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CEO Advisor® Newsletter
March 2016
Understanding Your Valuation and Why This is Important
As a CEO, President or business owner of a small to mid-size company, your primary focus is to grow, increase profits and increase the value of your company for an optimal exit / sale in the future.

The value of your business is likely the most valuable asset you will ever own so it is important that 1) the business is managed to be highly desirable and sellable, and 2) you optimize the value of the business and sell it at the right time to maximize your return.

The value of your company depends on several important factors.  These value factors include:


  1. Size of the Industry
  2. Type of Industry
  3. Your Management Team
  4. Size of Your Company
  5. Recurring Revenue Model
  6. Customer Acquisition Cost
  7. Scalability
  8. Growth Rate of Your Company
  9. Gross Profit and Gross Profit Margin
  10. Net Profit and Net Profit Margin
  11. EBITDA and EBITDA Margin
  12. And others

Reasons Why You Want to Understand and Know Your Business' Value

  1. If you are making an acquisition or selling your company
  2. If you are setting up a Shareholder or Buy-Sell agreement
  3. If you are considering taking on a new partner
  4. If you are considering an employee buyout, or employee stock ownership plan (ESOP)
  5. If you are starting a Stock Option Plan
  6. If you are raising capital for organic growth or growth by acquisition
  7. If you are considering selling all or part of your company to a Private Equity firm
  8. If you are considering re-capitalizing your business or applying for a large bank loan
  9. If you need to report estate or gift tax
  10. If you are having a shareholder dispute, divorce, etc.
  11. Additionally, there are several valuation methods to best determine your valuation and you should become familiar with them as you never know when a prospective buyer will come knocking at your door.

I can honestly tell you that in my eleven years as a business advisor to CEOs, presidents and business owners of small and mid-size companies, there have been many instances where I engage with a client to assist them in preparing for fund raising or a sale of their company and a prospective buyer contacts us before we have even completed this thorough two or three month preparation process.

The most common method of determining your approximate valuation for a small or lower mid-market company is Multiple of EBITDA.  Earnings Before Interest, Taxes, Depreciation and Amortization (EBITDA) is fairly straight forward to calculate, but determining the multiple of EBITDA greatly depends on the important value factors discussed at the beginning of this article. Other valuation methods include the Discounted Cash Flow Method, Asset-based Valuation Methods, Comparative Transaction Methods and others.

Consult with a seasoned business advisor to assist you in determining your valuation range and, more importantly, to increase your sales, profits and the value of your business. After all, it is the most valuable asset you will ever own.

CEO Advisor, Inc. is an expert in strategy, growth and focusing its CEO clients on the value factors that drive the business, profits and value of the company for an optimal exit.

Contact Mark Hartsell, MBA, CEO of CEO Advisor, Inc. today for a no cost, no obligation meeting at your office to discuss your key business issues at (949) 629-2520 or email MHartsell@CEOAdvisor.com.

Mergers & Acquisitions 
One-on-One Consultation

Learn How to Optimize the Value of Your Company and 
Sell Your Business at the Highest Price

