• Share
  • Email
  • Embed
  • Like
  • Private Content
Eb5 investments columbia univ jan 2014
 

Eb5 investments columbia univ jan 2014

on

  • 941 views

 

Statistics

Views

Total Views
941
Views on SlideShare
941
Embed Views
0

Actions

Likes
2
Downloads
17
Comments
0

0 Embeds 0

No embeds

Accessibility

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

    Eb5 investments columbia univ jan 2014 Eb5 investments columbia univ jan 2014 Presentation Transcript

    • EB5 Investments Trusted advisory service for foreign investors to get a Greencard Te a m 1 8 : Mu h s in Sh a h id , D a ve L in c o ln , A d a m Nathu Customers Discovered: Day 1 + 10 Day 2 + 10 Day 3 + 10 Day 4 +6 Total = 36
    • “O Foreign Investor, Foreign Investor, Where art thou? ” TEAM 18: EB-5 INVESTMENTS
    • Day 1 – What we thought… o IDEA: Create an online marketplace to connect foreign investors to EB-5 Investment Projects in the USA o SOLVE: Fragmented industry with lack of transparency TEAM 18: EB-5 INVESTMENTS
    • Key partners Strategic Alliances: • Lawyers • Developers • Business seeking financing • Coopetition Strategic Partnerships (from competitors) -EB5 Brokers Value proposition Key activities Platform / Network: • Matchmaking – stakeholders & key partners • Continuously develop & maintain platform • Promotion of website & platform Key resources • Intellectual resources Partner Relationships Risk Reduction • Transparency • Better Analysis / Tools for making Investment Decisions Convenience & Usability • Centralization / aggregation of a fragmented marketplace • Accessibility / Visibility (Multiplatform) Day 1 Focus on Cost-Driven Business Model Customer Acquisition Developing Partner relations Developing/Maintaining Web portal Self-service • Trusted Broker Personal Assistant • Trusted Advisor Co-creation • Enable users to rate & give feedback on counterparties (lawyers, developers) Channels • • • • Multi-sided platform • Foreign Investors • Business seeking financing • EB5 Broker • Lawyers Internet Trade Advocacy Groups Partner Relationships Revenue streams Cost structure • • • • Customer segments Customer relationships • • • • Placement fees on investments (Brokerage) – Fixed Pricing (% Investment) Application fees (direct) – Dynamic Pricing (Lawyers) Subscription / Membership fee (lawyers) Advertising / Service Directory fee (Projects)
    • Day 1 – What we assessed... oIs there any interest for our marketplace? ◦ Spoke to prospective investors ◦ Spoke to immigration lawyers ◦ Spoke to EB-5 regional centers oWould you use our platform to select an investment project? oHow much would you pay for us to list your investment project and get you an investor? TEAM 18: EB-5 INVESTMENTS
    • Day 1 – What we learned… Hypothesis Result Takeaway • Investors would prefer a centralized listing of all projects True But quality / security of project is more of a concern than aggregation • Businesses seeking financing will want to advertise their projects on our platform True They will pay a premium to avoid having to deal with extra agents and brokers • Can we sell directly to EB5 Brokers False No real interest in coopetition • Website is quickest way to reach target HNW foreign investors False Developing foreign partnerships is the quickest way TEAM 18: EB-5 INVESTMENTS
    • Key partners Strategic Alliances: • Lawyers • Developers • Business seeking financing • Coopetition Strategic Partnerships (from competitors) -EB5 Brokers Key activities • Relationship building • Developing platform • Promotion of platform Key resources • • Day 2 Partner Relationships Foreign HNWI network Value proposition HNWI foreigners: • Risk Reduction • Convenience • Transparency Business seeking financing: • Access to low-cost capital • Increased visibility of projects Immigration Lawyers: • New client business • • Customer Acquisition • Advertising – Adsense • Presales services Developing Partner relations Developing Web Portal • GET: Trusted Broker • KEEP: Trusted Advisor • GROW: Referrals, Affiliate Program Channels Website Partnerships • Trade Advocacy Groups • Schools / Colleges • Foreign Agencies Customer segments HNWI foreigners • $2million + Net Worth • Age 40-60 • Child studying in the US Business seeking financing • Regional Centers • Real estate Developers Immigration Lawyers EB5 Broker Revenue streams Cost structure • Customer relationships • • • • Placement fees on investments (Brokerage) – Fixed Pricing (% Investment) Application fees (direct) – Dynamic Pricing (Lawyers) Subscription / Membership fee (lawyers) Advertising / Service Directory fee (Projects)
