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Thoughts from Dave Mead and discussion about issues and concerns for Small and Mid-size Businesses. Some discussion topics will include strategic planning and execution, improving profitability and cash flow, maximizing value for exit.
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[Editor’s Note: I recently saw this article in the Harvard Business Review and thought I would include it here because it reinforces one of our basic beliefs - create the simplest, direct means to execute a process. It's usually better, faster, cheaper! -dpm]
Use Subtraction to Boost Efficiency—Without Weakening Your Business (HBR July 1, 2025)
When uncertainty hits, it’s tempting to start making cuts. But indiscriminate subtraction can backfire, making systems brittle, reducing visibility, and draining long-term value from your business. Before making any cut, apply this triple test: Will it improve efficiency, build resilience, and elevate prominence? If the answer is no, rethink it. If the answer is yes, approach the subtraction in one of six ways.
Eliminate what no longer adds value. Cut components, steps, or rules that don’t serve a clear function. Done right, this boosts speed, reduces costs, and sharpens focus without undermining trust or capability.
Substitute complexity with simplicity. Swap out high-maintenance tools or workflows with simpler options that meet the same need—faster, cheaper, and more reliably.
Consolidate overlapping functions. Merge tasks, systems, or touchpoints into integrated solutions. This reduces duplicative efforts, improves continuity, and enhances the user experience.
Hide complexity behind clean interfaces. Keep systems powerful under the hood, but conceal nonessential details so users only see what they need, reducing overload while keeping functionality intact.
Pause, don’t delete. Suspend features or services that aren’t needed now but may return. This preserves flexibility and avoids burning bridges.
Abstract the backend. Use interface layers to simplify user interaction with complex systems, making advanced functionality accessible and scalable
[Editor’s Note: We are living in a period of record uncertainty and unpredictability. Tarrifs on, tariffs off ; supply cain disruption; higher interst rates. It remains to be seen if this disruption in the global economy will lead to recession, inflation, stagflation, or a return to a sound economy. Companies are paralyzed by the uncertainty; others are overwhelmed by the potential scale of the disruption.
The Middle Market M&A market has been stagnant for more than 18 months with very little activity. In 2024, we advised clients that were good, but not great performers, not to go to market, but rather to work on improving their companies to be ready for the next upturn in the M&A market. The stagnation in M&A activity has continued into the sixth month of 2025. Tremendous sums of capital are sitting on the sidelines. Investors desperately need to put capital to work. Many companies will need to sell to provide liquidity for aging business owners.
One thing is certain: The current level of uncertainty is unsustainable. The basic rule of Physics (and Economics) is that, after a "disturbance," things ultimately return to a state of equiliibrium. Many professionals believe that this will ultimately happen by the end of this year. dpm]
Be ready when the fever breaks
When the markets do return to normalcy, it will likely not be a slow move. The pent-up supply of companies and the pent-up supply of capital and demand for new transactions will likely result in a "gold rush" level of activity. Those companies that are best prepared will realize an unprecedented surge of interest from strategic and financial buyers. We are advising our clients to " Be prepared when the fever breaks." You may not be able to work on everything now, but work on the things you can so that your company can present in the best light.
How best to position your company to be attractive to buyers:
1. Demonstrate Strong Financial Performance
a. Historical Financials
b. Operating Cash Flow
* Focus on hitting projected revenue and earnings numbers
* Review net profitability of customers and products
2. Maintain "clean" financials
a. Audited or "auditable" Financial Statements
* Have your financial statements audited with a reputable firm to add credibility
* Use GAAP accounting. If not, identify how practices differ from GAAP
b. Income Statement Adjustments and "Add-backs"
* Buyers are skeptical of earnings that rely on substantial add-backs (one-time, non-recurring charges, private company expenses, etc.)
3. Diversify your customer & supplier base
* Diversification signifies a healthy business and reduces risk
* How stable are your top suppliers? How stable are their terms?
* Do you have multiple suppliers for critical components/services?
4. Develop a Strategic Growth Plan
* Maintain a clear strategy and be able to demonstrate your history of execution
* Be able to articulate specific future growth opportunities
* Position your company to take advantage of them
* Remember: A buyer needs to see a potential Return on Investment
5. Build a capable Management Team
* Invest in training and key strategic hires, if needed
* Focus on building a deep management team that can thrive without your continued leadership
6. Eliminate potential "Gotchas"(these are items that could result in significant discounts to value)
* Maintain legal documentation (licenses, regulatory filings, contracts, intellectual property, incorporation, etc.)
* Clear title to all assets
* Document processes and procedures
* Resolve legal disputes, environmental issues, etc.
7. Build a team of Qualified Advisors
* Minimize distractions from running your business effectively
* Get advice from professionals who have "done it before" and who have expertise in areas you do not
* Beware of advisors that outstep their areas of expertise and pretend to do it all
Are you and your company ready if a buyer appeared on the radar?
Most business owners who have executed a successful sale of their business will tell you the most important thing is: BE PREPARED.
