Now more than ever, American companies are experiencing a nagging feeling that they could be doing much better. Globalization, digitization, and the development of cellular technology have increased competition by leaps and bounds. As a consequence, skating by on marginal performance isn’t enough. It’s time for businesses to find the tools that will help them excel. A turnaround expert, Marvin Davis has made a career out of transforming underperforming companies. He assesses their mistakes, issues a diagnosis, and has helped allay the fears of many CEOs across the country -- leaving businesses more efficient and ultimately more competitive.
In Take No Prisoners, he gives hard-line, tough-love solutions to the real and difficult problems that hinder profitability. By addressing issues that may at first seem too messy or dangerous, companies can learn how to truly improve performance, increase profits, and boost cash flow. Companies shouldn’t wait until they are in dire straits to make changes; they can alleviate many problems if they act now and meet them head-on. Through real-life examples of corporations who have made these solutions work successfully, Take No Prisoners tells American companies the truth about the state of their business, and how to make it even better.
Table of Contents
One. Setting Objectives
- Objective 1: Improve Profitability and Grow the Current Company Long Term
- Objective 2: Improve Profitability and Prepare the Company for Sale
- Objective 3: Improve Profitability and Keep the Company the Same Size
- Objective 4: Begin Liquidating the Company After Stabilization
- Building Your Arsenal Through Interviews
Two. Common Lies Companies Tell Themselves
- “We’re So Much Better Than the Competition, We Don’t Have to Worry”
- “Our Profits are So Good They Can’t Be Improved”
- “Our Business Model is as Good as it Can Possibly Be”
- “Our Pricing Model Can’t Be Improved—Besides, We’re Charging the Maximum We Can Get”
- “Our Cost Structure is the Optimum it Can Be Under the Circumstances”
- “Our Organization is So Good That I (The CEO) Don’t Have to Be Involved on a Daily Basis”
- “Our Organization is at Its Optimal Level”
- “Complacency is Not a Problem in My Company”
- “Fraud is Not a Problem in My Company”
- “My Bank Loves Me”
- Three. Market Strategy
- Four. The Customer
- Five. Pricing
- Six. People
- Sources of Benchmarking Information
- Data Used for Comparison
- Cash Control
- Control By Walking Around
- An Action Plan
- Internal or Natural Growth
- When Should I Invest? and How Should I Do It?
- Growth by Acquisition
- Nine. Keeping the Balance Sheet Balanced
Ten. Analyzing the Profit and Loss Statement
- Travel and Entertainment
- Leases and Rental Costs
- Legal Costs
- Advertising, Including the Internet
- Telephone, Fax, and E-Mail
- Energy Costs (Fuel, Natural Gas, Power, Etc.)
- Warranty Expense
Eleven. Systems/The Computer/The Internet
- 1. What Do I want My System to Do?
- 2. How Can the System Make My Business More Efficient, Competitive, and Profitable?
- 3. What Will be the Cost/Benefit of Any System that I Install?
- 4. What Internal Resources Will I Need (People, Money, Facilities, Equipment)?
- 5. Will There be a Disruption in My Operations as a Result of Changing Systems? Can I Make it Seamless?
- 6. What Peripheral Systems Will I Need?
- 7. How Long is What I am Planning to Do Viable, and Can I Scale It With My Business?
- Tips for Installation and Implementation
- Twelve. Sales
- Thirteen. Sourcing and Globalization
Fourteen. Special Analysis Tools
- Cash Flow—The Lifeblood of a Company
- Cash Projections
- Starting Cash
- Sources of Cash
- Uses of Cash
- Cash Surplus
- Value Analysis—Examining Products to Lower Costs
- Fifteen. Productivity
- Sixteen. Research and Development
- Types of Bank Problems
- What a Bank is Looking for in a Loan
- The Banking Relationship and How to Manage It
- Loan Documents—Taking Control
- The Personal Guarantee
- Other Lenders or Sources of Money
- The Workout
- Eighteen. Fraud
- Nineteen. Bankruptcy as a Tool
- Twenty. Cashing Out
- Twenty-One. The Board
- Twenty-Two. Implementation
- Title: Take No Prisoners: A No-Holds-Barred Approach to Corporate Excellence
- Release date: December 2007
- Publisher(s): AMACOM
- ISBN: 9780814480601