profitability

A 3-post collection

The Death of the Salesman

In the late 1970s IBM was in full flight as the world’s most profitable company with a sales force envied by all its competitors. As a product of IBM sales training I was in New York in 1984 guiding my customer BHP on an investigation into best practice in steel information systems which gave me the chance to witness an unbelievably great performance by Dustin Hoffman in Arthur Miller’s iconic play Death of a Salesman. Miller saw his play as setting forth what happens when a man does not have a grip on the forces of life. Today buyers are globally connected and are engaging with other similar buyers as well as with experienced users on case studies...

Company Boards that Create Value

The value that a board can bring a small to medium sized company is to: assess the context and environment within which the company operates provide independent evaluation of management access to important relationships not otherwise available to management drive strategic planning, and verify the execution of plans Directors need to give valuable insights, assessments, contacts/networks and leverage to bring about results not otherwise available to the company or they need to be able to get those things or they should get off the board. Get the Basics Right Getting the board and management structure right is tricky. Boards must set the goals (desired results) and strategy (approach to achieve results) for the company whilst ensuring that the necessary...

Increasing Business Value in Business Planning

How to make the best decisions on what your business should do in the short and medium term At this time of the year many small businesses are in the middle of their planning for the next financial year. Some engage external facilitators, others involve their trusted business advisor or accountant. No matter how it is done the goal is to make the most of your resources and add as much value to your business as is possible. Easier said than done! To increase the value of the business, business planning must influence everyday activities so that all activities are aligned with the company goals. Critically these activities have to produce the outcomes necessary to achieve the desired company goals....