Selling a business is very different than operating a business. As a business owner you know your industry, your product or service, your customers and your markets. Most business owners will only sell a business once in their lifetimes - and it can be by far the most important financial transaction of their lifetime.
We can help. The Mead Consulting Group has helped many clients prepare for successful sales transactions ranging from $10M to $350M in transaction value. We help companies increase the value of their businesses leading up to a transaction, minimize the things that cause potential buyers to discount the price, prepare to best position the company, and assist the owners in building a transaction team. Contact me if you would like to discuss.
Best regards,
Dave Mead
[Editor’s Note: With the announcement of the latest series of tariffs, most economists see a period of increased costs for consumers and businesses, supply chain disruption, and decreased demand for higher-priced goods. It remains to be seen if this disruption in the global economy will lead to recession, runaway inflation, or stagflation. Many companies are paralyzed by the uncertainty; others are overwhelmed by the potential scale of the disruption. I thought it might be a good time to reflect on how some companies have used previous periods of disruption and downturn and turned it into opportunity and long-term competitive advantage. – dpm] |
________________________________________ Think back to several large disruptions – DotCom Bust /Recession in 1999, Great financial crisis in 2008, Covid in 2020. Most companies hunkered down, dramatically reduced costs and tried to ride out the storm. Some managed to survive, some didn’t. There were companies that continued to invest in their brand and product during these times, recognizing opportunity to be prepared when demand came back. Below are some examples: Apple (2001-2003 during DotCom Bust and recession) continued to invest in product development, releasing the iPod in 2001 and laying the groundwork for iTunes and the iPhone. Their competitors were pulling back on product development. It resulted in a huge opportunity for Apple to capture market share. Lego (during 2008 Financial Crisis) continued to invest in innovation and product design during a period when demand for toys and games was in the tank. Lego launched new product lines (e.g., Lego Friends), increased market share, and became one of the world’s largest toy companies by 2014. AirBnb (launched in 2008) Saw the opportunity to promote low-cost travel options during the downturn and scaled rapidly as consumers looked for less expensive alternatives to hotels. Great product-market fit in a tight economy! Firehouse Subs (grew through 2008 downturn) Saw the opportunity to double down on franchise expansion by taking advantage of cheaper real estate in secondary markets. Market share increased as competitors were retreating, yet consumers were still spending in affordable meals. Fastenal (Started small, scaled through 2000 and 2008 downturns) As an industrial and construction fastener supplier, it reinvested heavily in inventory and distribution centers. It became the “Go -To supplier when others were out of stock. It captured huge market share, especially in underserved areas. What is your company’s unique opportunity? Is your market ripe for new ideas, a new delivery model, lower cost alternatives to take advantage of the new realities? The Mead Consulting Group has helped companies identify and execute on opportunities in the last several market disruptions. One example - In several situations, companies transformed from “low -or-no” margin product sales to comprehensive product/service solutions with good margins that dramatically expanded market opportunities. In others, companies were able to offer a new delivery model that addressed customer issues, or reduced cost. Don’t be a victim of this market disruption. Let us help you be active participants with new opportunities in this new world economic situation. Contact me for more information. Mead Consulting Group has worked with many companies to help them transition to a more positive environment that sees the potential and collaboratively works to achieve possibilities. Contact me at (303) 660-8135 or meaddp@meadconsultinggroup.com to explore how to begin to transition your organization to one more focused on executing the strategic future. Best regards, Dave Mead |
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The importance of scenario planning in preparing for the Trump Presidency
There is much optimism in the business community about the new Trump administration. There are more predictions than one can count. The one sure thing is that the pundits have been wrong predicting the future much more than
they have been right. But with the many bold statements and actions coming out of Washington, how sure are you about the future?
How well are you prepared for what you think will happen in the future? How well are you prepared for what you don’t think will happen?
· What impact will tariffs have? On prices? On supply chains? What will be the impact of foreign retaliation?
· How much will deportation impact the labor pool?
· What will be short-term impacts of government cuts?
· Will certain actions trigger a new round of inflation?
One thing is for certain - when government gets involved with many broad sweeping actions – There will be unintended consequences?
In 2025 more than ever, we are seeing companies in one of three camps: 1. Paralyzed by uncertainty; 2. Certain they are right with their view predicting the future; 3. Planning for multiple scenarios.
The Mead Consulting Group has been helping companies with scenario planning for many years. Companies that do scenario planning, have management teams that are prepared to act quickly to changes in market variables. Check out our client success stories for examples of companies from $15M to $200M that we have helped.
If you want to discuss how your organization can be best prepared for an uncertain future, please contact me.
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The Mead Consulting Group helps dozens of companies and organizations -like yours - every year with scenario planning ,strategic planning & execution, and strategic business coaching. Clients that utilize these processes consistently outperform their competition.
If you would like to discuss your situation, please contact me to set up a complimentary meeting. Dave Mead at (303)660-8135 or meaddp@meadconsultinggroup.com.