Danny Windsor

Providing CFO services and Business Transition Services in Tennessee

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About Danny

Danny Windsor

Murfreesboro, TN CFO

35 Years of Experience

Direct Contact

dwindsor@b2bcfo.com

615.945.1635

Universities:

Lipscomb University

Certificates & Licenses:

Certified Public Accountant

Certified Global Management Accountant

Certified Business Transition Expert

Organizations:

American Institute of Certified Public Accountants

The Nashville Business Forum

FENG ( Financial Executives Networking Group )

Contact Danny Windsor and receive a free Discovery Analysis™

  • A confidential meeting with the business owner(s), then interview company staff.
  • Look at the company’s financial information and computer systems.
  • Benchmark financial information against industry averages.
  • Create a confidential report of our findings in The Strategy Gameplan™







Danny’s Bio

Danny's service offering extends to all counties in Middle Tennessee including southern Kentucky.

Danny is a highly accomplished financial executive with over 25 years of broad-based experience. He is dedicated to assisting small and mid-size companies in growing their cash and profits. His goal with each company is to assist the owner and/or investors in building and sustaining the maximum value of the business. He can greatly aid a company that needs to turn around a negative cash position and he also is effective in teaming with aggressively growing companies that need the cash and infrastructure to continue their growth by penetrating and expanding into new territories and markets.

Danny has worked with and helped companies in a number of industries using his experience and expertise to assist them in the following areas:

  • Cash flow management and optimization
  • Credit line establishment, renewal, and extension
  • Budgeting
  • Financial analysis and reporting
  • Systems implementation
  • Acquisition management
  • Process improvement
  • Cost reduction and avoidance
  • Development and training
  • Risk assessment management
  • International accounting and foreign exchange hedging

Danny helped grow one company from $17 million in annual sales to over $100 million in ten years. He supported this growth by hiring and developing key personnel, organizing the information system to produce timely and accurate financial information to ensure sound business decisions, managing cash flow that significantly improved liquidity, and overseeing a major acquisition that greatly improved the company’s strategic position. He also played a pivotal role in enabling a manufacturing client to renew and extend a much needed credit line in order to support aggressive profitable growth with vital cash infusion.

Danny earned his BS in accounting from Lipscomb University in Nashville, TN and is a CPA in the state of Tennessee. He is also a member of the Nashville Business Forum, American Institute of Certified Public Accountants, and The Financial Executives Networking Group. Danny lives in Murfreesboro, Tennessee with his wife, Robin.

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Recent Articles

Oct 31Danny Windsor

Another Level

Oct 31Danny Windsor

Many of us at one time or another have referred to someone as being on “another level”.  This term first became very real to me in sports.  Many years ago I spent much time playing recreational sports, particularly basketball and tennis.  I usually played against people with skills similar to mine but on rare occasion had the chance to play against people on another level.  They could have probably beaten me blindfolded as their skills far exceeded anything I had

Sep 29Danny Windsor

Bouncing Back

Sep 29Danny Windsor

Someone once said that being the owner of a business was like riding a roller coaster.  There are constant ups and downs but very little straight, smooth roads.  Working with many different business owners from various industries during the past nine years has only confirmed this truth.  The ups of the business cycle are a great ride, but the down cycles can, in some cases, be devastating.  What separates those business owners who survive and thrive from those who have

Sep 6Danny Windsor

First Impressions and a Successful Exit

Sep 6Danny Windsor

An article on the American Psychological Association website revealed what James Uleman, a psychology professor at New York University and a researcher on impression management, had to say about first impressions.  Professor Uleman said, “You don’t get a second chance to make a first impression(Rowh).”  On a personal level, we understand exactly what professor Uleman meant.  Each of us makes an initial impression of those we meet.  Very often, the first impression is the appearance of the individual.  This includes

Jul 30Danny Windsor

If I were Buying a Company

Jul 30Danny Windsor

If I were in the market to purchase a company, it would require a great deal of research and much soul searching.  From a financial standpoint, careful consideration would take place.  Decisions on where to invest liquid assets has as its major purpose one goal, where can I get the greatest return on investment?  A bad investment can result in a huge financial setback that can take years to recover.  So the question is, if I were choosing a business

Jun 30Danny Windsor

Stay Focused on the Essentials

Jun 30Danny Windsor

Business owners of growing companies are very busy people.  One of the obstacles they must continually fight is being distracted from the really important drivers of their business.  It is easy to get so caught up in details that drain time and energy.  The business suffers for a lack of focus on what is important to move the company forward toward achieving its goals.  As a result, profits remain low, cash is drained, and the value of the business does

May 29Danny Windsor

Forecasting-Vital to Business Success

May 29Danny Windsor

If you are the CEO of a business and not performing in-depth forecasting on a regular basis, your company is not performing at the highest level of which it is capable.  A forecast means, “to calculate or predict (some future event or condition) usually as a result of study and analysis of available pertinent data(Merriam-Webster on-line Dictionary).”  A forecast does not mean error free but instead what is likely to occur based upon known future conditions, current trends, and actions

Apr 19Danny Windsor

Lessons from the Spurs

Apr 19Danny Windsor

The NBA has recently started the playoff series.  Every team that made the playoffs is once again re-energized as they and their fans start a “new season” with renewed hopes of ultimately winning an NBA championship.  One of the most successful teams in the last eighteen years, both during the regular season and the playoffs, have been the San Antonio Spurs.  “Since ’99, San Antonio has a regular season record of 969-383.  They have made the Western Conference finals eight

Mar 24Danny Windsor

Staying in Touch

Mar 24Danny Windsor

Being the owner of a rapidly growing business is exciting, yet it places challenges for the leader that can turn success into failure, if not dealt with properly.  One major challenge is remaining the Finder.  Our firm’s book describes Finders as the leader of the company described by the following terms: Visionary Idea generator Innovator or dreamer Catalyst for future change Relationship builder or creator “You will notice that all of the above attributes or functions require “future” action(Mills, p.25,26).”

Feb 26Danny Windsor

Appearances

Feb 26Danny Windsor

I recently visited a client that I had visited a number of times over the past couple of years.  Immediately when I entered the front door, I knew something was different.  My initial reaction was very positive and after being inside for several minutes, it came to me the reason for my positive impression.  The company owners had cleaned the inside thoroughly (both offices and shop area), painted the walls, and purchased a few updated, nice looking (though not expensive)

Jan 30Danny Windsor

Do Positive Profits Ensure Adequate Cash?

Jan 30Danny Windsor

I was once introduced to a business owner that had a problem he could not grasp.  During our initial meeting, he could not understand why his company had little cash.  The net income of his company was positive, and in addition, he collected from his customers in advance.  This is a situation I have encountered regularly in various forms.   Why do some companies appear to be doing very well, yet have very little cash?  Below are two major reasons cash

Jan 30Danny Windsor

Actions of Successful Business Owners

Jan 30Danny Windsor

Throughout my career I have had the privilege of working with many business leaders in various industries.  These companies have ranged in size from large to small.  There are certain things in life that only many years of firsthand knowledge can teach.  One observation has to do with action.   Successful leaders in their business take action to do the things that cause their people, and their companies to reach high levels of success.   Please notice that I use the word

Dec 28Danny Windsor

Increase Knowledge

Dec 28Danny Windsor

This is the time of the year when many individuals set their goals for the new year.  Companies have already set their plans and target goals by now and will finalize them with some changes as the year comes to a close.  Of all of the various goals set, I hope one of them is an increase in knowledge.  This is a broad area and the specific knowledge to be gained will vary depending on the individual and business.  However,

Nov 30Danny Windsor

Going Bowling

Nov 30Danny Windsor

For college football fans this is the time of the year when the various committees select teams to compete in the different bowl games played throughout the country.  It is an exciting time for fans, players, and coaches.  It represents the achievement of goals for many of the teams and serves as a reward for a long, competitive , and strenuous season. End of the year rewards are not just restricted to sports.  Companies will finish their year and many

Nov 16Danny Windsor

Basic Rules of Cash

Nov 16Danny Windsor

At the top of every business owners’ priority list should be the accumulation and preservation of cash.  When cash is a top priority it acts as a safety net for unexpected events, provides additional options for business decisions that may not otherwise be available, and the best incentive is the peace of mind it gives to the business owner.   Below are four basic rules of cash that every owner should strive to keep. Create Cash- The best way to create

