Searching for a Business to Buy? Consider the Porsche-like 987 Strategy

1. SEARCHFUNDER.com

2. 9-8-7
8 Drivers of Company Value
Financial Performance
Your history of producing revenue and profit combined with the
professionalism of your record keeping.
Growth Potential
Your likelihood to grow your business in the future and at what rate.
Switzerland Structure
How dependent your business is on any one employee, customer or
supplier.
Valuation Teeter Totter
Whether your business is a cash suck or a cash spigot.
Recurring Revenue
The proportion and quality of automatic, annuity-based revenue you
collect each month.
Monopoly Control
How well differentiated your business is from competitors in your
industry.
Customer Satisfaction
The likelihood that your customers will re-purchase and also refer you.
Hub & Spoke
How your business would perform if you were unexpectedly unable to
work for a period of three months.
The ValueBuilder System™
9
8
7

4. Today’s Topics
• 9 Basic Strategic Areas
• 8 Drivers of Value
• 7 Forces to Align for Business Success
• M&A in the Corporate World
• Personal Search
• Business Acceleration or Coaching

5. 9 Basic Strategic Areas
• The Original Nine Driving Forces are:
1. Products Offered
2. Production Capability
3. Market Needs
4. Natural Resources
5. Technology
6. Method of Sale
7. Method of Distribution
8. Size/Growth
9. Return/Profit

6. 8 Drivers of Value
Financial
Performance
Growth
Potential
Switzerland
Structure
Valuation
Teeter Totter
Recurring
Revenue
Monopoly
Control
Customer
Satisfaction
Hub &
Spoke

7. SCORE Your Acquisition Target
https://score.valuebuildersystem.com/
business-accelerants/paul-menig

8. CoreValue Advisor Software
• 18 drivers are better than 8?
• MIT is better than others?
• Value is recognized by NACVA
• National Association of Certified Valuators
and Analysts
• https://www.mbappraisers.com/business-
valuations/business-valuation-accreditations/

9. BizEquity
• 4 Valuations Provided
• NAICS industry comparison
• Based off formal documents
• Originally focused on insurance value

10. BizEquity Search Engine

11. 7 Forces to Rule Them All

12. Looking at a Business from All Angles

13. M&A in the Corporate World
• Growth
• Profit Improvement
• Diversification
• Risk of Disruption

14. M&A in the Corporate World
• Diversification
• Growth
• Risk of Disruption
• Profit Improvement
• People & Processes Overlooked
FAIL
50%

15. Personal Search with Son
• 2014 Started Discussions
• 2015 Personal Search
• 2016 Hired Buy Side Broker
• 2017 Grandson Born, Son Sold
Business, Son Started in Another Startup
• 2018 Search Called Off

16. Brokers
• Some not so good
• Some are good
• Buy side brokers can be worth it

17. Business Acceleration Coaching
• 1 new SCORE client a week
• Paid clients from $10 Million in revenue
to $2 Billion division of $26 Billion
business
• 2017 Business Reference Guide

18. Single Sheet
Strategic Summary Product/Services
What are you going to offer?
Your Company Name
Single Sheet Strategic Summary
Competitive Advantage
Given that you do have competitors, what will
make you stand out and have customers come to
you rather than your competitors?
Customer Emotional Trigger
What need, physical or emotional, are you trying
to meet? What kind of pain is the customer
feeling? What type of pleasure do they want to
continue or improve? Logemotion. People
logically justify their emotions to take action log-
emo-tion.
Customers
Who is your customer demographically and
psychographically? Who specifically will buy?
Who is your key customer? What is their profile?
Why will they buy?
Competitors
Who else is doing what you are proposing? What
else might the customer do? For instance, if I
want something to drink, an Orange Julius stand
competes with a Beer stand. Customers can
choose to do nothing if your value proposition is
inadequate.
Target Market
How big is the market that you are targeting? If it
starts out local, figure out what that size is. If it is
internet based and can go global from the
beginning, that market size could be bigger.
Business Model
How will you make money? Selling a product or
service? Subscription? Franchise operation?
Pay per click?
Management
Why are you and your partners the best to solve
the need above? Highlights from your resume
focused on accomplishments that translate to this
endeavor.
Sales/Marketing Strategy
Specifically, and in order of time/importance
priority, what will you do to market to many and
sell to individuals?

