A Different Approach – Get Feedback
If you can learn how to sell value, showing ROI and highlighting benefits, you will feel less pressure to compete on price alone.
What Have You Got That’s Better?
Once you know the added value that your business offers, you can begin to focus your marketing message so that your clients will also see the value added.
Improving Your Competitive Intelligence
Management teams tend to look at internal information—financial, sales and operational reports—while professional investors spend most of their time soliciting the opinion of external experts that understand the company and the business opportunity.
Reading List: Jack – Straight from the Gut and Winning By Jack Welch
Jack Welch has written two business management books based on his time spent as Chairman and CEO of General Electric. The first was Jack – Straight from the Gut, a New York Times bestseller in 2001, and 2005’s Winning.
Reading List: Private Markets: Valuation, Capitalization and Transfer of Private Business Interests by Robert T. Slee
Slee says that business schools teach finance that is based on corporate finance theories, such as capital asset or option pricing models, which are relevant to only the largest public companies in the U.S. These theories are irrelevant to most of the remaining companies, which make up most of the U.S. economy.
Corporate Value for the Private Company
Corporate value is critical to the exit strategy of the business owner.
