Articles
31-Aug-2010
North American companies will be increasingly acquired by foreign investors, particularly led by Chinese investors. Asian companies will remain cautious in their approach to minimize their short-term risk of failure.
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30-Aug-2010
These days your office phone can follow you around the country, or even the globe, and still function as if you were sitting in your office. This is just one benefit of the new telecom technologies. Reduced costs are a very attractive other.
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30-Aug-2010
Survey results show many business owners avoid writing up business plans. But Terry Shepherd shows how it can be done quite simply and cost effectively with a simple 4 step process.
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28-Aug-2010
SME owners can tap into a new emerging middle market if they are willing to widen their horizons when it comes to raising Debt and Equity finance says Brendan Binchy
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26-Aug-2010
The Tech bubble crash of 10 years ago is now only a distant memory, as is the economic turmoil that followed the infamous 9/11 attacks. What stands out is the extraordinary drop and economic devastation we experienced.
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25-Aug-2010
Thinking like an prospective buyer is the key to selecting the right strategies in your business plan to build the perceived value of your business. And there's another top tip as well.
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26-Mar-2010
It’s an unfortunate fact that most businesses lose more from employee dishonesty than is ever stolen by criminals from outside their walls.
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06-Mar-2010
There are vistas of opportunity for those entrepreneurial and smart enough to develop new or re-engineered services and product offerings – in short it’s time to do something NEW and make sure it is differentiated from competitive offerings.
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16-Aug-2009
When the economy is volatile, or trending downhill, the need to respond quickly and proactively to events is critical to staying afloat. Taking days or weeks to respond can leave your business struggling.
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30-Jun-2009
Green shoots give us hope that the worst of the economic crises has bottomed out – but battle scarred SMEs will need to broaden their horizons in the emerging post recession business landscape, and cross border trade is where opportunity lies.
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01-May-2009
Tinkering with small changes by just reducing prices and/or cutting costs here and there, is a sure fire way to get caught in the recession’s death grip, writes ROCG partner Terry Shepherd.
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22-Apr-2009
Following a disaster the period that elapses before a business can begin to generate cash flow will be a major determining factor of its likelihood of remaining viable. Even a short term deprivation of cash flow can spell the end for a business.
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15-Apr-2009
Does your business still perform the fixed assets accounting function using a manual process or spreadsheets? Or maybe you overlook it altogether? If so, it’s quite probable you are paying too much tax losing production efficiency.
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16-Mar-2009
Many business owners fail to realize the value of their years of effort and investment because the selling process itself is poor.
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28-Feb-2009
Maintaining good governance is the surest way an NFP can safeguard its brand reputation and the ongoing stream of donations essential to its mission. Yet sources suggest that NFP Board performance is mediocre at best.
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09-Feb-2009
Muda! No, it’s not an exclamation of rage and despair provoked by rising costs and a slumping economy. It’s the Japanese term for any activity that does not add value to a process and is, therefore, wasteful.
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29-Jan-2009
The virtual world has arrived, and with it comes some real opportunities for getting smarter about your IT spend. SME business IT expert Pedro da Palma Rosa explains how you can take advantage of virtualization.
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16-Jan-2009
When a businesses enters the international market, a review of its website is essential. It needs to be adapted for a new target audience, it might need new enabling technologies, and it must conform to cross border trade legal requirements.
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29-Dec-2008
A good distributor, agent, or retailer delivers a company's products or services to the right place, at the right time, and for the lowest cost. but good channel partnerships can go bad quickly if producers mishandle the relationship.
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15-Dec-2008
Family members can cause more damage than business competitors. There are 6 conflict-causing situations every family business will have to deal with sooner or later, so the real challenge is not how to avoid conflict, but how to deal with it.
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10-Dec-2008
As people increasingly rely on online methods to find out information and interact with others, smart business owners are exploring ways to harness the power of social media. The results? New avenues for marketing and a new channel of revenue.
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19-Nov-2008
A period of deteriorating financial performance and a continuing spiral towards insolvency can sap an entrepreneur’s enthusiasm and will to carry on against the odds. But a hasty defeated exit is never in anyone’s best interests.
