Michael Levison

Owners of Minority Business Enterprises (MBEs) face a unique set of challenges when it comes to selling or exiting their companies. The stringent requirements for MBE certification, limited buyer pool, over-reliance on government contracts, and excessive customer concentration can significantly impact the valuation and salability of an MBE. However, by proactively addressing these challenges and implementing sophisticated strategies, MBE owners can position their businesses for a successful sale and maximize enterprise value. Navigating MBE Certification Requirements MBE certification is a rigorous process that requires the business to be genuinely owned, operated, and controlled by individuals that meet the minority definition under federal guidelines. The stringent criteria, including ownership percentage, control over operations, independence, and personal net worth evaluation, can materially limit the pool of potential buyers. Buyers may be hesitant to acquire an MBE if they cannot meet the certification requirements themselves, as losing the MBE status may negatively impact the business’s competitiveness and access to certain opportunities. To overcome this challenge, MBE owners should proactively engage with potential buyers and educate them on the benefits and requirements of MBE certification. By demonstrating the value of MBE status and providing guidance on maintaining certification, MBE owners can expand their pool of potential buyers and increase the perceived value of their businesses. Diversifying Revenue Streams Many MBEs heavily rely on government contracts or corporate procurement programs aimed at diversifying the vendor base. While these programs can provide valuable opportunities, they can also be perceived as a vulnerability by potential buyers. To mitigate this risk, MBE owners should actively explore alternative revenue streams and diversify their customer base. This could involve expanding into new market segments, developing complementary products or services, or forming strategic partnerships with non-government entities. By reducing dependence on a narrow revenue source, MBEs can demonstrate resilience and adaptability, making the businesses more attractive to buyers. Additionally, MBE owners should consider implementing sophisticated financial management strategies, such as hedging and risk management, to further mitigate revenue volatility and increase the perceived stability of their businesses. Leveraging MBE Certification While MBE certification can be a challenge, it can also be a valuable asset during the selling process. MBE certification can open doors to various supplier diversity programs and corporate initiatives, expanding your potential buyer pool and increasing the perceived value of your business. To fully leverage the benefits of MBE certification, MBE owners should proactively engage with supplier diversity programs and corporate initiatives, building relationships and demonstrating the value of their businesses. By actively promoting their MBE status and leveraging the benefits of certification, MBE owners can increase the visibility and attractiveness of their businesses to potential buyers. Seeking Expert Guidance If you’re an MBE owner looking to maximize the value of your business and position it for a successful sale, take action now. Conduct a comprehensive assessment of your revenue streams, customer base, buyer pool, and MBE certification status. Identify areas of vulnerability and develop a strategic plan to address them. Seek guidance from experienced consultants or advisors who specialize in minority-owned business transitions. Their expertise can be invaluable in navigating the selling process, maintaining MBE certification, and presenting your business in the best possible light to potential buyers. Additionally, consider engaging with investment bankers or financial advisors to develop sophisticated financial strategies and maximize the value of your business. The challenges faced by MBEs are not by any means insurmountable. Numerous minority-owned businesses have overcome these challenges and achieved successful exits. The keys are proactive planning, strategic execution, and building a resilient and adaptable business model. By addressing the unique challenges early on, implementing sophisticated strategies, and seeking expert guidance, MBE owners can position their businesses for long-term success and a favorable exit opportunity.

