CEO LEADERSHIP FIELD GUIDE

Helping SME’s survive and thrive in and after the Covid-19 pandemic

Virtual Launch23 April 2020 12h00-13h00

PAGE

Agenda1. Responding to the crisis

2. What CEOs need now

3. Why 10X?

4. The Platform

Mission

Terms

Contents

Demo

5. How Fund Managers can use this to support their portfolio companies

6. Next Steps

7. Q&A

4

6

9

12

22

27

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RESPONDING TO THE CRISIS

6

OUR NEW REALITY

So, what do we do? What can we do?

What changes to come?

Which changes will last?

How long? Don’t expect a quick bounce

back

We are all in unchartered

waters

Waiting for it to pass is not an

option

WHAT CEO’S NEED NOWA Covid-19 emergency response

Millions of jobs lostTens of millions of

people pushed into extreme poverty

Liquidity:Appropriate financial support

at speed

Speed: We need to get this kind of support to the CEOs

ASAP

Mitigation: Protecting productive

capacity in the economy by minimizing the number of

businesses that fail through clear leadership

9

CEO’s need an incisive crisis response leadership field guide made for the moment

WHAT CEO’S NEED NOW

WORLD CLASSHigh impact

OPENFree for all SMEs

(low cost, sponsored)

• Different situations • Augments coach/mentor

VERSATILEWorks for most SMEs

SCALEDAvailable to all

without scalability constraints

CRISIS LEADERSHIP MANUALCOVID-19 Specific

They need more than a stream of articles / videos

SURVIVE, THEN THRIVE No frills. Gets the critical jobs done really fast

LOCALISEDuniversal tools, local

context

WHY 10X?

11

EDGE GROWTH:

Supplier Development Programmes

SGB Finance Capacity building

12 YEARS SCALING IMPACT BY GROWING SGBS WITH CAPITAL & BDS/TA

EDGE IN NUMBERSOur impact to date is only the beginning

Industry benchmark: G4G Report, Stats from competitor websites** For early growth and growth businesses***Enterprise and Supplier Development (ESD) involves growing small and medium sized businesses from disenfranchised race groups in corporate supply chains by providing finance, support and assisting business development and sustainability

Track record>R1.5bnin funds under management

>R675min funds deployed

>710SME beneficiaries & investees

>40corporate clients engaged

>70Staff

Achievements

5 679jobs created

22%in average SME revenue growth

60% Programme SME’s get additional contracts

R129mcontract volume obtained

How do we fare?

Biggest ESD

Fund manager*** in SA

Leading

access to market track-record

Highest direct

job creationamongst competitors

Strongest

SME revenue growth**

THE PLATFORM

OUR MISSION

Maximise survival rate of small businessesby putting CEO effectiveness on steroidsthrough the definitive leadership field guide:

• Precise manual: how to lead through this crisis

• Step-by-step guidance

• Practical (no academia, just what works)

• Real (from battle hardened CEOs & Leaders)

• Gives speed (With tools and templates)

• Focused on a true and lasting IMPACT

THE TERMS

100% free, 100% open. Forever

No strings, no fineprint

This is our contribution to our heroes: Africa's entrepreneurial leadership teams

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THE METHOD

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MORE THAN JUST A CONTENT LIBRARY

What the platform is NOT

What the platform IS

An ocean of content Just in time guidanceBest content, at the right time

Stream of tools & checklists JourneySequence of stages, steps & required tools

A series of webinars Answers from veteransAsk seasoned CEO’s and experts

Learning journey Business deliverable focus. Get the job done fast

A million topicsSeasoned CEO Curated: Key mindsets, actions, & tools for survival

• Steel your nerve

• Survive the storm

• Ration supplies

• Stop leaks

• Man stations

• A-Game

• Lead

• Plan scenarios

• Preserve cashflow

• Cut costs

• Stabilize ops

• Macro scenarios

• Industry/ market scenarios

• Revenue scenarios

• Cost cutting targets

• Cost cutting actions

• PLAN A (Customer / Revenue, HR, Ops, Finance, Legal issues, Marketing, Internal comms)

• PLAN B

• PLAN C

• Capital plan

Phase 2: RESPONDSurvive the storm

LEAD WITH CLARITY AND SPEED THROUGH THE 4 PHASES OF THE CRISIS

Hit by a storm

1

• Set sail• Orientate and calibrate new course

• Everyone to safety

• Man the stations

• Employee safety

• Compliance

• Task team

• Develop new strategy to suit new normal

• Grow and scale business

• Continuity plan

• Urgent cash flow measures

• Communication plan

• New future & positioning

• New offering & business model

Phase 1: REACT Seal the hatches

Phase 4: RE-LAUNCHSet sail

Phase 3: RE-AIMSet new course

• Steel your nerves

• Survive the storm

• Ration supplies

• Stop leaks

• Man stations

• A-Game

• Lead

• Plan scenarios

• Preserve cashflow

• Cut costs

• Stabilize ops

• Macro scenarios

• Industry/ market scenarios

• Revenue scenarios

• Cost cutting targets

• Cost cutting actions

• PLAN A (Customer / Revenue, HR, Ops, Finance, Legal issues, Marketing, Internal comms)

