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04.10.11 - Driving your Business Forward - Exeter

The document outlines a business event held on October 4, 2011, focusing on innovation, growth, and internationalization, featuring workshops on finance, international trade, and marketing. Key topics include business support services offered by Business West and the Enterprise Europe Network, as well as insights on successful leadership and business financing options. The event aimed to provide valuable information and networking opportunities for attendees seeking to drive their businesses forward.

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Driving your Business forward through Innovation, Growth and Internationalisation Exeter Tuesday 4th October 2011
Andy Bates Business West Innovation and Growth Manager Welcome
Agenda 09.00am Registration and Coffee 9.30am Welcome from Business West Andy Bates, Business West 9.45am Setting the Scene Dan Storey, GMYB 10.15am Workshop 1 – Finance Mike Stutter, Business West 10.45am Refreshment Break 11.00am Workshop 2 – UKTI Chris Knight, UKTI 11.30am Workshop 3 – EEN Tara Gillam, Business West - EEN 12.00pm Workshop 4 – Solutions for Business Neil Higginson, Business West – High Growth 12.30pm Workshop 5 – Marketing Dan Storey, GMYB 1.00pm Close 1.15pm Lunch and Networking
What does Business West do? The Initiative Bristol, Bath, Swindon & Wiltshire Chambers Of Commerce Bristol, Bath, Gloucestershire AssociatedAssociated of Commerce Chambers Public Sector Contracts Enterprise Europe Network, UK Trade & Investment, Solutions for Business (Coaching for High Growth, Understanding Finance for Business, Starting a High Growth Business), Improving your Resource Efficiency Commercial Leigh Court Events, Acorn Interactive, Ignite IP, Workspace, Recognising Excellence, UK Professional Services, Mediation in Business, Training, International Trade Services
Aim of the day • Big changes in delivery public funded business support • Information accessed via websites and call centres • Increase in business services delivered by private sector – contribution from company
Aim of the day • Still a fantastic range of business support available • Engage with Business West / Chambers of Commerce • Time precious – Feedback so important
Dan Storey Guerrilla Marketing your Business Setting the Scene for the Day Mindset of a Business Leader “How to achieve your goals and create winning teams!”
Mindset of a Business Leader How to achieve goals and create winning teams Dan Storey
Over the next 30 minutes… • Examples of great leaders • Results Formula • 3 C’s of Success • Goal setting • Traits of successful people
Who am I? • Marketer & Marketing Trainer • Mindset/NLP Trainer • Sales Trainer • “Athlete” / ”Sportsperson”
Examples of Great Leaders What do these great leaders have in common?
Examples of Great Leaders
Examples of Great Leaders
Examples of Great Leaders
Examples of Great Leaders
Examples of Great Leaders
Examples of Great Leaders
Examples of Great Leaders • All great leaders have a vision • As business leaders, we need to develop our own vision and break that down into goals
Results = Focus + Beliefs + Actions
What do you see?
What do you see?
Focus You will see different opportunities depending on your mindset and what you chose to focus on. Must learn to control your focus & that of your employees
Focus • Business Plan? • Company Mission Statement? • Incentive/Bonus structure? • Corporate Values?
Beliefs What did you see in the morning? •Crumbs by the fireplace? •Crumbs in your dad’s beard?
Beliefs • You see the things that fit in with your beliefs • “Whether You Believe You Can, Or You Can't, You Are Right” – Henry Ford • “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
Beliefs • 2 ways to install new beliefs 1 – Intensity 2 – Repetition
Action • “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
Action
3 C’s of Success • Clarity – Clear image of your goals – Specific on exactly what you want • Commitment – What do you need to start doing? – What do you need to stop doing? • Communication – Who do you need to communicate to?
Exercise • Write down 3 major goals for either your business or yourself • Decide on 5 actions that you need to help get this goal started • Think of 1 person you need to have on your team who can help make this happen
5 Traits of Successful People • Mindset • Education/Ideas • Networking • Extra Mile • Action Takers
Enjoy the rest of the event…
Mike Stutter Business West High Growth Coach – Finance Specialist Introduction to Business Finance
Understanding Finance for Business (UFFB) Business Finance Options
Presenter Mike Stutter Business Finance Coach Business West
Agenda  Current Landscape  Finance Drivers & Options (Debt)  Equity Finance  Business Planning  Client Engagement
Business Challenges  Economic recovery – do we or don‟t we?  Business as usual or opportunity = RISK  Right people/skills?  Available resources/funding?  Banks – “Open for Business” ???