Oct 31Danny Windsor

Sales Quality

Oct 31Danny Windsor
Three areas for sales quality

Company A and Company B currently have identical sales numbers.  However, there is a big difference in having equal sales from a numbers standpoint and what the quality of those sales are to each business.  The quality of the sales is much more important to the financial strength of the business and the potential value.  There are at least three areas that indicate sales quality and that should receive attention from the company leader. Profitable Sales– There are many companies

Oct 4Danny Windsor

Teams Win

Oct 4Danny Windsor

While describing the 1989 Detroit Pistons, Isiah Thomas had this to say about that team. “Lots of times, on our team, you can’t tell who the best player in the game was.  ‘Cause everybody did something good.  That’s what makes us so good.  The other team has to worry about stopping eight or nine people instead of two or three.  It’s the only way to win(Simmons, p. 38 & 39).” I believe Isiah in the above quote summarizes in a

Sep 23Danny Windsor

Avoid a Collapse in Your Business

Sep 23Danny Windsor

An ESPN article recently discussed the current San Francisco Giant’s skid since the all-star break,  going from the best record,  to now struggling to make the playoffs.  The author went on to compare how a collapse by the current Giants would compare to other epic collapses of the past including the 2014 A’s, 2012 Rangers, 2011 Red Sox, 2011 Braves, 2007 Mets, 1995 Angels, 1978 Red Sox, and the 1969 Cubs(Schoenfield). Total collapses are not just specific to sports but

Aug 30Danny Windsor

How to Build a Well-Rounded Company

Aug 30Danny Windsor
Well-Rounded Company

Every business owner is unique, and consequently, every business is unique.  Companies that have endured the start-up and are currently growing successfully have either produced a product or service that is unique to the market, or have taken a product or service that is already saturated in the market,  but through their exceptional service and excellence, have beaten the competition.  Either way, they have distinguished themselves in the marketplace because of their unique offering or the excellent way they do

Aug 4Danny Windsor

Running a Successful Business, a Continuous Struggle

Aug 4Danny Windsor
Business Staying Late

Running a successful company is a continuous struggle.  I was recently reading an article in Inc. in which Robert Herjavec stated on running a great business, “there’s no point that you get to and say, ‘Aha! I have arrived.’  Shark Tank has taught me that any business is a continuous uphill battle( Herjavec, p.41).” This is true of anything in life that is worth achieving.  It is not easy but the rewards are worth every ounce of effort.  There are

Jul 12Danny Windsor

Each Business Owner is Unique

Jul 12Danny Windsor
Stand Out

Our firm believes each owner of a privately held business is unique.  This affirmation is found on our website and at the bottom of my monthly newsletters.  I have come to understand this uniqueness from a much deeper level in my years of working with this firm in having the privilege to serve business leaders from many different industries and backgrounds.  Each company has its own set of core values and philosophies as the leader’s guidance and insight influences their

Jul 4Danny Windsor

The Value of Attention | When Employees are Invested

Jul 4Danny Windsor
When Employees Are Invested

A recent article in CGMA Magazine focused on the growing emphasis that owners of companies should share information with their employees.  It appears that those companies that share information are achieving better financial results and growing the values of their business.  In providing evidence for this advice, the article showed how employee-owned companies performed better.  “ESOP companies have 25% higher job growth than comparable, non-ESOP companies over a ten-year period, according to the NCEO, and ESOP companies also experienced increases

Jun 15Danny Windsor

Success Can Be Dangerous

Jun 15Danny Windsor
Danger Zone

Every company and its people desire to be successful.  The definition of success for each company varies depending upon the company’s leaders and their goals.  When those goals are met through hard work and strenuous effort coupled with a team working together to overcome inevitable obstacles, it is a wonderful feeling of accomplishment that is simply hard to describe. However, success must never be considered a destination but simply a stopping point to reflect and to continue on to even

May 30Danny Windsor

Effective Business Habits

May 30Danny Windsor
Good habits, effective individuals

As the saying goes, we are all creatures of habit.  This is a very serious thought to contemplate when we consider that the effectiveness of our lives are the results of our habits.  To be effective, we must develop good habits.  Brian Tracy has said, “As it happens, everyone has habits.  Unfortunately, many of these habits are bad ones, not particularly helpful or enhancing…Your job is to develop habits in each area of your life that make it progressively easier

May 27Danny Windsor

Growth- Succeed or Fail

May 27Danny Windsor
Good or Bad Growth

I believe that many of us can agree that staying the same, remaining stagnant, not having a strong desire to improve, both as companies and individuals, is not a desirable situation.  Complacency can and will kill a company long before they even realize it is happening.  I was reminded of this while recently listening to a CD by Jim Collins,  How The Mighty Fall. On the other hand, rapid growth presents its own set of challenges and does not guarantee

Apr 22Danny Windsor

Four Opportunities to Reduce Expenses

Apr 22Danny Windsor
Cutting costs

The decision to reduce or eliminate expenses for a company leader is never easy nor pleasant.  There are many reasons.  One, reducing expenses forces a decision and an important decision requires analysis which requires time for thought.  Particularly in a growing business, time is precious.  In this fight for time and attention, deep thought often takes a back seat which is a huge mistake.  Secondly, reducing costs very often requires reducing people.  Anything that affects people affects lives of families

Apr 6Danny Windsor

Prepare for Inflection Points

Apr 6Danny Windsor

Baseball season has started.  There is always excitement in the air on opening day as each team begins their long 162 game season with the goal of making the playoffs in the fall, and eventually winning the World Series.  The Chicago Cubs have not won a World Series since 1908, but this is the year that many believe the Cubs will break that long 107 year streak.  At one point during that 1908 season, the powerful New York Giants had

Mar 28Danny Windsor

Not Selling? Three Things You Need to Always Do

Mar 28Danny Windsor

The statistics and trends indicate that during the next several years an unprecedented number of companies will enter the market to sell.  This phenomenon is anticipated as a result of  Baby Boomer owned companies, and we have well documented these statistics in our book, The Exit Strategy Handbook.  In that book,  we state that the annual number of companies boomers will put on the market will average 378,000 compared to an historical average of 24,500(Mills, p.36).  Because of a tremendous

Feb 29Danny Windsor

How Large is your Gap?

Feb 29Danny Windsor

One of my main goals as I work with my clients is to assist them in having positive cash flow and becoming cash rich.  Companies that are cash rich are prepared for virtually all unexpected crises and strong economic downturns.  Make no mistake, there are continual cycles in the economy and the next severe downturn could be just around the corner.  Companies that were not prepared during the fall of 2008 learned this principle the hard way.   Ram Charan describes

Feb 9Danny Windsor

A Quality Found in Winners

Feb 9Danny Windsor

David Crockett was visiting New York.  On his visit to City Hall he was introduced to the mayor of the city and was told that he had been a tanner.  Concerning this Crockett wrote, “that pleased me; for I thought both him and me had clumb up a long way from where we had started:  and it is truly said, ‘Honor and fame from no condition rise.’  It’s the grit(emphasis mine) of a fellow that makes the man(Crockett, p.181-182).” Webster’s

Jan 30Danny Windsor

Is your Business in Shape?

