Challenges

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Challenges

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

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