Challenges

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How to survive

How to survive

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  • 1. 10/09/2009
    Graham Royce
    1
    Breakfast September 11th
    Challenges and Solutions to
    Business Development for
    SME’s in the current climate
    Graham RoyceManager and Mentor for the Limerick Enterprise Acceleration Platform (LEAP)
  • 2. 10/09/2009
    Graham Royce
    2
    The Challenges
    Only Two
    Survive Current Climate
    and
    Grow the Business
  • 3. 10/09/2009
    Graham Royce
    3
    Direction
    Clear Strategy
    Marketing
    Sales
    Growth
    Financial
    Clear Business Plan (Map)
  • 4. Creativity
    10/09/2009
    Graham Royce
    4
    Very Creative With Your Business
    Check Products
    Check Services
    Change Quickly
    Retrain if Necessary
    Working Practises
    Be Flexible
    Focus on Emerging Markets
    If you are at the Cutting edge stay a the cutting edge
  • 5. 10/09/2009
    Graham Royce
    5
    Connectivity
    Networking
    LinkedIn
    Business Clubs
    Twitter
    Plaxo Pulse
    Make use of strong Diaspora well-connected Irish executives around the world
    We need to work fast we need to think fast
  • 6. 10/09/2009
    Graham Royce
    6
    Support
    Know The Various Supports
    Enterprise Ireland
    City Enterprise Boards
    County Enterprise Boards
    EI Mentoring
    Business Rings BNI etc etcetc
    Be Tolerant of Failure (we are Intolerant)
    We must support younger and younger start-ups
    Apple started as teenagers – Facebook started by teenagers – Microsoft university drop out
    The Collinsons were ignored here in Ireland found funding in Canada - they sold for 3M
  • 7. 10/09/2009
    Graham Royce
    7
    Knowledge
    Know Everything
    Know your strengths and weaknesses
    Client Profiling
    Service / Product Profiling
    Market Size
    Competitors
    Buying Cycles
    Birthday’s and Anniversaries
    New Technologies
    New delivery models like Cloud computing
  • 8. 10/09/2009
    Graham Royce
    8
    Market
    Market Research - Marketing Research
    Market Surveys On-Line & Paper
    Focus Groups
    Study you Chosen Slice of the Market
    Colours – Words – People – Industry
    Export
    Talk face to face with all customers / suppliers
  • 9. 10/09/2009
    Graham Royce
    9
    Process
    Don’t Reinvent
    Booking engines
    Book keeping
    Methodologies
    Markets
    Tried and trusted business rules
    Silicon Valley
    Good idea’s not afraid of failure
    They have innovative universities attached
    You have a venture capital community that’s known
    Silicon Valley kick started a recession in the Fifties.
  • 10. 10/09/2009
    Graham Royce
    10
    Communications
    Know and Understand Communications
    Internet
    Phones
    Email
    Letters
    General meetings
    Language
    Skype
    TXT
    Face to Face
  • 11. Finance
    Cash Flow - Cash Flow - Cash Flow
    Pre agreed payment dates
    Talk to the banks & financiers
    Invoice sooner
    Know exactly outgoings and incomings
    Prioritise
    10/09/2009
    Graham Royce
    11
  • 12. Smart Business
    Change direction if you have to (R&D)
    Innovation (Create Introduce Implement)
    High Quality (Be the best)
    Commercialisation (Understand the Market)
    Export (Look at all Markets)
    If technology is available use it (Internet - Cloud)
    Stay Up to date(Spotify MuZu Iphone twitter)
    Be unique (Business Models)
    10/09/2009
    Graham Royce
    12
  • 13. Top tips
    Get referrals
    Keep Customer Profiles up to date
    Review all resources all the time
    Be creative in selling
    Make sure all training is up to date
    Keep the company profile up to date
    Monitor all staff give targets if necessary
    If targets are not being met replace the staff
    Keep all staff motivate
    Watch the market stay in touch
    Recognise opportunities
    10/09/2009
    Graham Royce
    13
  • 14. Winning
    10/09/2009
    Graham Royce
    14
  • 15. 10/09/2009
    Graham Royce
    15
    Communications My Details
    Graham Royce LEAP Manager
    Phone 061 490152
    Mobile 086 6089112
    Email graham.royce@lit.ie
    Email roycegraham@eircom.net
    Skype greybadger
    http://www.linkedin.com/pub/graham-royce/1/215/324
    twitter graham_royce