Jan 30Danny Windsor
Business Health

The Green Bay Packers had struggled  for several years to have a decent season, and in 1958 the worst season in their history ended in 1-10-1.   Vince Lombardi was hired as the new head coach in early 1959 in an attempt to change the direction of the Packers from a yearly embarrassment to a winner.  After watching films of the Packers during the 1958 season, he noted they had been out-scored significantly in the second halves of games by their

Jan 23Danny Windsor

Making the Complex Simple

Jan 23Danny Windsor
Business solutions

Many years ago a business colleague of mine made a statement that all business is actually very simple.  At the time I had not nearly as much experience that I now have; however, his statement did not seem accurate to me.  Now, after many years of experience and working with many different companies in various industries, I know that his statement was inaccurate.  I have learned that some businesses are indeed simple and very straight forward.  On the other hand,

Dec 31Danny Windsor

Prepare for Uncertainty

Dec 31Danny Windsor
business uncertainties

This is the time of year when many individuals set new goals for the upcoming year.  Smart companies have already been planning for 2016 carefully and have finalized or are in the process of finalizing their forecasts.  I am a huge believer in setting goals and action plans to achieve those goals.  It is simply amazing how much can be accomplished and efficiency gained by setting clear future targets and then working toward the target.  However, regardless of how meticulous

Dec 10Danny Windsor

Accuracy

Dec 10Danny Windsor

We often undervalue accuracy.  According to Webster’s on-line Dictionary, accuracy is, “freedom from mistake or error: the quality or state of being accurate: the ability to work or perform without making mistakes.”  I realize that we are all human and will make mistakes if we are alive; however, depending on the magnitude of the error, it can cost us dearly. Accuracy is especially vital in business as it relates to measuring the financial results of the company and interpreting the

Nov 28Danny Windsor

Confidence and Increased Sales

Nov 28Danny Windsor
Business confidence equals increased sales

I had a situation recently that caused me irritation and led to a decrease in business for one company, and an increase for another.  Earlier in the fall, I had sown a tremendous amount of rye grass so my yard would look green and vibrant for the holidays.  The rains came, and the rye grass started to grow rapidly.   I scheduled my lawn to be mowed before the Thanksgiving holiday with our landscaper, only to learn he had closed his

Nov 16Danny Windsor

A 1% Improvement

Nov 16Danny Windsor

Continuous improvement is the key to becoming more efficient and successful in business and in life.  Sometimes, the ideal we desire to achieve seems almost impossible when we consider the totality of improvement necessary to reach the goal.  However, let me ask a question to consider.  Is it possible to improve by 1%?  Hopefully, most everyone would acknowledge that a 1% improvement is highly achievable.  Another question.  Is it possible to improve by 0.1%?  If a 1% improvement is highly

Oct 31Danny Windsor

Goals to Increase Value

Oct 31Danny Windsor
Increased value

Brian Tracy said, “Your goals are the measurable objectives you must attain to fulfill your mission and purpose and realize your vision.  They are the targets you aim at.  Each goal must include performance measures, or benchmarks.  These numbers allow you to clearly determine whether you are moving closer to your goals or further away(Tracy, p. 110 & 111).”  For the business owner, all goals for your company should in some way lead to increasing its value.  I suggest the

Oct 20Danny Windsor

Know Your Numbers

Oct 20Danny Windsor
Key numbers

I was recently watching a video of a speech given by Marcus Lemonis, known for his appearances on CNBC’s, The Profit.  In this show, Lemonis assists companies who are struggling and need help,  often putting his own money into the business.  If you have watched any of the episodes of The Profit, you know that Lemonis has very little tolerance for a company leader who does not know his numbers.  In my work with business owners, I have found that

Sep 28Danny Windsor

Rewarding Performance

Sep 28Danny Windsor

A Bloomberg Business article recently quoted from a Towers Watson survey of 170 companies stating the following, “three in ten employers still plan to give bonuses to workers who failed to meet performance expectations(Woolley).”  I do not know all of the reasons for handing out bonus dollars to under-performers, but I do know giving bonuses when none is deserved leads a company into mediocrity.  Companies that want to excel, outperform their competitors, and build a high value organization will handsomely

Sep 1Danny Windsor

Selling Pressure

Sep 1Danny Windsor

Due to the recent stock market volatility, I have been hearing the familiar phrase “selling pressure”.  I am not anywhere near an expert on the stock market but I do know something about selling pressure as it relates to businesses. Our firm’s research shows that Baby Boomers will put an average of 378,000 companies a year on the market through 2029.  According to Capital I.Q., an average of 7,925 privately held businesses were acquired or merged during the years 2007-2012. 

Aug 29Danny Windsor

Build a Winning Organization

Aug 29Danny Windsor

“It wasn’t the shot that captivated me, however.  It was the pass from Michael that led to the pass from Scottie that led to the pass from Horace that led to the shot.  That sequence of passes would never have happened if we hadn’t spent all those months and years not only mastering all of Tex’s drills but also developing the kind of group intelligence needed for a team to perform as one.  That night the triangle was a thing

Jul 31Danny Windsor

Grow Your People

Jul 31Danny Windsor

The most valuable asset for any successful organization is the quality of the people on its team.  Growing companies need growing people.  Even though everyone is different with various skill sets and talent, the very best companies help their people maximize their abilities and consequently, their contribution to the success of the business.  Effective companies will grow their people by doing the following: Create the Right Environment– The right environment begins with the people already in place. If a company

Jul 14Danny Windsor

What’s in your Toolbox?

Jul 14Danny Windsor

I have always been impressed with how true professionals go about their business regardless of their profession.  I recently had to have several trees taken down, some fairly large.  The professional tree service that I contracted with, went about their work in an amazingly effective, quick manner that almost seemed effortless.   The clean up was outstanding and they were gone almost as quickly as they had arrived.  Two things stood out to me as I observed them cutting down the

Jun 26Danny Windsor

Discipline

Jun 26Danny Windsor

There is a trait that every successful business owner has and that reverberates throughout his company.   It is the quality of discipline.  Merriam-Webster’s on-line dictionary  defines  discipline as, “to train or develop by instruction and exercise especially in self-control.”  How does discipline appear in a successful company? The business owner and his team do the things that are necessary to be successful, regardless of the circumstances. There is never a perfect day.  Life throws roadblocks and challenges in the way

Jun 3Danny Windsor

A Challenge that Never Goes Away

Jun 3Danny Windsor
Challenge Of Climbing A Mountain

Each day brings us various challenges that must be dealt with,  usually in order of priority.  The challenges we face are unique to each individual depending on their life’s circumstances except for one.   That one challenge that we all face is the most effective use of time. How we use our time determines our effectiveness in life in every area.  Brian Tracy said, “Time management is really life management, personal management, management of yourself.  People who value themselves highly allocate

May 22Danny Windsor

Are You Ready to Sell?

May 22Danny Windsor
Buy Sell Trade Neon Sign

Maybe not, but that should be your on-going goal for your business.  In a recent Inc. magazine article, Norm Brodsky wrote, “I have long believed that you should build a company to sell it for as much as possible, even if you don’t plan to sell it anytime soon.  From the start, you should know what practices will get you top dollar.  By adopting them, you’ll wind up with a better company (Brodsky, p.66).” Brodsky focused on a couple of

May 2Danny Windsor

Making a Mark

May 2Danny Windsor
Large Image Of A Check Mark

David Robinson was one of the greatest basketball players of all time.  His NBA career spanned fourteen seasons.  During that outstanding career he averaged 21.2 points and 10.6 rebounds per game.  He once scored 71 points in a single game in 1994, one of only five players to ever record more than 70 points in a single game.  He was a 10 time NBA All-Star, a member of the 1992 Gold medal Olympic basketball team, and twice an NBA champion

Apr 14Danny Windsor

A Lonely Place

Apr 14Danny Windsor

“One thing that often frustrates entrepreneurs is the realization that they are alone in the organization in their concerns regarding the future of their company.  This is one of the reasons for the adage, “It is lonely at the top.”  Entrepreneurs need to realize that, with few exceptions, nobody will ever understand or empathize with that loneliness (Mills, p.22).”  There are many reasons entrepreneurs experience this loneliness. Risk– Many business owners started their company from scratch. They have invested their

Mar 30Danny Windsor

An Effective Team

Mar 30Danny Windsor
Close Up Of The MLB Logo

It is that time of the year when, for the sports enthusiast, particularly the basketball and baseball fan, excitement, drama and anticipation is in the air.  NCAA basketball is about to play the final four to crown a champion, and Major League Baseball is getting ready for opening day.  Only a team that has been effective has made it to the final four, and only an effective team will endure a long Major League season to make it to the

Mar 21Danny Windsor

Millennials

Mar 21Danny Windsor
Generation Gap In 2008

There seems to be a constant barrage of news concerning Millennials, and how to effectively market and interact with this group.  I have read articles and attended a seminar with the stated purpose of learning how to market effectively to this class of individuals.  The Millennials are usually defined as those individuals born between the mid-1980s to the early 2000s.  While the Millennial generation was indeed brought up in a unique era, the same can be said for every generation. 

