Case History#3   The Company A well-established company where the owners wanted to cash out within a year to eighteen months. The Problem Corporate Strategies was ostensibly engaged to assist the owners in maximizing the value of the business for a planned sale. However, problems began at the top and went throughout the company. The two owners were in constant conflict, affecting the morale of employees and the sales and profits of the company. The company’s largest customer, representing approximately 40% of total sales, was demanding potentially ruinous concessions on an already negotiated contract. A larger competitor (who was also a critical supplier) announced a substantial reduction in the retail price of their branded product, forcing the client company to lower its price. The bank, seeing substantially lower sales and developing losses, had begun to question the desirability of the company’s loans, personally guaranteed by the owners. The owners considered simply closing the doors to avoid increased exposure because of the guarantees. The Solution Corporate Strategies worked with management to reorganize the business and mediated the differences between the owners. A performance-based compensation plan was installed to improve morale and productivity. We advised against making the concessions demanded by the customer. After getting confirming legal opinion we advised that the competitor/supplier’s actions constituted predatory pricing, and Corporate Strategies associate Bill Goldberg served as an expert witness in the ensuing litigation. The Result The company, even with the loss of the largest customer, was put on a profitable basis. Goldberg’s testimony in the case was instrumental in securing a cash settlement that exceeded the total annual sales of the company. We convinced the owners to sell rather than simply close the doors, and within 60 days the company was sold for more than $1 million. The final result was that, despite the problems uncovered after the engagement began, we were able to sell the company, exceeding the owners’ expectations.   Case History#1 Case History#2 Case History#3 Case History#4 Case History#5

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