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10-Nov-2008
The credit crunch tsunami has poured across the global market and whilst governments sandbag against total catastrophe, businesses flounder in the receding tide of the economic crisis left behind.
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28-Oct-2008
It’s time to take a fresh look at how you manage your personal wealth and the core business that helped build it! Brendan Binchy, CEO Europe looks at how to do this.
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09-Oct-2008
A board, as a body, has considerable power. An individual director, acting alone, has very limited power and authority but is nevertheless legally accountable for their own, and in some circumstances, corporate actions.
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30-Sep-2008
In a family business, family considerations often overwhelm strategic realities of the business situation and hinder pragmatic decisions. This weakness accounts for so many of the failed attempts to keep family businesses alive across generations.
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29-Sep-2008
Over the next 20 years, the geography of R&D may shift from regional clusters in the developed world to outsourced agreements utilizing a global network of contractors and alliances, very likely be based in the (currently) developing world.
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15-Sep-2008
Foreign Direct Investment represents the highest risk entry strategy for cross border trade. But there are circumstances when it is an option worth considering.
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05-Sep-2008
Since around August 2007, ripples from widespread losses sustained by the US financial market, have inexorably spread to other parts of the economy – not least business conditions for SMEs. Credit is becoming costlier, if not impossible, to obtain.
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26-Aug-2008
The ultimate vision of most business owners is to sell their businesses and fund their retirement from the proceeds. This cheery vision is rarely reality checked against a projection of just how much they will actually need to do so.
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18-Aug-2008
The strength of an after sales service program goes a long way towards ensuring the sustainability of the export initiative overall.
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05-Aug-2008
A claim brought against a director for a 'wrongful act' can put their personal wealth at risk or, if the company decides to reimburse the director being sued, jeopardize the organization’s own financial viability. We explore mitigating that risk.
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22-Jul-2008
Families in business are challenged by ordinary day-to-day frictions. But when dissension occurs during transition, particularly from a senior to a succeeding generation, it can tear families apart – with mostly fatal results for business continuity.
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25-Jun-2008
Best practice forward supply chain processes have long been recognized as a differentiator providing strategic advantage, but progressive companies are now looking elsewhere, and one area gaining attention is the management of reverse supply chain.
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18-Jun-2008
Despite significant investment in knowledge management initiatives, many organizations have failed to actualize benefits. What does an organization need to consider to court a successful knowledge program?
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11-Jun-2008
Skill shortages are impacting employment in all sectors, but especially SMEs, who struggle to hold the same "pulling power" of larger firms and businesses. So once you've got good staff, you've got to hang on to them.
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04-Jun-2008
The business sales process is much misunderstood by entrepreneurs. Selling a business is something that few will engage in more than once in their career. They generally come to it unprepared, under informed – and likely to make a costly mistake.
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27-May-2008
Many businesses have considered exporting as a growth strategy. Those that have succeeded have one thing in common – a top level management commitment to making the export venture a success.
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20-May-2008
These days, public company director misdeeds are being addressed harshly. In this climate it is prudent to ensure that your organization’s governance regime precludes, as far as possible, the breaching by directors of their fiduciary duties.
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13-May-2008
Choosing which financing vehicle, debt or equity, is best for your situation is very important. But what are the differences? When is one form of funding more strategically advantageous than the other? And is there any such thing as the ideal mix?
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06-May-2008
Is there really just one master copy of a customer’s data to which everything else relates or do we need to think in broader terms than this?
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22-Apr-2008
If business envy is not one of the seven deadly sins, it is the motivator for managers to ramp up their operations performance to the same level, or higher than their best performing competitors.
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15-Apr-2008
New technologies, new competitors, new legislation, reaching into new markets, developing new products, all are accompanied by the need to change the way business is run. Organizational change is inevitable and its pace is quickening.
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08-Apr-2008
Tired of being passive observers of corporate scandals, shareholders increasingly involve themselves in the governance of the companies, demanding responsible policies and practices. How can Boards maintain shareholders’ confidence?
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02-Apr-2008
When selling a business, making a good first impression on a potential buyer really counts. The Selling Memorandum (or Selling Book) is one of your key tools for putting your best foot forward.
