Last month, Signature Analytics hosted a seminar on best practices for growing and scaling small and mid-size businesses to a group of San Diego CEOs and business owners. Each speaker’s presentation focused on one of the 4 keys to scalable growth: financial analysis, sales process, sales strategy and cash. The rapid-fire case study format gave attendees an inside look into the best practices real San Diego companies have used to grow and the actual results they received.
Read more about each of the presentations below. You can also watch our short video with highlights from the event. To register for our next seminar, visit www.signatureanalytics.com/events.
Financial Analysis – Jason Kruger, Signature Analytics
Jason’s presentation highlighted the transformational changes 7 San Diego companies made to grow their business and the financial reports that provided them with the insight to do it. One case study showed how analyzing profit margins by individual product line allowed a rapidly growing brewery to increase profits by 15%. Another case study explained how a growing internet marketing firm was able to increase EBITDA from 10% to 15% by looking at employee utilization summary reports and analyzing the profitability of each of their clients.
Sales Process – Matt Stoyka, RelationEdge
Matt discussed the specific ways 6 companies used their CRM (e.g., Salesforce.com) differently to drive leads, increase sales and improve customer satisfaction. He explained how a digital marketing firm automated their lead nurturing process to achieve the highest monthly sales in the company’s 7 year history. He also showed how a factoring company used their CRM to automate proposal creation, reducing the time to prepare final contracts from 2 hours to 2 minutes.
Sales Strategy – Jack Kelly, Corlea Group
Jack gave the audience an inside look at the sales strategies of 6 San Diego companies that generated millions of dollars in organic growth, despite being in some of the most highly competitive industries. Jack explained how a payroll services company with slowing growth leveraged client surveys to generate 1,287 add-on product and services inquiries. He also explained how a biotech company ditched their elevator pitch at the 2014 BIO Convention and instead told stories to generate 297 leads and more than $225,000 in potential new business.
Cash – Tony Sands, Opus Bank
Tony showed the financial structures used by 4 local companies who leveraged their cash flow and balance sheets to access bank loans to support their expansion, growth and acquisition plans. For each lending situation, Tony emphasized the importance of providing 12 month projections – income statement, cash flow and balance sheet. The bank will not lend without them and the number of companies looking for financing that are unable to provide this key piece of financial information is staggering.
Feedback from Attendees
“I thought the case study format was great. It was engaging and a good way to understand the information. There were a lot of good antidotes as well.”
“I thought it was really good. It’s amazing to find out how many fundamentals aren’t deployed on a regular basis. Just some of the really simple stuff.”
Register for our Next Seminar
Our July event was such a hit, that we have scheduled additional seminars focused on best practices for growing and scaling your business. To view our upcoming seminar dates and register to attend, visit www.signatureanalytics.com/events.
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