1

The Operator’s Manual

THE COO YOU’VE NEVER HAD

Translating Visions into Remarkable Businesses

2Ian’s – Positioning Statement

Mantra: companies are either remarkable or invisibleToday’s Intellectual Property is Execution Excellence – getting the right stuff done Opportunity to shape a vision and translate it into a sustainable, profitable, growing business

3Ian’s – Positioning Statement

Creating a remarkable businesses that sells at a premium valuation

4

Defining your niche is keyBuild a compelling story, Dominate your unique spaceAll Growth initiatives flow from Positioning – R&D, Sales, Marketing, People, Business ModelsHigher growth, higher market share, bigger marginsSecure Premium Valuations on exit

The Importance of Positioning

5

Chasing too many products/sectorsFailure to attract world class talentMajority of profits sourced from legacy productsSales process ineffective, low close ratesCompany is built in silos, not joined togetherWeb sites look tired and narrative lack clarity

Possible Symptoms

6

My Checklist of Value

Silo Management Doesn’t Work

Audit of Signals

Accounts Dept = Metrics Dept

Good People On the Bus - Poor fit Off the Bus

PyramidsMore time to create a more focused business

Pyramids

11

TPP – Positioning Statement

Premium Valuations on exit.

The Result

12

TPP – Positioning Statement

The next 3 years will be an unusually attractive time to build remarkable businesses to achieve premium exit valuations in 2014.

Why Now?

13

Translating Visions into Remarkable Businesses

Check out my blog or web site – for specific operator tips

Blog – The Smith Report –http://www.smithreport.biz/blog/

Web site - http://portfoliopartnership.com/