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20-Mar-2008
A company vision can be a powerful force in driving an organization toward success by unifying the employees, by reinforcing customer relationships and by gaining the support of stakeholders who can be as diverse as legislators and suppliers.
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13-Mar-2008
No costing technique has more potential for containing expenses and boosting profitability than activity based costing. Yet many companies balk at an ABC program citing the time, money and effort required to realize a sound implementation.
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06-Mar-2008
Attracting and retaining skilled employees is becoming a key challenge for organizations striving to improve, or just retain, their competitiveness. The local, regional, and even national talent pools are increasingly drying up.
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20-Feb-2008
Find a need and fill it? Sounds simple, but discovering just what customers need can be an elusive quest. As Henry Ford famously quipped, “If I had asked my customers what they wanted they would have said a faster horse.”
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13-Feb-2008
It’s fun, but it can eat up working hours and productivity. It may bolster the marketing strategy, promote employee collaboration and help establish a business presence, but social networking can threaten a company's reputation and even its security.
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06-Feb-2008
Down any street you’ll be faced with a whole range of franchised businesses – Blockbuster Video, McDonalds, Jenny Craig International, Century 21, 7-Eleven etc. What’s made franchising such a ubiquitous business model? What are its opportunities?
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31-Jan-2008
‘Due diligence’ is the information-gathering process a prospective buyer performs before committing to purchase a business. It’s a thorough background check designed to reveal hidden liabilities or problem areas within the business they wish to buy.
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15-Jan-2008
Unquestionably, strategy execution is more difficult than formulation and many more organizations (estimates run as high as 70%) fail to implement than succeed. Aligning organizational capability to strategy is key.
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08-Jan-2008
Media fragmentation means there are more choices for where to advertise than ever before, so it’s difficult to choose which channel is right for you, let alone how you might integrate your efforts.
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03-Jan-2008
Why shouldn’t individual Directors be subject to appraisal just as the Board and CEO are? The issue is controversial and there are incontrovertible risks. But ...
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27-Dec-2007
Many business owners have as much as 90% of their net worth tied up in their company. Turning this equity into a retirement fund can be a challenge. There is a rarely considered, yet reliable and tax-friendly, exit option.
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18-Dec-2007
Faced with a stringent and costly operating environment ,fleet managers seek ways to operate economically, without sacrificing service levels that the marketplace requires.The answer lies in using new technologies, generalised ‘telematics’.
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11-Dec-2007
Since the 1990s individual stakeholders and NGOs have placed large expectations on businesses to act in a socially responsible way. At this early stage, non-financial reporting is characterized by experimentation and learning, but it is here to stay.
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05-Dec-2007
As we might like to believe our business is a well-oiled machine, the people that comprise it are not machines but human beings. Jane Walton considers how business can allow for creative, and unpredicable human nature within its order and process.
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27-Nov-2007
Today it’s a common practice to accelerate growth by merger with another firm. But often enough smaller mergers actually decrease value and fail to produce strategic benefits. How can a company entertaining a merger improve the likelihood of success?
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13-Nov-2007
How an organization leverages its human capital ultimately decides if it can achieve its strategic objectives. To sustain success it is imperative to appoint the right people and align their behavior to the organization’s strategic objectives.
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06-Nov-2007
If your business is at a standstill with new offerings, it is likely in decline. As the sales portfolio matures and competitors develop their version of the ‘better mousetrap’, competitive advantage is being eaten away. You need something new!
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30-Oct-2007
Jim McKerlie, a global traveler of more than 30 years, considers this issue from Berlin having just completed business meetings in Germany, France, UK, United Arab Emirates and Australia.
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24-Oct-2007
To sell a business successfully requires long and considered planning and sustained activity to get it in top shape. But all of that is wasted if the same level of meticulous care and planning is not applied to the marketing phase.
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16-Oct-2007
The role of the Board of Directors has been largely rewritten in recent years and emerging as one of the principal Board responsibilities is a leading role in strategy development.
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02-Oct-2007
In many businesses today growth is being facilitated by the formation and direction of teams – a relatively new functionality of the team structure that links it to an organization’s developmental strategy.
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25-Sep-2007
Death, Divorce, Disability and Departure – these events, by no means unusual or uncommon, can instantly throw a small company into disarray.
