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Profit Strategies

While there are many different strategies for businesses to follow, the book summarizes  them into three basic strategies that will allow everyone on the sales team to understand your prospect's  strategy, and quickly align your value proposition to them. You will be able to understand the impacts of strategy and execution, and gain insight into how you can close business with the company, because these are the strategies that the CEO is following.

 We will look at three basic strategies that companies use to garner these advantages; Growth Strategies, Profit Strategies, and Operating Strategies. Growth strategies are what companies use to increase revenues, market share, or both. An increase in revenues does not necessarily correlate to an increase in market share, if these revenues are growing at a slower pace than either the market itself, or the  revenues of their competitors. 

Profit strategies are strategies intended to increase the “bottom line” of the company, which in a publicly traded company means increased EPS. Finally, we’ll look at operating strategies whose intent it is to manage the enterprise on an ongoing basis, with the intent of increasing the value of the business by focusing on market share, revenues, earnings, etc. The strategies are not always mutually exclusive, in that a strategy focused on growth does not inherently rule out an increase in the bottom line. The intent of this chapter is to show you the results key initiatives have on the financial statements, so that you can understand what strategies the company is executing on.

 The chapter provides tools that make it easy to understand and recognize a company’s Profit Strategies.  For example, look below to recognize a Buy the Business Strategy.

How to Recognize the Buy the Business Strategy

1. Investment cash flow on the cash flow statement is increasing.

2. Increase in cash flow statement under acquisition of business.

3. Goodwill is increasing.

4. The company is raising cash through LT debt increasing, ST debt increasing, or additional issuing of stock.

This is a unique and powerful section of Think Like a CEO that will differentiate you and your sales team from everyone else, and allow you to truly get inside the head of the senior executive you are calling on.

 

 
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