Solutions for Investors | Atol Business Solutions Ltd.
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Solutions for Investors

The biggest risk factor of non-performance of early-stage companies is their inability to scale the sales execution. And still, investors struggle to mitigate it.

Pipeline of Qualified Targets

Challenge:

Investment managers need an adequate number of qualified targets in order to build a profitable investment portfolio and deliver results.


Reasons:

  • targets actively looking for investors are often not optimal opportunities;

  • we don't have the capability for proactive search of optimal targets.


Solution:

  • build a professional approach for identifying, qualifying and winning optimal targets;

  • develop a team and enable it for execution of this approach;

  • in the alternative, outsource the execution for accelerated results.

Pre M&A Sales Due Diligence

Challenge:
M&A Targets can contain hidden risks that can inhibit growth, causing the investment to fall short of the ROE target and investors’ expectations.
 
Reasons:
current sales results indicate a promising outlook based on a limited number of key accounts;
financial statements do not reveal the company's inability to win new clients in existing markets and in new ones;
the target's management team is unable to manage business development.
 
Solution:
analyse the existing sales function in light of future plans;
specify risks and their potential impact on performance;
prepare recommendations to restructure the sales function.

Investment Portfolio Performance

Challenge:

Companies with big growth potential fail to achieve projected results, causing a return on equity that is insufficient for the owners. Investment managers may have difficulty delivering expected results.


Reasons:

  • company management is not aware of the critical role of systematic sales for meeting financial targets;

  • companies don't have a professional sales function in place;

  • high value-added offerings require special sales approaches for profitable sales that will fuel growth.


Solution:

  • management has to recognise that a professional and profitable sales strategy is the key success factor for meeting the business plan’s goals;

  • a professional sales function has to be put in place that includes creating a competent sales team and executing a well-conceived sales process by using practically effective tools;

  • company management must be in charge of sales, profitability and forecasting.

Post M&A Sales Alignment

Challenge:

A strategy based on M&A can be negatively impacted by incompatible sales teams. If an optimal integration of sales functions is critical to success, the project can be endangered or can even fail.


Reasons:

  • sales teams have different cultures, processes and incompatible offerings;

  • often the sales teams used to be competitors and have negative perceptions of each other;

  • resistance to change in the sales teams and middle management directly impacts performance.


Solution:

  • jointly define common offerings, sales messaging and sales process;

  • manage change adoption by using a proven professional approach based on people buy-in;

  • establish management by objective that directly supports the M&A’s purpose.

Contact

+386 70 550 969

Atol Business Solutions, Ltd.
Leskoškova cesta 9e,
1000 Ljubljana, Slovenija

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