GROWTH Entrepreneurial Exploitation Fast Growth Mature Decline TIME Business Evolution & Funding
Funding Drivers  CAPEX – Premises/Equipment/Staff/R&D  Working Capital – Internal/External  Stock/WIP/Debtors/Creditors  Acquisition/Merger
Banks  Risk Averse  Overdrafts & Loans  Ability to Repay = Serviceability  Financial Viability (Ratios)  Security  Track Record
Capital Expenditure  Premises (Commercial Mortgage)  Equipment or Vehicles  Security = Asset BUT  HP or Lease
Working Capital  Overdraft  Factoring OR Confidential Invoice Discounting  Stock Finance  Trade Finance
Enterprise Finance Guarantee (EFG)  Replaces SFLGS  Accredited Lenders  Min £1k Max £1m  Refinance of existing debt  Government Guarantee 75% on debt  2% premium  Personal Security
Regional & Other Schemes  R&D Grant – TSB  EU Grants – EEN  SW Loan Fund  Enterprise Development Funds
Equity Sources Investment for shares in a Limited Company  Dragons Den!  Flotation/IPO  Venture Capital/Private Equity  Angel Investors (e.g SWAIN)  Crowd Funding  Friends, Family, Staff
Equity Statistics  Most equity invested in mature larger companies  6% of private equity into start up & early stage companies  5% average success rate with angel investors  Expensive money – ROI 35%+  6 months average lead time
Characteristics of Equity  Risk Capital  Ownership dilution  No interest cost but high returns required  No Security  No repayment until maturity  Potential skills of investor  Leverage for debt
Balanced Growth
ERDF High Growth Programme CONTACT www.growthsouthwest.co.uk info@growthsouthwest.co.uk 01275 370760
Chris Knight UK Trade & Investment International Trade Advisor Growth Markets Overseas UK Trade & Investment
EXPORT SUPPORT SERVICES Chris Knight International Trade Adviser 51
UKTI SERVICES  Overseas Market Introduction Service  Passport to Export  Gateway to Global Growth  Tradeshow Access Programme  Market Visit Support grants  Export Marketing Research Scheme  Export Communications Review 52
OVERSEAS MARKET INTRODUCTION SERVICE (OMIS)  Enables UK companies to buy unique, subsidised services and expertise from UKTI staff in British Embassies & Consulates overseas  Services tailored to your specific requirements  Eligibility for Market Visit Support grant 53
OVERSEAS MARKET INTRODUCTION SERVICE (OMIS)  Identification of potential distributors / agents/ partners  Provision of market information against specific client brief  Appointment arranging / interpreter / general help in market  Use of Embassy / Consular premises for meetings, product launches etc 54
PASSPORT TO EXPORT  12 month Strategic Development programme for Novice Exporters  2 day Developing International Business workshop (compulsory)  Adviser assistance  Other free export training  £1000 matched funding  Access to Market Visit Support grant  £500 enrolment fee (credit against OMIS services) 55
GATEWAY to GLOBAL GROWTH (G3)  12 month strategic support programme for SMEs with 2-10 years export experience  £500 training voucher  Adviser support  Access to Market Visit Support grant 56
TRADESHOW ACCESS PROGRAMME (TAP)  Support for exhibitors at key international trade fairs (via Accredited Trade Organisations) and for individual attendance (Solo)  £1000 – 1800 57
MARKET VISIT SUPPORT (MVS)  Travel grant for delegates on regional trade missions, or to support individual trade development visits (Solo)  Grant amount determined by destination (£200 - £800)  Applicants must be on Passport, Gateway, or following up recent OMIS 58
EXPORT MARKETING RESEARCH SCHEME  Purchase of Market Reports (33%)  Undertaking Research Visits (50%) 59
EXPORT MARKETING RESEARCH SCHEME  2 projects (strategic research visits) per year max  Up to £5000 matched funding per in house project (£20k lifetime max)  Good way to learn sound market research methodology 60
EXPORT COMMUNICATIONS REVIEW (ECR)  Subsidised consultant assessment of International Communication strategy, including Cultural Factors  Website Internationalisation advice 61
UKTI TRAINING  Appointment & Management of Agents & Distributors  International Exhibiting Skills  Internet Strategy  International Presentation Skills  Researching Export Markets 62
www.ukti.gov.uk  UKTI website - excellent source of market & sector information  Register to receive Business Opportunities 63
Tara Gillam Business West – Enterprise Europe Network Client Services Manager Access over 14,000 European Business Opportunities for FREE via Enterprise Europe Network’s Partnership Tool
Title Enterprise Europe Network Sub-title Connecting you to New Business Opportunities in Europe ‟ European Commission Enterprise and Industry
Title of the presentation | Date |‹#› What we will cover: • Who are Enterprise Europe Network (EEN) • Our Role • Organisation Capability • Services we cover in the South West • European Partnership Service • Case Studies • Activity – creating your own profile • Next Steps • Questions
Title of the presentation | Date |‹#› Who are Enterprise Europe Network • Established in 2008 through merging the Innovation Relay Centre and European Information Centre, with additional support for R&D including FP7 & Eurostars • Funded in part by the European Commission‟s Competitiveness and Innovation Programme • Global Reach covering 49 Countries  600 offices with approx. 5,000 staff on the ground  Currently 15 people in South West, ensuring regional coverage
Title of the presentation | Date |‹#› Our Role To stimulate business growth through collaboration, innovation and internationalisation. Our 4 key offerings are: • Identifying new International business opportunities through our Partnership Service • Provide advice on how to trade more effectively in European Markets and Internationally • Guidance on accessing European Funding • A European policy-feedback service, including business consultation
Title of the presentation | Date |‹#› Organisational capability • Europe‟s largest business support organisation Scotland (3 partner in consortium) • 11 Enterprise Europe Northern Ireland (1) North East of England (2) Networks in the UK North West (4) Yorkshire (4) • Not just EU Countries  Now in 49 Countries Midlands (3) • Local yet Global Wales (2) East of England (1) London (4) South West of England (1) South East (3)