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12-Sep-2007
Pets are increasingly being integrated into families and cared for according to human patterns and aesthetics. In 2004, Australians spent more money on pets than the nation did on foreign aid. The trend of increasing pet spending is not slowing.
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04-Sep-2007
Sooner or later every business suffers an OSH incident of some sort. Beside the human cost involved, when it happens it can wipe significant value off a business or even close it down permanently.
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29-Aug-2007
Pressure to behave in a socially responsible manner, particularly with regard to reducing carbon emissions, is mounting at both government and consumer levels. How companies respond will directly affect their bottom line.
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22-Aug-2007
In-family transition is encumbered with a number of potential pitfalls arising from the intertexture of family issues with business issues. Selecting and preparing a successor is not without its challenges.
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16-Aug-2007
Many second line managers are appointed to their new role on the basis of their particular skill, but too often have few managerial skills. They can find themselves on a very steep learning curve.
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09-Aug-2007
Nearly all companies collect some kind of customer information but very few use it for more than a mailing address. But used in the right way it becomes a key tool for improving marketing results and driving innovation in the company.
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02-Aug-2007
It is commonly accepted that the role of the chairperson is pivotal in constructing the environment in which a board can act meaningfully. So how do you select the best person for the job?
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25-Jul-2007
Now more than ever, the quality of life subsequent to ‘cashing out' of the business is going to depend on quality of the transition planning. If you haven't started, let this serve as your wake-up call. Get going immediately!
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18-Jul-2007
IP can represent a valuable asset, but in many businesses it is unappreciated and unprotected. Recognizing IP and developing strategies to secure and protect it in a foreign market is an essential part of planning for cross border trade.
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11-Jul-2007
Are you considering sponsorship as part of your marketing mix? Or perhaps you’ve been approached with a sponsorship proposition and you’re wondering if it’s a good idea to put up the money
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27-Jun-2007
A well crafted exit plan is a business essential. But too often, owners aren’t aware of more rewarding and remunerative exit strategies than the one they’ve chosen, resulting in unsatisfactory sales.
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07-Jun-2007
Product doesn’t sell itself. For any business with aspirations to keep its current customers coming back and also to gain new ones, marketing must be front of mind. But how big should your marketing budget be?
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30-May-2007
With changes to the cost of RFID technology and its introduction by some of the world’s biggest retailers, it may well drive the next revolution in retail. So what are the promises of a RFID based retail sector?
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22-May-2007
Successful migration of products to different regions requires more than altering language and design used in advertising. In today’s globalism, no company can safely assume existing products will be viable in foreign markets.
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18-May-2007
Having the right people is critical to long-term success, but so much resource goes into operational aspects of HR that many managers have difficulty thinking about it strategically. Jim McKerlie offers a simple framework for doing just that.
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29-Apr-2007
In-game advertising refers to the use of computer and video games to deliver marketing communications – a response by marketers keen to reach an audience moving more of its time into online activities.
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26-Apr-2007
B2E (Business to Employer) technologies can accommodate a range of benefits for your employees, helping to attract and retain the staff you want, but implemented well, they can actually increase productivity and boost your bottom line.
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24-Apr-2007
Eliminating the dependence of a business on its owner is arguably the most important factor in enabling a profitable sale.
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18-Apr-2007
Entrepreneurs thrive on the challenges of running and growing their business. But in the ongoing battle to build value, it is easy to loose sight of the end game.
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10-Apr-2007
Now that regular board reviews are becoming a feature of the regulatory regime, the issue arises as to exactly what constitutes an appropriate board review. There is little guidance given on what this should involve.
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04-Apr-2007
Significant shifts in populations of countries like the U.S., Canada, the U.K., Australia and New Zealand are underway. Marketers who ignore minority culture groups in their communities stand to miss out on some tremendous opportunities.
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28-Mar-2007
It’s an issue that rarely gets attention until a partner announces plans to leave or retire or, worse, is suddenly removed by illness or death. Whatever the circumstances, the situation often throws a firm into crisis mode.
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10-Mar-2007
Now that cross-border business is so much easier, it’s almost a necessity to look at your international options just to remain competitive. Jim McKerlie looks at how to get into foreign markets without losing your shirt.