    • Day 2 – What we assessed... o How do we get, keep, and grow new clients? o How do we define our key partnerships? o How do we define our revenue structure in light of our new customer segments? TEAM 18: EB-5 INVESTMENTS
    • Day 2 – What we learned… Hypothesis Result Takeaway • Focusing on new foreign partnerships will penetrate the multiple layers in front of foreign investors True Foreign lawyers, private banks, trade advocacy groups all are useful channels to help get to different foreign investors • Focusing on businesses seeking financing and charging them more will be more profitable True Can make money on the placement fees as well as featured advertisement fees TEAM 18: EB-5 INVESTMENTS
    • Day 3 Key partners Value proposition Key activities • Create Project Database Strategic Alliances: Customer segments Customer relationships Foreign Investors: PRODUCT - MARKET - FIT Foreign Investors: GET: Direct Sales, Partnerships • Develop Analysis Tool-pack • Risk Reduction Real Estate Developers • Implement Investor Due Diligence • Convenience – 1 stop shop GROW: Referrals, Affiliates • Regional Centres • Promotion of Platform • Legitimacy / Transparency GET: Direct Sales • Angel Investment Groups • Build “Key Partners” • • • Foreign Trade Agencies Schools/Colleges Co-opetition: • Immigration Lawyers Businesses Seeking Finance: • • • IP – Partnership Network (domestic) Foreign Investor Network (international) Access to Low Cost Capital Increased Visibility of Projects MVP: Net Worth: $2-50M • Age: 27– 60 • Origin: Emerging Market • KEEP: Ongoing Relations Key resources • • KEEP: Trusted Advisor Married / Family in U.S. GROW: Referrals Businesses Seeking Finance: Channels Website • • Foreign Lawyers & Agents Real Estate Investments • • Foreign Trade Agencies Seek $5M+ funds • Partnerships: Distressed Businesses EB5 Brokers Qualified Project Listings • Private Banks • Project Comparative Analysis Reports • Chambers of Commerce EB5 Brokers • • • Investor Due Diligence • Angel Investment Groups Immigration Lawyers Revenue streams Cost structure Customer Acquisition: • Google Adsense • Due diligence costs on HNWIs & Projects Recurring: • Site Development & Maintenance • Development of Foreign partnerships Businesses Seeking Finance: Foreign Investors: • Free membership to website • % Investment placement • Advertising – “Featured Projects” fee
    • Day 3 – What we assessed... oWhat relationship exists between attorneys and Regional Centers? ◦ Spoke to immigration lawyers ◦ Spoke to EB-5 regional centers oWould attorneys use our platform to select an investment project? oWhat is the fee structure currently in place? TEAM 18: EB-5 INVESTMENTS
    • Day 3 – What we learned… Hypothesis Result Takeaway • Attorneys will source deals through us False They earn more fees from Regional Centers • Our portal reduces risk and increases transparency True Primary need for HNWIs • Attorneys will align with us False We are viewed as their competition • We can earn more revenue via both transaction and finders fees True We can undercut attorneys and brokers with lower fees TEAM 18: EB-5 INVESTMENTS
    • Key Activities Key Partners • Operate as a niche Investment Advisor Strategic Alliances: • Private Banks • Chambers of Commerce Immigration Lawyers Risk Reduction • Convenience • Transparency • • IP – Partnership Network (domestic) • Google AdSense • Lawyers & Advisors: Due diligence costs on HNWIs & Projects • • Net Worth: $2-50M • Age: 27– 60 • Origin: Emerging Market • KEEP: Trusted Advisor KEEP: Ongoing Relations Married / Family in U.S. Businesses Seeking Finance: Channels • Increased Visibility of Projects • In person Real Estate Investments • • Web Portal Seek $5M+ funds • Direct: Access to Low Cost Capital Distressed Businesses MVP: • List of vetted clients Revenue Streams Cost Structure • Foreign Investors: GET: Direct Sales Businesses Seeking Finance: Foreign Investor Network (international) Day 4 Customer Acquisition: GET: Viral Loop, Partnerships GROW: Referrals Key Resources Customer Segments Customer Relationships GROW: Referrals, Affiliates • Build “Key Partners” Co-opetition: • • • Implement Investor Due Diligence Foreign Trade Agencies • Foreign Investors: • Create Database of Investors & lawyers Angel Investment Groups • Value Proposition Recurring: • Registering as Broker-Dealer • Site Development & Maintenance • Development of Foreign partnerships Businesses Seeking Finance: Foreign Investors: • Management & Performance Fees • % Investment placement • Advertising – “Featured EB5 Investments - fee 18 Projects” Team TEAM 18: EB-5 INVESTMENTS
