MME Blog: Middle Market Executive’s running narrative of the lower middle market as told by one middle-market company at a time.

Why Middle Market Companies Need to Ditch Consultative Selling

The conspiracy to keep sales people away from executive decision-makers by trapping them in purchasing processes conducted by non-executive gatekeepers is real. You are not imagining it. Organizations continue to seek efficiency through automating and regulating the buying process, which is code for “kicking sales people out of the picture.” This is evident in the […]

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You Need to Sell Your Business in 2015. Here’s why.

Over the course of this past year, we in the middle market heard a near-constant refrain: this is the year to sell. And for many people, that was true. At a macro level, the economic outlook was positive, unemployment figures finally appeared to be cheerier, and interest rates were low. Things looked particularly bright for […]

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The M&A Blueprint: Three Keys to Executing a Successful Integration

Year after year, companies continue to do acquisitions despite data that suggests a majority of deals fail to realize their expected value.  Although I believe the percentage of failures may be over-stated, we can certainly do better.   While there are ideas on how to solve tactical issues – poor diligence, over-valuing synergies, failure to address […]

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5 Ways to Encourage Business Intelligence Engagement in Your Employees

Business intelligence is amazing. With the right tools in place, businesses can measure employee performance, identify trends, and craft better, smarter strategies for the future. The data gleaned from business intelligence can be invaluable and transform how decisions are made in the workplace.  But if business intelligence is so valuable, why has its adoption rate […]

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U.S. Bank Decodes the Middle Market’s DNA One Business at a Time

Borrowing a page from the professional services industry, over the past 2 years U.S. Bank has tasked teams of consultants to work with an array of middle-market companies to deconstruct their cash management processes and identify areas for improvement. Frequently kicked off with an hour-and-a-half client consultation or “discovery meeting,” U.S. Bank consulting engagements dubbed […]

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Find the Whole in Your Company: 5 Ways to Bring a Holistic Approach to Leadership

When you’re handling scattered employees, multiple projects, and more unread emails than you thought were possible in the midst of a busy day, trying to visualize your business as a whole can make you feel dizzy — not to mention trying to nurture and fix it when problems arise. Business leaders and industry experts have […]

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The Inner Workings of a Deal: Closing and Post-Closing

The Inner Workings of a Deal: Tips for a Successful Transaction Part IX – Closing and Post-Closing Well, we’ve arrived.  Last month, we negotiated the deal documents and we are ready to close on the sale of your company. While most of the hard work is behind us, there are still a few things to be […]

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Canadian Firms Lack Financial Muscle to Combat Cyberattacks

Canadian companies seen lacking financial muscle to guard against cyberattacks Canada’s strict privacy legislation – and the required data checks and balances – helps businesses boost their defences against cyberattacks such as the devastating Sony Pictures hack where celebrities’ social security numbers and salaries were leaked, but Canadian firms are cutting their cybersecurity budgets and […]

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Is Visa Anti-Competitive? Debit Card Business Under Scrutiny:

Sterne Agee analysts pointed out that the declining prices in debit transactions are contrary to the anti-competitive claims of Discover against Visa Discover Financial Services ( NYSE:DFS) through its unit, Pulse Network LLC filed a case against Visa ( NYSE:V) on allegations that it is using anti-competitive practices in running its debit-card business. Discover’s allegations […]

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Relying on Its Customers to Steadily Drive Innovation, BlackLine Advances Modern Finance Vision

New York — No matter how much a technology firm spends on the development of a new piece of software, nowhere is innovation arguably more likely to take root than inside a customer account — and no one department has proven to be more ripe for innovation than finance. Or so says Therese Tucker, CEO […]

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