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The merger and acquisition failure rate is so high—anywhere from 50 to 85%—that the very phrase “M&A failure” may seem redundant. But why is the demise of mergers and acquisitions not only extremely common but also vexingly persistent? One answer lies in a single word that is ignored all too often: culture. Most due-diligence and […]
Middle market CIOs and CFOs face an uphill challenge in creating value in the midst of an M&A initiative; deals may not meet their expected valuation if cost transparency is not evident, analytics are not in place, and if IT and the business are not aligned. Technology Business Management (TBM) and IT analytics will help […]
Election year for the corporate community can be defined by one word: limbo. This kind of environment can be restrictive for middle market companies considering an exit, as political uncertainty can make decisions more difficult on both the buy and sell sides of a transaction. But democracy reigns in America. This year, business owners can […]
Marcus Wagner, CEO of AcctTwo, Shares His Experience Growing a Middle Market Business and Serving Middle Market Clients Middle-Market Executive host and producer Jack Sweeney was kind enough to invite me to contribute a blog post to expand on some thoughts I recently shared as a guest on the Middle Market Thought Leader podcast. To give a little […]
A business realm long populated by headstrong entrepreneurs and family-owned businesses, the middle market is experiencing a wave of technology adoption that seems intent on further upending the traditional laws of business competition as it diminishes the size advantage that large enterprise companies have long enjoyed. When it comes to the middle market’s growing appetite […]
It wasn’t too long ago that IT spend as a percent of revenue was the time-honored metric of choice among finance executives determined to keep their firm’s IT spending within the light of day. In fact, many finance chiefs arguably still rely on the metric to provide a quick snapshot of their firm’s appetite for […]
I’m sure everyone reading this has fallen victim to a spontaneous brainstorming session. Out of nowhere, you suddenly feel the urge to sit down with co-workers in a conference room and bat around some ideas. Your intentions are good, but what typically follows is a painfully slow-moving discussion that doesn’t get very far. Whether your […]
Do you know the real cost of your workforce? This is an increasingly important question – and one that’s getting harder to answer. Many organizations experienced some degree of restructuring or downsizing as a result of the recent economic downturn. Unfortunately, leaders at midsized companies may have made those hard decisions without accurate, comprehensive data […]
If you attend the average weekly sales pipeline review of a mid-sized company, you might believe there is a straight, process that business-to-business (B2B) buyers follow when making a commercial purchase in the sales process. Maybe this was true a decade or two ago, but the 2015 McKinsey Quarterly report indicates that the process B2B […]
Your suppliers want to help you deliver to customers, but they also need to turn a profit. How do you maintain a strong relationship with suppliers while ensuring both of you benefit? Your first step should be to take a shrewd look at your contracts: Shipshape contracts could be the difference between supplier costs eating your […]
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