20.09.11 Driving your Business Forward - Bristol
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This presentation is all the slides from Business West's Driving your Business Forward through Growth, Innovation and Internationalisation event held at Bristol Golf Course on Tuesday 20th September ...

This presentation is all the slides from Business West's Driving your Business Forward through Growth, Innovation and Internationalisation event held at Bristol Golf Course on Tuesday 20th September 2011.

For more infomation on the content of this presentation, please contact the Enterprise Europe Network Team on 01275 370 997 or e-mail info@enterpriseeuropesw.org.uk

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20.09.11 Driving your Business Forward - Bristol Presentation Transcript

  • 1. Driving your Business forwardthrough Innovation, Growth and Internationalisation
    Bristol
    Tuesday 22nd September 2011
  • 2. James Durie Business WestDirector of Chamber & Initiative (Bristol)
    Welcome
  • 3. What does Business West do?
    The Initiative
    Bristol, Bath, Swindon & Wiltshire
    Chambers Of Commerce
    Bristol, Bath, Gloucestershire
    Associated
    Associated Chambers of Commerce
    Public Sector Contracts
    Enterprise Europe Network, UK Trade & Investment, Solutions for Business (Coaching for High Growth, Understanding Finance for Business, Starting a High Growth Business), IYRE
    Commercial
    Leigh Court Events, Acorn Interactive, Ignite IP, Workspace, Recognising Excellence, UK Professional Services, Mediation in Business, Training, International Trade Services
  • 4. Agenda
     
    09.00am Registration and Coffee
     
    9.30am Welcome from Business West James Durie, Business West
     
    9.45am Setting the Scene Dan Storey, GMYB
    10.15am Workshop 1 – Finance Mike Stutter, Business West
     
    10.45amRefreshment Break
     
    11.00am Workshop 2 – UKTIAndrew Fawcett, UKTI
    11.30am Workshop 3 – EEN Tara Gillam, Business West - EEN
     
    12.00pm Workshop 4 – Solutions for Business Neil Higginson, Business West – High Growth  
    12.30pm Workshop 5 – Marketing Dan Storey, GMYB
     
