The Top 10 Reasons or Motivations for buying your company

Posted by Chris on March 6th, 2010

Some time ago ( after I built this blog ) I came across a company called BCMS who had had a lot of experience in selling companies. I read the information on their website, downloaded various other information and ordered a copy of their excellent book  ” A refreshingly different approach to selling your business for maximum value “.

Later on I attended one of their excellent seminars. ( Very refreshing for Business Owners but a bit damning of normal accountants and lawyers !! )

In this presentation they highlighted the Top 10 reasons/motivations for company purchase ( in order of importance )

Source ( NB. worth downloading their book ” Selling your business for maximum value ” )

Recently I have been working with a number of clients who are selling their businesses or who are still building their businesses with a view to exiting and I have emphasized these reasons and motivations to them and advised them to emphasize these points in a sale and keep these points in mind as they build their  businesses:
1. Client Base ( This is a dominant factor )
The quality of the customer base and repeatable and guaranteed business from those clients is a primary factor.
2. Potential for growth ( This is another dominant factor )
The potential for growth through the existing customer base and via new customers at home and abroad is also a primary factor.
3. Globalisation/regionalisation
We live in a globally connected world. Companies from India and China are looking to acquire in the U.K. and other countries. You must consider the applicability of your company to buyers from India, China and the U.S.A. at the very least. They will buy you because they have a global strategy or because they want to get into a particular region.
4. Ability to generate cash
Cash is King !! ( We didn’t need to say that eh ?? )
5. Development of products and services
If you have processes to ensure that you are ALWAYS at the forefront of your market this carries a high value.
6. Patents and IPR
If you have protected the patents and Intellectual Property Rights of your products and services this is valuable.
7. Operational and/or Financial synergies
You look at the operational and financial synergies and the costs that may be taken out and the additional profits and value that you bring to the purchaser.
8. Skilled workforce
The effort that you have put in to training and developing your workforce now comes to the fore.
9. Profit/ROI/multiples ( LAST )
Yes, amazingly, the very thing that the average accountant ( and probably some of the interested parties Financial Directors and advisers ) will value you on turns out not to be the thing that is held in most value – in fact it is the last !!
This is true now and will be true in n years time when your purchaser comes to do the same thing.
Companies will buy for strategic reasons NOT for multiples of profit or revenue.
When considering the value of your company consider it’s value to the potential purchaser 1 -3 years AFTER they have bought you.

Business Transformation using Cisco and 5i

Posted by Chris on January 15th, 2010

How to achieve customer business transformation using Cisco technology and 5i methodology

Define your customers’ collaboration strategy – Transform their business (and yours)

Collaboration has become critical in a world where employees can be anywhere, travel budgets are tight, and information overload is ‘normal’.

Cisco’s latest solutions represent a major breakthrough in the capabilities of technology to transform business, but to ensure success, your customers need an effective collaboration strategy.

5i’s unrivalled experience in designing and deploying Cisco-based collaboration solutions has taught us a thing or two about making technology work to deliver business benefit – and we’d like to share them with you and your customers.

Here’s the simple 6 Step approach to driving the optimal value from your customers’ collaboration strategy:

1.Identify the value. Team members must understand the value they are expected to deliver, whether it’s increasing revenue or moving into a new market.

2.Link it to business strategies. Collaborations that are aligned to corporate strategy deliver the greatest value.

3.Select team players who are engaging, creative, and expert. Team members must be excited and optimistic about the project and bring a unique expertise.

4.Build trust. More important than employees trusting their managers is co-workers trusting each other.

5.Define business processes. Great collaborators require flexibility creating processes that are unique to their role in the collaboration. Each team member should have a specific responsibility and the opportunity and incentive to improve the process.

6.Employ technology that is flexible and secure. Collaborators need to communicate securely and flexibly. Virtual interactions can be just as effective as face-to-face meetings when they support preferred working styles and provide a valuable contact.

For a FREE introductory assessment of your customer’s collaborative potential, delivered via our proven partnering model that maximises your margin and project quality call 01189 885558 or email

For more information about 5i go to

email and Social Networks

Posted by Chris on December 17th, 2009

I don’t really consider myself to be an expert at email marketing ( but I know people who are very experienced ) but I have a couple of views in relation to email in association with social networks ( Facebook, Twitter, Ecademy, LinkedIn etc ) and information sites ( Digg, StumbleUpon,Delicious etc ).

