Go Beyond What The World Expects

This blog is dedicated to the exploration, discussion and teaching of leadership, management, and business concepts that enable the owners of small and midsize businesses to craft and execute a three-pronged Exit Plan that focuses on increasing the market value of their business, personal financial planning, and planning for life after business ownership. Here we explore the ways that owners can identify, protect, grow, harvest, and ultimately manage the value of their business through application of the Value Acceleration Methodology. 

Maximizing the Value of Customer Relationships

An old saying goes, “People don’t care about how much you know until they know how much you care.” No matter whether your business is B2G, B2B, or B2C, its people with whom you are doing business.  And all people have an inborn need to experience love and respect in...

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Optimize Human Capital To Maximize Business Value

A quick survey of the literature concerning Exit Planning reveals almost universal agreement that what accounting systems can measure constitutes only a fraction of the enterprise value of a business.  As Chris Snider wrote in Walking to Destiny, “Today, wealth is...

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The Go Beyond Exit, Part II

In Part I of The Go Beyond Exit, we introduced our blend of the Go Beyond Way and the Exit Planning Institute’s (EPI) Value Acceleration Methodology.  We explored three of six guiding principles: embrace the truth, empty your cup, and a chart a course. This post...

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The Go Beyond Exit, Part I

Blending the Go Beyond Way with the Value Acceleration Methodology created by Chris Snider of the Exit Planning Institute (EPI), this article introduces The Go Beyond Exit, which is embodied in the following six principles: embrace the truth, empty your cup, chart a course, do the work, eat your cake, and share the blessings. Presented as a logical sequence of steps, each principle also stands alone as a best practice.  Taken together they are a recipe for improved business leadership, successful business transition, personal growth, and a happier life.

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Collaborative Management Buyout

In the spirit of the Go Beyond Way, this article introduces to the idea of the Collaborative Management Buyout, in which the Management Team and the Business Owner(s) acknowledge the contributions of the other party to the past, present, and future success of the...

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Every Day Counts In Exit Planning

“What you need to understand is that every day, you make decisions that impact your exit.” Christopher M. Snider, CEO, Exit Planning Institute A few weeks ago, a business owner I’ve known for well over ten years told me that he and his team were completely focused on...

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Value Friendly Behavior

Owners of privately-held small and midsize businesses — realizing that every journey comes to an end — must cultivate value-friendly behavior in themselves and their teams in order to maximize the market value of their companies. The Hedgehog Concept, 20 Mile March, and relentless execution must all become part of the company’s culture. Your Certified Exit Planning Advisor (CEPA) will provide you with a prioritized action plan based on assessments of your company’s attractiveness and readiness. That plan will highlight value drivers to focus on to protect and build your company’s value. These would be excellent candidates for leading indicators to use in designing a 20 Mile March that is tailored for your company and its operating environment.

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Lifelong Learning for Value Growth

This article is written with the specific intent of encouraging our readers, many of whom are business owners, to engage in lifelong learning about growing the value of their most important financial asset — their business. As a young US Army officer, I was encouraged...

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V is for Value

The subject of value arises constantly as Go Beyond LLC works to help the owners of privately-held small and midsize businesses prepare themselves and their companies for what will be the biggest exchange of value in most of their lives. Most owners have not had any education related to transitioning their business.

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Reinvent Your Business

One of the first things business owners ask me after learning that Go Beyond LLC specializes in Business Exit Planning is: “What do I need to do in order to sell my business?” There are so many ways to answer that question!  Christopher Snider, CEO of the Exit...

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Fund Your Retirement and Secure Your Legacy

The company you built is your greatest financial asset.  Shouldn’t you take action to eventually convert that asset from potential to actual wealth to 1) fund the “third act” of your life so your kids won’t have to (don’t count of Social Security) and 2) secure your legacy? It won’t be as easy as you might think.  The sad truth is that only 20% of small and midsize businesses that go to market actually sell, even in good times.  That’s because most of these companies are not ready to withstand the scrutiny of due diligence. You will be in competition against many other Boomer business owners, so it will be even more difficult to become part of that successful 20%. There is a way to beat the odds, fund a comfortable retirement, and establish a lasting legacy.

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What Does Love Look Like In Business?

“The willingness to die for another person is a form of love that even religions fail to inspire, and the experience of it changes a person profoundly.” ― Sebastian Junger, War If you are familiar with Go Beyond LLC, what we teach and how we work, the word Love...

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Meet Your Value Advisor

This article explores the role of the Value Advisor™, a term created by Christopher Snider and the Exit Planning Institute (EPI) referring to the lead advisor on an Exit Planning or Value Enhancement project.  Other terms for this role include lead advisor, most...

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Money, Money Everywhere

As an advisor who helps business owners prepare to sell their companies, the world of Private Equity reminds me of a line from Rime of the Ancient Mariner a poem by Samuel Taylor: “Water, water everywhere, but not a drop to drink.”  This oft quoted line refers to drifting on a becalmed sea, surrounded by salt water, but having no fresh water to drink. It reminds me of a business owner looking at massive amounts of money available for buying companies, but he is left high and dry because he and his company are not ready.  Private equity groups (PEGs) are struggling to invest about $1 trillion in “dry powder” (funds not yet invested). Too many small and midsize companies go on the market without being ready. As a business owner, you have two choices. You can accept this dire situation as fate, or you can do everything in your power to ensure that your company is one of the most attractive and ready businesses. Find out how to get your company ready.

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Better vs More

Business owners apply two different approaches to business development and capture:  they either invest their energies into attracting customers or they expend their efforts chasing opportunities.  One approach is strategic, the other is mostly tactical. The first way stems from a desire to do business better, to continually move the company toward best-in-class, and to develop a culture of doing the right things, at the right time, for the right reasons.  Customers become attracted by this approach because of the quality and reliability it produces. The second way springs from a hunger for more:  more revenue, higher profits, and larger market share.  The first is a long-term approach that builds value into the business, the second is a short-term mindset that focuses on current income.  If you focus on Better, more will eventually come.  If you focus on More, you may enjoy short-term success, but ultimately the business will be indistinguishable from the crowd and it likely will be unsaleable at the end.

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The Right People

A team staffed by the right people is critical to your business success – second only to your ability to lead.  Building the right team is more important than selecting which customers to serve or determining which products and services the company will sell.  It is more important than vision, strategy, organizational structure, or technology. In Good to Great, Jim Collins summarized the thinking on this topic of those executives who took their businesses from being merely good to being great: “If we get the right people on the bus, the right people in the right seats, and the wrong people off the bus, then we’ll figure out how to take it someplace great.”

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