Todd S. Greenberg, President TSG Advisors, LLC

If… “To the market, every business has an intrinsic value determined by performance.” Then… “Business performance is the ultimate driver of economic return and value.”

Value is the ability of companies to consistently grow cash flows by increasing revenues and improving returns on capital. Enhancement is the net positive impact of leadership and organization practices on revenue growth and improved returns.

“The task of leaders is to get their people from where they are to where they have not been.” Henry Kissinger ”the genius of and…” Jack Welch

Leadership + Mindset

LEADERSHIP MINDSET/VISION TEAM ALIGN OFFERING TRANSLATE ENGAGE PARTNER

Market & strategic clarity Organization alignment Data use Financial understanding Mindset & intent Business Performance

Mindset BehaviorFormativeManifestAutopilot

Brain defaults to easiest… Is sufficient data in hand? Law of overconfidence… Is my assumption accurate? Prediction by matching… Is the past still relevant? Planning fallacy… Is my forecast reasonable?

TOOLS: ANALYSIS + EXECUTION

Metric2010 Net Revenue $13,451,040 COGS $9,550,238 COGS % 71% Gross Profit $3,900,802 Gross Profit% 29% SG&A $3,362,760 SG&A% 25% Operating Income $538,042 Operating Income% 4%

Metric Trend Net Revenue $13,451,040Plateau COGS $9,550,238Increase Gross Profit $3,900,802Decrease SG&A $3,362,760Increase Operating Income $538,042Decrease

Value Game Changers Monitor Disregard Investigate

Lead Indicators Optimal Launch Actual Launch Time Response time* is key to value preservation and enhancement. * Launch as close to changes in Lead Indicators as possible.

Leadership is (r) evolutionary Know your mindset and stretch it Vision gets the ball rolling Alignment + Translation + Engagement keep it in play Data = financial + non-financial elements Execution = focus + urgency + accountability

TSG Advisors, LLC collaborates with business owners to improve economic returns and build value in their companies. For more information contact: Todd S. Greenberg, Remember to Complete the Speaker Survey: cic15.bfbootcamp.net / ‘click’ on speakers / select your speaker