February 15, 2009

White Paper For CEOs And Owners: Investment Strategy From Don Libey

One of the things missing from our "5 Easy Ways To Tweet Your Way To Twitter Success" culture is a genuine, strategic discussion about how to grow a business that will sell for a reasonable multiple of EBIDTA.

In doing some research on the topic for a current client grappling with this very issue, I ran across an article, written by Don Libey nearly ten years ago. The article perfectly articulates the concept of investing in customer acquisition in a way that allows a CEO/Owner to harvest an additional million or two million from a future change in ownership.

I asked Mr. Libey if I could publish his article. He agreed, so long as I complemented the article with a few examples from my Multichannel Forensics work.

This article is a must-read for any CEO / Owner looking to maximize the long-term value of a business.

Please download the free white paper: "Investment Prospecting: Building Business Valuation through Strategic Planning".

Page Counts When Bifurcation Hurts All Other Customers

Yesterday we talked about the fact that best catalog customers (a minority of your file) deserve MANY catalogs that are merchandised with...