Recent Articles from Larry Turner
Get the junk out of your trunk
Every year about this time my wife organizes the house in preparation for the holidays. This includes going through all the stuff we have in our closets, shelves, hampers and trunks. The ritual is fairly painful, because she pulls everything out to reassess usefulness and how each item might fit in our plan for the […]
Move to the next level
Business owners know their company and industry, but still get stuck in the day-to-day business. Often times they hit a plateau and find it difficult to reach the next level of performance. Many of these executives and business owners look inside their organizations for the solution when the answer just simply is not there. They […]
There are no silver bullets
Beware of the easy fix. I work with a number of business owners that stumble across a new product or service and believe it is the solution to their poor sales numbers. The fact is, growing your business is a lot of work and there are very few short cuts. One of my client’s found […]
Growing sales in tough times
Business owners have been hearing for two years that growing sales is impossible due to the difficult economy. During this same period of time there are companies that have been growing revenues year over year and at rates greater than their industry. How do these companies grow revenues in such an environment? ACTIVITY. Focused activity […]
Five cheap and easy ways to grow your biz
I meet with many business owners that are frustrated by the lack of sales and the fact that this has been going on for over two years. During our initial meetings we discuss the activities they are currently undertaking to increase business. The response from many is something like, “We cut all our marketing and […]
Seven things you must do before selling your company: part 5
Editor’s note: This is the last of a five-part series on preparing yourself and your company for sale to maximize your outcome. Read part 1, part 2, part 3 and part 4. You have prepared your business for sale: increased sales, increased profits, strong management team, improved the value detractors and got your house in order. […]
Seven things you must do before selling your company: part 4
Editor’s note: This is the fourth of a five-part series on preparing yourself and your company for sale to maximize your outcome. Read part one, part two and part three. Preparing your company for sale includes more than just improving the value drivers and fixing the value detractors in your business. It also means getting your […]
Seven things you must do before selling your company: part 3
Editor’s note: This is the third of a five-part series on preparing yourself and your company for sale to maximize your outcome. Read part one and part two. Preparing your company for sale includes more than just improving the value drivers in the business. There are a number of areas a prospective buyer will review during […]
Seven things you must do before selling your company: part 2
Editor’s note: This is the second of a five-part series on preparing yourself and your company for sale to maximize your outcome. Read part one. Once you have worked with your financial planner and understand what is needed to sustain a desired lifestyle after the sale of your business, it is time to start working on […]
Seven things you must do before selling your company
Editor’s note: This is the first of a five-part series on preparing yourself and your company for sale to maximize your outcome. You have worked most of your life at a business that has been a key part of your life and now it is time to sell your company and retire. As an owner […]
Beef up your biz instantly: acquire a competitor
We all know that increased sales volume in our businesses can be the cure to a number of problems. What is not readily known is there are opportunities to increase sales through acquisition during these difficult times. Sure, many banks have higher standards for lending, but there are ways to get a deal done. I […]
The key to unlocking your sales potential
Last year was a painful one for sales leaders, and your organization is looking to you to increase revenue. Your expense budget has been decimated, sales targets are a stretch, only a part of your sales organization is producing and pipeline management has been nearly impossible. Does this sound remotely familiar? You cannot continue to operate […]