Get a FREE copy of Jim’s newest resource, “业主出售企业需要知道的87件事”: DOWNLOAD

现在你可以做两件事来提高你的企业的价值

I get this question all the time….“我正在考虑卖掉我的生意,你能告诉我它值多少钱吗??在我们讨论一段时间的企业当前估值之后,我通常会听到“我可以做些什么来增加我的企业的价值。?第二个问题假设可以做一些简单的事情来提高业务价值, 类似于在客厅里刷新漆增加一个家的价值.

关于增加业务价值的通常观点表明,该过程需要时间和精力, that there are no quick hits. 去谷歌问“如何增加我的生意的价值。?你会找到一些文章的链接,这些文章通常都带有这样的陈词滥调:更快地增长收入, improve operating margins, accelerate cash flow cycle, strengthen management team, etc. These are all good ideas, 事实上,每个企业主每天都应该思考这些事情, not just when they are ready to sell their business. But, 如果你等到你决定卖掉你的公司再做这些事情, you’ve probably waited to late.

然而,与我共事的大多数企业主都想知道他们现在能做些什么来增加他们企业的价值, like this year. 假设你知道你公司的一个买家将在六个月内联系你, 在接下来的六个月里,你今天能做些什么来增加你公司的价值? 你可能会惊讶地发现,在你的业务中,这其实不是你必须做的事情, but it’s everything about how you THINK about your business.

#1 Clarify Your Unique Selling Proposition (USP)

积极思考如何定位你的产品或服务. Most business owners just open the doors, start doing what they are doing, and let the results happen. 如果一个企业主能够留住我,我问他们的第一件事就是他们的独特之处. 大多数企业主的回答都很蹩脚,比如“我们的客户服务很棒。,” “we have the best ingredients,” “we are the best price.” But as we discuss USP in more depth, they admit that those responses are not unique, nor do they get to the heart of why a customer should buy, much less be loyal to, their product or service.

So how does a small business owner get a handle on their USP? 我鼓励我的客户首先看看他们已经知道的好的usp. Let’s try this exercise; I won’t need to tell you the company but you will instantly know what they do and how they do it, it’s embedded in their USP: “melts in your mouth, not in your hand,” “when it absolutely positively has to get there overnight,“新鲜的热披萨在30分钟内送到您家门口。, or it’s free.”

Yes, yes, I know these are all mega-billion dollar companies, 但同样的原则也适用于经营一家小型制造公司. 你需要用一句话(或更少的话)描述你的客户在购买你的产品或服务时能期望得到什么.

当潜在买家对你的业务感兴趣时,一个引人注目的USP就能说明问题. 现在花时间在这上面,它将增加你的企业的价值.

#2 Articulate Your Business Model

Learn how to say how you make money, your business model. 当我让一个企业主描述他/她的商业模式时,我通常听到的是这样的话:“我得了3分,000 square foot building, we’ve been in business since 1993, 我很难留住好员工——再也找不到好帮手了, 但如果银行能扩大我的营运资本额度,一切就都好了, blah blah blah.”

简单地说,大多数企业主不理解“商业模式”的概念.“但当你与潜在买家讨论你的业务时, 你可以(真正)当场增加你的企业的价值,如果你简洁地表达你是如何赚钱的. On the other hand, if you bore the potential buyer with your response, you might lose the deal before you get started. By the way, that happens …. a lot.

我现在有一个客户这样描述他的商业模式:“我们有35%的销售成本, so every dollar of revenue is 65 cents of gross profit. 我经营公司,所以我们的运营费用永远不会超过总收入的40%, 这让我可以从每一美元的收入中获得25美分的利润. For every 5% growth in revenue, 我可以在不增加管理费用的情况下,降低1%的销售成本, 所以对于我来说,为了新的增长,每年花费1%的增量营销是有意义的.”

Beautiful!

Here’s the good news, your business has a business model, and you probably know what it is, though you’ve likely never had to express it. But, if you are interested in selling your business, 你需要向潜在的买家描述你是如何赚钱的, i.e., your business model.

BONUS TIP: Get started now!

现在,你可以通过两件事来提高你的企业的价值. 当买家走进来时,你能够自信地描述你的USP和你的商业模式, 我保证你会为你的企业增加价值,因为你只是花时间从不同的角度来思考你的企业.

The following two tabs change content below.

Tennessee Valley Group

吉姆·坎比成立了田纳西河谷集团,帮助企业主在拥有企业后实现他们的人生梦想. 这是一个使命,他30多年的职业生涯已经为他做好了充分的准备——除了成为一名律师, transition mediator and business broker, Jim has been a buyer, seller, and entrepreneur. 他丰富的经验使他对商业买家和卖家如何实现他们的目标有独特的见解.

Latest posts by Tennessee Valley Group (see all)