T. Ted Motheral, Esq. Event: Tax Changes, Family Succession Planning & Your Business (August 20, 2018)

1. MAXIMIZING THE VALUE
OF YOUR BUSINESS
August 20, 2018 | Hilton Cleveland Downtown
PRESENTED BY: T. Ted Motheral, Esq. | TELEPHONE: 216.928-2967 | EMAIL: tmotheral@walterhav.com

2. Maximizing the value of your business
• Your Team
• Your Strategy
• Your Goals
WALTERHAV.COM 216.781.1212 2 A TOP TEN CLEVELAND-BASED LAW FIRM

3. Maximizing Value – Your Team
• Sell-Side Advisor
• Accountant
• Business Valuation Expert
• Corporate/M&A Attorney
• Wealth Advisor
WALTERHAV.COM 216.781.1212 3 A TOP TEN CLEVELAND-BASED LAW FIRM

4. Maximizing Value – Your Strategy
• Exit Strategy
– Understand the Full Extent of Exit Planning
– Separate the Job from the Investment
– Position for the Transaction
– Time Your Exit
WALTERHAV.COM 216.781.1212 4 A TOP TEN CLEVELAND-BASED LAW FIRM

5. Maximizing Value – What is Value?
• The Value of a Business is what the Buyer is
willing to pay for the Business
– Book Value
– Discounted Free Cash Flow
– Revenue Growth Compared to Industry Average
– The Quality of the Technology
– The Quality of the Team
WALTERHAV.COM 216.781.1212 5 A TOP TEN CLEVELAND-BASED LAW FIRM

6. Value Principle # 1
– Revenue Grow
• Make Everyone in your Company your Sales
and Marketing Department
• Focus on daily routine sales and don’t waste
time “Elephant Hunting”
• Create a Plan Focused on Growth
• Focus on “Value Maximizing Growth”
• Increase Promotion
• Disciplined Cost Control
WALTERHAV.COM 216.781.1212 6 A TOP TEN CLEVELAND-BASED LAW FIRM

7. Value Principle #2
– Maximizing EBITDA
• Improving Internal Processes
• Investing in People
• Applying Technology Solutions
WALTERHAV.COM 216.781.1212 7 A TOP TEN CLEVELAND-BASED LAW FIRM

8. Value Principle #3
– Customer Relationships
• Improve Customer Retention
• Audit Your Sales Processes
• Ensure that Customers have Binding
Agreements and are Rewarded for Loyalty
• Train Your Staff on the Art of Good
Relationships
WALTERHAV.COM 216.781.1212 8 A TOP TEN CLEVELAND-BASED LAW FIRM

9. Value Principle #4
– Market Position
• Two Areas to Consider:
– What is the market environment like today and
what will it be like in the future?
– What is your competitive advantage?
• Position Strategies:
– Product or Service Attributes
– Unique Usage
– Specific Users
– Against or Away From a Competitor
WALTERHAV.COM 216.781.1212 9 A TOP TEN CLEVELAND-BASED LAW FIRM

10. Value Position #5
– Business Identity
• Brand Identity is comprised of:
– Pricing
– Distribution
– Quality
– Presence
– Awareness
– Reputation
– Image
– Benefits
– Positioning Salience
– Preference
– Market Share
WALTERHAV.COM 216.781.1212 10 A TOP TEN CLEVELAND-BASED LAW FIRM

11. Questions?
WALTERHAV.COM 216.781.1212 11 A TOP TEN CLEVELAND-BASED LAW FIRM
T. Ted Motheral
216.928.2967 (direct)
tmotheral@walterhav.com