The document outlines a comprehensive strategy for small and medium businesses to prepare for sustainable growth by addressing key areas such as funding, customer leverage, and team readiness. It emphasizes the importance of having a structured growth plan, understanding market dynamics, and securing necessary resources while also warning of common pitfalls that can lead to business failure. Additionally, it includes steps for assessing readiness, developing objectives, and executing growth strategies effectively.

1. Preparing for Growth Ross Blaine Ideas to Profit Inc. The Growth Champions

2. Our Approach How we manage your Ideas & Problems We help you create Projects that produce…… Business Opportunities Together we build Opportunities to provide you with… Profit$ We turn your Ideas and Problems into……. Projects

3. Preparing to Grow Why prepare? Key areas to focus on. Ready – Set – Grow Steps. The challenge for small and medium companies

4. Why Prepare? Grow too fast or slow and go bankrupt! Loose customers by growing to fast! You need a plan to secure funding! Existing customers need to be leveraged! It takes time and money. Your team needs to be ready. Basically to avoid failure and minimize risk

5. Why Ventures Fail 95% unfocused leadership. 80%+ under funding. 33% because of inadequate market research early in the development process. 25% because of product defects. 13% excessive costs. Not quantified – Marketing mistakes. (Timing, Competitive, Types, Distribution)

6. Growth Focus Areas Business Objectives. Current business profitability. Customer Leverage. Key Leverage Factors. Your Team. Scalability.

7. Vehicles for Growth Complementary Address channel Smaller/Larger Value Driven Grow share New Features Add services Improve Margins Adaptation New channels Customer Insight Innovative Partnerships New Direction Value Focus Existing Existing New New Market Product

8. Paths for Growth Stagnant Niche Market Player Levels of Growth Low High Customer Base Small to Medium Medium To Large Start-up or Lifestyle Focus Cross the Chasm Expand M&A

9. Growth Dynamics Sustained growth depends on successful time and innovation management Time Growth Rate New product investment Revenue Growth Existing Customer Growth New Product/Market

10. Ready- Set - Grow Steps Checklist Assess your readiness. Understand key issues. Define your growth focus. Set Business Objectives. Get plans developed. Address your key issues. Evolve the right environment. Secure resources. A process to prepare for growth

11. Ready Step Are you ready? Goals and path thought out? Alignment with personal objectives? Idea of where to grow? Is Your Business Ready? Current business can support it? Scalability assessment? Team assessment? Are your Customers Ready? Satisfaction/Loyalty, perception? Upsell potential assessment? New market customer base understood? Make sure you are ready for Growth

12. Set Step Customer Driven: Use survey results to set directions. Involve them in new products early. Partner: The right partnerships. The right advisors. Plan: A plan for developing the business. A plan to manage the business. Secure Resources/Skills: Financing secured. Team development plan. Set yourself up for Success

13. Growth Step Revenue Growth priority Leveraging the current base. Securing new customers. Solid Execution is critical Leadership. Alignment and Performance Mgt. Team development ahead of need. Refine as you go… market responsive. Feedback, Sensing, Testing. Balance by looking at the whole. Cash flow, Tactics vs Strategies, Old vs New Set the growth trajectory

14. Key Leverage Factors Market and Insight based. Underserved areas. Value creation. Business model. Unique factors: Different for every business. Things that provide advantages over competition. Unique situation you can exploit . Examples: Dell build your own model. Established global distributor network. Patented unique product or service. Key partnerships and relationships. Critical mass of unique skills.

15. Successful Leaders Quickly acquire critical information Have strong interpersonal skills Demonstrate involvement and ownership Possess marketing skills Are experienced in change Build learning organizations Are bottom line oriented

16. Napoleon - a Great Leader Got to be CEO - became the Emperor of France . He enabled his army – he believed that every person has the abilities to lead if they are given the chance. He led to success - his leadership skills changed a weak French army into a brave one. He grew his market share - Italy, Spain, the German states, Belgium, Holland …. He put in systems… the Code Napoleon forms the legal system used by European countries . He implemented training – every child had to go to school between the ages of 5 and 11. His downfall started by not listening to his Generals and invading Russia in winter.

17. Success Matrix First Customer Acceptance (Sustained Growth Plan) IP Stage (Strategic Advantage Readiness) Technology Development Stage Concept Stage (Reality Check) Plan/Stage Early Adopter Positioning (Tactical) 10 IP Mapping (Existing & New) 7 User-Driven (Features Advantages & Benefits) 3 Opportunity Impact (SWOT) 1 Technology Plan Market Data for Funding 11 Channel Map (How get to market fastest & easiest) 8 New Venture Map 4 Multiple Market Assessment & Prioritization 2 Business Plan Market –Driven Ramp-up Considerations 12 Licensing 9 Market Opportunity USP or PoDs 6 Competitive Issues 5 Sales Development Plan

18. Business Success Tools Voice of the Customer Customer Surveys Focus Group Sessions Advisors/Support Advisory Boards/Groups Professional Services Mentoring and Coaching Resource Development Team/Profile Assessments Training Programs Business Analysis Opportunity Assessments Business Development Plans Business Financial Modeling

19. Preparing for Growth Readiness Assessment. Set up and planning. Build and train the team. Systems in place for scaling. Focus on execution. Lead the Team to Success

20. Thank You Ross Blaine Tel: 613 253 0005 Email: ross@i2p.biz Web: www.i2p.biz Profitable Growth Strategies