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Copyright ©2009 Pearson Education, Inc. Publishing as Prentice HallCopyright ©2009 Pearson Education, Inc. Publishing as Prentice Hall 11
Management Succession and Risk
Management Strategies in the Family Business
Chapter 20 Family Business Management Chapter 20 Family Business Management StrategiesStrategies
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 22Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Family BusinessesFamily Businesses
A vital part of the U.S. economy:A vital part of the U.S. economy: Nearly 90% of all U.S. businesses are Nearly 90% of all U.S. businesses are
family-ownedfamily-owned Generate 64% of the nation's GDPGenerate 64% of the nation's GDP Account for 62% of all employment Account for 62% of all employment
and 78% of all job creationand 78% of all job creation Pay 65% of all wagesPay 65% of all wages Average annual sales = $36.5 millionAverage annual sales = $36.5 million
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 33Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
The Dark Side of The Dark Side of Family BusinessesFamily Businesses
Management succession!Management succession! 70% of first-generation businesses fail 70% of first-generation businesses fail
to survive into the second generationto survive into the second generation Of those that do, only 12% make it to Of those that do, only 12% make it to
the third generation, and just 3% the third generation, and just 3% survive to the fourth generation survive to the fourth generation
Result: Average life expectancy of a Result: Average life expectancy of a family business is 24 years family business is 24 years
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 44Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Management Management SuccessionSuccessionWhy are the odds of succession so low? Why are the odds of succession so low? No management succession plan!No management succession plan!
80% of all business founders intend to 80% of all business founders intend to pass their companies on to their pass their companies on to their childrenchildren
But . . . But . . . 82% had no written plan to describe what 82% had no written plan to describe what
they wanted to happen to their businesses they wanted to happen to their businesses when they leavewhen they leave
19% had not engaged in any kind of estate 19% had not engaged in any kind of estate planning other than creating a will planning other than creating a will
52.0%
30.3%
7.9%
4.6% 5.2%
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
Per
cen
t o
f B
usi
nes
s O
wn
ers
Nonexistent Starting to think about it In the process ofdeveloping a plan
90 percent complete 100 percent complete
Plan Status
Status of Management Succession Plans in Small Businesses
Source: Entrepreneur, BMC Associates, and The Monitor Group's Business Transition Planning Survey Report.
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 66Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Qualities Essential to a Qualities Essential to a Successful Family Successful Family BusinessBusiness Shared valuesShared values Shared powerShared power TraditionTradition A willingness to learnA willingness to learn Behaving like familiesBehaving like families Strong family tiesStrong family ties
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 77Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Exit StrategiesExit Strategies
Selling to OutsidersSelling to Outsiders Straight saleStraight sale
Selling to InsidersSelling to Insiders Cash plus a noteCash plus a note Leveraged buyouts (LBOs)Leveraged buyouts (LBOs) Employee stock ownership plans Employee stock ownership plans
(ESOPs)(ESOPs)
Employee Stock Ownership Plans
-
2,000
4,000
6,000
8,000
10,000
12,000
1975 1980 1990 1993 1996 1999 2000 2001 2002 2003 2004 2005 2006
Nu
mb
er o
f E
SO
Ps
-
2,000,000
4,000,000
6,000,000
8,000,000
10,000,000
12,000,000
Nu
mb
er
of
Em
plo
ye
es
Co
ve
red
Number of ESOPs Number of Employees Covered
Source: "A Statistical Profile of Employee Ownership," National Center for Employee Ownership, 2007.