In virtually any growth-oriented business, recognizing the role of incentive compensation in aligning team efforts with company objectives is important. This is particularly relevant for administrative positions, which play a key role in the efficient operation and success of small and medium-sized enterprises (SMEs). The Role of Incentive Compensation Incentive compensation differs from regular salaries and benefits by aiming to promote specific behaviors and achievements that align with the strategic aims of the company. This approach ensures that employees are rewarded for their exceptional contributions, linking their achievements directly to the company’s success. Ensuring Alignment with Company Strategy It’s crucial that incentive programs do not reward actions that conflict with the strategic goals of the business. For instance, prioritizing sales volume without considering profitability might not be in the best interest of the company’s long-term health. The main takeaway is to align incentive programs closely with strategic objectives to encourage behaviors that lead to lasting success. Designing An Effective Incentive Program For administrative positions, it’s important to use financial metrics that the individual or team can influence, such as cost savings and adherence to budgets. Operational efficiency might be gauged by metrics like process cycle times and error rates, with rewards linked to improvements in these areas. To encourage innovation, it’s beneficial to reward the introduction of new processes or technologies that increase efficiency. Incentive schemes can also support retention by acknowledging long-term dedication and achievements, offering rewards for consistent performance and opportunities for professional growth. Selecting appropriate performance metrics for administrative roles requires a balance between quantifiable achievements and qualitative factors like team support. A balanced approach uses clear, measurable targets alongside assessments of qualitative contributions to ensure fairness and motivation. Clear and effective communication is vital to ensure the incentive program is well-received and understood by those impacted. This includes transparently explaining how the program works and its benefits. It’s also important to regularly review and adjust the program to remain aligned with evolving business strategies and market dynamics. Here is a summary of the basic steps: A carefully designed incentive compensation program that reflects these principles can help supercharge performance.

When the time comes to sell your business, the path you choose can significantly impact not just the financial outcome but the legacy you leave behind. For small and medium-sized business owners, the decision between a strategic and a financial buyer is pivotal. This distinction is not merely academic; it directly influences your ability to maximize your exit, both in terms of financial remuneration and the future direction of the business you’ve worked so hard to build. In this post, we’ll explore how the differences between these two types of buyers can be your best strategy for successful exit planning. Plan With A Buyer Profile In Mind Financial Buyers typically encompass private equity firms and venture capitalists. They’re the number-crunchers, the investors whose eyes are on the prize of profitability and growth potential. These buyers dissect balance sheets and project future returns with a keen eye on EBITDA. Their ultimate goal? To invest in businesses that promise a robust return, aiming to streamline operations, amplify growth, and eventually exit their investment at a handsome profit. Strategic Buyers, on the other hand, might include your competitors, businesses in complementary sectors, or even companies looking to diversify their portfolios. What sets strategic buyers apart is their long-term vision; they’re searching for pieces of a puzzle they’re trying to complete. Whether it’s expanding into new markets, acquiring new technologies, or absorbing a skilled workforce, strategic buyers primary focus is how an acquisition fits into their broader ambitions. Tailoring Your Sale Strategy: Positioning for A Maximized Exit Plan Financial Perspective vs. Strategic Synergy: While financial buyers gauge your business’s value based on its current and future profitability, strategic buyers weigh the potential synergies. A strategic buyer may offer a premium if your business uniquely positions them to achieve their long-term objectives. Recognizing and articulating the strategic value of your business to these buyers can significantly enhance your exit terms. Navigating Timelines and Owner Involvement: Financial buyers often prefer the existing management to remain for a transition period, ensuring stability and growth continuity. This can be beneficial if you’re looking for a gradual exit but wish to safeguard the company’s trajectory. Strategic buyers may expedite integration, which could lead to a quicker exit. This distinction is crucial for exit planning, as it affects not just the sale price but the terms and conditions that align with your exit objectives. Preparing for Sale: A Strategy for Maximization: The preparation phase is critical for attracting the right buyer and maximizing your exit. Ensuring operational efficiencies, robust financial performance, and clear market positioning can make your business attractive to both buyer types. However, tailoring these aspects to appeal specifically to strategic or financial buyers can amplify your exit strategy. For Financial Buyers: Highlighting growth potential, scalability, and operational efficiencies can make your business a more attractive investment. Demonstrating a clear, viable path to increased profitability and market expansion can position your business as a lucrative opportunity for financial buyers. For Strategic Buyers: It’s essential to showcase the synergistic potential of your business. Whether it’s through your customer base, your technology, or your market position, highlighting how your business can help strategic buyers achieve their long-term goals can increase its value in their eyes. Case in Point: Strategic Insights for Maximum Exit: Consider a tech startup specializing in renewable energy solutions. For a financial buyer, the focus might be on the startup’s growth trajectory and profitability margins. However, a strategic buyer, such as a major energy company looking to pivot into renewables, might value the startup for its innovative technology and the potential to position the company at the forefront of the energy sector. By understanding and leveraging these nuances, the startup can strategically position itself to maximize exit outcomes. Deciding between a financial and a strategic buyer is not just a transactional choice; it’s a strategic decision that affects your exit’s success. By understanding the motivations, expectations, and preferences of each buyer type, you can tailor your sale strategy to maximize your exit, both financially and in terms of the legacy you leave. Remember, the goal isn’t just to sell but to sell smartly, ensuring that the end of your business ownership journey is as rewarding as the path that led you there.

