A lot is written about improving the Bottom Line and rightfully so. However, if you don't have an aggressive Gross Sales to work from, there's only so much you can do about the Net Profit. Depending upon the size and financial condition of your company, there are several things you can do to significantly improve the Gross Sales.

If you are in a nose dive and disaster looms around the corner, it's time to employ the services of a "turn-around" specialist and give them complete control to save your enterprise. They are expensive, as well they should be. When you find yourself in a "flat" or "slow decline" situation a Primary Business Consultant can secure a Business Enhancement Report, from which he/she will initiate a Business Enhancement Plan and monitor the exciting possibilities of improved performance as well as increased ultimate value.

When you find yourself in a "do it yourself" mood there are some proven principles which will help you reach your goals. Danger: there are reasons you probably don't want to do it yourself. The time you take from your normal responsibilities with this new activity will add to the severe time restraints you already experience. You may be so consumed that you cannot see the trees from the forest and a trained third-party can bring reality to the issue. Part of the problem is always personnel and a third-party can wear the "black hat" while you wear the "white hat" which allows you to maintain relationships while the third-party solves problems and takes the heat.

Because of space limitations in this short article, we are limiting the principles of your Business Enhancement Plan to 4 challenges and 8 actions.

Challenge 1: There must be a clear, compelling, and rewarding leadership agenda which meets the current and ultimate goals (and greed) of owners/stockholders, management, and employees. Meet with each of these groups and reduce to writing an agenda to meet these needs.

Challenge 2: You must build a distinctive understanding of the needs of customers/clients and prospects to match your products and services to their needs. Meet with current customers, lost customers, and prospects to match what you provide to what they need.

Challenge 3: Make it profitable! Dont provide anything to any of the above groups that does not meet your ultimate net profit goals. Budget everything from the beginning.

Challenge 4: Chase the closest/biggest dollars first! The first item on your new agenda should be the issue that brings you the closest/biggest improvement in gross sales. Continue that priority principle in subsequent issues.

Action 1: Make a list of every suggested improvement indicating the item, potential profitability, resources needed and projected date of accomplishment.

Action 2: Rewrite the list in the priority of those items which will bring the largest profits.

Action 3: Rewrite the list in the priority of items which will bring the largest profits, the quickest.

Action 4: Choose the appropriate personnel by assigning these items to the best personnel. Indicate the item, person(s) responsible, resources needed, and accomplishment due date.

Action 5: Create effective communications with open, respectful relationships on a regular basis.

Action 6: Create proper working environments to enlist full support of all employees in enthusiastic participation, company/customer loyalty and pride in accomplishment. Make accomplishment fun! Minimum expenditures can sometimes initiate great employee enthusiasm.

Action 7: Match accomplishments with appropriate (but not expensive) rewards on a regular basis.

Action 8: Accurate/honest records are a requirement of success. Keep a scoreboard that keeps short term, intermediate and long term progress in front of everyone on a regular basis.

Sooner or later every business owner will exit their business ownership to cash in on years of hard work and investment. The earlier you start planning for this career crowning event, the more you will receive to embark on your next challenging goal(s). Your business is probably your most valuable asset and your exit from it will possibly put in your pocket the largest check of your career. In over three decades we have observed some common ingredients in the most successful ownership exits.

There must be a strong commitment on the part of all owners and family members that a transfer of ownership actually takes place. Some good businesses never sell at higher prices because responsible parties fail to make proper and timely decisions. Your first step is to select a Primary Business Consultant with the experience to guide the process through each important phase.

This professional will assure that your business goes to the market at the highest achievable price. Surely no one would consider exiting their most important asset without first securing an independent third-party business appraisal. It is vital that your consultant coordinate the flow of information to the appraiser in order to present your business in its best "tuxedo and bow tie" which will allow you to support the price at your advantage.

We live in an era of globalization and it would be a mistake to ignore trends in other economic and geographic markets. This type of appraisal is unique with businesses and your consultant should guide you to an appraiser with national experience and ample data to support values found in successful markets. This will lend credibility to prospects, their advisors and lenders.

Once your most appropriate price is set, it's important to avoid compromising professionals. Your consultant is your advocate who will coordinate all activities and place your interest above the interest of all others in the transaction. This will keep your exit from being "held hostage" by those who tend to "hold things up" for their own interests.