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 99Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Management Management SuccessionSuccession
Between 2001 and 2017, $12 trillion Between 2001 and 2017, $12 trillion in wealth will be transferred from in wealth will be transferred from one generation to the next, much of one generation to the next, much of it through family businesses it through family businesses
The businesses with the greatest The businesses with the greatest chance of surviving to the next chance of surviving to the next generation are those with generation are those with management succession plansmanagement succession plans
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 1010Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
For a smooth transition from one For a smooth transition from one generation to the next, family generation to the next, family businesses need a succession businesses need a succession planplan
A plan allows one generation to A plan allows one generation to pass leadership to the next just pass leadership to the next just as runners in a relay race pass a as runners in a relay race pass a baton baton
Management Management SuccessionSuccession
Stages in Management Stages in Management SuccessionSuccession
Chapter 20 Family Business Management Strategies Copyright ©2009 Pearson Education, Inc. Publishing as Prentice Hall 11
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 1212Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Skills a Successor Skills a Successor NeedsNeeds Financial abilitiesFinancial abilities Technical knowledgeTechnical knowledge Negotiating abilityNegotiating ability Leadership qualitiesLeadership qualities Communication skillsCommunication skills Juggling skillsJuggling skills IntegrityIntegrity Commitment to the businessCommitment to the business
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 1313Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Families Whose Businesses Families Whose Businesses Survive to the Next Survive to the Next Generation…Generation… Believe that owning the business helps Believe that owning the business helps
achieve their families’ missionachieve their families’ mission Are proud of the values on which their Are proud of the values on which their
businesses are builtbusinesses are built Believe that the business is contributing Believe that the business is contributing
to society and making it a better place to society and making it a better place to liveto live
Rely on management succession plans Rely on management succession plans to assure the continuity of the company to assure the continuity of the company
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 1414Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Developing a Developing a Management Succession Management Succession PlanPlanStep 1. Select the successorStep 1. Select the successor
Average tenure of a business Average tenure of a business founder: 25 years (same for the last founder: 25 years (same for the last decade)decade)
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 1515Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Selecting a SuccessorSelecting a Successor
Make it clear that children are not Make it clear that children are not required to join the family businessrequired to join the family business
Do not assume that the successor Do not assume that the successor must always come from within the must always come from within the familyfamily
Give family members the Give family members the opportunity to work outside the opportunity to work outside the family business firstfamily business first
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 1616Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Selecting a SuccessorSelecting a Successor
Don’t procrastinate! Don’t procrastinate! Raymond Institute/MassMutual Raymond Institute/MassMutual
Study: 55% of family business Study: 55% of family business owners age 61 or older have not yet owners age 61 or older have not yet designated a successor! designated a successor!
Make the choice based on skill, Make the choice based on skill, ability, and merit rather than on ability, and merit rather than on gender or birth order gender or birth order
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 1717Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Step 1. Select the successorStep 1. Select the successor
Step 2. Create a survival kit for the Step 2. Create a survival kit for the successor successor
Step 3. Groom the successorStep 3. Groom the successor
Developing a Developing a Management Succession Management Succession PlanPlan
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 1818Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Grooming the Grooming the SuccessorSuccessor
A founder must be:A founder must be: PatientPatient Willing to accept mistakesWilling to accept mistakes Skillful at using mistakes to teachSkillful at using mistakes to teach An effective communicatorAn effective communicator Capable of establishing reasonable Capable of establishing reasonable
expectationsexpectations Able to articulate the keys to the Able to articulate the keys to the
successor’s performancesuccessor’s performance
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 1919Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Step 1. Select the successorStep 1. Select the successorStep 2. Create a survival kit for the Step 2. Create a survival kit for the
successor successorStep 3. Groom the successorStep 3. Groom the successor
Step 4. Promote an environment of Step 4. Promote an environment of trust trust and respect and respect
Step 5. Cope with the financial Step 5. Cope with the financial realities realities of estate and gift of estate and gift taxestaxes
Developing a Developing a Management Succession Management Succession PlanPlan
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 2020Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Tools to Minimize Estate Tools to Minimize Estate and Gift Taxesand Gift Taxes
Buy/sell agreementBuy/sell agreement Lifetime giftingLifetime gifting TrustsTrusts
Bypass trustBypass trust Irrevocable life insurance trustIrrevocable life insurance trust Irrevocable asset trustIrrevocable asset trust Grantor retained annuity trust (GRAT)Grantor retained annuity trust (GRAT)
