Agenda 1. What is XPX – Exit-Planning Exchange? 2. What is XPX London? 3. Professional adviser collaboration – experience how it works 4. Live Case Study – Founder/Owner Perspective 5. XPX London Membership/Activities 2019 & Vision 2020 6. Networking, Canapés and Drinks

1. Sponsor

2. Meet our London Founders
John Grisby
GMG Ltd
Stephen Berry
Acuity Law
Daisy Divoka
EMW Law LLP
Neil Mulkern
Tech Investor
Advisory
Leo Bones
EQ Investors
Mark Howlett
EQ Investors

3. Agenda
1. What is XPX – Exit-Planning Exchange?
2. What is XPX London?
3. Professional adviser collaboration – experience how it works
4. Live Case Study – Founder/Owner Perspective
5. XPX London Membership/Activities 2019 & Vision 2020
6. Networking, Canapés and Drinks

4. Let’s talk about referrals…
What % of referrals does your business get?
Why do you get referrals?

5. Who gets referred?

6. Recommendations
1. Make your specific expertise widely visible to referral sources
How? Speak at conferences and trade shows, share high profile successes, and position your
firm at the forefront of important industry trends
2. Build a sophisticated, high quality website
A low-quality website can eliminate you from consideration when companies research
possible service providers
3. Develop and maintain good social relationships with
professionals you work with
When a potential referral source is familiar with your expertise and has strong social ties with
you, they are much more likely to refer to you. However, friendships alone are much less
powerful
4. Reciprocity pays
If you make referrals you are more likely to receive them in return. While failing to refer to
companies may not hurt you, doing so definitely helps

7. What is XPX? Exit-Planning Exchange
Bringing the private company adviser community together
Member events to promote
üPeer learning
üCollaboration
üNetworking
üVisibility
Topics that cover all three phases of the private company life
cycle

8. XPX – The Three PillarsGrowth
• Innovating/Developing
New Products
• Management and
Leadership
• Efficiency and
Production
• Financial Accounting
• Business Growth
• Marketing
• Exporting
Value
• Tax/NI Law and
Payment
• Asset Management
• Workplace Pension
• Capital Investment
• Employment Law
• Health & Safety
• Legal Issues
• Regulations
• M&A
Legacy
• Individual Goals
• Family Goals
• Guiding Values
• Corporate Social
Responsibility (CSR)
• Continuing Legacy
• Wealth Management
• Retirement Planning

9. 1. Professional adviser collaborative community
2. Founder/owner stories and insight
3. Professional adviser expertise/learning
Strategic Networking Examples

13. XPX Global Vision
Chapters
• Easy to build a
lasting network
that meet
member needs
Members
• Learning,
relationships
and visibility
Clients
• Education,
professionalism
and
collaboration
Communities
• Sustainable
local
employment
and community
support
Adviser principles
‘To be the heart of the SME and middle market’

14. XPX London Drivers – Demographics
Source: https://www.gov.uk/government/statistics/business-population-estimates-2017

15. XPX London Drivers – Demographics
•The retiree population is growing rapidly, and by
2020 it will make up one in five citizens
•Within 20 years, nearly a quarter of the UK
population will be aged 65 or over
•One third of the labour market will be over 50 in
2020
•Baby boomers hold more than half of the UK’s
private wealth
•The largest pool of retirement income is in the
South East
Source: https://www.gov.uk/government/statistics/business-population-estimates-2017

16. •5.7 million private sector businesses in the UK
•Small businesses accounted for 99.3% of all private sector businesses and 99.9% were small or medium-sized
(SMEs)
XPX London Drivers – Market Size

17. XPX London Drivers– Market Distribution
Source: https://www.gov.uk/government/statistics/business-population-estimates-2017

18. UK Government 2019-2020 Strategy
•Core focus is on SME productivity and leadership
•Spend £31 Million on working with Universities to develop local solutions to help 2,000 SMEs
•£11 Million for SME Leadership, etc. ’programmes’ | £20 Million for networking/marketing activities

19. XPX London – Adviser Opportunity
•Support significant growing number of businesses owners who are retiring
•Support professional advisers in London
•Overcome significant internal barriers with a purpose – ‘The 3 Pillars’
•Support SME niche areas like Family Owned Businesses and Same Sector Verticals
•Consider the potential for Micro SME Exit-Transition
•Lead a space where no existing Exit-Transition information, education or association exists

20. Strategic Conversations and Networking
1. Identify your particular professional advisory lifecycle pillar
2. Take 5 minutes to complete form
3. Place completed form under related lifecycle pillar
4. Individual professional adviser intro + story (4 min max each)

21. Strategic Conversations and Networking

22. Graeme Godfrey
Live Case Study
“If I only knew then what I know now
about the 3 Pillars”
1. Tell us your experience about the First Pillar.
2. What would have made it different?
3. What advice do you have for professional advisers in the First
Pillar?

23. XPX – The Three PillarsGrowth
• Innovating/Developing
New Products
• Management and
Leadership
• Efficiency and
Production
• Financial Accounting
• Business Growth
• Marketing
• Exporting
Value
• Tax/NI Law and
Payment
• Asset Management
• Workplace Pension
• Capital Investment
• Employment Law
• Health & Safety
• Legal Issues
• Regulations
• M&A
Legacy
• Individual Goals
• Family Goals
• Guiding Values
• Corporate Social
Responsibility (CSR)
• Continuing Legacy
• Wealth Management
• Retirement Planning

24. Membership Benefits
1. Resources
You’ll learn from insightful content and events.
2. Relationships-Referrals
You’ll expand your network with people who are genuine, inviting and welcome collaboration and be part of an organised ecosystem to
support private companies.
3. Visibility
You’ll raise your profile by sharing your knowledge in meetings, networking and contributing to our on-line Owners’ Academy knowledge base.
4. Principles
You’ll find a group of like-minded advisers who share our values of collaboration, client first, long-term thinking, focus on the human factor and
continuous learning.

25. What Members Say…
“What I know, What I don’t know, What I don’t know that I don’t know.
XPX helps me get this right.”
“We’re givers, not takers (and givers get more in the long run).”
“I know the expert who can help.”
“It’s about the quality of the people in the room.”

26. XPX London – Activities 2019
Collaborative Community
• Member-driven events
• We need your help to grow
Yearly Topic
• Follows a logical journey and 'stepping stones' to exit-transition
• Members can dip in and out as relevant to their interest
Event Topic
• Rotation between three pillars: Business Growth, Business Value and Business
Legacy
• Then back to the beginning again
2019 Agenda Topics
September 26th
December TBA
October 24th

27. XPX London – Vision 2020
Ø 6 strategic events
Ø 1 summit
Ø Webinars
Ø Podcasts
Ø LinkedIn / Blogs
Ø Owner Academy
Ø Videos
Ø Owner Readiness Survey

28. Sponsor
Thank you !