Title of the presentation | Date |‹#› 49 Countries including: 27 Member States + 21 Non-EU Members • Armenia • Montenegro • Bosnia and Herzegovina • Norway • Chile • Russia • China • Serbia • Croatia • South Korea • Egypt • Switzerland • Macedonia • Syria • Iceland • Tunisia • Israel • Turkey • Japan • USA • Mexico
Title of the presentation | Date |‹#› Services available in the South West Advice on trading in Europe including: • VAT • EU policies & directives • CE marking • legislation • Intellectual Property advice Access to the Networks Partner Search Tool • Commercial • Technology • Research Support to access European R&D funding : • Framework Programme 7 – FP7 • Euro Stars • Assistance with R&D Applications
Title of the presentation | Date |‹#› European Partnership Service http://www.enterpriseeuropesw.org.uk http://www.eensw.co.uk
Title of the presentation | Date |‹#› European Partnership Service • Over 14,000 Business Opportunities • Currently FREE to use • Commercial, Technical and Research Opportunities • Search by Sector, Country of Origin, Offer or Request and Keyword
Title of the presentation | Date |‹#› European Partnership Service • No limit to how many “Expressions of Interest” you make • Add your own profile to the database • Find Partners for Collaborations • Find Agents / Distributors / JV Partners
Title of the presentation | Date |‹#› European Partnership Service
Title of the presentation | Date |‹#› Commercial Profile 20110608016 Spanish company supplier of wines requests distributors / Commercial agents for its products in Austria, Belgium, Denmark, Germany, Ireland, Netherlands, UK and other countries. • PDF Download • E-Mail details to yourself • Direct Enquiry through the website
Title of the presentation | Date |‹#› Technology Profile 11 RU 86FG 3LJ9 Energy saving machine drive. The application of the technology reduces energy consumption of machine drives by up to 30-40%. The SME seeks partners for joint further development and adaptation of the technology to specific needs. • PDF Download • E-Mail details to yourself • Direct Enquiry through the website
Title of the presentation | Date |‹#› Case Study: Hemisphere Freight Engagement to Date: • 47 Expressions of Interest • 2 Partnership Agreements • 1 Profile
Title of the presentation | Date |‹#› Case Study: Isoperla Engagement to Date: • 9 Expressions of Interest • 1 Partnership Agreements • 2 Profiles
Title of the presentation | Date |‹#› Case Study: Rokkaplay Engagement to Date: • 41 Expressions of Interest • 2 Partnership Agreements  2 close to agreements • 2 Profiles
Title of the presentation | Date |‹#› Case Study: McCormick Weeks Engagement to Date: • 2 Expressions of Interest • 1 Partnership Agreements • 1 Profiles
Title of the presentation | Date |‹#› Next Steps • Webinar “How to get the most from our Partner Search Tool”  Monday 10th October 2011 at 11.00am  Monday 24th October 2011 at 2.00pm
Title of the presentation | Date |‹#› Any Questions?
Tara Gillam – Client Services Manager Enterprise Europe Network South West T: 01275 370 867 M: 07765 999 296 E: tara.gillam@enterpriseeuropesw.org.uk W: www.enterpriseeuropesw.org.uk or www.eensw.co.uk
Neil Higginson Business West – Solutions for Business ERDF Programme Manager Solutions for Business in the South West Coaching for High Growth, Understanding Finance for Business and Starting a High Growth Business
Business West Starting a High Growth Business Coaching for High Growth Understanding Finance for Business
Neil Higginson Programme Manager – ERDF Projects What is high growth business coaching Why now? Top benefits Our Programmes
What is High Growth Coaching and why now? Focussed on improving business Take the next step Enabling Driving the business forward Why now? Why not?
The Benefits Business Personal Development Support & Motivation Work Life Balance
Programme Overview There are three projects under the High Growth Programme, all of which provide coaching and two mentoring: Starting a High Growth Business Coaching for High Growth Understanding Finance for Business
The Focus
Eligibility Guidelines - 1 Starting a High Growth Business Potential to achieve between £500k & £1m turnover or higher within 3 years of trading Coaching for High Growth Available for businesses with turnover of £1m plus [max £50m] Understanding Finance for Business Aimed at pre-start, start-up or established business showing evidence of growth or growth potential – no financial levels
Eligibility Guidelines - 2 To be eligible for support from any of these projects, companies must exhibit at least six of the following 12 characteristics: A high level of aspiration and a positive attitude to business growth A highly capable leadership team (or planned) Commitment – a willingness to invest time and to pay in part for support An intention to seek external finance Evidence of a strong order book Sound industry and sector knowledge Firms already growing who lack structure and process Evidence of willingness and capacity to innovate Willingness to engage in sustainable strategy and practice Use of emergent technology and new techniques Export potential Growth for a purpose
Delivery Area The three projects will be delivered across the South West excluding Cornwall
What does a business get and we in return The support of a „validated‟ High Growth Coach and/or mentor Minimum of two days support (12 hours) which can include workshop attendance Improved GVA (Gross Value Added) Improved coaching and mentoring standards across the South West
An example of a Coach selection Client will be assessed for eligibility and support requirements An Action Plan will be issued – Brief posted to website – Applications invited from local coaches with relevant skills/specialism's – Client will receive profiles of responders and select from these
What would you prefer?