    1.00pm Close
     
    1.15pm Lunch and Networking
  • 5. Dan Storey Guerrilla Marketing your Business
    Setting the Scene for the Day
    Mindset of a Business Leader
    “How to achieve your goals and create winning teams!”
  • 6. Mindset of a Business Leader
    How to achieve goals
    and create winning teams
    Dan Storey
  • 7. Over the next 30 minutes…
    Examples of great leaders
    Results Formula
    3 C’s of Success
    Goal setting
    Traits of successful people
  • 8. Who am I?
    Marketer &
    Marketing Trainer
    Mindset/NLP Trainer
    Sales Trainer
    “Athlete” / ”Sportsperson”
  • 9. Examples of Great Leaders
    What do these great leaders
    have in common?
  • 10. Examples of Great Leaders
  • 11. Examples of Great Leaders
  • 12. Examples of Great Leaders
  • 13. Examples of Great Leaders
  • 14. Examples of Great Leaders
  • 15. Examples of Great Leaders
  • 16. Examples of Great Leaders
    All great leaders have a vision
    As business leaders, we need to develop our own vision and break that down into goals
  • 17. Results
    =
    Focus
    +
    Beliefs
    +
    Actions
  • 18. What do you see?
  • 19. What do you see?
  • 20. Focus
    You will see different opportunities
    depending on your mindset
    and what you chose to focus on.
    Must learn to control your focus
    & that of your employees
  • 21. Focus
    Business Plan?
    Company Mission Statement?
    Incentive/Bonus structure?
    Corporate Values?
  • 22. Beliefs
    What did you see in the morning?
    • Crumbs by the fireplace?
    • 23. Crumbs in your dad’s beard?
  • Beliefs
    You see the things that fit in with your beliefs
    “Whether You Believe You Can, Or You Can't, You Are Right” – Henry Ford
    “The greater danger for most of us lies not in setting our aim too high and falling short; but in setting our aim too low, and achieving our mark” - Michaelangelo
  • 24. Beliefs
    2 ways to install new beliefs
    1 – Intensity
    2 – Repetition
  • 25. Action
    “You can map out a fight plan or a life plan. But when the action starts, you’re down to your reflexes. That’s where your roadwork shows. If you cheated on that in the dark of the morning, you’re getting found out now under the bright lights” - Joe Frazier
  • 26. Action
  • 27. 3 C’s of Success
    Clarity
    Clear image of your goals
    Specific on exactly what you want
    Commitment
    What do you need to start doing?
    What do you need to stop doing?
    Communication
    Who do you need to communicate to?
  • 28. Exercise
    Write down 3 major goals for either your business or yourself
    Decide on 5 actions that you need to help get this goal started
    Think of 1 person you need to have on your team who can help make this happen
  • 29. 5 Traits of Successful People
    Mindset
    Education/Ideas
    Networking
    Extra Mile
    Action Takers
  • 30. Enjoy the rest of the event…
  • 31. Mike Stutter Business WestHigh Growth Coach – Finance Specialist
    Introduction to Business Finance
  • 32. Understanding Finance for Business (UFFB)
    Business Finance Options
  • 33. Presenter
    Mike Stutter
    Business Finance Coach
    Business West
  • 34. Agenda
    Current Landscape
    Finance Drivers & Options (Debt)
    Equity Finance
    Business Planning
    Client Engagement
  • 35. Business Challenges
    • Economic recovery – do we or don’t we?
    • 36. Business as usual or opportunity = RISK
    • 37. Right people/skills?
    • 38. Available resources/funding?
    • 39. Banks – “Open for Business” ???
  • Business Evolution & Funding
    GROWTH
    Fast Growth
    Exploitation
    Entrepreneurial
    Decline
    Mature
    TIME
  • 40. Funding Drivers
    CAPEX – Premises/Equipment/Staff/R&D
    Working Capital – Internal/External
    Stock/WIP/Debtors/Creditors
    Acquisition/Merger
  • 41. Banks
    Risk Averse
    Overdrafts & Loans
    Ability to Repay = Serviceability
    Financial Viability (Ratios)
    Security
    Track Record
  • 42. Capital Expenditure
    Premises (Commercial Mortgage)
    Equipment or Vehicles
    Security = Asset BUT
    HP or Lease
  • 43. Working Capital
    Overdraft
    Factoring OR Confidential Invoice Discounting
    Stock Finance
    Trade Finance
  • 44. Enterprise Finance Guarantee (EFG)
    Replaces SFLGS
    Accredited Lenders
    Min £1k Max £1m
    Refinance of existing debt
    Government Guarantee 75% on debt
    2% premium
    Personal Security
  • 45. Regional & Other Schemes
    R&D Grant – TSB
    EU Grants – EEN
    SW Loan Fund
    Enterprise Development Funds
  • 46. Equity Sources
    Investment for shares in a Limited Company
    Dragons Den!
    Flotation/IPO
    Venture Capital/Private Equity
    Angel Investors (e.g SWAIN)
    Crowd Funding
    Friends, Family, Staff
  • 47. Equity Statistics
    Most equity invested in mature larger companies
    6% of private equity into start up & early stage companies
    5% average success rate with angel investors
    Expensive money – ROI 35%+
    6 months average lead time
  • 48. Characteristics of Equity
    Risk Capital
    Ownership dilution
