John Warrillow

John Warrillow

Award-Winning Entrepreneur and Advisor

John Warrillow has more than 20 years of research experience into the small and medium business market. As the founder of The Value Builder System, a cloud-based assessment tool that business owners use to assess the “sellability” of their company, he has helped more than 47,000 business owners to improve company value by up to 71 per cent. Named one of the “Top Ten Business-To-Business Marketers” by B2B Marketing, John’s expertise ranges from entrepreneurship, sellability, and the benefits of subscription-based marketing to build — and sustain — success.

A sought-after speaker, John has keynoted Fortune Magazine’s Growth Summit, Entrepreneur’s Organization New York City and Toronto Chapters, and the Inc. 5000 conference. He is also the author of two bestselling books, Built to Sell: Creating a Business That Can Thrive Without You, recognized by both Fortune and Inc. Magazine as one of the best business books of 2011, and The Automatic Customer: Creating A Subscription Business In Any Industry. John also hosts Built to Sell Radio, which is ranked as one of the world’s 10 best podcasts for business owners.

Prior to founding The Value Builder System, John started and exited four companies, including a quantitative market research business that was acquired by The Corporate Executive Board (NYSE: CEB) in 2008.


Built to Sell: 8 Things That Drive the Value of Your Company

If you’re like a lot of entrepreneurs, you use your Profit & Loss (P&L) statement as your report card at the end of the year. You may even use your P&L to figure out what your company is worth by applying a multiple to your profit. But having worked with more than 17,000 entrepreneurs using The Value Builder System, we’ve seen examples of companies that fetch up to three times more than the average price for companies in their industry. Likewise, we’ve seen cases where companies are worth less than half the average multiple of their peer group.

Why would one company be worth two or three times more than a similar company in the same industry?

Having analyzed the acquisition offers received by more than 17,000 businesses, we have discovered that there are eight factors that actually impact your company’s value more than the industry you’re in.

During this course you’ll learn how to:

  • Increase your score on each of the eight drivers of company value;
  • Maximize your company’s overall value;
  • Find Strategic buyers for your business;
  • Structure your business, like Jason Fried re-positioned Basecamp to maximize its value;
  • Accelerate the pace of positive word-of-mouth for your business using the same technique as companies like Eventbrite, Intuit, Google and Apple;
  • Boost your company’s cash flow in the same way Harley Davidson finances its business;
  • Differentiate your business using the same methodology Warren Buffet looks for in the companies he invests in;
  • Minimize your company’s reliance on your personal involvement using some of the strategies Tim Ferriss used to reduce the time he spent in this business to just four hours a week.

The foundation of this presentation is a quantitative analysis of the 17,000 business owners who use The Value Builder System. The first step every entrepreneur takes when they start working with us is to get their Value Builder Score. We have analyzed more than 17,000 unique businesses and we’ve identified eight factors that contribute to getting higher than average offers.

To give you an idea of how much these eight factors impact the value of your company, let’s take a look at the numbers. The average Value Builder Score is 60 out of a possible 100. And the average offers our users have received to buy their business is 3.8 times pre-tax profit. When we isolate the cohort of our users who achieved a Value Builder Score of 80 or above, the average offer is 6.3 times pre-tax profit — almost double that of the normal user.

Let’s imagine you have a business generating $200,000 in pre-tax profit with an average Value Builder Score (60 out of 100). Based on the statistics, we would expect your business to be worth around $760,000 ($200,000 x 3.8). Now let’s imagine you take this course, action my recommendations, and improve your Value Builder Score to 80 out of 100. Assuming your business is generating the same $200,000 in profit, we would now expect it to be worth around $1,260,000 ($200,000 x 6.3). You would increase the value of your business by $500,000 without changing your level of profitability.

The Formula: 5 Surprising Ways to Boost the Value of a Business

What if there was a predictable formula for helping you improve the value of your business?

Not an opinion. Not some hair-brained scheme.

An actual recipe, based on an analysis of more than 25,000 businesses, that you can follow to drive up the value of your business.

Would you be interested in that formula?

John Warrillow shares his five-step approach to improving the value of any company regardless of its size or industry.

Based on data from more than 25,000 companies, you’ll discover:

  • The benchmarks for valuing your business in today’s market;
  • Warren Buffett’s surprising criteria for investing and how it can help you make big decisions;
  • The one data point acquirers use to predict the future of your business;
  • The truth about what acquirers look for in a company to buy (hint: bigger is not always better);
  • Three factors that can destroy the value of your company;
  • How to position your business to be irresistible to a strategic acquirer.

Whether you want to sell your business next year or just want to be confident you’re building a value asset you could sell one day, you will want to hear this talk.

The Automatic Customer: Creating a Subscription Business in Any Industry

In January 2013, Avis Budget Group announced they had acquired ZipCar and its 760,000 subscribers for $491 million.

Three months later, Morningstar estimated that Amazon Prime had garnered 10 million subscribers, making it Amazon’s latest billion-dollar business.

Nine months after the Prime announcement, subscription-based messaging service WhatsApp, after gaining 450 million users in five years, was acquired by Facebook for $19 billion dollars in the largest ever acquisition of an Internet company.