Costs Currently, all coaching and workshop support is fully subsidised to the client – this may change Up to 10 days coaching provision at a cost to a/the Programme of £5,500 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
Summary High Growth coaching – why now The benefits The Programmes Business West‟s joined up approach Don’t leave it too late
Contact Info www.growthsouthwest.co.uk Neil.higginson@gwebusinesswest.co.uk Office: 01275 370898
Q&A
Dan Storey Guerrilla Marketing your Business Head Guerrilla Innovative Marketing Strategies for small business owners on a limited budget
Understand Innovative Marketing Strategies on how to impact your profit/turnover on a limited budget Dan Storey Guerrilla Marketing Your Business
My background • Specialist in marketing training and education • Guerrilla Marketing Master Trainer • Marketer & Marketing Trainer
What is Marketing? • Marketing is an Investment – Need to be able to measure ROI • Art of changing people’s minds • Truth made fascinating • All contact with your business
Marketing Must Haves • Marketing Plan – Demographics, USPs, Niche, Techniques • Budget – Time, Energy, Imagination, Knowledge • Commitment – Develop and follow through
Marketing Psychology • 3000-5000 Marketing messages per day – What makes you stand out? • Clients are confused and unsure – Tell them what to do next • Clients have no time – Make the next step really simple • Clients are skeptical – Need to develop a relationship
Marketing Strategies • Joint Ventures • Identify partner that already has access to your target market • Deal that adds value to their clients, their business, then YOU
Marketing Strategies • Fusion Marketing • Identify partners that offer complimentary services and share marketing investment
Marketing Strategies • Affiliate Marketing • Locate other people who want to sell your products to their contacts • Existing affiliate networks • Referral marketing incentives
Marketing Strategies • Guerrilla Marketing • Conventional business goals using unconventional methods • 22 differences between traditional and Guerrilla marketing • Specifically designed for small businesses with limited marketing budget
Top 5 ways to waste your marketing budget! Please don’t make these mistakes…
Top 5 ways to waste budget • No Targeting • Broadcast marketing with no measurement • No idea of client demographics
Top 5 ways to waste budget • Not building relationships • Like trying to ask someone to marry you when you first meet them • Permission Marketing
Top 5 ways to waste budget • 3 – One Hit Wonder • Not reselling. Existing clients are your best source of new business. • Upsell? Cross-sell? Referral? Affiliates?
Top 5 ways to waste budget • 4 – Wrong Medium • Need to be advertising in areas where your demographic are present. • Combination of marketing techniques
Top 5 ways to waste budget • 5 – Bad Design • Design may be lovely but completely lacking in practical elements • Website designed by an internet marketer
Case Study • Austin Degge – Mortgage Broker • Problem 1 – Only 1 source of leads – Company ‘disappeared shortly before xmas 2010 • Goal – Multiple lead generation options
Case Study • Solutions 1. Clearly identify niche 2. Identify marketing media 3. Redesign/tweak ‘new’ website 4. Referral scheme
Case Study • Result • Over £1m new borrowing generated in next 5 weeks just through new channels • Equivalent of 3 months business in 5 weeks
Innovative Marketing Workshops • An overview of marketing • Joint venture, affiliate and fusion marketing • Differences between innovative marketing and traditional marketing • The mindset of marketing • 200 strategies/techniques of guerrilla marketing • Social media and internet marketing tactics
Forthcoming Innovative Marketing Workshops • Wednesday 5th October 2011 – The Exchange, Bridgwater • Wednesday 19th October 2011 – Royal Bath Hotel, Bournemouth • Tuesday 25th October 2011 – Bristol Golf Course, Bristol • £39 per person Complete the booking form in your delegate pack and hand to the reception desk
What's Next! Complete the Feedback Form Book onto a Marketing Event Book onto a Webinar NETWORK OVER LUNCH

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04.10.11 - Driving your Business Forward - Exeter

  • 1.
    Driving your Businessforward through Innovation, Growth and Internationalisation Exeter Tuesday 4th October 2011
  • 2.
    Andy Bates Business West Innovationand Growth Manager Welcome
  • 3.
    Agenda 09.00am Registration and Coffee 9.30am Welcome from Business West Andy Bates, Business West 9.45am Setting the Scene Dan Storey, GMYB 10.15am Workshop 1 – Finance Mike Stutter, Business West 10.45am Refreshment Break 11.00am Workshop 2 – UKTI Chris Knight, UKTI 11.30am Workshop 3 – EEN Tara Gillam, Business West - EEN 12.00pm Workshop 4 – Solutions for Business Neil Higginson, Business West – High Growth 12.30pm Workshop 5 – Marketing Dan Storey, GMYB 1.00pm Close 1.15pm Lunch and Networking
  • 4.
