Kaulkin Ginsberg Insight – October/November 2009

Kaulkin Ginsberg Insight is sent each month to provide you and others in the Accounts Receivable Management (ARM) industry with valuable insight, access, and information. Each issue contains actionable content designed to assist you in making strategic business decisions. We hope you enjoy this issue. Comments are always welcome at hq@kaulkin.com.

Looking Forward to 2010


Many companies are already well into their business planning for next year – a year in which ARM professionals hope to see the benefits of an economic recovery.  We have valuable resources available to help you and your executive team in developing your strategy for 2010 and beyond.

Financial Management – Our next Executive Conference Call on October 27, “Best Practices for Analyzing the Financial Statements of Collection Agencies,” will discuss how financial statements can be used to position your company for growth. As an example, in this issue of Insight, Paul Legrady shows the balance sheets of two hypothetical companies side by side and shows how despite the fact that they have same revenues and expenses, they have vastly different prospects for future growth.

Sales & Marketing – We are proud to invite you to EXPO 3.0 on February 16, 2010. We see this as an idea whose time has come – it is an exhibition that will be conducted entirely online, and admission is free. The response from the entire ARM community, from credit issuers to debt buyers to ARM companies has been very enthusiastic, as they see this as an excellent business development opportunity. I hope you’ll participate!

Strategic Planning – As you look at your company’s long-term business plan, you may see a potential acquisition or sale on the horizon. Read on for Mark Russell’s analysis on what’s happening in mergers and acquisitions in the industry today, and what we see for the year ahead.

And as always, our advisors are available to help you get the data or the insight you need to guide your business decisions. We look forward to hearing from you.

Sincerely,

Mike Ginsberg

President & CEO, Kaulkin Ginsberg


P.S. I’m very happy to congratulate this year’s Best Places to Work in Collections! You can see the companies who made the list on insideARM.com. Stay tuned; we’ll be celebrating the top-ranking companies with special features and profiles starting later this fall.
In This Issue
Featured Executive Brief
Client Success Story
Client Success Story
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About Us

This Month’s Insight

Paul Legrady

Balance Sheet Management: A Tale of Two Agencies

What do your financial statements tell you about your company’s financial health? We review the balance sheets of two anonymous companies side-by-side to show how business choices are revealed in these financial documents, illustrating how two companies with identical revenues and expenses can have vastly different prospects for future growth.

Paul Legrady, Director, Kaulkin Ginsberg

Mark Russell

Mixed Results to Date for Mergers and Acquisitions in the Accounts Receivable Management Industry

Reflecting the broader economy, the overall deal value of mergers and acquisitions in the accounts receivable management industry (ARM) has declined compared to last year. Despite the reduction in deal value however, transactions are still taking place and there are signs that activity will improve in Q4 and into 2010.

Mark Russell, Director, Kaulkin Ginsberg

Anne Strong


Tips for Managing Virtual Teams

It’s difficult to feel like part of a team for staffers and partners who work remotely. As such, there are special issues to be addressed when managing virtual teams. We offer some guidelines for fostering teamwork among people who do not have the benefit of face-to-face interaction.

Anne Strong, Director of Marketing, Kaulkin Ginsberg

Featured Executive Brief

Kaulkin Ginsberg Executive Brief

Kaulkin Ginsberg produces executive briefs to provide industry owners and managers with rich business analysis to inform their business decisions. Executive briefs are free to all registered members of insideARM, and registering to the site is also free.

As the leading M&A and strategic advisor to the accounts receivable management industry, Kaulkin Ginsberg has completed over 125 industry transactions representing over $3 billion in shareholder value.  Our experts have created this Executive Brief to give you a sense how the process works when selling a business in this industry, so you can be prepared.


10 Major Steps in The Process of Selling a Business

What Do You Think?

Kaulkin Ginsberg sends INSIGHT each month to provide you and others in the Accounts Receivable Management (ARM) industry with valuable content designed to assist you in making strategic business decisions.

We hope you enjoy this issue. Comments are always welcome, and you can send your opinion on these or any other stories to editor@insidearm.com.

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