How to increase the value of your business (Part 1) by David Haimes

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A presentation by David Haimes of Action Coach as part of a joint seminar with Wellers, on the things to think about, plan and consider in order to boost the value of a business.

Business

Building Value … the smart way
David Haimes

Neutrality
Reducing the overreliance
on particular customers,
suppliers or team members.
The Switzerland Structure

How To Improve Your Score on The Switzerland Structure:
• Reduce Dependence On Key Customers
• Reduce Dependence On Key Employees
• Reduce Dependence On Key Suppliers

Financial Mastery
High quality reporting,
planning &forecasting.
Solid defendable
numbers.
Financial Performance

How To Improve Your Score On Financial Performance:
• Increase Your Revenue
• Increase Your Profit Margin
• Formalize Your Bookkeeping & Accounting

Selling the future not the past.
Multiple dimensions of scalability.
Scale by ‘offices’ not individual users.
Growth Potential

How To Improve Your Score On Growth Potential:
• New Products To Existing Customers
• Enter New Geographic Markets
• Enter New Sectors

Cash flow positive growth.
Design your working capital flow.
Make it work for you.
The Valuation See-Saw

How To Improve Your Score On The Valuation See Saw:
• Improve Cash Flow
• Get Paid Faster
• Pay Bills Slower

Recurring revenue is more valuable
Design your products and services to
produce highest quality of revenue.
The Hierarchy of Recurring Revenue

How To Improve Your Score On Recurring
Revenue:
1. Contracts
2. Auto-renewal
3. Sunk-money Subscriptions
4. Subscriptions
5. Sunk-money Consumables
6. Consumables

You control the price
‘Dig a deep and wide moat
around your product’
Create USP’s in areas that
customers really care about.
The Monopoly Control

How To Improve Your Score On Monopoly Control:
• Create a Better Mouse Trap, or
• Develop a Marketing Strategy:
1. Something that makes you different
2. Something people care about

How valuable is your customer base ?
Do you measure customer satisfaction in your
business ?
Customer Satisfaction

Calculating Your Net Promoter Score
% of Promoters 25%
% of Passives 70%
% of Detractors 5%
Net Promoter Score 20%
www.SellabilityScore.comCopyright 2013
www. SellabilityScore.com

How To Improve Your Score On The Customer Score:
• Measure Your Net Promoter Score*
• Understand why promoters , promote you.
• Listen on the Verbatim Response of Detractors

Create a business that works,
so you don’t have to.
The ability for the business to be
able to run without you.
Working on the business, not in it.
Hub and Spoke

How To Improve Your Score on Hub & Spoke:
• Create Systems Employees Can Follow
• Employ great people.
• Create a winning culture.
• Get a coach.

The document discusses the speaker's background working in customer success roles, including as CEO of an ERP software company and in VP roles at Sage and Jobvite. It then covers some interactive polling questions with attendees at the #CSSummit2016 conference. The remainder discusses the speaker's experience winning Stevie Awards for customer service excellence at Jobvite, including expanding support hours, implementing chat, and focusing on metrics like satisfaction and churn. Key steps outlined for customer success include defining the customer journey, hiring for culture, tracking metrics, and continuous improvement.

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Best practices for project execution and delivery

CLIVE MINCHIN

A select set of project management best practices to keep your project on-track, on-cost and aligned to scope. Many firms have don't have the necessary skills, diligence, methods and oversight of their projects; this leads to slippage, higher costs and longer timeframes. Often firms have a history of projects that simply failed to move the needle. These best practices will help your firm avoid these pitfalls but they require fortitude to apply.

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Best practices for project execution and delivery

How to increase the value of your business (Part 1) by David Haimes

1. Building Value … the smart way David Haimes

3. Neutrality Reducing the overreliance on particular customers, suppliers or team members. The Switzerland Structure

4. How To Improve Your Score on The Switzerland Structure: • Reduce Dependence On Key Customers • Reduce Dependence On Key Employees • Reduce Dependence On Key Suppliers

5. Financial Mastery High quality reporting, planning &forecasting. Solid defendable numbers. Financial Performance

6. How To Improve Your Score On Financial Performance: • Increase Your Revenue • Increase Your Profit Margin • Formalize Your Bookkeeping & Accounting

7. Selling the future not the past. Multiple dimensions of scalability. Scale by ‘offices’ not individual users. Growth Potential

8. How To Improve Your Score On Growth Potential: • New Products To Existing Customers • Enter New Geographic Markets • Enter New Sectors

9. Cash flow positive growth. Design your working capital flow. Make it work for you. The Valuation See-Saw

10. How To Improve Your Score On The Valuation See Saw: • Improve Cash Flow • Get Paid Faster • Pay Bills Slower

11. Recurring revenue is more valuable Design your products and services to produce highest quality of revenue. The Hierarchy of Recurring Revenue

12. How To Improve Your Score On Recurring Revenue: 1. Contracts 2. Auto-renewal 3. Sunk-money Subscriptions 4. Subscriptions 5. Sunk-money Consumables 6. Consumables

13. You control the price ‘Dig a deep and wide moat around your product’ Create USP’s in areas that customers really care about. The Monopoly Control

14. How To Improve Your Score On Monopoly Control: • Create a Better Mouse Trap, or • Develop a Marketing Strategy: 1. Something that makes you different 2. Something people care about

15. How valuable is your customer base ? Do you measure customer satisfaction in your business ? Customer Satisfaction

17. How To Improve Your Score On The Customer Score: • Measure Your Net Promoter Score* • Understand why promoters , promote you. • Listen on the Verbatim Response of Detractors

18. Create a business that works, so you don’t have to. The ability for the business to be able to run without you. Working on the business, not in it. Hub and Spoke

19. How To Improve Your Score on Hub & Spoke: • Create Systems Employees Can Follow • Employ great people. • Create a winning culture. • Get a coach.

20. Questions?

Editor's Notes

Make the intangible tangible.

How to increase the value of your business (Part 1) by David Haimes

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Editor's Notes