When looking at a business to buy get to know the rules of Business Value. Download a free introduction to “14 Unalterable Laws of Business Value” for more insight in business value principles and laws.

Years ago I heard of a successful employee buy-out of a bakery-from a third party.  Later, I heard from the new Owner of the bakery, another view of the buy-out.  It went like this.  The employee that purchased the business did not have the touch and care of the original Owners.  Customers soon left in droves.  An employee buy-out has less risk when buying a business for the buyer but many advantages including understanding relationships with customers. Obviously there is more to running a business than working in it. Where does that put the other options?

A Business Owner recently said,”We need to change or we will be out of business in the next few months!” I have been in this situation before. And know what these words and feelings could do to a business without direction for change.

Things happen. Sometimes forcing management to look ahead. We are all in a new launch, fad cycle or long-term trend. How are we projecting these on-going forces while directing change?

Years ago managers and CEOs did not want to say the word, “change.” The word still has some negatives to employees. Yet, security of “no changes here” simply does not work. Reality of the labor force, market place and competition means something is going to take place.

Some managers still base change on financial numbers and metrics alone. There are a lot of sincere efforts out there based on gross sales or another yardstick that is so general that even salespeople know there is more than the number itself. Certainly there are unique complexities from past management experiences, but ultimately financial indicators boil down to ratios. Not what is crucial to potential customers.

Understanding perceived needs of potential customers is basis for any change. Knowing what triggers motivation or interests potential customers gives direction even to the most head-strong Business Owner or shy marketeer. Analyzer I assists in identifying motivational triggers from perceived needs for messaging changes. What is your direction of change?

It all adds up. Business value rule # 1 states, “On the average a business sells every 3-5 years.” Don’t wait until it is too late. Having a third party get to the truth of potential customer’s desires could bring about a new direction. An internal survey misses vital information especially if the survey is from a co-worker or manager. This is the first step (removing hierarchical bias) of needs analysis. Contact us for a complimentary review of your particular situation.

Click to listen to an audio on using Analyzer I for identifying needs and then finding unique motivational triggers.