    No interest cost but high returns required
    No Security
    No repayment until maturity
    Potential skills of investor
    Leverage for debt
  • 49. Balanced Growth
  • 50. ERDF High Growth Programme
    CONTACT
    www.growthsouthwest.co.uk
    info@growthsouthwest.co.uk
    01275 370760
  • 51. Andrew Fawcett UK Trade & InvestmentInternational Trade Advisor
    Growth Markets Overseas
    UK Trade & Investment
  • 52. A World of Opportunities
    Helping South West businesses really go places
    Andrew Fawcett
    UKTI SOUTH WEST
    Experts in international trade
  • 53. Do you want your business to grow internationally?
    UK Trade & Investment (UKTI) is here to help
    UK Trade & Investment is the Government organisation that helps UK based companies succeed in international markets. We also assist overseas companies to bring high quality investment to the UK's vibrant economy
  • 54. The International Trade Service Team
    Your route to the world
    Our team includes:
    International Trade Sector Specialists in;
    • Aerospace
    • 55. Advanced Engineering
    • 56. Automotive
    • 57. Environmental
    • 58. Healthcare/Life Sciences
    • 59. Food & Drink
    • 60. Marine
    • 61. Security
    • 62. Business and Financial Services
    • 63. Creative
    • 64. Leisure & Tourism
    International Trade Advisers
    • For all other sectors
    UKTI SOUTH WESTalso has access to a unique network of UKTI colleagues based around the world in Embassies and Consulates.
  • 65. UKTI Products & Services
    When it comes to international trade, there’s a lot to consider.
    UKTI SOUTHWEST has a team of experienced and well-connected experts, and a range of useful services, to give your business that international edge.
    Contact our International Trade Centre Team, and they will start you on the road to:
    • Your next customer
    • 66. Your new suppliers
    • 67. Your new partners
    • 68. And much, much more!
    If you want to increase your turnover, boost your sales and increase the size of your business year on year, you can’t afford to miss out on using our International Trade Team.
  • 69. Benefits
    • Save time
    • 70. Save money
    • 71. Grow your business
  • The Enterprise Europe Network
    • Leverage of the European Support Network
    • 72. Information provision and feedback mechanisms
    • 73. IP advice and support
    • 74. Funding application support
    • 75. Action planning and commercial engagement
    • 76. Brokerage services
  • We’re here to help
    Why wait? Contact us today!
    Tel:- 0845 60 60 969
    E-mail:- enquiries@uktisouthwest.org
    Or visit us at:- www.uktradeinvest.gov.uk
  • 77. Tara Gillam Business West – Enterprise Europe NetworkClient Services Manager
    Access over 14,000 European Business Opportunities for FREE via Enterprise Europe Network’s Partnership Tool
  • 78. Enterprise Europe Network
    Connecting you to New Business Opportunities in Europe
    European CommissionEnterprise and Industry
  • 79. What we will cover:
    Who are Enterprise Europe Network (EEN)
    Our Role
    Organisation Capability
    Services we cover in the South West
    European Partnership Service
    Case Studies
    Activity – creating your own profile
    Next Steps
    Questions
  • 80. Who are Enterprise Europe Network
    Established in 2008 through merging the Innovation Relay Centre and European Information Centre, with additional support for R&D including FP7 & Eurostars
    Funded in part by the European Commission’s Competitiveness and Innovation Programme
    Global Reach covering 49 Countries
    600 offices with approx. 5,000 staff on the ground
    Currently 15 people in South West, ensuring regional coverage
  • 81. Our Role
    To stimulate business growth through collaboration, innovation and
    internationalisation. Our 4 key offerings are:
    Identifying new International business opportunities through our Partnership Service
    Provide advice on how to trade more effectively in European Markets and Internationally
    Guidance on accessing European Funding
    A European policy-feedback service, including business consultation
  • 82. Organisational capability
    Europe’s largest business support organisation
    11 Enterprise Europe Networks in the UK
    Not just EU Countries
    Now in 49 Countries
    Local yet Global
    Scotland (3 partner in consortium)
    Northern Ireland (1)
    North East of England (2)
    North West (4)
    Yorkshire (4)
    Midlands (3)
    East of England (1)
    Wales (2)
    London (4)
    South West of England (1)
    South East (3)
  • 83. 49 Countries including:27 Member States + 21 Non-EU Members
    Armenia
    Bosnia and Herzegovina
    Chile
    China
    Croatia
    Egypt
    Macedonia
    Iceland
    Israel
    Japan
    Mexico
    Montenegro
    Norway
    Russia
    Serbia
    South Korea
    Switzerland
    Syria
    Tunisia
    Turkey
    USA
  • 84. Services available in the South West
    Information
    Business Collaboration
    EU Funded
    R&D
    Adviceontrading in Europe,
    setting up a business, VAT, EU
    policies, directives, CE marking,