    What does BusinessWest do? The Initiative Bristol, Bath, Swindon & Wiltshire Chambers Of Commerce Bristol, Bath, Gloucestershire AssociatedAssociated of Commerce Chambers Public Sector Contracts Enterprise Europe Network, UK Trade & Investment, Solutions for Business (Coaching for High Growth, Understanding Finance for Business, Starting a High Growth Business), Improving your Resource Efficiency Commercial Leigh Court Events, Acorn Interactive, Ignite IP, Workspace, Recognising Excellence, UK Professional Services, Mediation in Business, Training, International Trade Services
  • 5.
    Aim of theday • Big changes in delivery public funded business support • Information accessed via websites and call centres • Increase in business services delivered by private sector – contribution from company
  • 6.
    Aim of theday • Still a fantastic range of business support available • Engage with Business West / Chambers of Commerce • Time precious – Feedback so important
  • 7.
    Dan Storey Guerrilla Marketingyour Business Setting the Scene for the Day Mindset of a Business Leader “How to achieve your goals and create winning teams!”
  • 8.
    Mindset of aBusiness Leader How to achieve goals and create winning teams Dan Storey
  • 9.
    Over the next30 minutes… • Examples of great leaders • Results Formula • 3 C’s of Success • Goal setting • Traits of successful people
  • 10.
    Who am I? •Marketer & Marketing Trainer • Mindset/NLP Trainer • Sales Trainer • “Athlete” / ”Sportsperson”
  • 11.
    Examples of GreatLeaders What do these great leaders have in common?
  • 12.
  • 13.
  • 14.
  • 15.
  • 16.
  • 17.
  • 18.
    Examples of GreatLeaders • All great leaders have a vision • As business leaders, we need to develop our own vision and break that down into goals
  • 19.
    Results = Focus + Beliefs + Actions
  • 20.
  • 21.
  • 22.
    Focus You will seedifferent opportunities depending on your mindset and what you chose to focus on. Must learn to control your focus & that of your employees
  • 23.
    Focus • Business Plan? •Company Mission Statement? • Incentive/Bonus structure? • Corporate Values?
  • 24.
    Beliefs What did yousee in the morning? •Crumbs by the fireplace? •Crumbs in your dad’s beard?
  • 25.
    Beliefs • You seethe things that fit in with your beliefs • “Whether You Believe You Can, Or You Can't, You Are Right” – Henry Ford • “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
  • 26.
    Beliefs • 2 waysto install new beliefs 1 – Intensity 2 – Repetition
  • 27.
    Action • “You canmap 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
  • 28.
  • 29.
    3 C’s ofSuccess • Clarity – Clear image of your goals – Specific on exactly what you want • Commitment – What do you need to start doing? – What do you need to stop doing? • Communication – Who do you need to communicate to?
  • 30.
    Exercise • Write down3 major goals for either your business or yourself • Decide on 5 actions that you need to help get this goal started • Think of 1 person you need to have on your team who can help make this happen
  • 31.
    5 Traits ofSuccessful People • Mindset • Education/Ideas • Networking • Extra Mile • Action Takers
  • 32.
    Enjoy the restof the event…
  • 33.
    Mike Stutter Business West HighGrowth Coach – Finance Specialist Introduction to Business Finance
  • 34.
    Understanding Finance for Business(UFFB) Business Finance Options
  • 35.
    Presenter Mike Stutter Business Finance Coach Business West
  • 36.
    Agenda  Current Landscape Finance Drivers & Options (Debt)  Equity Finance  Business Planning  Client Engagement
  • 37.
    Business Challenges  Economic recovery – do we or don‟t we?  Business as usual or opportunity = RISK  Right people/skills?  Available resources/funding?  Banks – “Open for Business” ???
  • 38.
    GROWTH Entrepreneurial Exploitation Fast Growth Mature Decline TIME Business Evolution & Funding
  • 39.
    Funding Drivers  CAPEX– Premises/Equipment/Staff/R&D  Working Capital – Internal/External  Stock/WIP/Debtors/Creditors  Acquisition/Merger
  • 40.
    Banks  Risk Averse Overdrafts & Loans  Ability to Repay = Serviceability  Financial Viability (Ratios)  Security  Track Record
  • 41.
    Capital Expenditure  Premises(Commercial Mortgage)  Equipment or Vehicles  Security = Asset BUT  HP or Lease
  • 42.
    Working Capital  Overdraft Factoring OR Confidential Invoice Discounting  Stock Finance  Trade Finance
  • 43.
    Enterprise Finance Guarantee(EFG)  Replaces SFLGS  Accredited Lenders  Min £1k Max £1m  Refinance of existing debt  Government Guarantee 75% on debt  2% premium  Personal Security
  • 44.
    Regional & OtherSchemes  R&D Grant – TSB  EU Grants – EEN  SW Loan Fund  Enterprise Development Funds
  • 45.
    Equity Sources Investment forshares in a Limited Company  Dragons Den!  Flotation/IPO  Venture Capital/Private Equity  Angel Investors (e.g SWAIN)  Crowd Funding  Friends, Family, Staff
  • 46.
