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Sales Growth

1+1=3: How Service Providers Can Build Scale

We are told that we live in an economy whose backbone is a strong service economy.  Yet, this sector carried a disproportionate share of the COVID-recovery when their fragile revenues and fixed expenses- model was laid bare. Leaders of service businesses are expert-deliverers.  They are passionate, and tend to be nimble operators of small-but-dedicated shops. […]

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Sales Growth

Recurring revenue as a valuation-driver

Businesses with a high repeat client base tend to have higher valuations. As the entrepreneur is contemplating a sale, the measurement – and implementation of a strategy to maximize the value of repeat clients is therefore an important activity prior to finalizing a valuation and going to market. Depending on the type of business, a […]

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Sales Growth

Distribution & JV’s

The ability to sell more can very often depend on the size and engagement of your distribution channels. Strategic decisions include size of the channel, geographic coverage, targeting, sales and marketing capability, and more. How effective are your current distribution channels? Are you missing certain profitable geographic segments? How engaged are your channel partners? We […]

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Not for Profits Sales Growth

Recurring revenue programs

Companies with a higher share of recurring revenue tend to have higher valuations. Our Stratum Five group our clients maximize their potential, by developing high-value, client-centric recurring revenue businesses and business models. We have expertise with recurring revenue business models including: Retainer/contract fees Interest Insurance Subscription/memberships Licensing Acquisitions Partnerships and JV’s Every model improves client-engagement, […]

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Acquisitions Sales Growth

Can growth be achieved in the target company?

Because the whole point of an acquisition is the accretive growth, the ability of the target company to not just maintain, but grow, will be a critical factor in the final go/no-go decision. The Sales Team Productivity Planner helps prospective acquirers envision growth strategies prior to the acquisition, to arrive at a reasonable offer. …run […]

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Sales Growth

Are we clear on our buyer?

One of the most consequential decisions that your team can make is deciding ‘who is our buyer?’…the target market. It’s important to get right, but you’rer not dead-in-the-water if you don’t get it quite right…it’s always changeable (it just costs more money). Here’s a framework to help Boards and managers zero-in on the most profitable […]

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Sales Growth

Mind your revenue gap

One of the simplest and most effective tools that ED’s, Boards, and social enterprise leaders can deploy is a gap analysis.

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Acquisitions Sales Growth

Seven ways to grow in mature markets

Mature markets can be identified in two ways:  Lack of growth Increased competition Of course, lack of growth is really how your organization describes it (number of clients, value of client portfolios, spend per client, etc) No matter how these headwinds affect your business, it’s likely that your market has reached some level of maturity, […]