Corporate Value Benchmark #46: The Lost Art of Sales Training

Sales is arguably the most important force in every business – and it’s also one of the most demanding jobs in business, too. Sales people have to be good at working with people. They have to understand both the world … Continue reading

Corporate Value Benchmark #45: Eight Principles for Building an Effective Sales Organization

It doesn’t matter how good your manufacturing operation is or how cutting-edge your technology is or how amazing your customer service is if you don’t have a good sales mechanism in place. Without an effective sales organization, Leslie McClintock argues … Continue reading

Corporate Value Benchmark #44: Should You Hire Consultants or Employees? Is That the Right Question?

Figuring out just who is a “contractor” and who is an “employee”—and when a business is obligated to hire which category—has been in the news a lot due to companies like Uber ending up in the courts over just that … Continue reading

Corporate Value Benchmark #43: Executive Team Building

At Indian River Advisors, we’re dedicated to helping our clients increase the value of your company—and the effectiveness of the executive team plays a key role in driving value. Does your executive team perform up to their potential? Do they … Continue reading

Corporate Value Benchmark #42: Specialization or Generalization?

The tension between a business strategy that emphasizes specialization and one that emphasizes generalization has existed for as long as companies have existed. Generalization can make a company more diverse, and often more nimble in their response to a changing … Continue reading

Corporate Value Benchmark #41: How We Complete Technology Transfer Projects

What is technology transfer? Often, in the course of building the enterprise, management teams develop technologies, intellectual property, or fully or partially developed products that are an essential part of a total customer solution, but then the technology “sits on … Continue reading

Corporate Value Benchmark #40: How We Help You Sell Your Company

Knowing and maximizing the value of your enterprise is most important when you are preparing to enter into a corporate transaction – especially when that corporate transaction is selling your own company. The founding partners of Indian River Advisors recognized … Continue reading

Corporate Value Benchmark #39: How We Can Help You Buy a Company

“Acquisitions, mergers, joint ventures, alliances, partnerships, and other business combinations are no longer exceptions for most firms,” reports the Harvard Business Review. “They have become central to gaining competitive advantage.” Is now the right time to grow your business by … Continue reading