After 20 years: Updating the Berkus Method of valuation
NOVEMBER 4, 2016
Well, it had to happen. But a lot of time has passed since then. Today, for me, that hurdle number is $20 million. The Method should allow for this.
The lion and the ant: A managerial lesson
JUNE 9, 2016
The boss, a lion, was surprised to see that the ant was working without supervision. He also needed a secretary to help him write and type his reports.
Work–life balance is now a cliché
MAY 12, 2016
Dave’s Note: Our special guest author this week is Kelly Graham from Decision Toolbox, Inc. Work–Life Balance is dead. Where is the balance?
It’s what you ask, not what you know.
OCTOBER 27, 2016
As an afterthought, he asked, about how many years does this old tree have to live? Finding your ideal niche
How do you focus your team for action?
NOVEMBER 3, 2016
We all can benefit from this lesson. The lesson is powerful but simple. Follow through with a check of progress to show support and interest. Growth!
Entrepreneurs: Take the time to celebrate your exit.
OCTOBER 8, 2015
And to celebrate for yourself, for making it all the way to the finish line. Many fail multiple times. Some fail in the first year of the attempt.
Eye of the needle? Why worry over your bottlenecks.
SEPTEMBER 29, 2016
decision and action they undertook. Her intentions were pure and admirable. She wanted only the highest quality for her organizational reputation.
The seven attributes of a highly successful start–up CEO
MARCH 24, 2016
By David Friedman. I met Kirsten Mangers several years ago after she successfully sold her startup, Webvisible. Culture Maven. Chief Recruiter.
Don’t go on a phishing trip!
JUNE 16, 2016
He is a trusted technology and security consultant and public policy advisory to some of America’s most influential people and organizations. .
APRIL 30, 2015
What a title. Of course money motivates. But there is more to it then this. Next, some form of rewards should be designed to be immediate.
Who cares about customer loyalty?
NOVEMBER 24, 2016
Repeat customers, raving fans, angry backlashers, commodity shoppers. Oh boy, what a range of loyalty these represent. Often. It takes work. Growth
A simple test: “Are we managing like jerks?”
SEPTEMBER 8, 2016
Are we who issue orders to associates or employees ever acting as jerks? We’d never like to think so, or we wouldn’t do it in the first place.
The best advice startups will never follow
OCTOBER 15, 2015
Let me tell you a few short hair-raising stories of entrepreneurs who have raised money and regretted it later. Ignition! Starting up Raising money
Premature scaling kills businesses.
MAY 21, 2015
But beware. Many, many companies accepting venture capital lost it all following this instruction. Angel investors are more tolerant of this than VCs.
Big data: Information is NOT knowledge
FEBRUARY 4, 2016
Say that you have a log file of every contact to your website. You can accurately state that you have big data at your fingertips. Growth!
AUGUST 6, 2015
This piece of wisdom came from Jeff Bezos, founder & CEO of Amazon, during a board meeting for one of the companies where he sits as board member.
The “drop dead” question for a customer survey
AUGUST 21, 2014
If more than forty percent of the respondents say they would be “very disappointed,” the product should go viral and be a great success. Growth!
Nail it; then scale it.
JUNE 2, 2015
So your business has begun to take off. Don’t be alarmed by this next statement. That’s relatively easy. The second crisis is organizational. Growth
Drive your recurring revenues.
JUNE 4, 2015
This week, our guest post is by David Steakley, a past President of the Houston Angel Network, and a reformed management consultant. Growth
Fire yourself. Rehire a new you.
MARCH 12, 2015
We may run out of fresh ideas after a time; most of us do. Growth! Surrounding yourself with talent
You are watched more closely than you think.
FEBRUARY 5, 2015
Ever had a manager above you who said one thing and did another? At least once? Or in a pattern of repeats? Well, you’re not alone.
Reward success and failure. Punish only inaction.
APRIL 9, 2015
Reward failure? That may be a difficult concept for an executive. And there are limits of course. What if those failures are commonplace?
Hire on ability. Fire on fit.
SEPTEMBER 1, 2016
This is not necessarily the way we intend to behave as managers, but our headline reflects the reality of most experiences when viewed in retrospect.
How to be a dictator enforcing sales offer deadlines
NOVEMBER 17, 2016
So, it is common practice to leave an offer containing a discount open, following up. Deadlines are an important sales tool. Positioning
Sell when growth is high, even if cash flow is low.
SEPTEMBER 24, 2015
By John Huston. There are only two types of companies -those which have achieved positive cash flow and those which have not.
Angels and VCs: Don’t be greedy even if you can.
OCTOBER 1, 2015
Sometimes the end game or sale of the company is not a happy event for the early investors, including the entrepreneur or the founders.
Three things you need to have when raising money.
MARCH 20, 2014
Here’s more advice from professional investors for aspiring entrepreneurs. Come to think of it, these are good for challenging any business plan.
Hugh opportunities do NOT command amazing pre-money valuations.
JUNE 5, 2014
Dave’s note: Popular Bill Payne returns this week with a thoughtful take on valuations. By Bill Payne. million. It doesn’t seem right, huh?
The “inciting incident:” Movie scripts tell us how and when to look for investment.
MARCH 13, 2014
By David Steakley. Companies also need an inciting incident, because, more often than not, you often will depend upon selling your story to someone.
Both sides must be fair in a term sheet negotiation.
MAY 15, 2014
By Basil Peters. good example was during the negotiation of a term sheet. Email readers, continue here.] Raising money
The three legged stool of marketing excellence
JULY 31, 2014
Marketing is a science devised to help drive customers to your door. This is considered to be the producer-oriented model. Oh boy. Decrease costs.
Exit timing and price: WHEN to sell? How long does it take?
SEPTEMBER 3, 2015
We are pleased to host Basil Peters, perhaps the best known name in the world of early stage company exits. By Basil Peters.
Are you an old school customer marketer?
DECEMBER 10, 2015
“Broadcast the message and they will come!” “Segment my broadcast and I will have better response.” She bought again. Old school or new school.
Is ‘servant leadership’ too soft for today’s workforce?
AUGUST 4, 2016
It’s a term rooted in ancient philosophy. Robert Greenleaf may have been the first to resurrect the concept in his book published in 1970.
Be an Adaptive Business Leader.
DECEMBER 31, 2014
Unlike other groups, ABL members all belong to either healthcare or technology industry-focused roundtables. facing their industry.
Timing your exit – Don’t ride it over the top.
SEPTEMBER 10, 2015
By Basil Peters. Most entrepreneurs wait too long to start thinking about their exit. They were mostly victims of their own human nature.
The five tactical skills of a great executive
DECEMBER 11, 2014
While we are on the subject of great leadership, let’s list the five principal tactical skills of a great leader. Skill number one: delegate. Genera
Create a ten percent profit model.
JULY 24, 2014
Most entrepreneurs, when starting to model their business operations using a spreadsheet, start with expected revenue by month. General
Three qualities of a great leader
DECEMBER 4, 2014
By Dave Berkus. There are lots of ways to measure a great leader. The first quality in a great leader is to have laser focus.
Fish in the giant ocean – not in a shallow creek.
MAY 7, 2015
You, the lonely fisherman, have to weave a net to catch your fish. The size of your market may well define the ultimate size of your dream. Growth