In today’s highly competitive employment market, having an effective incentive compensation program is not just a perk but a strategic necessity. Drawing from both my personal experience and industry best practices, this post aims to provide some practical insights into the intricate process of creating incentive programs that truly resonate with employees and drive business success. It’s Not Just About Money Incentive compensation is a multifaceted concept, extending beyond mere financial rewards to encompass a range of motivators that align employee efforts with company goals. The key lies in understanding its role not just as a reward mechanism but as a driver of organizational culture and employee engagement. In my own journey, recognizing this broader impact was pivotal in designing programs that not only incentivize but also inspire. Fair, Reasonable & Achievable One of the most pressing challenges in implementing incentive programs is ensuring they are perceived as fair and attainable..with effort. In my experience, setting transparent criteria that reflect both individual and team contributions helps in this regard. Also, flexibility in adapting to changing business needs and employee feedback is vital. For instance, shifting focus areas or modifying performance metrics can keep the program relevant and effective.  If a program is not achieving your desired results, change it.  You might get some grumbling but that is better than living with a program that is just now working. Effective Incentives While financial incentives are powerful, combining them with non-monetary recognitions, like additional vacation days or professional development opportunities, can enhance their impact. I’ve found that offering a mix of short-term and long-term incentives encourages both immediate performance boosts and sustained effort. This blend caters to diverse employee motivations and life stages, making the program more inclusive and effective.  It is also generally helpful to design programs that provide for either monthly or quarterly payouts.  This makes the program more tangible. Program Design The key is to create a direct and transparent link between performance and rewards. This connection should be clear, logical, and consistent, making it easy for employees to understand how their efforts translate into incentives. By keeping the program simple and focused, it becomes more accessible and impactful. Selecting appropriate metrics is critical for the success of any incentive program. I have always found that a combination of quantitative and qualitative metrics creates the best result. Quantitative metrics might include sales targets or production goals, while qualitative metrics could encompass customer satisfaction scores or teamwork. This holistic approach ensures a comprehensive evaluation of performance, valuing both tangible results and the intangible aspects of employee contributions. Get Them Engaged Active engagement of employees in developing, refining and, ultimately, embracing the incentive program is essential. This involvement can be achieved through surveys, focus groups, or feedback sessions. Such participatory approaches not only help in tailoring the program to actual employee needs but also foster a sense of ownership and commitment towards the program. Good communication around the details is also really important. It’s crucial to clearly articulate the program’s objectives, criteria, and rewards. Regular updates and transparent discussions about the program’s performance and potential adjustments help in maintaining its relevance and effectiveness. Continuous evaluation and timely adjustments are necessary to ensure the incentive program remains aligned with business goals and employee expectations. This process should involve regular performance reviews, feedback sessions, and benchmarking against industry standards. Adapting the program based on these evaluations helps in keeping it fresh and motivating. Crafting a program that really works throughout the organization definitely takes some real effort and is often an administrative challenge.  However, if done right, it can really boost overall performance and commitment.