    standards, public procurement,
    EU funding, legislation, events,
    Intellectual Property advice.
    Commercial, Technology and R&D Co-operations. Through the Partner Alert Service
    Support to access European R&D funding (Framework Programme 7 – FP7 & Euro Stars)
  • 85. European Partnership Service
    http://www.enterpriseeuropesw.org.uk
    http://www.eensw.co.uk
  • 86. European Partnership Service
    Over 14,000 Business Opportunities
    Currently FREE to use
    Commercial, Technical and Research Opportunities
    Search by Sector, Country of Origin, Offer or Request and Keyword
  • 87. European Partnership Service
    No limit to how many “Expressions of Interest” you make
    Add your own profile to the database
    Find Partners for Collaborations
    Find Agents / Distributors / JV Partners
  • 88. European Partnership Service
  • 89. Commercial Profile
    20110608016
    Spanish company supplier of wines
    requests distributors / Commercial
    agents for its products in Austria,
    Belgium, Denmark, Germany, Ireland,
    Netherlands, UK and other countries.
    PDF Download
    E-Mail details to yourself
    Direct Enquiry through the website
  • 90. Technology Profile
    11 RU 86FG 3LJ9
    Energy saving machine drive. The
    application of the technology reduces
    energy consumption of machine drives
    by up to 30-40%. The SME seeks
    partners for joint further development
    and adaptation of the technology to
    specific needs.
    PDF Download
    E-Mail details to yourself
    Direct Enquiry through the website
  • 91. Case Study: Hemisphere Freight
    Engagement to Date:
    47 Expressions of Interest
    2 Partnership Agreements
    1 Profile
  • 92. Case Study: Isoperla
    Engagement to Date:
    9 Expressions of Interest
    1 Partnership Agreements
    2 Profiles
  • 93. Case Study: Rokkaplay
    Engagement to Date:
    41 Expressions of Interest
    2 Partnership Agreements
    2 close to agreements
    2 Profiles
  • 94. Case Study: McCormick Weeks
    Engagement to Date:
    2 Expressions of Interest
    1 Partnership Agreements
    1 Profiles
  • 95. Next Steps
    Webinar “How to get the most from our Partner Search Tool”
    Thursday 29th September 2011 at 2.30pm
    Monday 10th October 2011 at 11.00am
    Monday 24th October 2011 at 2.00pm
  • 96. Any Questions?
  • 97. Tara Gillam – Client Services Manager
    Enterprise Europe Network South West
    T: 01275 370 867
    M: 07765 999 296
    E: tara.gillam@enterpriseeuropesw.org.uk
    W: www.enterpriseeuropesw.org.uk or www.eensw.co.uk
  • 98. Neil HigginsonBusiness West – Solutions for BusinessERDF Programme Manager
    Solutions for Business in the South West
    Coaching for High Growth, Understanding Finance for Business and Starting a High Growth Business
  • 99. Business West
    Starting a High Growth Business
    Coaching for High Growth
    Understanding Finance for Business
  • 100. Neil Higginson
    Programme Manager – ERDF Projects
    What is high growth business coaching
    Why now?
    Top benefits
    Our Programmes
  • 101. What is High Growth Coaching and why now?
    Focussed on improving business
    Take the next step
    Enabling
    Driving the business forward
    Why now?
    Why not?
  • 102. The Benefits
    Business
    Personal Development
    Support & Motivation
    Work Life Balance
  • 103. Programme Overview
    There are three projects under the High Growth Programme, all of which provide coaching and two mentoring:
    Starting a High Growth Business
    Coaching for High Growth
    Understanding Finance for Business
  • 104. The Focus
  • 105. Eligibility Guidelines - 1
    Starting a High Growth Business
    Potential to achieve between £500k & £1m turnover or higher within 3 years of trading
    Coaching for High Growth
    Available for businesses with turnover of £1m plus [max £50m]
    Understanding Finance for Business
    Aimed at pre-start, start-up or established business showing evidence of growth or growth potential – no financial levels
  • 106. Eligibility Guidelines - 2
    To be eligible for support from any of these projects, companies must exhibit at least six of the following 12 characteristics:
    A high level of aspiration and a positive attitude to business growth
    A highly capable leadership team (or planned)
    Commitment – a willingness to invest time and to pay in part for support
    An intention to seek external finance
    Evidence of a strong order book
    Sound industry and sector knowledge
    Firms already growing who lack structure and process
    Evidence of willingness and capacity to innovate
    Willingness to engage in sustainable strategy and practice
    Use of emergent technology and new techniques
    Export potential
    Growth for a purpose
  • 107. Delivery Area
    The three projects will be delivered across the South West excluding Cornwall
  • 108. What does a business get and we in return
    The support of a ‘validated’ High Growth Coach and/or mentor
    Minimum of two days support (12 hours) which can include workshop attendance
