The Five C's of a Company Review

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Peggy Klingel
The Five Cs of a Company Review
608-512-8830
PeggyKlingel_at_gmail.com

• Business areas to understand before joining or
  partnering with a company

www.twitter.com/peggyklingel
PeggyKlingel_at_gmail.com
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Heed the hints Effective questioning listening
are essential.

• Insights are gained by understanding a companys
  history.
• Success stories are windows into culture and
  strengths.
• Revenue, margin, product mix and customers are
  key data points.
• Product road maps shine lights on potential
  future opportunity.
• Current organization initiatives leave clues
  about gaps.
• Staff tenure, knowledge and willingness to share
  information
  will influence results.

Whether considering employment at, selling to or
partnering with a company, insightful
understanding of the organization increases the
probability of good decision making and positive
outcomes.
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Learn as much as possible about these business
areas to understand strategy and potential.

• Never assume you already know the answers
• you may be surprised!

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Company

• Strategy Is leadership aligned is the strategy
  shared?
• People Are staff knowledgeable, engaged happy?
• Customers How is customer support handled?
• Sales Is the sales process effective and
  measured?
• Product Is the product plan aligned with
  strategy?
• Operations Is the company capable of delivering?
  
• Revenue What are the revenue sources?
• Financials Are targets being met?
• Success What are they most proud of
  accomplishing?

Where are they in their company lifecycle?
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Competitors Market

• Trends Whats happening in the industry?
• Disruption What outside industry forces are
  influencing the market?
• Resources Are there any trade associations with
  insights?
• Losses Who have they lost to and why?
• Wins Why are customers choosing to buy?
• Competitors Who are they watching?
• Ownership Who owns them and who owns
  competitors?
• Market What is their current market share
  future opportunity?

Do they understand the market and their place in
it?
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Customer Knowledge

• Sales Who purchased from them recently and why
  did they choose them?
• Retention Who is staying with them and why?
• Referrals Are there any success stories in the
  sales process?
• Metrics What loyalty programs and measurements
  exist?
• Experience Have they mapped the customer
  journey?
• Ownership What areas of the business touch
  customers?
• Communication How do they maintain
  relationships?
• Mix What proportion of revenue is new vs.
  existing customers?

Are the customers happy and referenceable?
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Capabilities

• Staffing Are any key positions open?
• Knowledge What employee training development
  programs exist?
• Product Is minimum viable product/service
  available adequate?
• Development Is the product roadmap documented
  reviewed regularly?
• Marketing Is the sales and marketing message
  aligned with strategy?
• Priorities What key initiatives are currently
  underway?
• Strategy Do employees understand the strategy
  and believe in it?

Are resources available and can they execute?
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Culture

• Guidelines Are the mission, vision values
  communicated understood ?
• Leadership Are leaders in agreement on company
  direction?
• Knowledge How do employees describe the culture?
  Is it consistent?
• Collaboration Are there examples of diverse
  groups working together?
• Challenges How do they explain failures? Were
  they learning experiences?
• Structure Are they unsettled from restructures,
  downsizings or other changes?
• Communication Is there an open, honest
  communication feedback system?
• Passion Is there purpose, energy and enthusiasm
  about their future?

Do they have the ability to succeed?
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All companies have gaps between strategy and
ability as they develop strategic plans. The
question is whether they can bridge the
gap.

• Understanding the gaps provides information for
  decision making.

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Pulling it Together What to do with the
information learned.

• Prospective employee? All companies have
  challenges. Go in with your eyes open to their
  challenges and their opportunity. Can they
  realize the opportunity despite the challenges?
• Joining to lead? Develop your initial plan to
  turn around the organization or address the
  challenges in your area of responsibility based
  on what youve learned. Adjust as you get on
  board and continue to listen and learn. Can you
  fix it?
• Partnering? Compare them to other potential
  partners. Are you aligned with their culture and
  can they deliver on the relationship?

Decisions to join or partner are best made with
as much information as possible providing a firm
foundation for
collaboration and success.
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The Five Cs of a Company Review
Peggy Klingel
608-512-8830
PeggyKlingel_at_gmail.com
Sales and Market Strategy Development and
Execution
Change Management, Startup and Turnaround
Expertise
PeggyKlingel_at_gmail.com
www.twitter.com/peggyklingel
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Other Presentations by Peggy Klingel
Leadership Principles for High Impact Results
Priorities to drive organizational change.
Sales as a Team Sport
The benefits of a broad organizational
understanding.
Growth Strategy Execution
How to start fast and deliver results.
Building Bridges for Growth
A review of my history and philosophy behind
driving revenue growth.
PeggyKlingel_at_gmail.com
www.twitter.com/peggyklingel