UK Expansion into the States

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Expansion of UK Businesses into the US

Expansion of UK Businesses into the US

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  • 1. 1
    Expansion into the US
    Ian D Smith
    You don’t find this stuff in books
    Translating Visions into Remarkable Businesses
  • 2. 2
    Ian’s 30 Years on One Slide
    • Education – Strathclyde, Grant Thornton
    • 3. Author – 3 books, M&A, MBOs, Growth, The Smith Report
    • 4. 6 years - FD – Thomson, Turnaround Magazine Div
    • 5. 12 years – M&A building 2 investment banks
    • 6. 10 years CEO of 2 software businesses
    • 7. The Portfolio Partnership – A New Type of Agency
    • 8. Hobbies – Masters Track, world ranking #15, 400m & 800m
  • 3
    The Portfolio Partnership
    • Your business is either remarkable or invisible
    • 9. Your choice
    • 10. We help assess that choice and do something about it.
  • Language
    Personalities
    Acquisitions
    Building on Clients
    Leadership
    Monitoring & Control
    Infrastructure
    Sales & Marketing
    Strategy: Compelling Story
    Key Issues
    Not One Country
  • 11. 5
    Strategy: Compelling stories
    • Positioning is everything – define & dominate your unique market
    • 12. US expansion won’t hide a bad story
    • 13. Noise level very high, eg Massachusetts has 4200 software companies!
    • 14. Remember a new audience, banks, customers, staff, partners
    • 15. Why US?
  • 6
    Infrastructure
    • Setting up shop - SDI, incubator
    • 16. Business Parks v Regus
    • 17. Appoint an office manager
    • 18. Make communication easy
    • 19. Surround yourself with outsourced, cheap help
    • 20. Visa/Green cards
  • Personalities
  • 21. 8
    Personalities
    • Confidence levels high however……………
    • 22. Direction and relentless follow through…
    • 23. No fuss and bother, get on with it
    • 24. Optimism a natural state v sarcarstic cynic
    • 25. Ironically, confrontation not great
    • 26. Need to have ownership of projects
  • 9
    Language
    • Words have different meanings
    • 27. Spelling – collateral
    • 28. Simplicity v verbosity
    • 29. Say what you mean – watch the BS
    • 30. Always question to confirm understanding
  • Leadership
  • 31. 11
    Leadership
    • Clarity of Message everything
    • 32. Positioning in Teamstudio example
    • 33. Open style works well
    • 34. Regular and constant communication
    • 35. Tap into optimism
    • 36. Accountability is a must
  • 12
    Acquisitions
    • Watch locations re access
    • 37. Private companies & audits
    • 38. Key people over to the mother ship
    • 39. Put your key operator on the ground
  • 13
    Building on Clients
    • Your clients are a great way to take you into new countries
    • 40. Credibility in Europe counts
    • 41. Many client issues across borders are similar
    • 42. Referrals are compelling but……..
    • 43. Verticals cross borders
  • 14
    Monitoring & Control
    • Control the cash book
    • 44. Management accounts in one currency
    • 45. Sales targets – build regional competition
    • 46. Standardize on policies
    • 47. Watch HR issues differ, white male over 40
    • 48. Tax, R&D credits – accountants fit for purpose
    • 49. QM, staff meetings done simultaneosly
  • 15
    Sales & Marketing
    • Battle with collateral, I want it done this way
    • 50. Standardize on CRM
    • 51. Sales profession higher respect, attracts higher quality candidates
    • 52. Sales calls get 3 times as many Voice Mails
    • 53. Inside sales conversations are rich and insightful
  • 16
    Not One Country
  • 54.
    • Culture changes – the coasts
    • 55. West, East, UK
    • 56. Pockets of technology and infrastructure
    • 57. Cost of living
    • 58. Access
    • 59. State Laws, Delaware etc
    17
    Not One Country
  • 60. 18
    • Check out my blog or web site – for regular insights
    • 61. Blog – The Smith Report –http://www.smithreport.biz/blog/
    • 62. Web site - http://portfoliopartnership.com/
    Translating Visions into Remarkable Businesses