Author Archives: Dave Berkus

Can we have fun while doing serious work?

Have you ever noticed how slow time passes when you are in a troubled environment?  Conversely, sometimes you look up at the end of a great day and wonder where the time went. It’s driven from the top Over the … Continue reading

Posted in Depending upon others, General, Surrounding yourself with talent | 2 Comments

Will your company’s sale be celebration or silence?

First, there are at least three types of exits I’ve been involved with well over twenty successful exits and four initial public offerings over the years, some of them with monstrous gains, some more modest.  Then in addition, there are … Continue reading

Posted in The liquidity event and beyond | 3 Comments

Another personal story: Timing is everything in a sale.

Almost anyone who has sold a company has a story to tell about their good deal, the problems with the buyer, a last-minute change of terms, or more. I have saved this next story until now because it is one … Continue reading

Posted in General | 3 Comments

Can you list ten buyers for your business?

Most entrepreneurs and certainly all investors would like to see “a positive liquidity event”  (a good sale of the business) someday.  Boards of directors should be aware that one of their duties could be to evaluate offers from potential buyers, … Continue reading

Posted in The liquidity event and beyond | 1 Comment

Selling your business? Find the emotional buyer

This is one of my favorite insights, since I lived this one in a positive exit from my computer business. Types of business buyers expanded Most people will tell you that there are two kinds of eventual buyers for your … Continue reading

Posted in The liquidity event and beyond | 3 Comments

Everything you do adds or reduces company value

Each decision you make to commit resources – your money or your use of corporate or personal time – affects the future value of your business. Minor decisions, such as replacing employees who have left the company or replacing equipment … Continue reading

Posted in Growth!, The liquidity event and beyond | Leave a comment

Can you profit by serving early adaptors?

I am a gadget freak, often purchasing new technologies in their first release.  And my closet is full of such gadgets, from early pen-based computers to early brick-sized cell phones to an electronic handwriting recognition pad received as a gift … Continue reading

Posted in Finding your ideal niche, Positioning | 3 Comments

What two words are most valuable for your business planning?

One of the most valuable tools in an executive’s arsenal is the use of the question chain in planning meetings or to analyze scenarios that might result from an action.  The powerful words are “What if…” followed by an ever-deeper … Continue reading

Posted in Growth!, Protecting the business | 1 Comment

Catch up to your market or be lost!

Markets and competitors change. Are you being left behind? Over the years, I have often heard the complaint from CEO friends that they have become so swamped by the demands of their growing businesses that they feel themselves further and … Continue reading

Posted in Growth!, Positioning | 2 Comments

Have you experienced your “Every Three-Million Dollar Crisis?”

Here is a phenomenon I discovered over time when dealing with many small start-ups in their early revenue period.  A very predictable series of rotating crises seemed to befall most every one of these young companies.  These became so predictable … Continue reading

Posted in Hedging against downturns, Protecting the business | 1 Comment