    • Day 4 – What we assessed... o How many channels are necessary? o What partnerships are worthwhile? o What are the underlying investor concerns? TEAM 18: EB-5 INVESTMENTS
    • Day 4 – What we learned… Hypothesis Result Takeaway • Investors only care about lowest capital investment False Investors valued capital preservation over lowest capital investment • Regional centers is a great business model to copy False Regional centers are not that profitable and no real value add from certification • Investors are open to any business investment type False Certain investors are not interested in any arbitrary business but would rather use their funds to create their own business TEAM 18: EB-5 INVESTMENTS
    • Pivot: o Focus on Direct Investments - $1MM ◦ Higher approval rate for greencard ◦ Higher return on investment for investors o Focus on New Business Opportunities o Offer Investment Advisory Services ◦ Sticky customer relationships TEAM 18: EB-5 INVESTMENTS
    • Day 5 Key Partners • Operate as a niche Investment Advisor Strategic Alliances: • • Create Database of Investors & lawyers Angel Investment Groups • • • Transparency Resources • Chambers of Commerce • Co-opetition: • IP – Partnership Network (domestic) Foreign Investor Network Attorneys • Google AdSense • Attorneys & Advisors: Due diligence costs Recurring: • Compliance • Website • Foreign partnerships • Net Worth: $2-50M • Age: 27– 60 • Married / Family in U.S. GROW: Referrals Channels Direct: Project Visibility Businesses: • Website • List of vetted clients and projects • • In person MVP: Seek $5M+ funds • Real Estate • Attorneys • Distressed Businesses Revenue Streams Cost Structure Customer Acquisition: Chinese, Korean, British KEEP: Trusted Partner Businesses: • • GET: Direct Sales, Conferences Convenience • Build “Key Partners” Foreign Investors: KEEP: Trusted Advisor GROW: Referrals, Affiliates Risk Reduction • Private Banks • • Customer Segments GET: Referrals, Partnerships Foreign Investors: • Due Diligence Foreign Trade Agencies Customer Relationships Value Proposition Key Activities • Admin & Management Fees • Placement Fees EB5 Investments - Team 18 TEAM 18: EB-5 INVESTMENTS
    • Market Size Total Addressable Market: $8.5Bn Served Market: $3.25Bn • Total Market = 10,000 EB5 visas p/a (3000 reserved for Regional Centres) • Served Market = Last year 6,517 applications received THEREFORE significant unutilized Capacity Targeted Opportunity : Opportunity: $5.25Bn • 1% of unutilized capacity + served capacity @ $45,000 per customer = $3.15MM REVENUE TEAM 18: EB-5 INVESTMENTS
    • EB-5 Market Analysis Attorney Delivered Clients Foreign Investor $45,000 $15,000 EB-5 Invest. $20,000 Direct Investment $1,000,000 min investment LTV = $140,000* > (CAC = 15,000 + COGS = 12,000) *$45k Admin Fee + $15k annual 1.5% Management Fees + $20k Placement Fee TEAM 18: EB-5 INVESTMENTS
    • Timeline: 4 Months – TARGET Close 8 Sales 3 Months – Strategic Management of Projects, Talent Management, Continue Offline Alliances 2 Months – Relationship building, Buy client list, Work on Referrals 1 Month – Acquire licenses, Attend conferences, Develop Blog, Promote Website + Services Today – Finalise Current Deal 1, Find Investor for 2nd project , Develop Website, Secure Relations with Foreign Lawyers & Agencies TEAM 18: EB-5 INVESTMENTS
    • Key Takeaways: Customer Development • • • • Who are the right customers? What is the right value proposition? Which is the right revenue model? GET OUT OF THE BUILDING! Business Model Design • It’s an iterative process. • The Big Picture – There are patterns – We saw from class teams presenting. Team Dynamics • It’s stressful! It’s hard work! It has it’s Ups and Downs! • We Survived! TEAM 18: EB-5 INVESTMENTS
    • Is this a viable business? o We have signed up 2 business projects o We have signed up 1 Foreign Investor o More referrals coming o YES! We will continue the search.. TEAM 18: EB-5 INVESTMENTS