Primary Business Consultants are trained and certified in the execution of the leading-edge Targeted Marketing Plan. This is an exclusive 52 step process that attracts the most qualified prospects, capable of continuing the growth of your business and providing for your trusted employees and customers/clients. Careful attention must also be given to steps that will additionally attract financial institutions to finance the transaction so the owner can receive liquidity. Don't allow a consultant to do the same thing over and over expecting different results. Demand they be certified in the use of all 52 steps!

What you receive from your business is your equity in the blood, sweat, and tears you've invested. You're entitled to a fair fee structure that will guarantee that every penny you spend is used exclusively on your business. Don't allow your business to be put into a group marketing plan where your fees are used to sell businesses of free-loaders! You must receive monthly reports of all activities and a preview of future efforts.

Your concern for confidentiality is legitimate and as the "coach" of your team, your Primary Business Consultant is trained to maintain it through the entire process. He/she is your clock-watcher to insure all professionals work efficiently. Its fun to be a part of a winning team. You can be confident that the stress of egos will be kept to a minimum. Your team should work hard for you and your consultant will see to it!

(Bart A. Basi, MBA, PhD)

Manufacturers Deduction: The effect is that the top corporate rate will drop from 35% to 32%. The definition of manufacturer is expanded to include many more businesses.

Small Business Expense/Depreciation: The $100,000 Section 179 deduction has been extended through 2007, so you can take an immediate deduction for equipment purchases up to $100,000 per year subject to certain income limitations.

SUV Loophole: This will now apply to vehicles weighing over 14,000 pounds....ouch!

S Corporations: The number of owners now able to own one S Corporation is increased from 75-100. All family members in one family are now considered to be one shareholder.

Beware of Tax Shelters: It is easier for the IRS to break abusive shelters and include lesser degrees of attorney-client confidentiality and codification of the meaning of economic substance.

There is a new breed of business owners expecting more from professionals & governmental agencies who serve them. They want more productive services coordinated over their entire business ownership. They demand those who serve them help avoid mistakes and reap greater profits to ultimately enjoy more in a final financial exit for the golden years.

From radio and TV hosts to governmental agencies, consumer advocates attempt to take their pound of flesh from independent business owners and corporations.

Where are the advocates for business owners? Who will take a stand for business owners who give a lifetime of skill and resources to earn a decent return on investments?

Unfortunately, it will not come from the government. Fortunately, help is available from professionals known as Primary Business Consultants.

They help business owners make decisions choosing the appropriate business, growing the business wisely, and ultimately exiting the business at the highest price.

Many business owners choose to start or enter a business around what they do best, a great idea. However, entering right, planning for, and achieving the highest value in their ultimate exit of that business is too often not part of what they do best.

Some wait too long to seek help and others often unfortunately receive uncoordinated and compromised advice from self-serving professionals. This creates costly mistakes.

Business owners deserve more which can be achieved by observing the common thread in all successful activities by using independent third-party counsel in issues outside their expertise. This produces a bigger pot of gold at the end of the rainbow....you cannot have one without the other.

How does an entrepreneur choose and manage multiple providers/advisors over the long run in order to maintain control of his/her destiny? This can be accomplished in the same manner the owner of a professional football team creates success.

You choose the best coach available who will hold the focus on increased profits and ultimate value at your exit of ownership through choosing and coordinating the periodic players on your team of professional providers/advisors. You want your ball more successfully carried over the goal line at the end of your business ownership. There will be greater achievement with a coach who understands the necessary implementation and coordination of all four phases in the entire cycle of business ownership.

This coach, the Primary Business Consultant, can take you appropriately through the entire cycle of E⁴, or enter at your current phase in the cycle, and take you to your ultimate desired success as follows:

E1: Evaluate businesses for appropriate pricing before consummating a buy-sell transaction.

E2: Enter business ownership through a realistic due-diligence process to meet appropriate personal, financial, and geographic requirements.

E3: Enhance business performance and profitability for increased rewards during ownership.

E4: Exit business ownership with more funds available for the next goal(s) in your life.

To choose a Primary Business Consultant nearest you, visit www.ABCbiz.biz. Among others, they must have the certification of PBC or MPBC!