Run Your Business Like You’re Going on Maternity (or Paternity) Leave

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How well does your company run when you don’t show up for work? The answer to this question has a significant impact on the value of your business. Suppose your company could survive your absence for a while. In that case, you will score…

The Downside of Being a “One-Stop Shop”

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Before Jeff Bezos & Co. blew up traditional distribution channels, there was some value in being the local guy or gal. Being the local product retailer was a good business and being a regional distributor of a popular line could make you…

How Your Greatest Strength Becomes Your Weakness

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What’s your greatest strength as a CEO? Sales? Marketing? Operations? Whatever you do well, know that it might become your Achilles’ heel. As owners, we tend to invest in areas where we know we’re weak. We know we have limited…

5 “Strategic” Ways to Sell Your Company

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Did you know that Facebook acquired Internet messaging service WhatsApp for $19 billion? It represents the largest-ever acquisition of an Internet company in history. WhatsApp is a pearl for sure. The messaging service allows users to avoid…

How to Avoid the Switzerland Valuation Discount

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The Swiss are known to value their independence. They don’t use the Euro currency despite being sandwiched between France and Germany, and they never officially picked sides in the World Wars for fear of tying their wagon too closely to one…

Stop Selling Your Time

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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…

Protecting Against the End Run

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A football defensive coordinator needs to protect against an “end run,” a tactical play where your opponent sends the running back wide around the offensive line to try to evade the oncoming tackle. Just like in football, you have to…

Why the Future of Your Business Is Critical to Its Value

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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 of eight factors that drive the…

The Hidden Danger of Cross-Selling

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You've likely heard the adage that it is far easier to cross-sell an existing customer a new product than it is to find a new customer. And if your goal is to grow at all costs, then cross-selling makes sense.  However, all of that…

3 Ways to Flip Repeat Customers into Subscribers

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Repeat business drives the value of your company, and you can categorize these sales into one of two buckets: Reoccurring revenue comes from customers who purchase from you sporadically. They’re satisfied with what you offer, and they…