Speakers: Steve Grimshaw | Matt Sharrers, Melissa Valdez, SBI
A two-part series on how to orchestrate the perfect level of inorganic growth to grow revenue and maximize value for your company.

Joining us on SBI TV is Steve Grimshaw, the Chief Executive Officer for Caliber Collision. In today’s show, Steve demonstrates how a chief executive orchestrates the right level of inorganic growth to maximize the valuation of their company.

 

Matt and Steve will leverage the How to Make Your Number in 2018 Workbook. Turn to the Corporate Strategy section.  

 

To watch this interview in video format, click here.

 

Segment 1: Growing Revenue at Scale

 

  • Deciding between organic and inorganic growth. minute 4:20
  • Using inorganic growth to grow in a stagnant market. minute 7:49

     

Skip to minute 5:08 to hear Steve discuss how he developed a strategic planning process early on:

 

“When I came in I had done about 2 months of research and diligence on the competitors, company, the market, the space. And I committed to doubling revenue for this company in 5 years…” 

 

Segment 2: Organic vs. Inorganic 

 

  • Deciding where to split organic and inorganic. minute 12:35  
  • Using inorganic growth to expand the capabilities of your company. minute 14:33
  • The benefits of full-market penetration minute 17:19

 

Listen to minute 16:01 when Steve details his full market penetration strategy, which allow him to maximize acquisition growth:  

 

When we enter a market, we execute full penetration of that market. Because it drives customer convenience and customer choice. For example, in Dallas Fort-Worth we have forty locations. So, we’re more convenient than virtually anyone else in the marketplace…” 

 

Click here to watch the second part of this interview.

 

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ABOUT THE AUTHOR

Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.

 

Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.

 

Prior joining SBI in 2009, Matt spent eleven years leading sales and marketing team teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.

 

 

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