04.10.11 - driving your business forward - exeter

Driving your Business forwardthrough Innovation, Growth and Internationalisation

ExeterTuesday 4th October 2011

Andy BatesBusiness WestInnovation 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

Associated

The InitiativeBristol, Bath, Swindon & Wiltshire

Chambers Of CommerceBristol, Bath, Gloucestershire

Associated Chambers of Commerce

CommercialLeigh Court Events, Acorn Interactive, Ignite IP, Workspace, Recognising

Excellence, UK Professional Services, Mediation in Business, Training, International Trade Services

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

What does Business West do?

• 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

Aim of the day

Dan StoreyGuerrilla Marketing your Business

Setting the Scene for the DayMindset of a Business Leader

“How to achieve your goals and create winning teams!”

Mindset of a Business LeaderHow 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 leadershave in common?


• 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?

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 StutterBusiness WestHigh 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” ???

Business Evolution & Funding

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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

[email protected]

01275 370760

http://www.growthsouthwest.co.uk/

http://www.growthsouthwest.co.uk/

mailto:[email protected]

Chris KnightUK Trade & InvestmentInternational Trade Advisor

Growth Markets OverseasUK Trade & Investment

51

EXPORT SUPPORT SERVICES

Chris KnightInternational Trade Adviser

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

53

OVERSEAS MARKETINTRODUCTION 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

54

OVERSEAS MARKETINTRODUCTION 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

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)

56

12 month strategic support programme for SMEs with 2-10 years export experience

£500 training voucher Adviser support Access to Market Visit Support grant

GATEWAY to GLOBAL GROWTH (G3)

57

TRADESHOW ACCESS PROGRAMME (TAP)

Support for exhibitors at key international trade fairs (via Accredited Trade Organisations) and for individual attendance (Solo)

£1000 – 1800

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

59

EXPORT MARKETINGRESEARCH SCHEME

Purchase of Market Reports (33%) Undertaking Research Visits (50%)

60

EXPORT MARKETINGRESEARCH 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

61

EXPORT COMMUNICATIONS REVIEW (ECR)

Subsidised consultant assessment of International Communication strategy, including Cultural Factors

Website Internationalisation advice

62

UKTI TRAINING

Appointment & Management of Agents & Distributors

International Exhibiting Skills Internet Strategy International Presentation Skills Researching Export Markets

63

www.ukti.gov.uk

UKTI website - excellent source of market & sector information

Register to receive Business Opportunities

Tara Gillam Business West – Enterprise Europe NetworkClient Services Manager

Access over 14,000 European Business Opportunities for FREE via Enterprise

Europe Network’s Partnership Tool

TitleSub-title

PLACE PARTNER’S LOGO HERE

European CommissionEnterprise and Industry

Enterprise Europe Network Connecting you to New Business Opportunities in Europe

European CommissionEnterprise and Industry

Title of the presentation | Date |66

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


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


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


Organisational capability

Scotland (3 partner in consortium)

Northern Ireland (1)

North West (4)

North East of England (2)

Yorkshire (4)

Midlands (3)

East of England (1)

London (4)

South East (3)

Wales (2)

South West of England (1)

• Europe’s largest business support organisation

• 11 Enterprise Europe Networks in the UK

• Not just EU Countries Now in 49 Countries

• Local yet Global


49 Countries including:27 Member States + 21 Non-EU Members

• Armenia• Bosnia and Herzegovina• Chile• China• Croatia• Egypt• Macedonia• Iceland• Israel• Japan• Mexico

• Montenegro• Norway• Russia• Serbia• South Korea• Switzerland• Syria• Tunisia• Turkey• USA


Services available in the South WestAdvice 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


European Partnership Service

http://www.enterpriseeuropesw.org.uk http://www.eensw.co.uk

http://www.enterpriseeuropesw.org.uk/




• 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



• 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



http://www.enterpriseeuropesw.org.uk/swr/services/tech_search.asp?autoSearch=1#searchres


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

http://www.enterpriseeuropesw.org.uk/swr/services/enquire.asp?id=20110608016&EnquiryType=BCD


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

http://www.enterpriseeuropesw.org.uk/swr/services/enquire.asp?id=11%20RU%2086FG%203LJ9&EnquiryType=BBS


Case Study: Hemisphere Freight

Engagement to Date:• 47 Expressions of

Interest• 2 Partnership

Agreements• 1 Profile

http://www.eensw.co.uk/wp-content/uploads/2011/02/Hemisphere.pdf


Case Study: Isoperla



Agreements• 2 Profiles

http://www.eensw.co.uk/wp-content/uploads/2011/02/Isoperla.pdf


Case Study: Rokkaplay



Agreements 2 close to agreements

• 2 Profiles

http://www.eensw.co.uk/wp-content/uploads/2011/02/Rokkaplay.pdf


Case Study: McCormick Weeks



Agreements• 1 Profiles

http://www.eensw.co.uk/wp-content/uploads/2011/06/mccormick_weeks.pdf


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

http://www.enterpriseeuropesw.org.uk/swr/services/tech_search.asp?autoSearch=1#searchres


Any Questions?

Tara Gillam – Client Services ManagerEnterprise Europe Network South WestT: 01275 370 867M: 07765 999 296E: [email protected]: www.enterpriseeuropesw.org.uk or www.eensw.co.uk

mailto:[email protected]


http://www.eensw.co.uk/

Neil HigginsonBusiness West – Solutions for BusinessERDF Programme Manager

Solutions for Business in the South WestCoaching for High Growth, Understanding Finance for Business and Starting a High Growth Business

Business West

Starting a High Growth BusinessCoaching for High GrowthUnderstanding Finance for Business

Neil HigginsonProgramme 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 BenefitsBusiness

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

http://upload.wikimedia.org/wikipedia/commons/c/cd/Thompson's_gazelles,_Masai_Mara,_Kenya.jpg

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 financeEvidence of a strong order bookSound industry and sector knowledgeFirms already growing who lack structure and processEvidence of willingness and capacity to innovate Willingness to engage in sustainable strategy and practice Use of emergent technology and new techniquesExport potentialGrowth 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

[email protected]

Office: 01275 370898

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 StoreyGuerrilla 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


• Fusion Marketing

• Identify partners that offer complimentary services and share marketing investment


• Affiliate Marketing

• Locate other people who want to sell your products to their contacts

• Existing affiliate networks • Referral marketing incentives


• 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 yourmarketing 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


• Not building relationships

• Like trying to ask someone to marry you when you first meet them

• Permission Marketing


• 3 – One Hit Wonder

• Not reselling. Existing clients are your best source of new business.

• Upsell? Cross-sell? Referral? Affiliates?


• 4 – Wrong Medium

• Need to be advertising in areas where your demographic are present.

• Combination of marketing techniques


• 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 niche2. Identify marketing media3. Redesign/tweak ‘new’ website4. 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 personComplete the booking form in your

delegate pack and hand to the reception desk

What's Next!Complete the Feedback FormBook onto a Marketing Event

Book onto a Webinar

NETWORK OVER LUNCH