Feb 28Danny Windsor

Staying in Control

Feb 28Danny Windsor

Recently here in middle Tennessee, we have had a tremendous amount of cold weather that has been accompanied by icy conditions.  Those who have moved here from the north, where they are used to these type of conditions in winter, are often taken back by the traffic problems created by this severe weather.  Drivers appear out of control as they attempt to navigate the streets resulting in a multitude of traffic accidents.  Losing control of one’s car on a sheet

Feb 17Danny Windsor

Effective Business Leadership

Feb 17Danny Windsor
People Holding Arrow With Person On Top

I have had the wonderful privilege of working with some very effective business leaders.  There are a number of actions that the very best business leaders do and emphasize, which causes their companies to excel and remain resilient, even during very hard times.  Below are three actions that I consistently observe from leaders of successful organizations. Key People are held Accountable– The very best leaders set goals, measure results, and hold their people accountable for the results. Notice that people

Jan 30Danny Windsor

Why Cash is King

Jan 30Danny Windsor

There is simply no substitute for cash from a financial safety standpoint, both in business and personally.   Every company should strive to have an adequate cash balance on hand at all times in a safe account. This is true for many reasons as follows: Freedom and Options– Cash on hand provides a business owner with options regardless of the economic, industry, or company situation at various times. Options means freedom and freedom means peace of mind to weather whatever storm

Jan 17Danny Windsor

Digging Deeper

Jan 17Danny Windsor

In his book, Mickey and Willie, Allen Barra discusses that early in Mickey Mantle’s career (before 1956) a myth developed that nothing Mantle did lived up to his potential.  He says, “Milton Gross of the New York Post would write an article every season before 1956 suggesting that Mantle had actually been something of a disappointment (Barra, p.184).”  Barra, however, took a closer and deeper look into Mantle’s performance before 1956 and found that instead of not living up to

Dec 31Danny Windsor

Always Have an Exit Strategy

Dec 31Danny Windsor

In a recent Inc. magazine article, Bo Burlingham said, “What we do know is we’re heading into a period when exits are going to be very much on the minds of hundreds of thousands of business owners, especially aging baby boomers.  Its members are now moving into their 60s and 70s.  As it is, just 20 percent of companies being put up for sale are sold, according to a study by the U.S. Chamber of Commerce.  But as more baby

Dec 15Danny Windsor

Cause and Effect

Dec 15Danny Windsor
Close Up Of A Newton's Cradle

One of the best known natural laws is the law of cause and effect.  It is one of the most universal and most certain of all laws.  It simply states that every material effect must have an adequate cause that existed before the effect.  Or to say it another way, material effects without adequate causes do not exist. In working with many companies over the course of my career, I have seen the truth of this law repeated over and

Nov 28Danny Windsor

Some Things Never Change

Nov 28Danny Windsor

I have just finished reading an outstanding book written by Jim Blasingame titled, The Age of the Customer.  In his book, Blasingame analyzed what has changed over the years in communicating and marketing to the customer especially in light of the information, social media age that is the new reality.  Indeed, companies that succeed must stay on the cutting edge of how customers search for and seek out their products and services tailoring their advertising and marketing methods to stay

Nov 11Danny Windsor

The Price of Playing Right Guard

Nov 11Danny Windsor

I have recently been reading Instant Replay, The Green Bay Diary of Jerry Kramer.  Jerry Kramer played for the Green Bay Packers from 1958-1968.  His diary covers the 1967 season and gives much insight into the day-to-day issues that a professional football player dealt with under the guidance of the famous head coach, Vince Lombardi.  Kramer played the position of right guard on offense and was one of the best of all time.  He was famous for his blocks on

Oct 31Danny Windsor

Tough Decisions

Oct 31Danny Windsor

One of the hardest things to do in any area of life is to make a tough decision.  We have all had to do it at one time or another.  It is one of those things that never gets any easier but is always necessary to move forward or maybe even survive.  This is very true in the business world as company continually strives for an adequate profit margin, positive cash flow, sales growth, and increasing value.  Tough decisions can

Oct 14Danny Windsor

Attaining a Goal

Oct 14Danny Windsor

It’s October, one of my favorite months of the year.  I love the fall season with the crisp, cool air and the beauty of the changing leaves. It is also that time of the year that is the start of the Major League Baseball playoffs that will lead to the eventual World Series champion, the goal of every team.  In my opinion, one of the greatest accomplishments in the sports world is winning the World Series.  The World Series champion

Sep 30Danny Windsor

A Common Thread

Sep 30Danny Windsor

I greatly enjoy reading about people who have been successful in their respective fields.  I also have a continuing interest in successful companies and learning some keys to their success.  This is helpful to me for both my personal success, and as a resource to draw on in assisting my clients.  In my research of successful individuals and companies, a common thread has emerged.  That common thread is attention to detail. It appears that every successful individual, team, or organization

Sep 13Danny Windsor

Adjusted and Multiple

Sep 13Danny Windsor
Orange Piggy Bank And Calculator

In my last article, I discussed the EBITDA method of valuation as it relates to the very first step in developing an exit strategy.  Every business owner should understand this method and know the current EBITDA of their company, and the future EBITDA that will be needed when they are ready to sell. To review, EBITDA is simply the adjusted earnings of a business before interest, taxes, depreciation, and amortization multiplied by a multiple that is relevant for the company’s

Aug 31Danny Windsor

The Starting Point

Aug 31Danny Windsor
Start Here Square Image

Any successful exit strategy and ultimate successful exit will have a successful beginning.  In fact, this is probably the most important point of the exit strategy process.  The key to a successful start of an exit strategy is an honest assessment of where the company is today in all vital areas.  Only then can a company see the distance from where they are now compared to where they need to be to accomplish their exit goals. In working with business

Aug 12Danny Windsor

Continue to Focus

Aug 12Danny Windsor

This article is for those business owners that have begun the process of entertaining offers for the eventual sale of their company, or have established a goal for the sale of their business with a time-line.  Whether you realize it or not, you have entered an area of danger that could keep you from selling your company or drive the value down significantly.  Read carefully the following statement from Larry Reinharz, the Managing Director of Woodbridge International. “The number one

Jul 31Danny Windsor

Keep it Fun

Jul 31Danny Windsor

Every business moves through certain stages during the course of its existence.  The time period of each phase varies depending on many factors that confront the company. In his book, Predictable Success, Les McKeown identifies seven stages of growth and decline through which every organization progresses (McKeown, p.16).  One of the early stages he identifies as “Fun.”   This is the stage where the company is taking on customers at a rapid pace and sales are increasing.  Everyone is having fun

Jul 8Danny Windsor

Enduring Companies

Jul 8Danny Windsor

In a recent Inc. magazine article, Jason Fried wrote concerning private companies that had been in business for a long time, at least 25 years.  One of the points of his article is that those who are aspiring to have great companies should look to these companies that have stood the test of time for “inspiration and insight (Fried, p.56).”  When I think of companies like these, the word that comes to mind is endurance.  Webster’s on-line dictionary gives the

Jun 30Danny Windsor

On-Going Due Diligence

Jun 30Danny Windsor

Virtually every business owner that goes through an eventual sale of their company will encounter a process known as due diligence.   A technical definition of due diligence is “research and analysis of a company or organization done in preparation for a business transaction (Merriam-Webster on-line dictionary).”  Any potential buyer of a company will perform an extensive due diligence of the business that is being considered for the purchase.  The main objective of this due diligence is to reveal any significant

Jun 29Danny Windsor

Steps to a Competitive Advantage

Jun 29Danny Windsor

I am thankful for being born into a country of competition.  In a free market society like the United States, everyone is continually competing for the rewards that go with being the very best.  This applies to all areas including sports, entertainment, non-profit, education and of course, business.   The greatest rewards go to the best, the average awards to the average, and no or very little rewards go to the poor performers.  One of the reasons I love competition is

May 31Danny Windsor

Purpose of a Forecast

May 31Danny Windsor

According to Merriam-Webster’s on-line dictionary a forecast means, “to calculate or predict (some future event or condition) usually as a result of study and analysis of available pertinent data; especially:  to predict (weather conditions) on the basis of correlated meteorological observations.”  We all know the importance of weather forecasts.  Although not always one hundred percent accurate, timely forecasts of devastating tornadoes and hurricanes have saved countless lives by warning people ahead of time of potential destruction and enabling them to consider

