How to Accelerate Your Company’s Strategic Value

And Why You Need to Do It Now!

Presented ByJoel Strom

IMC“High Cost of Doing Nothing” Event

Larry

Gift to Case School of Engineering designed to foster student innovation and experiential learning opportunitiesLargest-ever donation of nearly $6 million from alumni Larry and Sally Sears to transform electrical engineering education

12 X EBITDA with an Extra Kicker !

Larry made it not just about EBITDA!

Larry Moved his Company from: A nice to have to A got to have!

Larry did it by accelerating his company’s Strategic Value

Larry waited to do it pre-sale It worked but what was his opportunity costs in the years prior to his awakening?

Wherever you are in your business or personal life cycle -Planning a liquidity event in the next 12 monthsOr Planning to grow your business for the next 12 years

Now is the time to Accelerate Your Strategic Value

Strategic Value canaffect the multiple

Strategic Value can make it a “Got to Have”

Strategic ValueImproves operating results and EBITDAIt makes you more $

Strategic Value provides owner options

Strategic Value provides investment insurance

Focus on Accelerating STRATEGIC VALUE like your future depends on it –because it does

Factors of Strategic Value Finance Strategy Operations

The Market

FinanceCore Measure – Consistent and improving performance

StrategyCore Measure – Strength and/or uniqueness in products, markets, geography, processes, business model

OperationsCore Measure – Sustainability

The MarketCore Measure – Positioning and visibility

For Each Strategic Value Factor there are specific Strategic Value Components – SVC’s

Finance SVC’s

Sales/profit/Margin/EBITDA Growth and consistency

Trailing and projected trends

Finance SVC’s

Tracking and reporting Real financial statements No co-mingling Appropriate ERP system Audit or review statements

Finance SVC’s

Controls and measures Metrics established

Monitoring systems in place “Take action” processes

Finance SVC’s

Resources Appropriate financial personnel and management Relationships with appropriate outside service providers Attorney(s) CPA Bank Attorney(s)

Strategy SVC’s Brand Strong "owned" niche Market perception and recognition Strong value proposition Customer driven differentiators Level of innovation

Strategy SVC’s “You own it” Intellectual Property Product Operational processes Exclusivities/contracts Strategic advantages/differentiators

Strategy SVC’s

Products/services/customers Longevity of product

Future potential/backlog Scalability Customer concentration or diversification Defined business growth and product roadmaps

Operations SVC’s

“Real" company practices Strength/utilization of competencies Common and shared vision Risk management process Utilizing operational metrics Operational monitoring processes

Operations SVC’s Management Appropriate management team

Effective team and culture Management succession plan Trucks away from disaster Effective BD and sales processes Outside professional services/ advisory board

Operations SVC’s

Ownership Owner's role

Importance for future success Ability to operate without

The Market SVC’s

Awareness Market input

Positioning Visibility Balance

Step #1Unbiased assessment of the company’s current SVC situation-

Rule #1 - Don’t kid yourself

Step #2Strategic Value Acceleration Roadmap Overall goals/vision Prioritize SVC’s Establish acceleration metrics

Create implementation process Measure results Monitor the market

The SV Roadmap implementation process must become one of the owner’s primary responsibilities

Common Advice:Manage the business everyday like its for sale

My Advice:Manage the business everyday to make itA Got to Have

Common Statistic:80% of Businesses are not ready for sale

Un-Common Statistic:Think how few are Got to Haves

Accelerate your Strategic Value and Make Your business a Got to Have Make more money now Create options for your future Protect your investment Make it about more than just EBITDA

How to Accelerate Your Company’s Strategic Value

And Why You Need to Do It Now!

Presented ByJoel Strom

www.cksadvisors.com480-451-1223

6263 N Scottsdale Rd Suite 390Scottsdale, AZ 85254