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CHAPTER 9 Increasing the Value of Your Business
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Long-term growth rate after year n (gn) We can combine this term with growth in the first n years as longterm growth, as both terms increase the value of the firm one in the numerator of Equation 95 and one in the denominator
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That s it This is the bird s-eye view of the value of your business in the future, and nothing else will affect the value However, as we drill down into the meaning of these five variables, you will discover some surprising insights into how to manage your business to maximize its value over time
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MAXIMIZING BUSINESS VALUE
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The purpose of the previous section was to identify the variables over which you have control, which can affect the valuation of your business Now we ll discuss in detail what you can do to maximize the value of your business over time In order, we will cover each of the above four5 items in the future valuation equation, from the growth rate to the discount rate, with some interactions between items that might otherwise appear unrelated
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Growth Rate
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There are two things you can do to maximize the growth rate of your cash flows The first, a broad category, is to manage your business efficiently and effectively In a Peter Drucker book6 I read almost 30 years ago, he said that being efficient means doing things right, being effective means doing the right things, and the latter is more important Every action you take that increases your sales more than your expenses, or decreases your sales less than it decreases your expenses, increases net income and, hence, the growth rate of net income As to how to achieve that, you can begin by
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With the two growth terms counted as one term Peter F Drucker, Management: Tasks, Responsibilities, Practices New York: HarperBusiness, 1993 Thirty years ago I read the original hard cover edition, published in 1973 by Harper & Row
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PART ONE Business Valuation
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reading Linda Feinholz s supplemental chapter on management on my Web site Also, I suggest you read literature on marketing, sales, and management, and consider hiring professionals in those fields to help you The second thing you can do to maximize the growth rate is to stop playing tax games of pocketing cash income and not reporting it, and charging personal expenses to the business Minimally, you should do this for at least three and preferably five years before you plan to sell the business You will report more income, pay more taxes, and have less personal cash flow for those three to five years, but by going legit, you should be able to sell the business for many times the additional taxes you will pay The faster you (and others) forecast that you will able to increase your cash flows, the more valuable your business will be Usually, though not always, this will depend on your having demonstrated the ability to produce and manage high growth in the past As with the other variables, there is a tradeoff Fast growth means sales will be higher, which requires more net working capital Thus, fast growth increases net income, which adds to cash flow but also requires more net working capital, which decreases cash flow The worst combination is fast growth in sales, which decreases cash flow through its effect on net working capital, combined with a declining profit margin, which decreases net income and cash flow This occurs when the business owner is managing growth poorly Fast growth creates excitement for a business, but also strain It requires a greater degree of structure and organization at each new size level, and it requires greater professionalism This ties into the ideas in the previous section on reducing risk It is appropriate to point out the effect of growth on risk There is a big bonus for those who can manage high growth rates for many years Reiterating a point made in 5, if your firm grows to a size large enough to be attractive in the Mergers & Acquisitions market or for purchase by a public company, then the likely buyers will be well-diversified investors, those who are able to diversify away the risk of the smaller size of the business by including it in a larger portfolio Such in-
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