    Equity Statistics  Mostequity invested in mature larger companies  6% of private equity into start up & early stage companies  5% average success rate with angel investors  Expensive money – ROI 35%+  6 months average lead time
  • 47.
    Characteristics of Equity Risk Capital  Ownership dilution  No interest cost but high returns required  No Security  No repayment until maturity  Potential skills of investor  Leverage for debt
  • 48.
  • 49.
    ERDF High GrowthProgramme CONTACT www.growthsouthwest.co.uk info@growthsouthwest.co.uk 01275 370760
  • 50.
    Chris Knight UK Trade& Investment International Trade Advisor Growth Markets Overseas UK Trade & Investment
  • 51.
    EXPORT SUPPORT SERVICES Chris Knight International Trade Adviser 51
  • 52.
    UKTI SERVICES  Overseas Market Introduction Service  Passport to Export  Gateway to Global Growth  Tradeshow Access Programme  Market Visit Support grants  Export Marketing Research Scheme  Export Communications Review 52
  • 53.
    OVERSEAS MARKET INTRODUCTION SERVICE(OMIS)  Enables UK companies to buy unique, subsidised services and expertise from UKTI staff in British Embassies & Consulates overseas  Services tailored to your specific requirements  Eligibility for Market Visit Support grant 53
  • 54.
    OVERSEAS MARKET INTRODUCTION SERVICE(OMIS)  Identification of potential distributors / agents/ partners  Provision of market information against specific client brief  Appointment arranging / interpreter / general help in market  Use of Embassy / Consular premises for meetings, product launches etc 54
  • 55.
    PASSPORT TO EXPORT  12 month Strategic Development programme for Novice Exporters  2 day Developing International Business workshop (compulsory)  Adviser assistance  Other free export training  £1000 matched funding  Access to Market Visit Support grant  £500 enrolment fee (credit against OMIS services) 55
  • 56.
    GATEWAY to GLOBAL GROWTH(G3)  12 month strategic support programme for SMEs with 2-10 years export experience  £500 training voucher  Adviser support  Access to Market Visit Support grant 56
  • 57.
    TRADESHOW ACCESS PROGRAMME (TAP)  Support for exhibitors at key international trade fairs (via Accredited Trade Organisations) and for individual attendance (Solo)  £1000 – 1800 57
  • 58.
    MARKET VISIT SUPPORT (MVS)  Travel grant for delegates on regional trade missions, or to support individual trade development visits (Solo)  Grant amount determined by destination (£200 - £800)  Applicants must be on Passport, Gateway, or following up recent OMIS 58
  • 59.
    EXPORT MARKETING RESEARCH SCHEME  Purchase of Market Reports (33%)  Undertaking Research Visits (50%) 59
  • 60.
    EXPORT MARKETING RESEARCH SCHEME 2 projects (strategic research visits) per year max  Up to £5000 matched funding per in house project (£20k lifetime max)  Good way to learn sound market research methodology 60
  • 61.
    EXPORT COMMUNICATIONS REVIEW (ECR) Subsidised consultant assessment of International Communication strategy, including Cultural Factors  Website Internationalisation advice 61
  • 62.
    UKTI TRAINING  Appointment & Management of Agents & Distributors  International Exhibiting Skills  Internet Strategy  International Presentation Skills  Researching Export Markets 62
  • 63.
    www.ukti.gov.uk  UKTIwebsite - excellent source of market & sector information  Register to receive Business Opportunities 63
  • 64.
    Tara Gillam Business West– Enterprise Europe Network Client Services Manager Access over 14,000 European Business Opportunities for FREE via Enterprise Europe Network’s Partnership Tool
  • 65.
    Title Enterprise Europe Network Sub-title Connecting you to New Business Opportunities in Europe ‟ European Commission Enterprise and Industry
  • 66.
    Title of thepresentation | Date |‹#› What we will cover: • Who are Enterprise Europe Network (EEN) • Our Role • Organisation Capability • Services we cover in the South West • European Partnership Service • Case Studies • Activity – creating your own profile • Next Steps • Questions
  • 67.
    Title of thepresentation | Date |‹#› Who are Enterprise Europe Network • Established in 2008 through merging the Innovation Relay Centre and European Information Centre, with additional support for R&D including FP7 & Eurostars • Funded in part by the European Commission‟s Competitiveness and Innovation Programme • Global Reach covering 49 Countries  600 offices with approx. 5,000 staff on the ground  Currently 15 people in South West, ensuring regional coverage
  • 68.
    Title of thepresentation | Date |‹#› Our Role To stimulate business growth through collaboration, innovation and internationalisation. Our 4 key offerings are: • Identifying new International business opportunities through our Partnership Service • Provide advice on how to trade more effectively in European Markets and Internationally • Guidance on accessing European Funding • A European policy-feedback service, including business consultation
  • 69.
