Middle Market Strategies: How Private Companies Use the Markets to Create Value

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9780470464571: Middle Market Strategies: How Private Companies Use the Markets to Create Value

Break down the walls that stand in the way of business growth with the effective middle market strategies found in Middle Market Strategies

The middle market represents about 1% of all U.S. businesses but produces about 40% of the gross domestic product. Winning the middle market is critical to business owners, and vital to the U.S. economy. Providing a comprehensive framework for understanding the market for private mid-sized businesses, Middle Market Strategies helps owners avoid unnecessary risks and enjoy some well-deserved returns by sharing the lessons learned from hundreds of featured business owners.

Using ninety real-world case studies, Middle Market Strategies helps inform better business decisions by providing answers to the most pressing questions, including:

  • How do the markets work?
  • How can they be used to improve business value?
  • Which strategies work best?
  • What are the rules and how do you work with them?
  • How are middle market businesses different from larger and smaller businesses?
  • What separates successful businesses from others?

Author Richard Trottier's reader-friendly anecdotes depict owners caught in the daily struggle to survive and the choices they made to break down the walls that stood in the way of their growth. Their stories, and the market rules that grew out of them, help to provide CEOs and presidents of mid-market companies, business appraisers, and capital providers with a solid understanding of the market to help them make better business decisions.

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From the Inside Flap:

The middle market-businesses with revenue between $5 million and $500 million-makes up less than 1% of U.S. businesses, but employs thirty-nine million people or over one-third of the workforce. Mid-size businesses are big enough to get the job done and small enough to seize opportunities quickly. Both fragile and vital, their significance in today's volatile economy is even greater as a procession of larger, more familiar companies, once thought too big to fail, close their doors permanently.

So, why do some mid-market businesses win and others lose? Middle Market Strategies answers that question by providing an in-depth look at the market, the obstacles today's owners face, and the strategies successful companies have employed to succeed.

Sharing his decades of strategic experience, author Richard Trottier helps readers come to grips with the private capital markets and their impact on the businesses within them. The book explores these markets from the viewpoint of their key participants—business owners. Readers will discover how winners use market rules, patterns, and mechanisms to overcome walls and create value, and how they turn long-term trends into real-time competitive advantages.

Featuring over ninety case studies, Middle Market Strategies is the first book to view the mid-market as a whole from as many different vantage points as possible. In addition to examining the trends that drive the market, author Richard Trottier examines the rise of the market, what separates it from other markets, its structure and what binds it together, as well as how mid-market companies operate successfully in various industries. By providing this 360 overview, readers will develop effective middle market strategies that drive better decisions, which are only possible when owners fully understand the overall market in which their companies swim.

Providing a comprehensive framework for understanding the market for private mid-sized businesses, Middle Market Strategies explores:

  • How Do the Markets Work?

  • Market Windows

  • Middle Market by Industry

  • Monetizing the Market

  • Traffic Cops, Regulators, and Rule Makers

  • Who Gets What, When, Where, and How?

  • New Rules of the Game

  • Market Walls

  • Motivational Walls

  • Capital Walls

  • Operational Walls

  • And much more

A must-read for CEOs and presidents of mid-market companies as well as business appraisers and capital providers, Middle Market Strategies shows readers how to turn obstacles into equity. 

About the Author:

Richard M. Trottier is President of Sundial Partners. He has over twenty years of experience in advising clients in acquisition, divestiture, mergers, business valuation, strategic planning, and turnaround planning. He has written numerous articles that have appeared in such publications as Business Appraisal Practice, The Tampa Bay Economy, and Mergers & Acquisitions.

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