The main thing that I want to see is a weblink for the email, ideally with a relevant url and /or a share facility so that the email can be posted on the Social Networks and Information sites.

This is the weblink for The Glan Christmas email that we have just done.

The reason that you want a web link is that you can then post this link to multiple social networking platforms very quickly.
Why is this important ?? Because you get VERY rapid exposure of your newsletter/news/announcements to ( depending on the number of SN connections you have ) thousands of people AND you get links back to your website ( in the case of The Glan emailer because the page is on The Glan website ).
So, you bang out your newsletter, then you post to eg Facebook ( that’s a couple of thousand viewers and a link back ), then Twitter ( same ) , then Ecademy ( same ) then LinkedIn ( same ) etc etc etc
In the space of minutes you have massive ( depending on the network of the person that posts ) exposure of the one piece of work. This is one aspect of what I call ” rippling ” ( think, you just dropped a pebble in the pond and the ripples are going out or you dropped one pebble in your email database pond, another in your Facebook pond, another in your Twitter pond etc etc )
Now, as I was writing this I was collecting together some recent email-shots that I had received and this one was of particular interest

for a number of reasons: It was in an area of interest to me ( cloud computing ) and it had a relevant weblink ( the one above ) and it had a share facility included. While I was looking around at the email I accidentally clicked on the ” Chat with an expert online ” button and that led to this conversation with Chloe:

Hello. welcome to CloudHosts. How can I help you today?

You are now chatting with Chloe

Chloe: Good afternoon

Chloe: Welcome to Cloudhosts, may I take your name please?

you: Hi Chloe

you: Chris Windley

Chloe: Hi there Chris! How can I help you today?

you: Hi Chloe, Got to be honest and say that I was looking at the emailer I just got and pressed the chat button by mistake !! I could lie but you know ..

Chloe: I appreciate your honesty! Is there anything I can help you with at all Chris? What did you think of the information in the email?

you: It is an area of interest and I was quite impressed with the email system ( and now the chat system !! ) !! You at FBT Media or UK Hosts ??

Chloe: I work for UKFast, which is a sister company of cloudhosts. We work closely with fresh business thinking to try and accelerate the business of our clients and new clients. I’m glad the chat system impresses!!! 🙂

you: Yep – I am impressed all around in fact I am blogging about this as we speak !! So I don’t waste your time let me review the email itself in more detail and come back to you. You obviously have my email and you can Google me for more info 🙂 Have a great day, Regards, Chris.

Chloe: Thanks Chris – please do not hesitate to get back to me my email address is and my number is 0800 458 4545

you: cool Chloe very cool 😉

Chloe: 🙂 I look forward to hearing from you Chris

you: Thank you.

Now, Chloe is a really nice girl and it’s clear that email marketing is not only connecting into the Social Media space but also leading you into direct discussion with people like Chloe.

Of course email-shots can also tell you when someone opened the email, if they re-open it, if they follow any links, if they forward it etc etc

So, although email-shots can be described as ” Push marketing ” they also bridge into ” Pull marketing “.  


Well done BMW Sytner High Wycombe !!

Posted by Chris on December 17th, 2009

Well done BMW Sytner High Wycombe !!

It’s got to be said that I have not been a fan of BMW service over the last few years but yesterday I was REALLY impressed with the service that I got from BMW Sytner High Wycombe. So impressed that I have posted this on Facebook and Twitter and sent them an email:

Chris Windley OMG !! Driving down the M40 today and the windscreen wipers decide to go out of sync and one rips the other off and throws it over the car !! eeeeek !! Worse – it’s the driver side ! worse – it’s sleeting !!! Anyway call BMW Sytner High Wycombe and Alison guides me in and gives me ( good ) coffee. Colin in service sort…s the car out AND gives me a very reasonable bill AND gets my car washed !!!!! Now this IS service. Missed my meeting but they had Internet access and I was on the phone anyway. Very impressed !!!

I am even more impressed to have recieved a text this morning asking how it went and for feedback !!!!

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