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03-Mar-2007
Any business entity, be it private, public or not-for-profit or of any size, can benefit from introducing sound internal control principles.
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24-Feb-2007
Preparing for a business transfer is a long and complex process that can entail many difficulties. It is best achieved with a firm of transition specialists to ensure coordinated action.
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17-Feb-2007
Successfully launching a new product gets tougher every year. So how do you get it seen in the marketplace and sell it.
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08-Feb-2007
Communication technologies are multiplying at a bewildering pace. It is a complex and fast changing field with a lingo all its own. Here is a rundown, to help unjumble your options - and their acronyms!
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01-Feb-2007
Marketing success depends on understanding the uniqueness of different consumer groups and delivering the appropriate marketing mix. So, who are Gen X and Gen Y – and how do you get their attention?
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25-Jan-2007
Just as the maturation of the baby boomer generation will place unprecedented strain on social security and health funding, so the boomer business transition bulge will strain and possibly overwhelm the available supply of buyers.
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18-Jan-2007
Sound too good to be true? Tightening up cash management in your business will free up cash and can improve your profitability. There are many areas that can free up cash through better management. Today we will look at receivables (debtors).
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11-Jan-2007
Intelligence is a potent ingredient in the success of any business. There is little shortage of information out there, the challenge is extracting the right information and getting it to the right people at the right time.
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04-Jan-2007
Historically, marketing has been more art than science. Most analysis veers away from financial measures, concentrating on softer qualitative indicators such as brand awareness, customer attitude and recall.
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21-Dec-2006
Do you remember the old saying “Reading your financial statement is like looking in the rear view mirror while you’re driving”? Do your management reports tell you where you have been rather than helping you predict where you are going?
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12-Dec-2006
Governments and non-governmental departments spend billions of dollars, pounds and yen each year. For most developed nations, the public sector spends 30% to 40% of GDP. Is your business missing out on this enormous market?
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28-Nov-2006
Marketing activities, and in particular advertising, face a continuous stream of criticism, yet are still the cornerstone of the free enterprise system. Can marketers do their job without selling their souls?
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21-Nov-2006
Ever-changing technology offers new methods, new markets and new opportunities - but at the same time challenges us to keep up with the latest developments. The business that doesn't monitor technology risks being swept aside by the onrush of change.
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14-Nov-2006
If your business has a website then the fastest and often most cost-effective way to start attracting qualified prospects and converting into clients is using pay-per-click search engine marketing. Why? It comes down to relevance and propensity.
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09-Nov-2006
Recently awarded the prize by the London Imperial College for his outstanding MBA thesis on succession readiness, Nigel Russell-Smith discusses his findings which challenge the strategic and entrepreneurial acumen of even high-growth business owners.
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02-Nov-2006
When a smaller entrepreneurial business makes a big mistake, it’s frequently enough to kill off the business. Here are six big mistakes entrepreneurs have made that proved fatal.
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26-Oct-2006
Increased public scrutiny, stakeholder expectations and regulatory requirements see some Directors struggling with an uncomfortable dichotomy. Jane Walton, lawyer and specialist corporate governance consultant, considers their plight.
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20-Oct-2006
You do a regular customer satisfaction survey and the results are encouraging – they think your product is top quality and great value for money. You have a lot of loyal customers out there, right? WRONG!
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12-Oct-2006
A family business holds both the financial capital of the family, and the ‘sweat equity’ devoted by its members. Attachment is both financial and emotional. Family dynamics are complex and have the potential to bring even the best business asunder.
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03-Oct-2006
Perhaps the most dramatic emerging trend in business is the speed at which new products and services become commodities. How did we end up here? What does it mean for your business? Do you have a strategy for coping?
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27-Sep-2006
In an era of product commoditization, it is the price tag that dictates consumer choice. But correctly marketed, no product has to become a commodity, and the right strategy will see consumers pay more.
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21-Sep-2006
Having adopted a product differentiation strategy, just how much of a premium do you charge? The answer lies in an economic principle called Price Elasticity of Demand.