May 23Danny Windsor

George Washington and Your Company’s Value

May 23Danny Windsor

A primary goal of every business owner should be to maximize the value of their company.  There are several key characteristics that companies of high and increasing value exhibit; however, it begins with excellent management and a skilled team.  How do you know if a company has excellent management and a skilled team?   There is virtually no dependence on the owner.  As a company owner, one of the most valuable uses of your time is not only getting the right

Apr 23Danny Windsor

Let me Ask you a Question

Apr 23Danny Windsor

I was intrigued by an article in the April 2014 issue of Inc. magazine entitled “35 Great Questions”.  Asking the right question, and then forcing yourself to consider the correct answer or answers, is absolutely critical to business survival if subsequent action takes place. Even before I begin my work with business owners, asking the right questions is essential to uncovering the true needs of their business.  It is called the interview and I focus on asking questions that are

Apr 12Danny Windsor

Improvement is Always Possible

Apr 12Danny Windsor

Brian Downing was a Major League Baseball player from 1973-1992.  In his first two years, he only hit .225 and .240.  He did not appear to be the kind of player that would have a great career nor one that would be very long.  However; Bill James later ranked Brian Downing as the 38th best Left Fielder of all time.  James says speaking of Downing, “Over the years he underwent a quite remarkable transformation; in truth, I have never seen

Mar 29Danny Windsor

The Match Game

Mar 29Danny Windsor

One of my favorite TV game shows when I was growing up was a show called The Match Game, hosted by Gene Rayburn.  Two pairs of contestants would try to match celebrity’s answers to questions.  In business, it is crucial that business owners also play a “match game” in order to manage their companies properly.  Let me explain. In my work over the years with CEOs, Presidents, and other key people of growing companies, I have found that often the

Mar 17Danny Windsor

What are your Standards?

Mar 17Danny Windsor

Webster’s on-line dictionary defines a standard as “a level of quality, achievement, etc. that is considered acceptable or desirable”.  Each of us, as individuals, has a certain level of standard to which we strive to hold ourselves in many areas of our lives.  Hopefully, these standards are high level, important priorities that cause us to get up each day and compete, knowing if we achieve our standards, we will be more effective, productive, and on the road to excellence in

Feb 26Danny Windsor

Can I Depend on You?

Feb 26Danny Windsor

Have you ever had anyone ask you that question?  Maybe that question was not asked in just so many words, but it was insinuated and understood.  One of the most valuable qualities an individual can have is one of being always dependable, especially at critical times.  Merriam-Webster’s on-line dictionary says to be dependable means, “able to be trusted to do or provide what is needed.”  Isn’t this really the essence of being a successful and respected business owner?  Many are

Feb 16Danny Windsor

Winter Olympic Games

Feb 16Danny Windsor

The Winter Olympic Games are going strong as I write this article.  The Winter Olympic games began in 1924 and occur once every four years. The variety of different sports, competition, and human interest stories are always compelling.    I have come to the realization that in a very real sense, in my work with various business owners and their companies, that they are all involved in a game.  The comparisons to a game are so evident that one of the

Jan 28Danny Windsor

The NBA Values Accurate Information

Jan 28Danny Windsor

When we think of measurements, metrics, and key data, the National Basketball Association is not what usually comes to mind.  However, in a recent article in the January 2014 Men’s Journal, Mike Rubin discusses a new sport tracking system that is being used throughout the league.  This is his description of the data that will be instantly tracked; “Tracking every pass including free-throw assists (passes that led to a player being fouled), secondary or “hockey” assists (passes to the passer

Jan 19Danny Windsor

Consistency is a Must

Jan 19Danny Windsor

Curt Simmons was an outstanding pitcher for the St. Louis Cardinals and in particular 1964.  In writing about him, David Halberstam said, “He was a manager’s dream-six or seven quality innings on every start, a pitcher who performed well even when he did not have his best stuff (Halberstam, p. 242).”  Curt Simmons was consistent. Several years ago, I played in a weekly tennis league and at the end of the league’s season, each of the league members would vote

Dec 30Danny Windsor

Have You Already Achieved your Goals?

Dec 30Danny Windsor

Companies that are most likely to reach their financial goals in 2014 have already achieved them.  How?  The leaders have already invested a considerable amount of time planning their strategy, and putting that strategy into writing that reveals the exact financial goals of their organization for 2014.  I have found from experience that companies who go through a rigorous planning process have an uncanny ability to meet and exceed their goals because they have already achieved them on paper.  Additionally,

Dec 5Danny Windsor

Who is Your Customer?

Dec 5Danny Windsor

In an interesting article in the December 2013/January 2014 Inc. Magazine, Jason Fried discussed marketing to new customers versus existing customers.  At the conclusion of the article he said, “Sales take care of themselves when you put out a great product and treat your customers with the ultimate respect.  Or to put it another way:  If you take care of your existing customers, they will take care of your new customers (Fried, p. 116).” Every business owner and everyone within

Nov 27Danny Windsor

Where Do I Begin?

Nov 27Danny Windsor

Tomorrow is the national US holiday that has been set aside known as Thanksgiving Day.  When I think of all the things I have to be thankful for, it overwhelms me and I simply do not know where to begin.  Of course I could take a year listing my blessings and I would still only be getting started.  So, I will mention just a sampling of the multitude of blessings I am thankful for in the list below.  I am

Nov 17Danny Windsor

The Key to Your Company’s Value

Nov 17Danny Windsor

Ultimately, the overall, overriding goal of most every business owner is to increase their company’s value for an eventual successful exit.  There are many facets involved in reaching a goal of value that is satisfactory to the owner and allows them to exit on their terms.  Of course, chief among these is a well established diversified customer base, a continued strong demand in the future for the company’s product or service, high profit margins, and strong, positive cash flow now,

Oct 25Danny Windsor

Coming Through in the Clutch

Oct 25Danny Windsor

As I write this article, the 2013 World Series is underway.  Boston and St. Louis, the two teams left standing and battling for the title, truly deserve to be there.  They have just gone through a grueling 162 game regular schedule, and a tough playoff series.  Now they are in a best of seven fight to crown the champion.  There are many reasons why each of these teams has been successful; however, one key distinguishing characteristic of champions is their

Oct 19Danny Windsor

Encouragement

Oct 19Danny Windsor

Merriam-Webster’s on-line dictionary defines encouragement as “something that makes someone more determined, hopeful, or confident.”  If your life has been like mine, there have been numerous times when a word of encouragement has made all the difference to you and enabled you to continue to pursue or achieve a difficult goal.  Many of those words of encouragement may have come from various sources; a parent, spouse, child, trusted friend, teacher, and many others.  Each of those who provided encouragement probably

Sep 16Danny Windsor

Find Your Company Niche

Sep 16Danny Windsor

Merriam-Webster’s on-line dictionary defines a niche as “the situation in which a business’s products or services can succeed by being sold to a particular kind or group of people.”  A company that truly finds and maximizes its niche will succeed in spite of numerous and formidable competition.  One of my favorite examples in this regard is the story of the Strat-O-Matic game company.  Start-O-Matic was invented by Hal Richman and began as a company in 1961.   It began as a

Sep 4Danny Windsor

Areas of Emphasis for 2014 and Beyond

Sep 4Danny Windsor

As we start to enter the later stages of 2013, it is very important to begin to lay out well thought out plans for 2014 and beyond.  There are some areas that I feel are major priorities for every company.  My thoughts and emphasis are based on my own experience for common sense, sound financial business principles, and a book that was written after the last financial crisis named Leadership in the Era of Economic Uncertainty by Ram Charan.  Charan

Aug 30Danny Windsor

What to Expect From Your CFO

Aug 30Danny Windsor

In a recent article, I described the role of a Chief Financial Officer as a navigator of a ship.  In that article I touched on how absolutely critical their role is to the success of the enterprise.  As a business owner there are certain things you should expect from your CFO.  At a minimum you should expect the following: Absolute honesty, integrity, and objectivity– The effectiveness of the CFO hinges on these three areas because they guarantee every other expectation

Aug 15Danny Windsor

How to Improve Company Financial Performance

Aug 15Danny Windsor

Carl Yastrzemski is one of my baseball heroes.  The hall of famer played during his major league career for the Boston Red Sox.  One of the reasons for his greatness was seen early in his career.  Yaz was struggling with his hitting and he asked one of the greatest players of all time, Ted Williams, to take some time out of his retirement to help him improve his hitting.  Ted watched as Yaz took batting practice and said, “What is

