August 2013


Quick Tip Build your due diligence valuation process around two critical steps (once you have completed and vetted your investment thesis): Determine the target’s stand-alone value based on a rigorous understanding of cash flows. Your due diligence process must first establish a baseline—that is, your target’s value under “business as usual” conditions. Key: Most of

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The Four C’s

Quick Tip For a revenue officer…, the Four C’s (i.e., things to always keep your eyes on): Customers Competitors Costs Capabilities Further, keep market maps (size, growth rates), define where to compete and how to win, know industry pricing, track customer/product profitability, quantify customer loyalty, monitor your firm’s relative cost position, and make sales systems

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