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13-Sep-2006
Fickle customers flush with choices in a world where so much looks exactly the same! Difficult to create and practically impossible to imitate, customer service can be the difference they will pay for.
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31-Aug-2006
Welcome to online marketing - the art and science of increasing the visibility of and visitor rate to your website.
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17-Aug-2006
Small businesses are finding that outsourcing some of their business processes is the driver they require to increase their bottom line and their competitive edge.
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10-Aug-2006
It’s lonely at the top, especially when making the tough calls – so muses Jim McKerlie as he tackles big decisions about online investment.
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27-Jul-2006
For any business that competes with commoditized products or services, developing relationships based on an intimate understanding of each customer’s expectations can increase customer loyalty and optimize customer value.
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21-Jul-2006
ERP is a software system and strategic tool used to synchronize and integrate all parts of a business into one streamlined system. In many cases ERP has enabled aggressive cost controls and streamlined order fulfillment.
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14-Jul-2006
Most businesses have a lot of work to do to become customer-centric. Customer relationship management is not just a technology but a business strategy built around the concept of customer centricity.
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10-Jul-2006
An explosion of new customer segments, sales channels, media, marketing approaches, strategies and brands means that purchasers now buy more broadly. Diversity and change in product and service offering is the only constant.
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30-Jun-2006
Whether you want to export, import, move processes offshore or source cheaper inputs the advantages are there for the taking, but you will need a strategic marketing plan.
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16-Jun-2006
Make no mistake, international trade is enormously beneficial for SMEs, but the challenges are complex.
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09-Jun-2006
When a business successfully participates in the global market everyone involved benefits.
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24-May-2006
What do you do when a larger competitor launches a ‘blockbuster’ product or an aggressive customer acquisition campaign? How do you defend your turf?
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17-May-2006
External threats can devastate a business. Detecting and defining risk is a top priority for management and with so many changes occurring across all aspects of business the need for risk management has never been greater.
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10-May-2006
Many business owners never achieve the full potential value when they sell their business. Why does this happen?
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03-May-2006
The world economies are undergoing tremendous change. Where will we be in the next fifteen years and what will be the hot industries?
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25-Apr-2006
Market research plays a significant role in gathering information on trends into customer behaviour and preferences, and its purpose is simple: to uncover insights that when acted upon can help grow a business.
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18-Apr-2006
Most of us are well aware of the failure rate of starts ups. Around the world, the statistics tell the same story – 50 per cent of privately owned businesses fail in the first year and 95 per within the first five years.
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11-Apr-2006
With more businesses for sale than potential buyers, who will buy your business? And how significant is your business to your overall wealth? Your business needs to be rock-solid and able to generate continued earnings beyond transition.
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04-Apr-2006
Demographic trends & shifts are creating significant changes to the global economy with the implications flowing down to the economies of developed and developing nations and in particular to those wishing to exit their business over the next decade.
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28-Mar-2006
One of the most valuable assets a business owns is its customer database. It should be used to analyze buying habits, determine channel preferences and many other characteristics.
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21-Mar-2006
Many privately-owned businesses don't have a process in place to measure performance indicators. In a world of rapid change, managment must broaden its approach to measuring performance by focusing on the important strategic issues.
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14-Mar-2006
Only one third of privately owned businesses successfully move through transition to new ownership. While most owners have a vision for life after business the majority don’t have a plan in place to realize it.
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07-Mar-2006
An aging population, technology, changing world demographics and online growth are just some of the reasons why it's going to be anything but business as usual.
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17-Feb-2006
Mass marketing is dead. Long live micromarketing. The new consumer expects better, more personal treatment.
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03-Feb-2006
For a marketing plan to be effective it must take a view of that particular industry’s future and be accurate in its estimation of how various industry characteristics are trending.
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18-Oct-2005
Shareholder agreements protect shareholders and relationships.
The corporation is the most common structure for businesses around the world, regardless of their size or primary area of activity.
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30-Sep-2005
It’s well recognized that management can wield enormous unchecked power when the ownership of a corporation is widely spread and the corporate governance provisions are weak or not enforced.
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27-Jun-2005
The second of a two part series. In Part 1 we looked at the mechanics of selling your business. In this one we deal with how to build the business’ value prior to sale.
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