19. Plan to Succeed
• The One Page Business Plan Company
• Cascade Strategy

20. Profiling is NOT bad
DC
IS
DISC
TOOLS
Our DISC online assessment is an invaluable behavior profiling system
that teaches users how to identify— and use to their advantage—
the predictable aspects of communication. Based on the
research of Dr. William Moulton Marston, DISC is the
most widely used behavior profiling tool of its kind,
supported by decades of research and validation.
Whether you’re the member of a large or small
organization, our DISC reports offer the
greatest accuracy for a range of dynamic
business applications… Hiring & Selection
Communication Management
Team Building
Leadership Development
Customer Service Training
Performance Evaluations
Sales Training
The DISC Sales report teaches users to: (a) know
their natural behavioral tendencies, (b) identify
their customer’s observable behaviors, and (c)
adapt their selling style to fit the customer’s
buying style.
Use DISC to identify
strengths and struggles
before they manifest
in the workplace, then
establish measurable
benchmarks for
improvement.
Use DISC to train anyone
how to exceed customer
expectations for courteous
treatment and professional
service. Your staff will be
equipped to deal with any
behavioral style.
The DISC Leadership
report trains managers
to: (a) know their natural
behavioral tendencies, (b)
identify their employees’
observable behaviors, and
(c) adapt their leadership
style to optimize the
employees’ work style.
Know who fits with whom in
advance. Create teams based
on compatible skills and traits,
not merely by “rounding up
the usual suspects.” When you
need a top performing team,
you must find out who will
mesh and who will clash.
Use DISC to bring clarity
and newfound understanding
among otherwise contrasting
behavioral styles. Optimize
your “communication
environment” for a more
productive and profitable
outcome.
DISC is a cornerstone assessment utilized in
each of our hiring & selection tools. Fact: the
average employee costs his/her company 3x
their annual salary once training, benefits and
other ancillary expenses are calculated.
The right person in the right job is priceless; the
wrong person is a nightmare waiting to happen.
D
IS
C
EMOTIONALINTELLIGENCE
TOOLS
Emotional intelligence is the capability of individuals to (a) recognize their own emotions and that of other’s, (b) discern
between complex feelings and label them appropriately, (c) use emotional information to guide unbiased thinking and
optimal behavior, and (d) manage emotions to achieve goals and master environmental adaptation.
An intuitive, five section layout
with infographics comprise this
robust 32-page report.
Variable and detailed, user-
specific data spans each of
the four EI Quotient sections
+ 20 sub-categories.
In addition to quantitative
scoring and qualitative analysis,
the 20 sub-categories include
prescriptive recommendations for
development.
Consciousness
& Assertiveness
Emotional Identification
Self-Control & Discipline
Goal Performance
Integrity & Honesty
Positive Psychology
& Motivation
Creativity & Flexibility
Empathy & Sensitivity
Service & Benevolence
Holistic Communication
Situational Awareness
Interpersonal
Development
Developing Relationships
Leadership & Influence
Change Catalyst
& Response
Conflict Management
& Negotiation
Teamwork
& Collaboration
Self Awareness
Cause & Effect
Self Appreciation
MOTIVATORS
TOOLS
The Seven Universal Dimensions
The perfect companion assessment to pair with DISC,
Motivators measures the seven universal dimensions of
motivation that exist within each of us. Where as DISC
predicts “How” someone will behave, Motivators tells
you “Why”. Being able to measure and understand How
and Why someone will behave is vital to predicting the
performance of job applicants, optimizing employee
performance, building top performing teams, uncovering
the source(s) of communicative dysfunction and
developing self-aware leaders.
THEORETICAL
Knowledge, Understanding
REGULATORY
Structure, Order, Routine
INDIVIDUALISTIC
Independence, Uniqueness
AESTHETIC
Form, Beauty, Balance
ECONOMIC
Practical Results, Money, ROI
POLITICAL
Control, Power, Influence
ALTRUISTIC
Service, Helping Others
Greater Detail
Our Motivators assessment measures seven universal
dimensions, rather than the standard six. This provides
you a much more detailed analysis by addressing the
important differences separating the Political and
Individualistic dimensions.
Intuitive & Easy-to-Use
Our 21 page reports are straightforward and easy-to-use.
This report does all the hard work for you by presenting it’s
findings clearly and using layperson terminology.
Explore General Traits
The report provides a detailed analysis of the General
Traits associated with each user’s unique scores.
Identify Key Strengths
The report presents an analysis of each user’s Key
Strengths, applicable to a variety of workplace and
interpersonal settings.
Motivational & Training Insights
Additionally, the report outlines tailored Motivational
& Training Insights necessary to optimize workplace
performance while simultaneously maximizing personal
fulfillment.
Self Improvement Insights
Furthermore, the report presents users with prescriptive
recommendations for personal and professional growth.
SALESIQPLUS
TOOLS
CONNECTING
Connecting with prospects intellectually so they see
you as a credible resource, and emotionally so that they
trust you as a person.
SOLVING
Solving is the part where you present your solutions, tell
your stories, demonstrate your product or describe the
outcomes that buying will produce.
TARGETING
Targetting explores the
markets or groups you may
target as prospective buyers.
PREPARING
Preparing for the sale and
preparing yourself.
ASSESSING
Assessing needs and wants uncovers what to sell and
how to sell it, primarily through probing and listening.
ASSURING
Assuring clients that the value promised will be
received is critical to customer retention.
CONFIRMING
Confirming is the sales phase
where you gain the prospect’s
commitment to buy.
MANAGING
Managing is the final phase of the
sales cycle, where you manage
clients and accounts, while
simultaneously managing yourself.
This award-winning skills test measures each professional’s understanding of the sales strategies required to successfully win,
retain and grow clients. With 48 questions selected at random, from a pool of over 100, Sales IQ Plus is never the same test
twice! Re-administer it to continually identify and track the strengths, struggles and blindspots within any organization’s sales
team. Jointly developed by best-selling sales authorities, Jeffrey Gitomer (The Sales Bible), Jim Cathcart (Relationship Selling)
and Dr. Tony Alessandra (The Platinum Rule for DISC Sales Mastery), Sales IQ Plus plays an integral role in the sales training
successes of organizations around the world.
LEARNING STYLES
HARTMAN VALUE

21. Don’t Only Look for Unicorns
1. Non-Profit—Lots of time, spiritually rewarding, little compensation
2. Hobby—Lots of time, intellectually rewarding, little to no
compensation
3. Retirement Side Business—Some time, intellectually stimulating,
modest compensation
4. Lifestyle—Time-consuming, intellectually exhausting, reasonable
compensation
5. Service Support—Scheduled time, intellectually and spiritually
stimulating, good compensation
6. Growth Oriented—All time-consuming, exhausting and stimulating,
future compensation oriented
7. Mature Business—Time-consuming, frustrating much of the time,
good compensation today and tomorrow
http://www.tech-i-m.com/insights/what-type-of-business-are-you-running/

22. SEARCHFUNDER.com

23. Thank You!