Critical Skills for the CEO/Owner
The Wharton Business School newsletter, published by The Wharton School, University of Pennsylvania did a recent poll of executives and business owners. The results below show the four most important skills that would strengthen a CEO's performance.
Strengthening what skill would most improve your performance?
Leadership - 33%
Time Management - 28%
Negotiating - 22%
Understanding Your Financials - 17% 
1. Leadership
Leadership and execution is the key to success and achieving your goals. Leadership requires planning, organization, being proactive, having a crystal clear understanding of the business both financially (quantitatively) and operationally (qualitatively), hiring and managing people of multiple generations and cultures, and creating a culture of accountability to grow your business to the next level.
2. Time Management
Time management is the Achilles heel of most CEOs and small business owners. Not just managing time on a calendar and working 60 hours a week to keep up, but real strategy and planning to focus and structure your time to impact your business in a disciplined manner. CEO Advisor, Inc. works with its CEOs and small business owner clients to set goals and priorities, and truly excel in both leadership and time management.
3. Negotiating to Success
Negotiating is the Holy Grail in business - with customers, prospects, vendors, employees, etc. We focus deeply on negotiations using some of the top techniques used by military leaders and business people. Your sales team can benefit tremendously from sales training and negotiating skills training from securing the initial meeting to negotiating price effectively to closing large deals. Strengthening your negotiating skills can yield a 100X return on your investment. If you are not a master negotiator and salesperson, invest in your negotiating skills and prosper in 2014 and beyond.
4. Understanding Your Financials
If there is one New Year's resolution that every CEO and small business owner should commit to is gaining a thorough understanding of the financials of your business. If you don't, you are flying blind! This includes your Profit & Loss Statement (Accrual and Cash basis), Balance Sheet, Financial Ratios, creating a 2014 Financial Forecast, and learning to analyze and understand how to positively impact your Gross Margins and Net Profit, as well as, pinpointing early signs of problems. CEO Advisor Inc. spends the time to ensure every client not only understands but uses their company's financials in growing their business to the next level.
Contact Mark Hartsell, MBA, CEO of CEO Advisor, Inc. today at (949) 629-2520 for a no cost initial consultation, by email at MHartsell@CEOAdvisor.com or visit us at www.CEOAdvisor.com for more information.
Critical Skills for the CEO/Owner
The Wharton Business School newsletter, published by The Wharton School, University of Pennsylvania did a recent poll of executives and business owners. The results below show the four most important skills that would strengthen a CEO's performance.
Strengthening what skill would most improve your performance?
Leadership - 33%
Time Management - 28%
Negotiating - 22%
Understanding Your Financials - 17% 
1. Leadership
Leadership and execution is the key to success and achieving your goals. Leadership requires planning, organization, being proactive, having a crystal clear understanding of the business both financially (quantitatively) and operationally (qualitatively), hiring and managing people of multiple generations and cultures, and creating a culture of accountability to grow your business to the next level.
2. Time Management
Time management is the Achilles heel of most CEOs and small business owners. Not just managing time on a calendar and working 60 hours a week to keep up, but real strategy and planning to focus and structure your time to impact your business in a disciplined manner. CEO Advisor, Inc. works with its CEOs and small business owner clients to set goals and priorities, and truly excel in both leadership and time management.
3. Negotiating to Success
Negotiating is the Holy Grail in business - with customers, prospects, vendors, employees, etc. We focus deeply on negotiations using some of the top techniques used by military leaders and business people. Your sales team can benefit tremendously from sales training and negotiating skills training from securing the initial meeting to negotiating price effectively to closing large deals. Strengthening your negotiating skills can yield a 100X return on your investment. If you are not a master negotiator and salesperson, invest in your negotiating skills and prosper in 2014 and beyond.
4. Understanding Your Financials
If there is one New Year's resolution that every CEO and small business owner should commit to is gaining a thorough understanding of the financials of your business. If you don't, you are flying blind! This includes your Profit & Loss Statement (Accrual and Cash basis), Balance Sheet, Financial Ratios, creating a 2014 Financial Forecast, and learning to analyze and understand how to positively impact your Gross Margins and Net Profit, as well as, pinpointing early signs of problems. CEO Advisor Inc. spends the time to ensure every client not only understands but uses their company's financials in growing their business to the next level.
Contact Mark Hartsell, MBA, CEO of CEO Advisor, Inc. today at (949) 629-2520 for a no cost initial consultation, by email at MHartsell@CEOAdvisor.com or visit us at www.CEOAdvisor.com for more information.
Your company is your most valuable asset. Preparing to sell, optimizing your company's value and effectively and efficiently selling your business for the best price is paramount for every CEO, President and business owner.

CEO Advisor, Inc. is offering an exclusive, one-on-one business consultation at no cost. Take advantage of this opportunity to discuss the value of your business with our expert for an optimal exit strategy. This discussion will include all critical aspects of selling your business for the highest price.

Call Mark Hartsell, MBA, CEO at (949) 629-2520 today.

Mark Hartsell's Credentials:
  • Certified in Mergers & Acquisitions, Wharton Business School, University of Pennsylvania
  • Master's Degree in Business, Loyola University; University of Maryland Undergraduate, Business Admin.
  • 36 Years of Experience in Senior Management Positions, Mergers and Acquisitions, Business Consulting and Fund Raising
  • Founded, Funded, Grew and Sold a SaaS (Cloud-based) Software Company to a NASDAQ Company (DRIV)
  • CEO of CEO Advisor, Inc. (Business Consulting, Fund Raising, Mergers & Acquisitions) for the Past 11 Years
  • Points of discussion in Mergers & Acquisitions consultation will include:
  • How to Choose an Exit Strategy
  • Valuing Your Company
  • The Selling Process
  • Letters of Intent and Due Diligence
  • Questions to Ask Before Selling Your Company
  • Do the Numbers Add Up for You
  • Indicators of the Best Time to Sell

About CEO Advisor, Inc.

CEO Advisor provides business consulting and mergers and acquisitions advisory services affordably and effectively to meet the specific needs of small to mid-size companies in a wide range of industries, including software, technology, media, professional service firms, healthcare, manufacturing and many more.  

CEO Advisor's mission is to advise CEOs, presidents, business owners and principal executives with the needed expertise and focus, coupled with hands-on advice and work performed to grow your business to the next level or realize your life's dream through a successful exit.

Testimonial  

 

"I highly recommend Mark Hartsell, CEO of CEO Advisor, Inc. Mark and I rebuilt my management consulting business and, in all honesty, I couldn't have done it myself: incorporating, marketing plans, sales coaching, prospective client lists and a dozen other tasks - all in less than six months. He was easy to work with, supportive, and perhaps most importantly, he had workable, practical answers to my business questions and problems that flowed from his broad business experience."

CEO, Energy and Environmental Consulting Firm

"Mark Hartsell and CEO Advisor, Inc. provide a unique advisory service for CEOs. He not only tackles high level strategic issues to assist CEOs navigate through challenging times, but Mark also gets very involved in actually addressing important issues head-on by performing the work to achieve tangible results.


Whether it is growing a business to the next level, turning a distressed company around or preparing a company for an exit, Mark's firm, CEO Advisor, Inc, provides a broad range of services and Mark is there for the CEO every step of the way."

 


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Words of Wisdom


"The person who gets the farthest is generally the one who is willing to do and dare. The sure-thing boat never gets far from shore."

Dale Carnegie
Writer, Lecturer on Self-Improvement


Prime Minister of the U.K.