Jul 23Danny Windsor

The Highest Paid Quality

Jul 23Danny Windsor

Frank Bettger once said, “Enthusiasm is by far the highest paid quality on earth, probably because it is one of the rarest; yet it is one of the most contagious (Bettger, p.14).”  Frank ought to know because he speaks from experience.  Frank Bettger started out as a major league baseball player and in 1907 was fired by the manager for being lazy.  He told the manager he was not lazy but nervous.  The manager then gave Frank one of the

Jul 13Danny Windsor

Operating Indicators to Measure Business Financial Health

Jul 13Danny Windsor

Every company should have a number of key indicators that are measured at consistent intervals to determine the current health of the business.  While every company is unique, it has been my experience that the current state of the business can be assessed by analyzing the following indicators monthly. Sales Growth– Where are sales in comparison to the current forecast and previous year?  Are they growing, declining, or stagnant?  If they are declining, why?  Any concern about the growth of

Jun 25Danny Windsor

Five Reasons Why Companies Fail

Jun 25Danny Windsor

An article in the Houston Chronicle (http://smallbusiness.chron.com/businesses-high-failure-rates-61640.html) stated that,  “according to the U.S. Small Business Administration, 70 percent of new businesses survive at least two years, but that drops to 50 percent by the five-year mark and 33 percent at the 10-year point, with just 25 percent lasting 15 years or more.”  There are a number of reasons for this high failure rate but I would like to point out five of the more prominent reasons below. Lack of preparation–

Jun 3Danny Windsor

Profits, but No Cash!

Jun 3Danny Windsor

On more than one occasion I have had a business owner meeting me for an initial engagement explaining to me one of their major concerns described usually as follows: “I simply do not understand what is going on.  My company consistently maintains good profit margins; however, I struggle with having adequate cash balances and maintaining positive cash flow.  If profits are high, why does my company not have or generate cash?” Before getting into the answers of this question, I

May 25Danny Windsor

Do you have a Farm System?

May 25Danny Windsor

The major league baseball season is well underway as I write this article. As always, it is a long season and it will be interesting to see who remains at the top of their respective divisions when the regular season ends in the fall. Most likely, those teams at the top will be made up of players who have been developed and brought up through each team’s respective farm system, or what many of us know as the minor leagues.

May 4Danny Windsor

The Importance of an Exit Strategy Now

May 4Danny Windsor

I just returned from our annual partner’s conference in Anaheim, CA.  As stated in my previous article, we spent much of our time on exit strategies for business owners.  Developing an exit strategy is important at any stage of a business but especially so for those who want to exit in the next few years.  The reason for this urgency in proper exit planning is due to the baby boomer business owners that are planning to retire.  They will flood

Apr 20Danny Windsor

Strategy

Apr 20Danny Windsor

In just a few days I will be attending our firm’s annual conference in Anaheim, California.  We will be focusing much of our attention on Exit Strategies, and what we can do to help our clients develop solid strategies that help them to exit their companies successfully, on their terms, and achieving their goals. According to BusinessDictionary.Com, a strategy is “a method or plan chosen to bring about a desired future, such as achievement of a goal or solution to

Apr 1Danny Windsor

Have you Reviewed Your Financial Statements?

Apr 1Danny Windsor

Several weeks ago, I was meeting with one of my clients with the first item of priority being a review of their most recent financial statements.  Prior to the meeting the owner had actually contacted me with a concern that cash seemed to be too low considering the recent business level.  Prior to meeting with my client to go over their financials, I thoroughly analyzed all key financial statements by comparing certain numbers to the projections (a well thought out

Mar 18Danny Windsor

Three Traits of a Great Leader

Mar 18Danny Windsor

One of the exciting times of the year in sports is the opening day of baseball.  This year opening day is March 31st as the Texas Rangers travel to Houston to take on the Houston Astros.  A full slate kicks in on April 1st and the Tampa Bay Rays open on April 2nd with manager Joe Maddon at the helm.  In his playing days Maddon never advanced beyond the minor leagues but he has excelled as a major league manager. 

Mar 6Danny Windsor

Competition

Mar 6Danny Windsor

According to Merriam-Webster’s on-line dictionary, competition is the art of competing which is “to strive consciously or unconsciously for an objective (as position, profit, or a price).”  I am thankful that we live in a country with the freedom to compete because there is great value in competition, for both individuals and organizations.  Three benefits come to mind. Prevents Complacency – To become complacent is to be self-satisfied.  It is most likely to affect individuals and companies that have been

Feb 18Danny Windsor

Changing Plans

Feb 18Danny Windsor

As a CFO I am all about plans, projections, budgets, and forecasts.  The most successful companies meticulously strategize, put their strategy into place, and determine what action steps are necessary to achieve their plans.  A time may come, however, when plans must be changed in order to assure success or sometimes even survival. In 1997, Jon Krakauer authored a book entitled Into Thin Air, in which he chronicled the actual 1996 expedition of him and several other climbers with the

Feb 8Danny Windsor

How to Treat People

Feb 8Danny Windsor

A business is only as good as its people.  Business owners, in order to meet their company goals, must have people that are highly skilled, customer focused, loyal, and motivated.  Fortunate indeed is the company owner who has these types of quality individuals on their team.  The challenge then becomes keeping these people on the team.  Maybe it is obvious, but I believe a happy, unified, and dedicated workforce results from how each employee is treated by the company leader.

Jan 16Danny Windsor

Priorities

Jan 16Danny Windsor

In working with most of my clients,  I establish a set of priorities with them that is unique to their particular situation,  that assists them in growing the value of their business,  and helps achieve the goals for their company.  My clients often receive from me the established priorities which I intend to focus on in their company, sometimes on a weekly basis.  Why establish priorities?  According to Merriam-Webster’s Learner’s Dictionary a priority is “something that is more important than

Jan 5Danny Windsor

Core Values

Jan 5Danny Windsor

Regardless of your sports loyalties or affiliations, no one can deny what James Franklin has been able to accomplish in his time as head football coach for Vanderbilt University.  Before Franklin took over the head coaching job at Vanderbilt, one could make the case that it was the toughest job in America.  A small, private, academic university in the ultra competitive, tough Southeastern Conference coupled with a long history of losing dating back to the 1950’s.  When asked at a

Dec 20Danny Windsor

Avoiding Your Fiscal Cliff

Dec 20Danny Windsor

We are all hearing much lately about the Fiscal Cliff.  According to Investopedia (http://www.investopedia.com/terms/f/fiscalcliff.asp#ixzz2FbZsvKK6, the Fiscal Cliff is “a combination of expiring tax cuts and across-the-board government spending cuts scheduled to become effective Dec. 31, 2012. The idea behind the fiscal cliff was that if the federal government allowed these two events to proceed as planned, they would have a detrimental effect on an already shaky economy, perhaps sending it back into an official recession as it cut household incomes,

Dec 8Danny Windsor

The Value of Experience

Dec 8Danny Windsor

I have been told that Oak trees have a long life span and only began producing acorns when they are much older.  In fact, according to one website, “oak trees can start producing acorns when they are 20 years old, but sometimes can go all the way to 50 years for the first production.  By the time the tree is 70 to 80 years old it will produce thousands of acorns (http://ejad.best.vwh.net/java/population/facts_oaks.html).” In other words, the older an oak tree

Nov 21Danny Windsor

Thankfulness and Your Company's Success

Nov 21Danny Windsor

Though we should be thankful for our blessings daily, it is at this time of the year when we are especially reminded of just how grateful we should be because we truly have so much.  Thankfulness is such an admirable quality in an individual and I believe one of the reasons is that a thankful person never takes any blessing for granted.   A thankful individual is a person who understands that without the help of others throughout their lifetime, they

Nov 5Danny Windsor

Saban's Playbook

Nov 5Danny Windsor

The current very successful coach of the Alabama Crimson Tide, Nick Saban, said the following in his Louisiana State defensive playbook when he was the coach at LSU. “We will be alert and aggressive and take advantage of every opportunity to come up with the ball…The trademark of our defense will be effort, toughness, and no mental mistakes regarding score or situation in any game (Brown, 2012, p.96).” I want to comment on six words or phrases grouping them in

