We Form & Coach Strategic Growth Alliances by Leveraging the Relationships, Expertise, Capacity & Resources of Other Synergistic Businesses.
…To Increase the Value of Your Business & Make It Highly Sellable Without Spending a Lot of Your Time & Money to Do It!
For every business owner who creates a business that someday someone will buy, there are about 60 businesses that never sell and those that do sell, often sell for a lot less with too many conditions! It's safe to say there is a big difference between wanting to sell a business & building a business that is ready to sell.
Even if you have no intention of cashing out or stepping back anytime soon, you must be prepared for a sale but doing it alone is complicated, expensive, time consuming & often fails. In fact, the additional relationships, expertise, capacity & resources needed to get the job done are rarely available in-house. The good news is we developed a unique way to build a business that is ready sell; however, will it work for you?
Our Strategic Growth Alliance Strategy
“SOLVES 3 OF THE MOST CRITICAL RISKS FOR ANY INVESTOR BUYING A BUSINESS OUT OF A TOTAL OF 28 KEY DRIVERS OF YOUR BUSINESS VALUE”
1st - ALL the strategifc GROWTH alliances we build WILL focus on Untapped Markets with a Big Upside!
Why: Buyers will pay a lot more for a large market potential when you have proven future demand - the number one risk factor expressed by most potential buyers.
A business will stay small if they keep chasing growth in the wrong places. Imagine a dart board with a bull’s eye and around it is a series of wider and wider circles. The bull’s eye is where the (customers) are located who really understand the problem you solve & the value you provide.
So why would you go outside the bull’s eye? Probably, because you were once a self-funded start-up and just trying to bootstrap your way. You didn’t have a lot of money to invest in formal marketing, so you rely on reacting to the market, which means you sell outside your bull’s eye. Your prospects may have experienced a problem you’re trying to solve but wanted a little tweak. You don’t see the harm in making a change and start to adjust your offering to accommodate the customers outside your bull’s eye. Making these changes to accommodate customers outside your bull’s eye seems innocent enough at the time, but eventually, it undermines your growth and profitability.
If your business remains reliant on reactive growth, it will eventually stall out with a handful of employees and an owner who will run out of hours in the day. Our secret to avoiding this plateau, and accelerating growth is to be brutally disciplined in identifying & serving your REAL customers in your bull’s eye. If a business wants to grow, YOU MUST STOP CHASING OR NEVER CHASE CUSTOMERS OUTSIDE YOUR BULL’S EYE - it’s just too risky!
2nd - ALL THE strategic GROWTH alliances WE BUILD WILL SEPARATE YOUR BUSIINESS FROM THE COMPETION THEN Dominate theM!
Why: Investors only buy what they can’t easily create, so you can expect to be paid a lot more if you can demonstrate how together with your alliance partners, you’ll dominate the market.
Does this sound familiar? If your company was innovative enough to develop a truly unique offering that is earning a profit, the following inevitably happens: competition springs up from nowhere to imitate your product & service, undersell your price, and steal your market share. As your next line of defense, you choose to position yourself as the quality leader within your field; or as a lower price leader; or as the service king. You soon find yourself in a battle with other competitors - all claiming to have the best selection, prices, highest quality or best service. Each competitor tries in vain to shout with the loudest voice that their offering is superior.
You need to realize three things about competing in the marketplace. Competitors do just one thing: They Woo Customers! Customers want just one thing: The Best Deal! Consequently, you should always do one thing: Tell Them Why Together with your Strategic Growth Alliances, You Are the Best Deal!
HOW IN 3 STEPS WE ‘LL DOMINATE THE COMPETITION!
step #1 TOGEThER, WE constantly INNOVATE a better INSIDE REALITY
Does Competition Actually Have a Better Deal? We’re not talking about price here either. We mean is there a competitor who is offering more value to your prospects than you and the prospects recognize that fact and don't buy from you. This sounds simple but we would contest that if you're not offering the best deal possible, you shouldn't expect to win. Why do you think traditional sales training exists? It's designed for companies with sales mentalities that believe all competitors are equal and your only chance of landing any business is to out-sell, out-technique, out-cold call and out-persist all your competitors. This selling strategy can work but it’s hard for others to replicate and VERY RISKY FOR ANYONE THINKING ABOUT INVESTING IN THE BUSINESS!
Instead, constantly innovate with your alliance partners! Innovation means simply figuring out a way to offer more value than any of your competitors. And remember we're looking for real, quantifiable, interesting, exciting, and compelling reasons to buy. Not things like we've been in business for a zillion years. Not things that your customers have come to expect from you or your industry.
step #2 TOGETHER, WE communicate a more COMPELLING SALES CASE
Does The Marketplace Perceive Competition Has a Better Deal? Okay, so you've innovated and you're now the best deal. But they still buy from the competitor! Why? We say it's because, in general, you are a BAD communicator. Show us 99% of all marketing created and we'll show you a huge amount of fluff, platitudes & unbelievable claims. Words like cheapest, professional, quality, speedy, convenient, and best do absolutely nothing to communicate why you're the best deal.
Better Articulate with your alliance partners your Compelling Sales Argument! The most powerful tool you can use to stand head and shoulders above your competition is the Compelling Sales Argument. Your CSA is the most unique benefit that your customers can expect to receive when they buy your offering.
step #3 TOGETHER, WE EXPAND the OUTSIDE PERCEPTION
Does the Marketplace Even Know Your Alliance is an Option? Basically, you haven't effectively nurtured prospects through the educational stage of the sales process; consequently, prospects don't believe you or don't think about you in the moment of truth. How much of your marketplace perceives that you are a viable option? Nothing is worse than being the best kept secret!
Spread the Word But Don’t Break the Budget! One common mistake is to buy a ton of media impressions to get what they call "name recognition." If you're not a Fortune 1000 company with an unlimited budget, forget this strategy. Getting in front of your marketplace is only 10% of the battle. Again, you must provide a process that effectively steps the marketplace at their own pace through the interrupt, engage, educate, & offer process. They must learn, in a compelling way that they would be a fool to buy from anyone else but you, regardless of the price.
3rd - the strategic GROWTH alliances we build WILL, OVER TIME, Generate a Recurring Revenue Stream!
Why: Investors will pay a premium if they know they’ll have secure on-going revenue after current ownership exits. Our Strategic Growth Alliances always try to implement some form of a subscription model over time because it:
1. Delivers Predictability - When you have subscribers, you can plan what your business needs are in the future. This data is the ultimate in reliability.
2. Eliminates Seasonality - Many businesses suffer through seasonal highs and lows. By contrast, a subscription-based business has a steady stream of subscribers that pay each month.
3. Improves Valuation - Recurring revenue accelerates the value of your business. Whereas most small companies’ trade on a multiple of profit, subscription-based businesses often trade on a similar multiple but of the total sales revenue.
4. Creates a Trojan Horse Effect - Once customers subscribe to a service, they become much more likely to buy other things from the same company. That’s one reason Amazon tries to get customers to buy subscriptions to Prime.
5. Provides a Sale That Keeps-On Giving - Unlike the transaction model where you stimulate demand through advertising each time you want customers to buy, you also sell a subscription, and it keeps generating revenue month after month.