Performance evaluations are a critical aspect of managing your team effectively. As a leader in your organization, you understand that getting the most out of your employees is essential for the growth and success of the company. In this post, I will explore the ins and outs of performance evaluations and how to leverage them to drive productivity, motivation, and overall excellence in your team.  Effective performance evaluations offer numerous benefits. They help ensure that everyone is on the same page, fostering a sense of alignment and purpose within the organization. By reinforcing employees’ value and commitment to their development, evaluations contribute to higher job satisfaction and retention rates. They also provide an opportunity to acknowledge good work and motivate employees to strive for excellence continually. It’s crucial to recognize that these evaluations aren’t just a formality; they are a valuable tool for continuous improvement and employee development. In my own experience, I have seen performance evaluations that left an employee demoralized and dejected and I have seen them have a profoundly positive impact on employee motivation and engagement. It is all about how you go about it. The Process When setting expectations and goals for your employees, mutual buy-in is key. This approach fosters a sense of ownership and commitment from your team. It’s a fundamental step in ensuring that everyone understands their role in achieving the company’s objectives. To make these meetings productive and constructive, the element of surprise should be minimized. Regular feedback throughout the year is essential to ensure that employees are aware of their strengths and areas for improvement. Separating the performance review from compensation discussions also allows you to focus on individual growth and development, making the conversation more effective and meaningful. Common Challenges Here are few of the more common challenges leaders face/encounter: Too Much Subjectivity Challenge: Bias, whether conscious or unconscious, can influence evaluations and result in unfair assessments. Solution: Implement objective criteria and standardized evaluation forms. Encourage evaluators to undergo training on recognizing and mitigating bias. Use multiple evaluators or 360-degree feedback to provide a more comprehensive view. Inconsistent Evaluation Criteria Challenge: Inconsistent or unclear evaluation criteria can lead to confusion and disparities in assessments. Solution: Establish clear and measurable performance metrics and criteria that align with organizational goals. Provide evaluators with guidance on how to use these criteria consistently. Regularly update and communicate the evaluation criteria to ensure they remain relevant. Inadequate Preparation Challenge: Rushed or inadequate preparation usually results in ineffective performance review meetings. Solution: Encourage both employees and evaluators to prepare in advance. Employees can reflect on their achievements and areas for improvement, while evaluators should review performance data and feedback. Schedule meetings well in advance to allow time for preparation. Vague Feedback Challenge: Providing vague or insufficient feedback can leave employees unclear about their performance. Solution: Encourage evaluators to be specific and provide examples in their feedback. Highlight both strengths and areas for improvement. Offer guidance on how to set actionable goals based on the feedback. Training for evaluators on effective feedback techniques can also be beneficial. Legal Missteps Challenge: Ignoring legal requirements or mishandling sensitive issues during evaluations can lead to legal repercussions. Solution: Ensure that your evaluation process complies with relevant labor laws and regulations. Train evaluators on legal requirements and ethical standards. Seek legal counsel if needed, especially when dealing with sensitive issues such as discrimination or harassment. Best Practices for Conducting Effective Performance Evaluations Based on both experience and research, several best practices stand out. Mastering performance evaluations is a crucial skill for leaders. By combining your own insights with best practices, addressing common challenges, and leveraging the benefits, you can create a workplace culture that values growth, open communication, and employee development. Embrace performance evaluations as a tool to align your team, acknowledge achievements, and drive success in your organization.