Oct 17Danny Windsor

The Importance of Structure and Systems

Oct 17Danny Windsor

Company leaders should always maintain an attitude of nimbleness to respond quickly to market place changes, competitor moves, and customer needs.  Responding quickly to demands from whatever source is what often gives a smaller company a competitive advantage over a larger organization.  This next statement may sound like a contradiction to what was just stated.  Structure is the key to maintaining responsiveness and flexibility.  Without structure there is chaos, no accountability, less growth, and lower profits.  Why is structure the

Oct 4Danny Windsor

The Reality Principle

Oct 4Danny Windsor

I consider what I term The Reality Principle to be of supreme importance for any business that desires to achieve its goals.  Actually, I believe that any business that does not embrace this principle risks its very survival during these uncertain economic times.  You may have heard of this principle being a concept developed by Sigmund Freud.  His concept is not what I mean by The Reality Principle.  Allow me to describe what I mean by this principle. The Reality

Sep 19Danny Windsor

Fast Growing Companies

Sep 19Danny Windsor

If you have not already picked up your copy of the September issue of Inc. magazine, then I would encourage you to do so.  It is a special double issue that features the 31st annual listing of the 500 fastest growing companies ( Incidentally, our firm, B2B CFO®, made the Inc. 5000 list for the third year in a row). In this issue, there is an article entitled “Speed Traps”.  The author mentions six speed traps that await every fast

Sep 5Danny Windsor

Who is your Navigator?

Sep 5Danny Windsor

Does your business have a Navigator?  I hope so or you could be headed for serious trouble.  On the other hand your business may be safe.  Here is the problem.  You don’t know without a Navigator.  Why is a Navigator so essential?  Navigation is a “field of study that focuses on the process of monitoring and controlling the movement of a craft or vehicle from one place to another.  A Navigator is the person on board a ship or aircraft

Aug 22Danny Windsor

Consistency

Aug 22Danny Windsor

Don’t you appreciate people who are consistent?  When I refer to people who are consistent I mean they are the same every time you are around them.  Qualities like their friendliness, values, and outlook do not change with every interaction.  You can rely upon them and trust them.  Companies that remain consistent in certain areas will usually outperform their competitors over the long haul.  Of course, I am not referring to changes needed to remain competitive in a constantly changing

Aug 4Danny Windsor

The Power of Focus

Aug 4Danny Windsor

Watching the Olympics has caused me to once again see and understand the power of focus.  By focus I mean concentrated attention and effort to the task at hand.  Every athlete in the Olympics is there because they focused daily in the essential preparatory activities needed to ensure their selection to the team.  It is interesting to observe the focus of the athletes competing in the games.  An example is the women’s gymnastics team competing on the Balance Beam competition. 

Jul 30Danny Windsor

Helping Others Achieve a Higher Level

Jul 30Danny Windsor

  Whom would you consider the most influential people in your life?  Think of the answer to that question in terms of both past and present.  Whose advice and guidance have you willingly followed?  Whom have you allowed to impact your life?  As you think about the answer to these questions, then ask yourself a very important follow up question.  Why did you willingly follow and allow those people to lead and influence you?   The answer to this question will

Jul 9Danny Windsor

Interview with Stew Ross

Jul 9Danny Windsor

Stew Ross is the founder of Southeast Business Forums, LLC (Nashville Business Forum and Murfreesboro Business Forum).   The Forum is a preeminent networking organization comprised of senior-level professional service providers, committed to supporting fellow members through meaningful, warm business introductions that lead to legitimate business opportunities.  The Forum is not your typical networking organization as you will see from the following interview with Stew.  In my opinion the the Forum’s real value is how it is impacting in a positive way local businesses and organizations

Jul 3Danny Windsor

Guaranteed Way to Increase Cash Balances/Reserves

Jul 3Danny Windsor

I have yet to meet a business owner who desires less cash.  Instead, company CEO’s want good, positive, cash flow, solid cash reserves, and growing cash balances.  There are many ways to increase cash flow and reserves but I want to tell you one surefire way for growing businesses to significantly grow its cash reserves.  My dad taught me many years ago a financial principle that has stayed with me, has always worked, and always increases cash.  He taught me

Jun 5Danny Windsor

Interview With Ivie Burns

Jun 5Danny Windsor

I have known Ivie Burns for over ten years.  Ivie is a Financial Advisor with Morgan Stanley Smith Barney.  He is completely committed to his client’s financial welfare.  More importantly, Ivie is a person of integrity and highly skilled in his area of expertise.  I had the privilege of recently interviewing Ivie.  Below are some questions and his responses.  I am sure the information will be useful and informative to my readers.   Tell me about your ideal client. We

May 15Danny Windsor

Two Business Lessons from the Governor

May 15Danny Windsor

I recently attended an American Heart Association event in Nashville where one of the keynote speakers was the honorable Bill Haslam, Governor of the State of Tennessee.  While discussing the state of Tennessee and the health of its citizens as compared to other states, Governor Haslam discussed two important points that are absolutely vital for every business owner to practice. Define reality using metrics.  By metrics he simply meant a standard of measurement.  In other words, when measured accurately, what

Apr 27Danny Windsor

Something of Real Value

Apr 27Danny Windsor

When we think about value we usually think about it in terms of worth or importance to us.  This can have different connotations depending on what area of life we have in mind.  For example, on a personal note, quality time spent with my family is of the utmost value to me.  In business, helping my clients’ companies achieve the highest level of success possible is very high on my list of values.  As you can see things of value

Mar 29Danny Windsor

Preparation is the Key

Mar 29Danny Windsor

A tremendously valuable company that garners the attention of buyers in the marketplace, and is apt to receive multiple offers of purchase, doesn’t just happen due to good luck or fortune.  Behind every company of value stands years of preparation.  Preparation is the key to winning.  Bobby Knight, one of the greatest basketball coaches of all time said, “The will to succeed is important, but what’s more important is the will to prepare.”  Brian Tracy, a great motivational speaker and

Feb 13Danny Windsor

POISE

Feb 13Danny Windsor

A word that used to be heard often, especially relating to sports, is the word poise.  Particularly in pressure situations an individual performing for a team may have been described as “keeping his or her poise, “with the result being a victory for their team.  Poise in a leader is crucial for winning.  Exactly what is meant when we talk about an individual possessing poise?  John Wooden, the late great basketball coach of the UCLA Bruins had this to say

Jan 9Danny Windsor

Interview With Kevin Wax of Wax Family Printing

Jan 9Danny Windsor

I have had the privilege through a local senior level networking group of getting to know Kevin Wax of Wax Family Printing (www.waxfamilyprinting.com).  Kevin is a person of integrity,  a genuine leader,  and a marvelous example for the people at his company and to those who know him.  I recently interviewed Kevin and I believe you will gain great value from his answers. The tough economic times have been hard on printing companies.  Can you tell me how your company has

Dec 22Danny Windsor

My Goals For Every Business Owner

Dec 22Danny Windsor

I create goals for every company with whom I am privileged to work.  These goals are specific and are aligned with the business owner’s goals, as I bring financial clarity to them.   However; I have a set of more generic goals for all of my clients that remain the same and never change.  Allow me to share these with you. To assist the company in achieving and maintaining positive cash flow. To maintain a profit margin that improves from year

Nov 10Danny Windsor

Options

Nov 10Danny Windsor

I love having options. By options I mean the power or right to choose: freedom of choice.  Business owners need options, and I place a high priority in assisting them in having as many options as possible.  The absolute best way for entrepreneurs to have options is to have an abundant cash balance at all times.  With a large cash balance the options are many and here are a few: Leave the cash alone Reward your key people with a bonus

Oct 12Danny Windsor

Profit Growth

Oct 12Danny Windsor

Are you, as a business owner, managing profitability?  Why do I ask? Jonathan Byrnes in his book, ISLANDS OF PROFIT IN A SEA OF RED INK, made the following statement.  “In my research and work with companies in a wide range of industries, I have found that 30 to 40 percent of each company’s business-by any measure (accounts, products, transactions)-is unprofitable” (Byrnes, 2010, p.15).  Think about what this means for your company and its potential.  According to Byrnes the overall