Estate FreezeEstate Freeze Family limited partnershipFamily limited partnership
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 2121Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Risk Management Risk Management StrategiesStrategies
Risk avoidanceRisk avoidance Risk reductionRisk reduction Risk anticipationRisk anticipation Risk transferRisk transfer
The Risk PyramidThe Risk Pyramid
Event Severity of event Probability of event Loss from event_____ A-D A-D A-D
AAA
AABABA
BAAAAC
ABBACA
BABBBA
CAAAAD
ABCACB
ADABAC
BBBBCA
CABCBADAA
ABDACC
ADB
High severityHigh severityHigh probabilityHigh probabilityHigh lossHigh loss
== High RiskHigh Risk
Low severityLow severityLow probabilityLow probabilityLow lossLow loss
== Low RiskLow Risk
Chapter 20 Family Business Management Strategies Copyright ©2009 Pearson Education, Inc. Publishing as Prentice Hall 22
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 2323Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Major Types of Major Types of InsuranceInsurance
Property and casualtyProperty and casualty Extra expense Extra expense
coveragecoverage Business interruptionBusiness interruption Machinery and Machinery and
equipmentequipment
Start with a basic business owner’s Start with a basic business owner’s policy (BOP); then consider adding policy (BOP); then consider adding property and casualty insurance:property and casualty insurance:
AutoAuto Electronic data Electronic data
processing processing (EDP)(EDP)
SuretySurety MarineMarine CrimeCrime
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 2424Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Start with a basic business owner’s Start with a basic business owner’s policy (BOP); then, consider adding life policy (BOP); then, consider adding life and disability insurance:and disability insurance:
Major Types of Major Types of InsuranceInsurance
LifeLife DisabilityDisability Business overhead Business overhead
insuranceinsurance
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 2525Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Major Types of Major Types of InsuranceInsurance
Traditional indemnity plansTraditional indemnity plans Managed care plansManaged care plans
• HMOsHMOs• PPOsPPOs
Health Savings Accounts Health Savings Accounts (HSAs)(HSAs)
Self-insuranceSelf-insurance Workers’ CompensationWorkers’ Compensation
Start with a basic business owner’s policy Start with a basic business owner’s policy (BOP); then consider adding health (BOP); then consider adding health insurance and workers’ compensationinsurance and workers’ compensation
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 2626Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Start with a basic business owner’s Start with a basic business owner’s policy (BOP); then, consider adding policy (BOP); then, consider adding liability insurance:liability insurance:Professional liability (“errors and Professional liability (“errors and omissions” coverage)omissions” coverage) Employment practices liability Employment practices liability
Major Types of Major Types of InsuranceInsurance
$-
$1,000,000
$2,000,000
$3,000,000
$4,000,000
$5,000,000
$6,000,000
$7,000,000
$8,000,000
$9,000,000
$ V
erd
icts
Products liability Medical malpractice Employmentpractices
Premises liability Vehicularnegligence
All liabilities
Type of Case
Jury Verdicts in Liability Cases
1999
2005
Source: Insurance Information Institute, http://www.iii.org/media/facts/statsbyissue/litigiousness
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 2828Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Controlling Insurance Controlling Insurance CostsCosts
Pursue a loss-control Pursue a loss-control programprogram
Increase your policies' Increase your policies' deductiblesdeductibles
Work with a qualified Work with a qualified professional insurance professional insurance broker or agentbroker or agent
Find a broker or agent who Find a broker or agent who understands your needs understands your needs
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 2929Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Controlling Insurance Controlling Insurance CostsCosts
Find insurance companies that Find insurance companies that want small companies’ want small companies’ businessbusiness
Utilize the resources of your Utilize the resources of your insurance company insurance company
Conduct a periodic insurance Conduct a periodic insurance
auditaudit
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 3030Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Controlling Health Controlling Health Insurance CostsInsurance Costs
Increase employees’ Increase employees’ insurance contributions or insurance contributions or deductiblesdeductibles
Switch to HMOs or PPOsSwitch to HMOs or PPOs Join an insurance poolJoin an insurance pool Conduct a yearly utilization Conduct a yearly utilization
reviewreview
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 3131Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
Controlling Controlling Insurance CostsInsurance Costs
Make sure your company’s Make sure your company’s health plan fits the needs of health plan fits the needs of your employees your employees
Create a wellness program for Create a wellness program for employeesemployees
Conduct a safety auditConduct a safety audit Create a safety manual and Create a safety manual and
use ituse it Create a safety teamCreate a safety team
Copyright Copyright ©©2009 Pearson Education, Inc. Publishing as Prentice Hall 2009 Pearson Education, Inc. Publishing as Prentice Hall 3232Chapter 20 Family Business Management StrategiesChapter 20 Family Business Management Strategies
All rights reserved. No part of this publication may All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, electronic, mechanical, photocopying, recording, or otherwise, without the prior written or otherwise, without the prior written permission of the publisher. Printed in the United permission of the publisher. Printed in the United States of America.States of America.
Copyright ©2009 Pearson Education, Copyright ©2009 Pearson Education, Inc. Publishing as Prentice HallInc. Publishing as Prentice Hall