Customer Reviews

Building Business Value: How to Command a Premium Price for Your Midsized Company

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While the subtitle is accurate, it is also a bit of a misnomer. As the phrasing in the title and the blurb on the back imply, the purpose of this book is to put forward advice on how to make your company attractive when there is the prospect that it will be sold. From that perspective, the subtitle is accurate. The context of a misnomer applies because the tactics that you use to make your company attractive in the market are largely the same ones that direct the company on a path to growth and prosperity. For potential buyers are most impressed by data and arguments that convincingly demonstrate that the company is sound in each of the vertical, horizontal and temporal dimensions.
Many of the points that O'Neill makes appear in many publications about effective management and some of them are:
*) Articulate a clear vision for the direction of the company and make sure that all employees know it well.
*) Create an open and honest atmosphere where employees feel comfortable to freely and respectfully express their thoughtful opinions.
*) Keep accurate and detailed records that are easily accessible and understood.
*) Make sure that all employees have a stake in the positive movement in the company and that they are treated with dignity and respect.
It is clear that these are sound policies that will drive any organization to success.
While success in business is never assured, it is possible to maximize the likelihood that your company will be successful. This is done by developing and executing a core set of actions based on beliefs that are appropriate in general and specificity. O'Neill sets down a sound set of actions that are generic enough to work for almost everyone.

As a consultant I experience the internal workings of many companies and only the best ones follow the principles described in this book. The information and insight provide a leadership team a road map for how to stay focused on what is important and how best to position an organization for the future. This is one of those books you need to read every 12 to 18 months.

Whether you're interested in positioning your business for sale at
a premium price or just trying to optimize your operations and
maximize your profits, this book can help. Drawing
on his years of experience in running, building, and selling
successful companies, O'Neill provides a cogent road map for
creating and maximizing value in any business. His model is easy
to understand and apply. Building Business Value is written in an
engaging style, replete with examples, charts, and checklists.

Marty O'Neill not only lays out the high-level strategic concepts needed for business success, but also details specific steps you should be taking to move your organization to the next level. This isn't a plain vanilla business book extolling obvious truths. It blends the author's personal experiences and know-how with practical steps you can use to build and execute an action plan to improve your organization. From diagramming organizations to identifying the true value drivers for your company, Marty explains the "why", the "how", and the "who" involved in transforming your company.

s part of my ongoing pricing research I was lead to this book. It does exactly what it says it does. In a well thought out style the author leads you through the internal and external drivers that determine the value of your company. Very telling advice was , " If you drive to increasing company value, you can exit at any time". Any business owner will benefit from going through this book and answering the questions the author asks. We see too many companies who would be rockets if they just asked themselves a few simple questions. Well written, good notes and through bibliography make this a long term reference book for the business owner. I especially liked his way for describing what good was , then pointing out how to measure how good your company was, the major ways that people fail and how to prevent that.

I wish I had Martin O'Neill's book when I sold my company. His insights provide a perfect road map to maximize value.

A businesses' worth is a powerful thing. "Building Business Value: How to Command a Premium Price for Your Midsized Company" is a guide for companies that have gone past being a small business but have not yet reached the point to become a massive corporation. With tips on assessment, gauging where your company is going, the power of leadership, and what people look for when they are looking to buy or sell companies, Martin O'Neill gives readers a very comprehensive look at the market of business, making "Building Business Value" a choice pick and highly ideal read for accomplished entrepreneurs.

Building Business Value is a great tool for business owners. O'Neill has presented a thoughtful, pragmatic approach to working with a business to create a path to enhanced organizational value. He provides tools, templates and a structured process which illustrate the importance of this approach.

The book highlights real-world examples which make the process and outcome come alive for the business owner. I work with many clients as they grow their businesses. This book will become part of my recommended reading list for clients.

Building Business Value is packed full of great advice for CEOs who think that an acquisition is a likely exit for their business. As an investment banker, I wish I could give this book to all my prospective clients years before they think about selling their businesses. Marty's candid advice about placing your business in the flight path of the acquirors and focus on the factors that effect the tangible value in their company can make the difference between decent sale and a home run!

In his book "Building Business Value", Mr. O'Neill challenges the small business owner to shift their focus from revenue to 'value'. He outlines a clear process to establish what aspects of business add to bottom line value and how to quantitatively measure progress towards it. O'Neill introduces this process and corresponding 'rules-of-thumbs' in a clear and concise presentation that makes a quick and easy read.

I've found this material useful in developing strategy for my own company and recommend it to small business owners for theirs.