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Bobby Martin

Recent Posts

12 Ways to Use Industry Research to Win More in 2020

Posted January 07, 2020 by Bobby Martin

The new year is a good time to start new, better habits, from improving our diets to exercising more. But it is also a great time to turn over a new leaf at work, setting more ambitious sales or client management goals. And Vertical IQ can help. 

Helping Change How SMB Owners Think About Cash Flow

Posted October 25, 2019 by Bobby Martin
“If I had to run a company on three measures, those measures would be customer satisfaction, employee satisfaction, and cash flow.”—Jack Welch, Former CEO of General Electric

 

3 Motivations to Become a Better Value-Added Advisor

Posted October 18, 2019 by Bobby Martin

A value-added advisor is someone whose ideas and advice you respect enough to invest time and money into having them around. The business relationship is about more than just the product purchase itself. 

How to Help Small Businesses Compare Their Financials to Their Industry

Posted October 15, 2019 by Bobby Martin

“Are we keeping up with the Joneses?” Owners of small and mid-sized businesses (SMBs) are always interested in how their competition is doing…and how they compare to them financially. Yes, it may be about ego to some degree, but it also tells a business owner how their company is faring financially. Are they middling, above average,...

Which Industries Should I Target?

Posted September 12, 2019 by Bobby Martin

The North American Industry Classification System (NAICS) was developed as the standard for use by the U.S. federal government’s statistical agencies, replacing the Standard Industrial Classification (SIC) system in 1997. Industry-specific NAICS codes are assigned to each business in the country, classifying them for the collection...

5 Easy Steps to Improve Your Client Meeting Quality by 50 Percent

Posted July 19, 2019 by Bobby Martin

As a busy professional, you likely find yourself burning the candle at both ends much of the time. You know that you should do more to prepare for meeting with small business owners, but there just aren’t enough hours in the day. 

3 Reasons Why Your Industry Knowledge Matters to Small Business Owners

Posted January 24, 2019 by Bobby Martin

When studying economics—or marketing for that matter—one of the first concepts that you probably explored was that of “needs” versus “wants.” In the simplest terms, it’s the difference between a nice-to-have and a must-have.

What Consumer Debt Means for the State of the U.S. Economy

Posted December 17, 2018 by Bobby Martin

In order to have industry expertise, one must also have solid knowledge on the cyclicality of the nation’s economy. The state of the economy starts and stops with the consumer. For example, in 2017, consumer spending represented 68 percent of GDP. When the consumer stops spending, businesses suffer, and the slowdown filters on down...

Survey of Small Businesses Explores What Owners Really Want

Posted November 28, 2018 by Bobby Martin

At Vertical IQ, we often talk about how industry research can help build value-added client relationships. A recent survey conducted by Accounting Today, a leading provider of online business news for the accounting community, underscores this fact.

The How and Why of Industry Structure

Posted October 18, 2018 by Bobby Martin

One of the fascinating things about working for Vertical IQ is learning about the structures of industries and why they have evolved that way. At the heart of what we analyze are the numerous facets that drive revenue—and factors that make businesses within that sector succeed or fail. Indeed, it’s every advisor’s job to understand...