One of the most important factors that buyers and investors consider when purchasing a firm is the strength of its sales and marketing process. Why? Because outsiders want the ability to forecast sales revenue, and they calculate the value of a firm using a multiple of its last 12 months' profit.
You can therefore create a strong sales and marketing process by looking at your firm as though you were an outside buyer and investor.
By shifting your mental approach to equity value building, and by paying careful attention to a few things, the most important of which is the development of a marketing and sales engine to deliver predictable growth in revenues and profits, you can create sustainable value in your firm and groom it for sale.
This webinar with Paul Collins, founder and managing partner of Equiteq LLP, an M&A advisory firm to the consulting industry, will set you on the road to success and give you the understanding you need to make wealth creating decisions.
12 "must-dos" you will learn include:
- Focus on the 8 levers of equity value
- Make marketing and sales a top priority
- Remove over-reliance on rainmakers or individuals
- Disaggregate marketing and sales from delivery
- Be marketing led with push/pull channel/campaign diversity
- Track leads, conversions and forecast sales with accuracy
About the Presenter
Paul Collins is the founder and managing partner of Equiteq LLP, a firm specializing in mergers and acquisitions in the consulting industry. He was formerly CEO of the UK consulting firm World Class International (WCI Group), which he grew from scratch to 350 staff and $123m turnover before selling his stake to private equity.
Paul frequently speaks on the art of developing a consulting business and how to sell it for maximum value. He has twice won the Sunday Times award for "Best Company to Work For."
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Presenter: Paul Collins
This webinar was broadcast on June 12, 2008
Duration: 90 minutes, including a 30-minute question and answer session
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