2.0 The Course Forward

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The second presentation in a 3 part series on Fast and Sustainable Business Growth - how to thrive, not just survive regardless of the economy. The Course Forward is hazardous, but staying put is worse. …Applied Knowledge is Power Access The Science of Small Business Growth to maximize your current operations.

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Companies of all sizes (SMB to large ones) are finding the current economic environment challenging. Business growth is slow or almost stagnated, new customer gains are far and few, customer spend has become very unpredictable and hence managing capacities is posing a big challenges. Browne & Mohan consultants based on their experience of guiding companies have compiled strategies that can be adopted to successfully maneuver the low tides. We suggest product or service offering changes, organizational changes, employee engagement changes, partner and ecosystem changes, sales and marketing structure changes that are appropriate to most companies.

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Industry experts opine that OEM’s and their dealers may be losing $9-15 Billion unqualified sales annually to competitors. Return after repair is a grouse which happens with the iconic brands at dealer level and OEM’s do not have complete visibility. OEM’s and dealers can bill billions of dollars more only if they knew how to constantly manage revenue leakages and manage cost of operations. In this paper, Browne & Mohan management consultants share aftermarket audit framework that can be used to assess current costs of service and operations and identify areas of improvement.

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Family run businesses are a significant segment of any nation’s industrial structure. Exit for family led small and medium businesses happen predominantly through three channels: M&A, IPO or natural death. Unfortunately, many SME family businesses are ill prepared for the ownership transition. Most companies change hands in emergency situations such as illness or death of an owner or partner. Consequently, many SME family businesses (or their heirs) are forced to accept a transaction that is less desirable. Preparing a business for ownership change may bring in many an upside benefits even if the business is not finally sold. The inadvertent benefits that emerge because of planned changes may unbundle the hidden value of the company. In this paper, Browne & Mohan consultants share the approach that could be used by SME family business owners to profit from planned exit.

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Family businesses account for significant part of the UAE economy. Family businesses dominate automotive, retail, fashion, real estate and manufacturing sectors. Family owned enterprises represent 90% of the businesses community in UAE and they contribute about 75-90% of the $500 billion plus trading activity. However, they face challenges on business continuity, succession, diversification, and professionalization front. In this paper, Browne & Mohan consultants present the approach to transforming UAE family businesses.

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