    Title of thepresentation | Date |‹#› Organisational capability • Europe‟s largest business support organisation Scotland (3 partner in consortium) • 11 Enterprise Europe Northern Ireland (1) North East of England (2) Networks in the UK North West (4) Yorkshire (4) • Not just EU Countries  Now in 49 Countries Midlands (3) • Local yet Global Wales (2) East of England (1) London (4) South West of England (1) South East (3)
  • 70.
    Title of thepresentation | Date |‹#› 49 Countries including: 27 Member States + 21 Non-EU Members • Armenia • Montenegro • Bosnia and Herzegovina • Norway • Chile • Russia • China • Serbia • Croatia • South Korea • Egypt • Switzerland • Macedonia • Syria • Iceland • Tunisia • Israel • Turkey • Japan • USA • Mexico
  • 71.
    Title of thepresentation | Date |‹#› Services available in the South West Advice on trading in Europe including: • VAT • EU policies & directives • CE marking • legislation • Intellectual Property advice Access to the Networks Partner Search Tool • Commercial • Technology • Research Support to access European R&D funding : • Framework Programme 7 – FP7 • Euro Stars • Assistance with R&D Applications
  • 72.
    Title of thepresentation | Date |‹#› European Partnership Service http://www.enterpriseeuropesw.org.uk http://www.eensw.co.uk
  • 73.
    Title of thepresentation | Date |‹#› European Partnership Service • Over 14,000 Business Opportunities • Currently FREE to use • Commercial, Technical and Research Opportunities • Search by Sector, Country of Origin, Offer or Request and Keyword
  • 74.
    Title of thepresentation | Date |‹#› European Partnership Service • No limit to how many “Expressions of Interest” you make • Add your own profile to the database • Find Partners for Collaborations • Find Agents / Distributors / JV Partners
  • 75.
    Title of thepresentation | Date |‹#› European Partnership Service
  • 76.
    Title of thepresentation | Date |‹#› Commercial Profile 20110608016 Spanish company supplier of wines requests distributors / Commercial agents for its products in Austria, Belgium, Denmark, Germany, Ireland, Netherlands, UK and other countries. • PDF Download • E-Mail details to yourself • Direct Enquiry through the website
  • 77.
    Title of thepresentation | Date |‹#› Technology Profile 11 RU 86FG 3LJ9 Energy saving machine drive. The application of the technology reduces energy consumption of machine drives by up to 30-40%. The SME seeks partners for joint further development and adaptation of the technology to specific needs. • PDF Download • E-Mail details to yourself • Direct Enquiry through the website
  • 78.
    Title of thepresentation | Date |‹#› Case Study: Hemisphere Freight Engagement to Date: • 47 Expressions of Interest • 2 Partnership Agreements • 1 Profile
  • 79.
    Title of thepresentation | Date |‹#› Case Study: Isoperla Engagement to Date: • 9 Expressions of Interest • 1 Partnership Agreements • 2 Profiles
  • 80.
    Title of thepresentation | Date |‹#› Case Study: Rokkaplay Engagement to Date: • 41 Expressions of Interest • 2 Partnership Agreements  2 close to agreements • 2 Profiles
  • 81.
    Title of thepresentation | Date |‹#› Case Study: McCormick Weeks Engagement to Date: • 2 Expressions of Interest • 1 Partnership Agreements • 1 Profiles
  • 82.
    Title of thepresentation | Date |‹#› Next Steps • Webinar “How to get the most from our Partner Search Tool”  Monday 10th October 2011 at 11.00am  Monday 24th October 2011 at 2.00pm
  • 83.
    Title of thepresentation | Date |‹#› Any Questions?
  • 84.
    Tara Gillam –Client Services Manager Enterprise Europe Network South West T: 01275 370 867 M: 07765 999 296 E: tara.gillam@enterpriseeuropesw.org.uk W: www.enterpriseeuropesw.org.uk or www.eensw.co.uk
  • 85.
    Neil Higginson Business West– Solutions for Business ERDF Programme Manager Solutions for Business in the South West Coaching for High Growth, Understanding Finance for Business and Starting a High Growth Business
  • 86.
    Business West Starting aHigh Growth Business Coaching for High Growth Understanding Finance for Business
  • 87.
    Neil Higginson Programme Manager – ERDF Projects What is high growth business coaching Why now? Top benefits Our Programmes
  • 88.
    What is HighGrowth Coaching and why now? Focussed on improving business Take the next step Enabling Driving the business forward Why now? Why not?
  • 89.
    The Benefits Business Personal Development Support & Motivation Work Life Balance
  • 90.
    Programme Overview There arethree projects under the High Growth Programme, all of which provide coaching and two mentoring: Starting a High Growth Business Coaching for High Growth Understanding Finance for Business
  • 91.
  • 92.
    Eligibility Guidelines -1 Starting a High Growth Business Potential to achieve between £500k & £1m turnover or higher within 3 years of trading Coaching for High Growth Available for businesses with turnover of £1m plus [max £50m] Understanding Finance for Business Aimed at pre-start, start-up or established business showing evidence of growth or growth potential – no financial levels
  • 93.
