Author Archives: Dave Berkus

There are three kinds of business buyers.

Posted on September 2, 2011 by Dave Berkus

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

Posted in The liquidity event and beyond | 2 Comments

Think of your exit as you commit your resources along the way.

Posted on August 27, 2011 by Dave Berkus

           Each decision you make to commit resources affects the future value of the business to some degree.  Minor decisions, such as replacing employees who have left the company or equipment needing updating, are usually considered operational in nature, and … Continue reading →

Posted in The liquidity event and beyond | Leave a comment

It is satisfying, but rarely profitable, serving early adopters.

Posted on August 18, 2011 by Dave Berkus

                  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 Growth!, Positioning | 5 Comments

Develop the “What if” question chain method.

Posted on August 13, 2011 by Dave Berkus

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!, Hedging against downturns, Protecting the business | Leave a comment

Stay current or the market will drift away.

Posted on August 5, 2011 by Dave Berkus

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, Protecting the business | Leave a comment

Plan for your ‘every three million dollar crisis.’

Posted on July 30, 2011 by Dave Berkus

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 Growth!, Protecting the business | 3 Comments

Pick your pricing niche carefully. Defend it.

Posted on July 23, 2011 by Dave Berkus

There are five major classes or niches a company should examine and make its own in calculating positioning in the marketplace.  They are: Price Quality Service Innovation Elegance Companies that compete on price rarely compete against others who emphasize service … Continue reading →

Posted in Positioning | 1 Comment

Where there’s mystery, there’s margin.

Posted on July 19, 2011 by Dave Berkus

                 Here’s a phrase I created in the early 1980’s to describe what I clearly saw as the last chance to make high margins on the sale of computer hardware to businesses.  In the day of the mainframe and then the … Continue reading →

Posted in Positioning | 2 Comments

Why buy IT? Why buy MINE? Why buy NOW?

Posted on July 9, 2011 by Dave Berkus

What a powerful set of three questions.  These are so succinct, so well defined, so precise that everyone in sales and everyone involved in marketing must be able to answer these three questions without pause, and convincingly.   Turning these into … Continue reading →

Posted in Positioning | 1 Comment

Faster is sometimes more valuable than better.

Posted on June 30, 2011 by Dave Berkus

And doing both well usually wins the day.                     This is one of those arguable insights, where both sides win.  Dell is a great example of emphasis upon fast, creating a customized computer in 48 hours or less, bringing in assemblies … Continue reading →

Posted in Finding your ideal niche, Positioning | Leave a comment