UK Expansion into the States

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Expansion of UK Businesses into the US

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UK Expansion into the States

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

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