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

The Value Of Disruption

While some mergers and acquisitions work better than others, there are many circumstances when an acquisition can accelerate growth and financial success for the acquiring entity, especially in a “disruptive” business model. For most of us the term “disruptive” has a negative connotation – disrupting the workplace, disrupting a family event or disrupting one’s peace…

READ MORE

Enhancing Your Company’s Value Today: 9 Actions

Rather than waiting until you decide to sell your business, it is worth considering options to improve your company’s value today.  The reasons are simple:  strategic initiatives take some time to bear mature fruit and the larger the improvement, the more value potential a buyer will see in your company. Here are some simple steps…

READ MORE

9 Ways To Build Enduring Value

Value is an elusive quality often determined by perceived scarcity – the less there is, the more valuable that which exists. The value of a business to a seller and a potential buyer is significantly more complex because all marketplaces are dynamic and fraught with varying degrees of risk. Business owners and executives look to…

READ MORE

The Calculable Value Of Your Management Team

Several years ago I participated in a seminar presented by the Kauffman Foundation for Angel investors.  Angel investors are typically high net worth individuals who provide funding for start-up firms with growth potential.  One of the missions of the Kauffman Foundation is to help these individuals become more systematic in their investment approach. When asked…

READ MORE

Getting To True “Yes” Faster

Buyers and sellers of just about anything (products, services, businesses, houses, website domains – you name it) seek the best price possible, based on perceived value.  And the best price is usually higher for the seller. Take the value of a business.  You can estimate it many ways – as a multiple of EBITDA, for…

READ MORE

The Eye Of The Beholder: 4 Perspectives

When Margaret Wolfe Hungerford wrote in 1878’s Molly Bawn that “beauty is in the eye of the beholder,” she created an idiom that has been applied to diverse environments over a century later. Selling or buying a business is no exception – value is in the eye of the beholder. Each buyer and seller is unique, in addition to…

READ MORE

How To Grow With Your Customers: 5 Actions

The emerging, progressive view of your customers is that they are collaborators in your success, as well as their own.  Yes, you have some separate interests, but you often share enough in common that it makes sense to work together. When you grow in the direction of your customer’s values and interests they appreciate it…

READ MORE

Differentiation And The Changing Nature of Selling A Healthcare Business

There was a time when buying and selling a healthcare business was a relatively unsophisticated process.  Today’s sellers and buyers are increasingly looking at a variety of factors as they prepare to transact.  The age of the Fuller Brush Man, as Daniel Pink notes in To Sell Is Human, has long passed (in fact, there…

READ MORE

8 Situations In Which A Tune-Up Makes Sense

When considering whether or not to sell a healthcare business, some owners have to wrestle with a decision: should I wait and perform an overhaul of my business, or am I in good enough shape for just a tune-up before I go to market? An overhaul typically makes sense when there are significant issues to…

READ MORE