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 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

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