Navigation Search

SALIENTVALUE


Value Creation 101: 12 Basics

Value, like something precious and rare, is a rich mixture of perception and scarcity. There are many ways to create value with this in mind and here are a few basics for most business principals: Be focused with an end in mind, however general, and be thoughtful in your decision-making. Be clear about the expectations…

READ MORE

7 Principles For Building And Maintaining A Successful Partnership

My Dad and his partner, Emil, owned two gas stations for nearly 20 years. They had a wonderful partnership, though they spent little time together at work or in their personal lives. Dad summed it up as “Emil liked the books and I was good out front, which worked out pretty well.” Partnerships are challenging…

READ MORE

5 Ways To Deal With Your Insanity

Many successful entrepreneurs have extraordinary skills for identifying market opportunities, creating a product or service to exploit these possibilities and rapidly building a successful enterprise. They are often poorly equipped to respond to the inevitable challenges of a maturing business that come their way, including general economic shifts and downturns that may warrant a different…

READ MORE

6 Keys To Success From Day One

Many organizations focus on “catching-up” – they launched their business some time in the past and as they reflect, they identify action necessary to repair the damage done or address missed opportunities. Early in the development of your enterprise, there are some simple and critical steps that can have lasting positive impact for the future:…

READ MORE

Too Close To See

Jerry started his own business supporting children and adults with mental illness in the late 1980’s.  He went through the trials that most health care entrepreneurs experience as they grow – under-capitalization, illogical regulatory requirements, staff turnover and unpredictable reimbursement rates, to name a few.  Yet, his company grew, steadily improved the quality of their…

READ MORE

10 Values For Sustainable Business Growth

Successful entrepreneurs in the healthcare market vary considerably in their personality styles, initial financial wherewithal, and experience, among many characteristics.  However, there are typically common values that unite them in building a sustainable operation.  Here are 10 that stand out in over 30 plus years of my experience: The will to persist when things are…

READ MORE

It’s Not Over Until It’s Over

The final scheduled act in a transaction is usually the closing.  The closing may be virtual or in person, and includes the signing of all documents so that the transaction can be funded (a fancy way of saying people write and/or receive checks and wire transfers as directed by the signed documents).  And often the…

READ MORE

A Story Makes A Difference

In her bestseller, Whoever Tells the Best Story Wins, Annette Simmons describes how stories are essential to communication in business leadership, marketing, and decision-making.  So it is in the marketplace of buying and selling healthcare businesses.  On more than one occasion I have seen a particular story about a seller’s business “baby” become influential in a…

READ MORE

Due Diligence Is A Two-Way Street

In the process of a business transaction most buyers conduct a due diligence review of the seller’s company.  While it can be argued that due diligence begins from the first contact, there is typically a due diligence period that begins when parties sign a Letter of Intent (LOI) and initiate the development of the Definitive…

READ MORE

The Holdback Provision

Buyers of any business instinctively look for ways to mitigate their risk.  They may insist on an asset purchase vs. a stock sale to avoid inheriting potential corporate liabilities, when possible.  They may require a “tail” in the seller’s current liability insurance policy.  They will try to identify all likely liabilities for the future and…

READ MORE