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One of the breakthroughs in Scaling Up your business is finding your ‘great customer’ – big orders, easy to work with, repeat.  Then all of sudden you realize they are 50% of your business, and a new problem arises – if you lose them, it will have a major impact on the business.  The relationship also begins to change, as the customer begins to have more power to press their agenda. In the... Read the Full Story
Posted by Tom Garrity on August 8, 2018
As business owners, we take great pride in our past, our business’ accomplishments and our own – association awards, anniversaries, and employee/customer success stories.     But the reality is buyers don’t buy the past. Whether they are family or a third party, the #1 thing a buyer is buying is the future stream of profits.  For the owner it is an end, but for the buyer it is a beginning.   In... Read the Full Story
Posted by Tom Garrity on July 25, 2018
Financial Performance - Is there value in your financials?
Most business owners want to create wealth, exit on their terms, and empower the next generation to continue the legacy of their blood, sweat, and tears. There is only one way to make this happen – maximize the value of your business, NOW.     Because if you wait, you will run out of runway and won’t maximize your business value. It happens all the time.  The first value driver to focus on in the... Read the Full Story
Posted by Tom Garrity on July 11, 2018
Most business owners want to create wealth, exit on their terms, and empower the next generation to continue the legacy of their blood, sweat, and tears. There is only one way to make this happen – maximize the value of your business, NOW.  Because if you wait, you will run out of runway. It happens all too often.  How do you maximize value?  Focus on the eight drivers of value as outlined in the... Read the Full Story
Posted by Tom Garrity on June 26, 2018
It used to be that wealth was created from physical assets: land, natural resources, and human and machine labor. But the world has changed.    As Chris Snider explains in his book, Walking to Destiny, “Technology has disrupted the entire system.  Today, wealth is created by your ability to create, transfer, assemble, integrate, protect, and exploit knowledge assets.  These are the organization’s... Read the Full Story
Posted by Tom Garrity on June 13, 2018
4Cs of Capital - Your ideal customer
For many business owners, business value is something they HOPE happens along the way. But just like driving growth, profit and cash, you can and should plan to grow value as well.  This is what the owner’s game is all about – building a business that can be converted to cash someday to support the lifestyle you desire.   Business value is determined through three primary methods – discounted... Read the Full Story
Posted by Tom Garrity on May 23, 2018
This blog in my series on the 4C's of Business Capital tackles Human Capital. Of course, this is all about your employees. HOWEVER, I want you to think beyond the title and what might have come to your mind first when you read it. This is more than just “having the right people on the bus and in the right seats.”  Human capital boils down to what YOU– as a business owner and member of the... Read the Full Story
Posted by Tom Garrity on May 9, 2018
A critical factor that affects business value is transferability.  If what a business does isn’t transferable to a new owner, the business doesn’t have much, if any, value.   As stated in an earlier blog, the key for a business owner to make more income today, and create more business value for tomorrow is to manage business value now.  Getting your hands on the value driver levers in your... Read the Full Story
Posted by Tom Garrity on April 25, 2018
As a business owner, do you want to make more income today, and create more business value for tomorrow?  Here’s the secret – manage business value now.   But first let's talk about how EBITDA impacts the value of your business.   Most business owners, in fact most people, don’t understand what really drives business value and that it can actually be managed.   A business that has maximized its... Read the Full Story
Posted by Tom Garrity on April 11, 2018
John Maxwell, internationally known pastor and leadership expert, has often stated that our attitude determines our approach to life.  In other words, our attitude gets us what we deserve in life.   One of my favorite stories told by Maxwell is about a Grandma and Grandpa who visited the grandchildren. Each afternoon Grandpa would lie down for a nap. One day, as a practical joke, the kids decided... Read the Full Story
Posted by Tom Garrity on March 21, 2018

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