What do ZipCar, Amazon and WhatsApp all have in common? They are the pioneers of the new subscription economy. John Warrillow, the author of The Automatic Customer: Creating a Subscription Business in Any Industry, will give you the blueprint for building a subscription business. You’ll learn:

  • The five trends driving the subscription economy;
  • How one company turned a $29-dollar average sale into a $7,540 sale and dropped its spoilage rates from 30% to 3%;
  • Why the average Amazon Prime customer spends $709 per year more than the average Amazon customer;
  • The nine different subscription models and how to apply each to your business;
  • How TIGER 21, the world’s most exclusive investment club for investors with $10 million or more in liquid assets, turned to the subscription model to build their network;
  • How Dollar Shave Club and BirchBox make money;
  • How to capitalize on the Trojan Horse subscription model;
  • The secret psychology of selling a subscription;
  • How to value a subscription business, and the most important ratio you need to understand and optimize in order to attract venture capital investment;
  • Eight reasons why customers quit subscribing and how to make customers sticky for life.

Whether you want to transform your entire business model into a recurring revenue engine or just pick up an extra 5% of automatic sales, you won’t want to miss Warrillow’s session.

How To Attract the High Net Worth Investor

Do you have enough High Net Worth (HNW) clients on your book?

Attracting HNW clients is a challenge for most financial advisors. HNW investors typically have established relationships with their existing adviser, and the hassle to switch often means affluent clients stay put, even in the face of relatively poor service or performance.

Ambitious financial advisors can feel handcuffed, resigning themselves to waiting decades in hopes that a few of their existing clients blossom into the HNW category.

The alternative approach is to target business owners today. During “How To Attract The High Net Worth Investor”, John Warrillow will reveal:

  • The three psychographic profiles of the business owner market and how to build a trusting relationship with each segment;
  • How to avoid the biggest mistake financial advisors make it targeting HNW investors;
  • How financial advisors can capitalize on the natural biorhythms of any business owner;
  • How to guarantee that Centers of Influence refer HNW investors to you;
  • The secret to converting HNW investors into clients.

An Accounting Firm Built to Sell

You started your accounting practice in order to have the freedom to do your own thing — to control your time and your earnings.

But for many accountants, the dream has faded, replaced by the day-to-day reality of running an accounting firm: clients demanding your individual attention, trading time for money, chasing receivables, arguing with the IRS, and worrying about disappointing clients.

It’s time to get back to the reasons you started your practice and create An Accounting Firm That Is Built to Sell. During this 55-minute presentation, John Warrillow, five-time entrepreneur and the author of the bestselling book Built to Sell: Creating a Business That Can Thrive Without You, will show you how to:

  • Structure your practice (using The Scalability Trifecta) so it runs without your personal involvement;
  • Scale up your practice so it can grow without you having to do any selling;
  • Value your firm in the same way that an acquirer will;
  • Drive up the value of your practice so you can achieve a premium multiple over the industry standard of one times gross recurring fees;
  • Accurately predict the performance of your company in the future so you can sleep well at night knowing that your clients will stay and will refer you to others;
  • Benchmark your practice against other CPA firms in the United States and the best-of-the-best businesses anywhere in the world.

**See video clip “How to Create a Sellable Business”**

You’ve Built an Amazing Business — Now What?

You’ve built an amazing business — now what? Maybe it’s time to take a step back and let others step up. Or maybe you’re considering bringing in an investor and ramping up? Or perhaps you’re even thinking of selling your business in the next few years?

Regardless of what you envision for your next chapter, there are four factors that will lead to a happy and lucrative exit from the day-to-day operations of your business. Skip one of the four things and you may regret it, like the 75% of owners who say they regret how they approached their exit after just one year.

John Warrillow, the international bestselling author of Built to Sell and founder of The Value Builder System™, will lead you through a journey of self-discovery which will help you define the second half of your business (and your life). Based on more than 200 in-depth interviews conducted for his podcast Built to Sell Radio (ranked by Forbes as one of their top five podcasts for business owners), Warrillow will reveal:

  • The four factors that lead to a happy and lucrative business exit
  • The “Happy, Rich or Famous?” paradox
  • The single most important trick to a satisfying exit
  • Five ways to maximize the value of your business now
  • One surprising test to evaluate how much of your ego depends on your company
  • The single biggest regret most owners have when they exit (and how to avoid it)

Don’t miss this rare opportunity to ensure the next chapter of your life is everything you dream of.

The Freedom Workshop

Target Audience: Business Owners
Duration: Half day to Full Day

You started your business for the freedom that comes with running your own company: the freedom to earn what you deserve and to work for whoever you want, when you want, and from wherever you want.

The challenge is that for many business owners the dream remains elusive. In fact, you may feel trapped in your business because:

  • you know more than anyone else in your company about your industry;
  • your customers ask to deal with you personally;
  • you are involved in the building or creating of what you sell;
  • and you are your company’s best sales person.

The Freedom Workshop is an interactive, sleeves-rolled-up session, dedicated to getting you back on track to gaining the freedom you deserve as a business owner. You’ll learn:

  • How to recognize when you’ve fallen into The Owner’s Trap and the steps to take to pull yourself out;
  • The three attributes of a scalable business model;
  • The eight factors that drive the value of your business;
  • The valuation technique used by professional business buyers;
  • How The Switzerland Structure bulletproofs your business from demanding employees, overbearing customers, and suppliers who hold you hostage;
  • One simple technique for eliminating cash flow worries;
  • The one kind of revenue that can triple the value of your business;
  • The six forms of Recurring Revenue;
  • The two essential elements of your marketing plan you need in order to avoid commoditization and costly price wars;
  • The one question you need to ask your customers to predict the likelihood that they will buy again in the future and refer you to others.
  • How to benchmark your business operations against the world’s greatest companies like Amazon.com, Apple, and Google.

Give John one day of your time, and he’ll give you your life back.