Oct 6Danny Windsor

The Biggest Problem Entrepreneurs Face

Oct 6Danny Windsor

Jerry Mills in his book, Avoiding The Danger Zone, tells how Gordon Segal, the founder and CEO of Crate and Barrel made the following statement that was documented in INC. Magazine. “Getting distracted is the biggest problem entrepreneur’s face” (INC. Magazine, July 2007, 80). Please let that statement sink in.  According to Webster distract means “to draw or direct or divert (as one’s attention) to a different object or in different directions at the same time.”  In my work with

Aug 29Danny Windsor

Winners Never Cheat

Aug 29Danny Windsor

The recent sports scandals at a number of universities and the scope of alleged violations against one school in particular has reminded me once again of the greatest attribute of a real winner and the title of a book written in 2005 by Jon M. Huntsman, Winners Never Cheat.  This is true in every area of life.  Huntsman says, “Forget about who finishes first and who finishes last.  Decent honorable people finish races-and their lives-in grand style and with respect”

Jul 23Danny Windsor

Measure the Details and Grow

Jul 23Danny Windsor

In my last corporate position I had the pleasure of working for the North America division of an international manufacturer.  This division grew from 17 million in annual sales to over 100 million in a ten year period.  I learned much from the President of the North America division.  One of the most important things I learned from him was that small details mattered especially in how customers were treated.  He emphasized that several of our competitors were much larger

Jun 30Danny Windsor

The Ultimate Goal of Every Business Owner

Jun 30Danny Windsor

I think I am safe in saying that the ultimate goal of every business owner is to one day either sell their company for a maximum amount of cash or to pass on their company to family members or others.  Therefore, the top priority each year of a company’s existence is to consistently do those things that increase and build value.  By value I simply mean the company’s market price.  Below are four qualities that characterize companies that continually increase

Jun 7Danny Windsor

Breaking Through to the Next Level

Jun 7Danny Windsor

Companies that have survived the start-up period and that are now growing profitability have obviously been doing many things right to get to this stage. At a certain period of growth every business will reach a critical juncture that will determine if they can breakthrough to another level (if they so choose) and continue their successful growth. This breakthrough point should be approached with extreme caution by the company CEO for at this stage a company can stagnate or worse,

May 16Danny Windsor

7 Steps to More Cash

May 16Danny Windsor

There are many intangible things in life that business owners value highly. Among them are freedom, having options and peace of mind. Having sufficient cash can assist greatly in obtaining these intangible treasures. Here are seven suggestions to having more cash. As CEO I know that you do not have time but make sure someone in your company is giving sufficient attention to each of these areas. 1. Consistently review and “work” your accounts receivable list. By consistent I mean

Apr 4Danny Windsor

Main Tasks of a CFO

Apr 4Danny Windsor

By task I mean the duty or function of a CFO.  While a CFO is involved in virtually every aspect of a business, the main tasks can be narrowed to four. The first and most basic function of a CFO is to ensure that the necessary financial statements are produced that reflect the reality of the business in a timely manner.  It is only by knowing the real financial condition of the business that the CEO can then know the weaknesses that exist , the areas

Mar 24Danny Windsor

The Top Five Reasons A Business May Fail

Mar 24Danny Windsor

There are a number of reasons why a business fails.  Below are what I consider to be the Top Five. Ignoring Your Current Customers.  I was once with a large company that continually spent their energy and time on internal issues and the politics that accompany the in house fighting.  They literally ignored their current customers and lost one of their biggest accounts simply from neglect.  It was a real eye opener for me.  CEOs should be spending quality time consistently

Mar 3Danny Windsor

Every Business Should Read This Book

Mar 3Danny Windsor

In 2009 Ram Charan wrote a book entitled, Leadership In The Era Of Economic Uncertainty.  Charan wrote this book right after the financial crisis had begun in 2008 as a guide on providing advice on managing during an economic downturn.  While the points of emphasis Charan explained were particularly applicable in a financial crisis, I believe that certain lessons Charan taught are needed at all times in all situations by every company, good times and bad.  The five critical areas are:

Feb 25Danny Windsor

A CFO's Advice for Managing Personal Finance

Feb 25Danny Windsor

I suppose that one very good definition of a Chief Financial Officer would be that they are the custodian of a company’s finance.  A custodian is ” one that guards and protects or maintains.”  It has been my conviction that a CFO can only be effective if he has been and is a proper custodian of his own personal financial affairs.  I have learned a great deal about managing personal finances during my life.  This knowledge has come from three main sources. My Dad (

Feb 15Danny Windsor

Why do you need a CFO?

Feb 15Danny Windsor

Our firm believes that every company, regardless of its size, needs a CFO.  Below are three major reasons why a Chief Financial Officer is an indispensable part of the management team. Objectivity– This is perhaps the most valuable reason every company needs a CFO.  A CEO needs clear, objective, advice especially when it comes to the financial implications of major decisions.  An objective CFO will give that valuable advice to the CEO in all situations. A Relentless Focus on Cash– A CFO understands

Jan 16Danny Windsor

Inventory Management Critical To Success

Jan 16Danny Windsor

Proper inventory management is absolutely vital for companies in a number of industries both large and small.  Inventory management is critical because the ultimate goal of successful inventory management is to minimize the inventory level while at the same time meeting customer expectations.  When done properly the following results are achieved: Increased cash Profit improvement Higher customer satisfaction Many companies operate not knowing the level of the total inventory until a year end physical count.  This is not acceptable for

Dec 28Danny Windsor

What Does It Take To Win?

Dec 28Danny Windsor

I love to play and watch the sport of tennis.  Tennis is both a physically and mentally demanding game, particularly singles tennis.  It has been compared to boxing without actually hitting someone.  There are many factors that come in to play in order to win a tennis match.  Recently in Tennis magazine, long time coach Nick Bollettieri had a article,  “You Win! What does it take to win on a tennis court?”(Bollettieri, 2011).  He listed five principles which I believe can be directly applied to

Dec 13Danny Windsor

Give Cash The Attention It Deserves

Dec 13Danny Windsor

Cash is the lifeblood of a business.  By this I simply mean, no cash, no business.  That being said, a constant and relentless focus on cash is never a waste of time.  Any area of business that directly affects cash must receive intense attention.  Focus on the following three areas for a stronger cash position. Accounts Receivable– A simple but effective way to keep this number lower and cash higher is to monitor it on at least a weekly basis, no exceptions. 

Nov 30Danny Windsor

Lessons Learned From Ronnie Milsap

Nov 30Danny Windsor

Ronnie Milsap has always been one of my favorite country artists.  I started listening to his music as a college student in the 70’s and it continued after I married.  My two daughters grew up hearing his music on a regular basis.  In the early 80’s my wife and I were able to take our young daughter to one of his concerts in North Carolina.  Weeks before the concert we had sent a request to Ronnie to see if he could sing

Nov 23Danny Windsor

What Are You Doing To Get Better?

Nov 23Danny Windsor

Pat Riley was one of the greatest NBA coaches of all time.  He was head coach of five championship teams, most of them with the Los Angeles Lakers.  In his book, THE WINNER WITHIN, Riley recounts how his 1985-86 Lakers had succumbed to complacency.  He was determined that his 86-87 Laker team would get better and he implemented a system called Career Best Effort that utilized various numbers and measurements to motivate his team to strive for basketball excellence.  He said, “excellence is

Oct 28Danny Windsor

Review and Analyze the Game Film

Oct 28Danny Windsor

  Have you ever wondered why coaches of many sports spend countless hours in reviewing video replays of their teams and players performances?  These reviews obviously have a great deal to do with their team’s success otherwise it would be a tremendous waste of time and energy.  I believe there are three basic reasons why tapes are reviewed.  The CEO of a business should take note. It reflects reality.  This is the starting point for decisions that will improve the future of the teams performance.  Memories can be

Oct 23Danny Windsor

Why I Like Serving The Privately Held and Family Owned Business

Oct 23Danny Windsor

Since leaving the corporate world finance area of publicly held companies, my most enjoyable experience has been working with, assisting, and serving the closely held family owned business.  I love the challenge of arising every day and thinking of ways to assist these business owners in growing the profitability of their company.  There are many reasons for this enthusiasm but let me give you three. Their motives are pure.  By this I mean they are not trying to play ” the earnings