need to be identified, investigated and solved. And as Richard Branson was recently quoted, “solving problems means listening.” Listening to the guys on the factory floor, for starters. This case study should resonate with you if you are currently losing market share to cheaper imports. In this article,…

How to fix weak management teams

  • September 28th, 2017
  • Jeremy de Constantin
  • 18 Comments

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…

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