Programmatic M&A strategies continue to create gains in excess total returns to shareholders, at lower levels of risk. [Types: programatic, selective, large-deal, or organic] M&A activity is surging as companies use M&A to manage the still-unpredictable economic effects of the COVID-19 pandemic and find their strategic footing. They are pursuing deals to streamline their assets, […]

The invisible edge Fast-growing companies spend more than slower companies on intangible assets such as brand, skills, and knowledge. Are you investing enough in the assets you can’t see? “Intangible assets . . . are invaluable to the firm’s competitive power. In fact, these invisible assets are often a firm’s only real source of competitive

Top-line revenue growth is central to creating shareholder value. Studies consistently show that approximately 60 percent of total shareholder return (equity appreciation plus dividends) is created by revenue growth, nearly triple the contribution of cost reduction. However, revenue growth does not come easily. Selling is a challenge due to stagnation in markets, customers who are

Executive initiatives are most impactful when strategic decisions are born from a fact base and performance against objectives can be measured by appropriate metrics. Unfortunately, the sales and marketing functions at most companies lack the metrics and benchmarks that illuminate the performance strengths and weaknesses which ultimately affect revenue. CFOs are armed with data on

Adding new customers in your current market is often the single most impactful action firms can take to increase revenue. That’s because every new customer brings exponential growth potential in the form of follow-on sales, cross-selling/up-selling opportunities and referrals to new prospects. Yet new customer acquisition in a core market is no easy task. Companies

Your business has 100% market share and is maximizing spend from every customer, right? If not, there is probably significant opportunity for organic growth within your core business. In most cases, pursuing revenue growth in the core is a more sensible allocation of scarce firm resources than seeking growth through developing new products or entering