    Improved GVA (Gross Value Added)
    Improved coaching and mentoring standards across the South West
  • 109. An example of a Coach selection
    Client will be assessed for eligibility and support requirements
    An Action Plan will be issued
    Brief posted to website
    Applications invited from local coaches with relevant skills/specialism's
    Client will receive profiles of responders and select from these
  • 110. What would you prefer?
  • 111. Costs
    Currently, all coaching and workshop support is fully subsidised to the client – this may change
    Up to 10 days coaching provision at a cost to a/the Programme of £5,500
    Change in the funding arena means that we may well move to a matched costs basis as well as charging for workshops – yet to be decided
  • 112. Summary
    High Growth coaching – why now
    The benefits
    The Programmes
    Business West’s joined up approach
    Don’t leave it too late
  • 113. Contact Info
    www.growthsouthwest.co.uk
    Neil.higginson@gwebusinesswest.co.uk
    Office: 01275 370898
  • 114. Q & A
  • 115. Dan Storey Guerrilla Marketing your Business Head Guerrilla
    Innovative Marketing Strategies
    for small business owners on a limited budget
  • 116. Understand Innovative Marketing Strategies on how to impact your profit/turnover on a limited budget
    Dan Storey
    Guerrilla Marketing Your Business
  • 117. My background
    Specialist in marketing training and education
    Guerrilla Marketing Master Trainer
    Marketer & Marketing Trainer
  • 118. What is Marketing?
    Marketing is an Investment
    Need to be able to measure ROI
    Art of changing people’s minds
    Truth made fascinating
    All contact with your business
  • 119. Marketing Must Haves
    Marketing Plan
    Demographics, USPs, Niche, Techniques
    Budget
    Time, Energy, Imagination, Knowledge
    Commitment
    Develop and follow through
  • 120. Marketing Psychology
    3000-5000 Marketing messages per day
    What makes you stand out?
    Clients are confused and unsure
    Tell them what to do next
    Clients have no time
    Make the next step really simple
    Clients are skeptical
    Need to develop a relationship
  • 121. Marketing Strategies
    Joint Ventures
    Identify partner that already has access to your target market
    Deal that adds value to their clients, their business, then YOU
  • 122. Marketing Strategies
    Fusion Marketing
    Identify partners that offer complimentary services and share marketing investment
  • 123. Marketing Strategies
    Affiliate Marketing
    Locate other people who want to sell your products to their contacts
    Existing affiliate networks
    Referral marketing incentives
  • 124. Marketing Strategies
    Guerrilla Marketing
    Conventional business goals using unconventional methods
    22 differences between traditional and Guerrilla marketing
    Specifically designed for small businesses with limited marketing budget
  • 125. Top 5 ways to waste yourmarketing budget!
    Please don’t make these mistakes…
  • 126. Top 5 ways to waste budget
    No Targeting
    Broadcast marketing with no measurement
    No idea of client demographics
  • 127. Top 5 ways to waste budget
    Not building relationships
    Like trying to ask someone to marry you when you first meet them
    Permission Marketing
  • 128. Top 5 ways to waste budget
    3 – One Hit Wonder
    Not reselling. Existing clients are your best source of new business.
    Upsell? Cross-sell? Referral? Affiliates?
  • 129. Top 5 ways to waste budget
    4 – Wrong Medium
    Need to be advertising in areas where your demographic are present.
    Combination of marketing techniques
  • 130. Top 5 ways to waste budget
    5 – Bad Design
    Design may be lovely but completely lacking in practical elements
    Website designed by an internet marketer
  • 131. Case Study
    Austin Degge – Mortgage Broker
    Problem 1
    Only 1 source of leads
    Company ‘disappeared shortly before xmas 2010
    Goal
    Multiple lead generation options
  • 132. Case Study
    Solutions
    Clearly identify niche
    Identify marketing media
    Redesign/tweak ‘new’ website
    Referral scheme
  • 133. Case Study
    Result
    Over £1m new borrowing generated in next 5 weeks just through new channels
    Equivalent of 3 months business in 5 weeks
  • 134. Innovative Marketing Workshops
    An overview of marketing
    Joint venture, affiliate and fusion marketing
    Differences between innovative marketing and traditional marketing
    The mindset of marketing
    200 strategies/techniques of guerrilla marketing
    Social media and internet marketing tactics
  • 135. Forthcoming Innovative Marketing Workshops
    Wednesday 5th October 2011
    The Exchange, Bridgwater
    Wednesday 19th October 2011
    Royal Bath Hotel, Bournemouth
    Tuesday 25th October 2011
    Bristol Golf Course, Bristol
    £39 per person
    Complete the booking form in your
    delegate pack and hand to the reception desk
  • 136. What's Next!
    Complete the Feedback Form
    Book onto a Marketing Event
    Book onto a Webinar
    NETWORK OVER LUNCH