Annual Leave Form Template Excel: Fill & Download for Free

I have tried to find CEOs that write amazing letters to their shareholders because that is exceedingly rare. What makes a great annual letter from the CEO to the shareholders? The typical, generic annual letter that I read adds little to the numbers and sometimes obfuscates more than it illuminates. The best letters go beyond the numbers and help shareholders get a deeper understanding of the company, how it is performing and the decision-making process the management team employs. In this article I examine the aspects of a great annual letter and provide five examples.What a typical annual letter does:Uses promotional language to highlight success and largely deemphasizes any shortfallsSummarizes financial results readily available elsewhere without providing sufficient contextTalks about future goals and aspirations without also reviewing how performance thus far has measured up against past goals and aspirationsFocuses on the external environment as the source of problems with the businessFrequently leaves me feeling like I know less about what is really happening with the company than before I started reading it, and that I should just skip it and proceed to the form 10-K filing (for U.S. companies)What a great annual letter does:Treats readers as partners who would like to understand the business at a deeper level rather than as prospects to be marketed toAddresses both what went right and what went wrong for the companyReviews the relevant key performance metrics in the context of the company’s strategy and goalsHelps the readers understand the process that the management is using to make decisions to control what is within its ability to do soGives the shareholders insight into qualitative aspects of the company, such as its cultureBelow are five letters that deserve to be called “great”. A terrific annual letter from the CEO does not in and of itself mean that the company is a great one or that the stock is a good investment. It does, however, quickly identify the CEO as more likely to be aligned with the shareholders and more likely to possess other desirable attributes, such as the appropriate balance between confidence and humility. In no particular order, here are five letters that hit the mark for me:Cimpress (CMPR) 2017 Annual LetterWhat makes this letter great:Focuses investors on metrics that are important inputs into estimating intrinsic valueReviews relevant metrics thoroughly over a long period of timeExplains the capital allocation philosophy and processHelps investors understand organic investments currently affecting the P&LExplains actions management is taking to execute its strategyIt is not promotional: the emphasis is on an objective assessment of results and on helping investors better understand the businessConstellation Software (CSU CN) 2017 Annual LetterWhat makes this letter great:Provides insight into the company’s cultureExplains the capital allocation philosophy and processReviews relevant metrics over a long period of timeGives insight into how employees are being developed and how that helps the company’s decentralized strategyProvides insight into what the company looks for in board members to help it succeedTrupanion (TRUP) 2017 Annual LetterWhat makes this letter great:Focuses investors on metrics that are important inputs into estimating intrinsic valueReviews relevant metrics thoroughly over a long period of timeFocuses on what has not gone well and what is being done about itExplains the capital allocation philosophy and processIt is not promotional: the emphasis is on an objective assessment of results and to help investors better understand the businessGraco (GGG) 2016 Annual LetterWhat makes this letter great:Admits mistakes made, takes responsibility and highlights lessons learnedHelps investors better understand the company’s culture and how employees make decisionsExplains the capital allocation philosophy and processO’Reilly Automotive 2008 Annual LetterWhat makes this letter great:Reinforces the company’s culture and strategyProvides an in-depth deep-dive into a major acquisition and explains the integration approach and why this deal is consistent with the company’s strategy and cultureIf you noticed that there is a good deal of overlap between what each letter does well, that is because these aspects are important components of a good letter. Notice also what is absent:Discussions about the macro economic environmentLofty financial targets not substantiated by past record or by details of how they will be achievedPontification about topics not relevant to what a thoughtful investor trying to estimate the intrinsic value of the business would be interested inRegurgitation of headline financial statistics easily obtainable elsewhere without providing a meaningful explanation about what they mean and how they are relevantI am sure there are many other good annual letters, and I do not mean to imply that the ones above are the only ones that are excellent. My goal was to give some concrete examples of annual letters that I thought stood out in a positive way. I hope that more CEOs over time stop writing the “standard” letter that fits a template perceived as safe from a public relations perspective. A CEO interested in writing a truly great letter will adopt a more authentic, in-depth communication style with their shareholders to help them better understand the business.Note: This answer is based on an earlier article that I wrote that can be found here.

Great question! If you’ve got a business with at least $1MM ARR, it’s usually a good idea to start pitching annual plans to your most loyal and successful customers.Here’s a three-step scripted process that’ll get SaaS users off monthly plans and onto annual plans.Step one: Schedule a phone call with this email templateSubject: I want to offer you a better price for [your product]Hi [firstname],This is [your name] with [your company]. I hope you’re doing well.You’ve been with [your product] for awhile now and I wanted to reach out and thank you by offering you a better price. If that’s something you’d be interested in, let’s jump on a quick call this week and talk about how we can make this happen for you.Are you available for a 15-minute call on either Wednesday or Thursday? Name the time and I’ll make it happen.Cheers![your name]Step two: Pitch the annual contract with this sales call templateYou: Hi [Name], how’s it going?Them: [Answer]You: Glad to hear it. Is this still a good time to chat?Them: [Yes]You: Great. You’ve been with us now for months, and I wanted to first check-in with you to see how things are going.Them: [Going well]You: What have you enjoyed to most about using our software? (This reminds them why they love your product)Them: [Answer]You: Excellent. So would it be fair to assume you see yourself using our product for the next 6–12 months?Them: [Yes]You: That’s great! Then why don’t we set you up on annual billing and save your business some money?Them: [How does that work?]You: It’s pretty simple: You pre-pay for the year, switch to annual billing, and get [%] discount. That saves you the hassle of paying monthly and saves you money long-term.Step three: Manage common objections with these scriptsWe can’t afford to prepay for a yearI understand that. What if you can pay monthly and still get a discount? Would you be interested in that?If so, I’ve got a great secondary option: If you sign a 1-year contract with us, you can continue to pay monthly and we’ll offer a [lower %] discount.We don’t want to commit for that longResponse: I hear you. But you told me about the success you were having with our product. If you continue to be successful, do you think you’ll still be around in a year?If so, you’re making a sound financial decision by taking the discount now. And if your team grows and you need to upgrade your plan, that’s fine. We’ll honor the discount.We want to have the flexibility to switch if we outgrow youI understand. But let me ask you something: Our product has room for your business to grow quite a bit. Do you realistically see yourself needing to switch in the next year when our product is working so well?You’ll still have the flexibility to re-evaluate at the end of the year. If you’ve grown to the point where you need a different tool, we can cross that bridge then.For more common objections, check out 10 objection handling techniques every B2B salesperson should knowThese scripts work. The email script alone has an open rate of 89% and a response rate of 60%. So give ’em a try, then come back here and leave a comment telling me how it went.Want more information? Check out the links I included above and sign up for Steli Efti’s free startup sales course—It’s where I got this information! And if you have any questions, don’t hesitate to either shoot me a message or leave a comment. I’ll do my best to help out.Good luck!Full disclosure: I work as a freelance writer with Close.io. I was not asked to answer this question, and my affiliation does not affect the quality nor integrity of my answers.

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