In the digital age, social media has become a vital battlefield where businesses vie for customer attention. It is a platform where small and medium-sized businesses (SMBs) can compete shoulder-to-shoulder with larger players. The key, however, lies in effective usage. With limited resources, SMBs often struggle to harness the full potential of social media, but with the right strategies, these platforms can be powerful tools for growth and engagement. Identifying Your Target Audience Is Key Understanding your target audience is the cornerstone of effective social media marketing. If you are unsure of your customer profile, investing time in identifying and understanding their target market is crucial. LinkedIn, for example, offers tools that help in building visibility with highly targeted audiences. By utilizing these tools, you can develop clear buyer personas and tailor your marketing efforts to meet the specific needs and interests of their audience. Selecting the Right Social Media Platforms Each social media platform cater to different audiences and serves different purposes. For instance, LinkedIn is more suited for B2B interactions, while Facebook and Instagram are ideal for B2C models. Focus your efforts on platforms where their target audience is most active, ensuring that their marketing efforts are directed efficiently. Creating Engaging and Shareable Content Content is the lifeblood of social media, and crafting content that resonates deeply with your audience is both an art and a science. The challenge and opportunity lies in creating high-impact content efficiently. With the advent of AI-assisted writing tools, like Jasper, Grammarly, or Writesonic, this process is more accessible than ever. But the true power lies in content versatility. A single, well-crafted piece of content can be transformed into multiple formats to maximize its reach and engagement. Consider this: a compelling blog post on your website can evolve into a series of informative and visually appealing infographics for Instagram. The same post can be adapted into a script for a short, engaging video on YouTube or TikTok, tapping into the power of visual storytelling. Even snippets of this post can make for impactful tweets or LinkedIn updates, driving traffic back to your original content. In email campaigns, highlights from the post can form the basis of a newsletter, providing value directly to your subscribers’ inboxes. The key is to maintain the core message while tailoring it to the unique strengths and audience preferences of each platform. This repurposing not only extends the life of your original content but also helps in maintaining a consistent narrative across all your social media channels. By investing more time and resources in creating versatile, high-quality content, you can ensure that your message not only reaches but resonates with the target audience, across various platforms. It’s about working smarter, not harder, to make your content work for you in multiple ways. Building a Consistent Presence Consistency is key in maintaining an effective social media presence. You should plan the content calendar at least a month in advance to ensure a steady stream of engaging material. This consistency helps in building a loyal following and establishing a brand’s presence in the digital space. Several tools exist to help SMBs manage their social media presence across multiple platforms efficiently. Tools such as Buffer, Hootsuite, Social Pilot, and Crowdfire offer functionalities for scheduling, analytics, and content management, helping SMBs to maximize their impact with minimal resources.  Measuring and Analyzing Results It is crucial to track their social media performance to gauge the effectiveness of their strategies. Key metrics such as engagement rates, reach, and follower growth provide valuable insights. Using popular analytics tools, businesses can make data-driven decisions to optimize their social media efforts.Social media marketing offers a unique opportunity for you to level the playing field with larger competitors. By understanding your audience, selecting the right platforms, creating engaging content, maintaining consistency, leveraging efficient tools, and analyzing results, you can achieve solid success on social media, even with limited resources. The journey to social media success requires patience, creativity, and a strategic approach, but with these actionable strategies, you can confidently navigate the digital landscape.

When the time comes to transition out of your entrepreneurial role through a business sale, the expertise you enlist to guide you through the complex process can have a profound impact on the outcome. Small and medium enterprise (SME) owners, whose businesses typically generate between $5 million and $50 million in revenue, often find themselves at a crossroads: Should they engage a business broker or an investment banker to steward the sale? The Mid-Market Sale Landscape The mid-market serves as the bridge between small companies and large corporations, encompassing a variety of industries and sizes. Selling within this market segment means finding a balance between personalized service and the capability to handle complex, high-stakes transactions. The Role of Business Brokers Business brokers have traditionally catered to smaller, owner-operated businesses, but many have extended their services into the mid-market. They know the local terrain and may have cultivated relationships with area buyers, giving them a unique advantage in finding the right match for your business. Pros: Cons: The Expertise of Investment Bankers Investment bankers excel in dealing with more substantial, complex transactions. They bring a global network and a strategic perspective to the table, which can be pivotal for businesses on the higher end of the mid-market or with specific transactional complexities, especially if your business is to be marketed to private equity firms. Pros: Cons: Fee Structures The commission for a business broker can range from 8% to 12% for smaller deals but may be much lower for businesses of greater value. Investment bankers, conversely, have more complex fee structures. They may require a retainer, charge a lower percentage of the sale price, and sometimes include a performance incentive that aligns their interests with achieving the highest sale price possible.  