    Eligibility Guidelines -2 To be eligible for support from any of these projects, companies must exhibit at least six of the following 12 characteristics: A high level of aspiration and a positive attitude to business growth A highly capable leadership team (or planned) Commitment – a willingness to invest time and to pay in part for support An intention to seek external finance Evidence of a strong order book Sound industry and sector knowledge Firms already growing who lack structure and process Evidence of willingness and capacity to innovate Willingness to engage in sustainable strategy and practice Use of emergent technology and new techniques Export potential Growth for a purpose
  • 94.
    Delivery Area The threeprojects will be delivered across the South West excluding Cornwall
  • 95.
    What does abusiness get and we in return The support of a „validated‟ High Growth Coach and/or mentor Minimum of two days support (12 hours) which can include workshop attendance Improved GVA (Gross Value Added) Improved coaching and mentoring standards across the South West
  • 96.
    An example ofa Coach selection Client will be assessed for eligibility and support requirements An Action Plan will be issued – Brief posted to website – Applications invited from local coaches with relevant skills/specialism's – Client will receive profiles of responders and select from these
  • 97.
  • 98.
    Costs Currently, all coachingand workshop support is fully subsidised to the client – this may change Up to 10 days coaching provision at a cost to a/the Programme of £5,500 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
  • 99.
    Summary High Growth coaching– why now The benefits The Programmes Business West‟s joined up approach Don’t leave it too late
  • 100.
    Contact Info www.growthsouthwest.co.uk Neil.higginson@gwebusinesswest.co.uk Office: 01275 370898
  • 101.
  • 102.
    Dan Storey Guerrilla Marketingyour Business Head Guerrilla Innovative Marketing Strategies for small business owners on a limited budget
  • 103.
    Understand Innovative Marketing Strategies on how to impact your profit/turnover on a limited budget Dan Storey Guerrilla Marketing Your Business
  • 104.
    My background • Specialistin marketing training and education • Guerrilla Marketing Master Trainer • Marketer & Marketing Trainer
  • 105.
    What is Marketing? •Marketing is an Investment – Need to be able to measure ROI • Art of changing people’s minds • Truth made fascinating • All contact with your business
  • 106.
    Marketing Must Haves •Marketing Plan – Demographics, USPs, Niche, Techniques • Budget – Time, Energy, Imagination, Knowledge • Commitment – Develop and follow through
  • 107.
    Marketing Psychology • 3000-5000Marketing messages per day – What makes you stand out? • Clients are confused and unsure – Tell them what to do next • Clients have no time – Make the next step really simple • Clients are skeptical – Need to develop a relationship
  • 108.
    Marketing Strategies • JointVentures • Identify partner that already has access to your target market • Deal that adds value to their clients, their business, then YOU
  • 109.
    Marketing Strategies • FusionMarketing • Identify partners that offer complimentary services and share marketing investment
  • 110.
    Marketing Strategies • AffiliateMarketing • Locate other people who want to sell your products to their contacts • Existing affiliate networks • Referral marketing incentives
  • 111.
    Marketing Strategies • GuerrillaMarketing • Conventional business goals using unconventional methods • 22 differences between traditional and Guerrilla marketing • Specifically designed for small businesses with limited marketing budget
  • 112.
    Top 5 waysto waste your marketing budget! Please don’t make these mistakes…
  • 113.
    Top 5 waysto waste budget • No Targeting • Broadcast marketing with no measurement • No idea of client demographics
  • 114.
    Top 5 waysto waste budget • Not building relationships • Like trying to ask someone to marry you when you first meet them • Permission Marketing
  • 115.
    Top 5 waysto waste budget • 3 – One Hit Wonder • Not reselling. Existing clients are your best source of new business. • Upsell? Cross-sell? Referral? Affiliates?
  • 116.
    Top 5 waysto waste budget • 4 – Wrong Medium • Need to be advertising in areas where your demographic are present. • Combination of marketing techniques
  • 117.
    Top 5 waysto waste budget • 5 – Bad Design • Design may be lovely but completely lacking in practical elements • Website designed by an internet marketer
  • 118.
    Case Study • AustinDegge – Mortgage Broker • Problem 1 – Only 1 source of leads – Company ‘disappeared shortly before xmas 2010 • Goal – Multiple lead generation options
  • 119.
    Case Study • Solutions 1. Clearly identify niche 2. Identify marketing media 3. Redesign/tweak ‘new’ website 4. Referral scheme
  • 120.
    Case Study • Result •Over £1m new borrowing generated in next 5 weeks just through new channels • Equivalent of 3 months business in 5 weeks
  • 121.
    Innovative Marketing Workshops •An overview of marketing • Joint venture, affiliate and fusion marketing • Differences between innovative marketing and traditional marketing • The mindset of marketing • 200 strategies/techniques of guerrilla marketing • Social media and internet marketing tactics
  • 122.
    Forthcoming Innovative Marketing Workshops • Wednesday 5th October 2011 – The Exchange, Bridgwater • Wednesday 19th October 2011 – Royal Bath Hotel, Bournemouth • Tuesday 25th October 2011 – Bristol Golf Course, Bristol • £39 per person Complete the booking form in your delegate pack and hand to the reception desk
  • 123.
    What's Next! Complete the Feedback Form Book onto a Marketing Event Book onto a Webinar NETWORK OVER LUNCH