1. RECESSION-PROOFING YOUR BUSINESS: Exponential Growth in Difficult Times Brad Dawson, LTV Dynamics

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4. Learning Objectives AIA STAFF USE ONLY DO NOT EDIT THIS SLIDE

6. #1 - Offering Relevance For some firms, over 60% of their product and service offerings no longer make sense for their industry.

7. #1 - Offering Relevance Are your customers able to espouse your value proposition or are you in the commodity zone where low price “wins”?

8. #1 - Offering Relevance Can you predict the future for your industry? What is currently “missing” from a customer perspective?

9. #2 - Asset Usability Business can reduce their operating costs by 20% without negatively affecting productive output

10. #2 - Asset Usability Take a critical look at your workforce – which employees do you want to bank on your next business cycle?

11. #2 - Asset Usability Don’t jettison assets without understanding their real worth.

12. #3 - A Time to Buy Recessions are great times to buy under-valued assets.

13. #3 - A Time to Buy Selling off “distressed” businesses has become a cottage industry. Allows your business to grow at a low cost.

14. #3 - A Time to Buy Look at horizontal and vertical opportunities.

15. #4 - Non-Core Distractions During recessions owners spend a lot of time “trying to optimize” finance, administration, sales and marketing (FASM).

16. #4 - Non-Core Distractions Look to outsource your non-core functions – not overhaul them. Focus on core activities to establish real competitive differentiation.

17. #5 - Reinvest In Your S-T Future Use the “downtime” to upgrade the skills of your workforce

18. #5 - Reinvest In Your S-T Future Keeping employees abreast of industry changes increases their value. It also takes the employees minds off the recession and settles their fears of losing their jobs.

19. #6 - Re-Define Your Customer 20% of your customers generate 80% of your revenue. What is your revenue per customer metric?

20. #6 - Re-Define Your Customer Replicate your large customers. Small customers waste too much time!

21. #7 - The Three “Ps” of Marketing Leverage your marketing dollars by aggressively using your association and networking memberships.

22. #7 - The Three “Ps” of Marketing Adhere to three “Ps” of marketing: participate, publish, present. You must be perceived as an industry expert to be credible to your customers.

23. #8 - Resolve Need vs. Want A “need” is an item that increases productivity and profits immediately and has an established return on investment.

24. #8 - Resolve Need vs. Want A “want” often replaces an existing item that has grown out of favor due to style or age. Recessions have a way of moving the demarcation line for need and want.

25. #9 - Take Your Vacation Now When the recession ends you won’t have time!

26. #10 - The Recession Will End Research Reward Reinvest Review The Business Cycle Release

27. Thank You! Contact Information: Brad Dawson LTV Dynamics 703-753-2886 BLDawson@LTVdynamics.com