Generally, the fee charged by the business broker will be a higher percentage of proceeds because of the relatively small transaction size. Integrating Industry Insights Let’s bring forth insights from both camps. A seasoned business broker emphasized the importance of understanding a seller’s individual goals, not just the financials, to align the sales strategy with the client’s personal vision. An investment banker highlighted their role in navigating complex regulatory landscapes and structuring deals to attract strategic buyers that can afford premium prices. The Broker/Banker Dichotomy Consider the tale of two sales: An owner of a $6 million custom manufacturing business partnered with a local broker, leveraging the broker’s deep community ties to find a buyer passionate about maintaining the company’s local legacy. Contrast this with a technology firm at the $45 million revenue mark, which engaged an investment banker, ultimately selling to an international conglomerate at a premium valuation, a move orchestrated through the banker’s expansive network. The sale process, regardless of the advisor you choose, will move through valuation, marketing, negotiation, due diligence, and closing. A broker’s approach may be more hands-on throughout these stages, providing comfort in the familiar, while an investment banker’s strategy will likely be rooted in financial optimization and broader market dynamics. The decision between a business broker and an investment banker is not simply a matter of size or cost—it’s a choice that reflects your business’s complexity, your personal goals, and the nature of the transition you envision. By understanding the nuances of each advisor’s strengths and aligning them with your sale objectives, you position yourself not just for a successful transaction, but for the fulfilling closure of one chapter and the exciting beginning of another.

In many small and medium-sized enterprises (SMEs), risk management often takes a backseat amid daily operational demands. However, when it comes to business valuation, potential buyers place a significant emphasis on the risk management strategies in place. A solid risk management plan not only protects the business against unforeseen adversities but also can enhance its valuation and/or transaction terms. This post elaborates on how SME owners can build and execute a customized risk management plan, addressing key risk areas to fortify the business against uncertainties and boost its market value. Key Risks for Small Businesses: There are several categories of risk that should be addressed in a good risk management plan: Affordable Tools and Resources: The range of affordable risk management tools and resources is vast. Software solutions like Risk Cloud, Audit Board and TruOps are “software as a service” platforms that provide affordable tools for properly managing these issues.  There are many others out there as well. Local business advisory services like SCORE or Small Business Development Centers (SBDCs) also provide free counseling and various resources. Additionally, online communities on platforms like Reddit, or dedicated forums like business.com, offer a space for seeking advice and sharing experiences related to risk management. Creating a Risk Assessment Framework: A structured risk assessment framework is the cornerstone of a robust risk management strategy. This involves identifying, evaluating, and prioritizing risks. A risk matrix can help visualize and prioritize risks, facilitating effective mitigation strategies. Developing and Implementing Mitigation Strategies: Tailoring mitigation strategies to the identified risks is crucial. These strategies may encompass avoidance, reduction, sharing, or retaining the risks. Written contingency plans and emergency response procedures form the core of a robust mitigation strategy. Monitoring and Reviewing the Plan: Regular scrutiny and revision of the risk management plan ensure its effectiveness over time. Adapting the plan based on feedback and alterations in the business environment is vital to stay a step ahead of potential risks.  An approach that will help ensure consistency of review, and that I consider to be a best practice, it to form a formal Risk Management Committee that convenes on a quarterly basis to review the full range of issues and to monitor progress on agreed upon risk mitigation activities. Leveraging Insurance as a Risk Transfer Tool: Insurance acts as a financial bulwark against unforeseen adversities. Scouring through various insurance options and aligning policies with the identified risks can provide a financial cushion in times of crisis. Educating and Training Your Team: Cultivating a culture of risk awareness among employees and training them on the mitigation strategies empowers them to act proactively, contributing significantly to the overall risk resilience of the business. Also, building a network of external advisors and leveraging local business communities can provide the necessary expertise and support needed to navigate complex risk scenarios. Risk management is an indispensable facet of business operations that can significantly influence, positively or negatively, the valuation of a business in the eyes of potential buyers. By taking proactive steps to identify, assess, and mitigate risks, SME’s not only fortify their enterprises against adversities but also enhance their market value.