• PLAN B

• PLAN C

• Capital plan

Phase 2: RESPONDSurvive the storm

Outputs

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3 LEVELS OF LEADERSHIP | 8 AREAS OF FOCUS

STEEL

YOURSELF

(self leadership)

1.Inner game

2SKIPPER

YOUR CREW

(team leadership)

3STEER

YOUR SHIP

(enterprise leadership)

3. Safety and Compliance

4. Liquidity and Financials

5. Customer and strategy

6. Legal and HR

7. Operations

8. Marketing

2. People and Culture

(team leadership)

1

2

20

SUMMARY OF KEY PLATFORM ELEMENTS FOR EACH ‘MODULE’

3

Frame: Set the scene, get the mindset right

Video: What, why, how?

Tools: Download, use right away

Plan:Guidance on next steps and timing

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DEMO

HOW FUND MANAGERS CAN USE THIS TO SUPPORT THEIR PORTFOLIO COMPANIES

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ROLES: LEADING THROUGH THE CRISIS

CEO

Hit by a stormCaptain

CEO Coach

Seasoned Captain -experience surviving

hurricanes

• Inner game coaching

• Wisdom to navigate nuance/ practical

dilemmas

Field Guide Hurricane survival manual

• Step by step guide to weather the storm.

• Checklists, tools, templates

InvestorsFlagship / ‘Mother ship’

Traditional role +

• Give them ‘the manual’

• Be soundboard

• Facilitate peer sharing

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LEADERSHIP MILESTONES

Phase 1

AREA OUTPUTS DATE

First response • Continuity plan• Urgent cash flow measures• Communication plan

[Date][Date] [Date]

Phase 2 Liquidity plan • Revenue scenarios(based on macro & industry scenarios)

• Cost cutting targets• Cost cutting actions

Scenario plans • PLAN A (Customer / Revenue, HR, Ops, Finance, Legal issues, Marketing, Internal comms)

• PLAN B• PLAN C• Capital plan

‘New North’ • New future & positioning• New offering & business model

Phase 3

OKRs • Business OKRs

Once the CEO has onboarded to this journey, set milestones together. Let the CEO work through the platform at their pace.

[Date]

[Date]

[Date][Date]

[Date]

[Date][Date][Date]

[Date][Date]

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INTERACTIVE EVENT SCHEDULE

APRIL MAY JUNE

Weekly sessions after the launch for CEO’s, founders and leadership providing industry knowledge and advice

Weekly upload of new content onto the Leadership Field Guide platform

5 May

Session #2 Crisis Liquidity ManagementCEOs

12 May

Session #3Managing the payroll dilemma

28 April

Session #1 Leading with clarity & speed through the crisis

19 May

Session #4Managing tough contractual issues

26 May

Session #5Topic TBC

2 June

Session #6Topic TBC

Fund Managers

23 April 7 May

Session #2Supporting scenario planning & cost cutting decisions

21 May

Session #3Topic TBC

Session #1Using the Field Guide to support CEO’s

NEXT STEPS

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HOW CAN YOU SUPPORT YOUR CEOS?

Share invite to the platformWe will share a brochure for CEOs and founders

Agree the Leadership roadmapSee template. Download this pack from 10X-e.africa

Establish weekly cadence Agile planning & decision-making

Q&A

C O N TA C T S

Jason Goldberg

Co-Founder, Director

+27 83 675 5358

jgoldberg@edgegrowth.com

Wayne Hartmann

Business Development Director

C+27 64 857 8899

whartmann@edgegrowth.com

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5 CUSTOM JOURNEYS3Program beings with a diagnostic to select the appropriate blueprint

START

1

2

3a

3b

3c

3d

Urgent liquidity crisis?

Y

N

Potentially fatal cash flow impact,

Run out of cash within weeks

Significant short-term disruption to business?

Y

N

Dangerous revenue loss AND / OR

operational disruptions

Minor short-term disruption to business?

Y

N

Big but manageable revenue lossAND / OR

Significant new opportunity? N

Y

Opportunity to change the game

e.g. acquisitions, customer acq. from failed competitors

Is the business saveable?

Y/?

N

Temporary / bounce back

likely?

N

Y

Temporary / bounce back

likely?

N

Y

Got cash?

N

Y

5a

5b

4

Journey Objectives Phase

Liquidate • File for liquidation• Wind down business activities

1a

Business rescue • Take drastic action and street fight to survive (aggressively improve liquidity, adapt business model)

• If saveable, enter Business Rescue

1b, 2

Fight it out, recapitalise, adapt & bounce back

• Take urgent action and street fight to live• Develop offensive measures and strategy• Shift to growth when market bounces back

1c, 2, 3, 4

Survive, bounce back • Take urgent action and street fight to survive (assess customer in ‘new normal’, build new strategy and org.)

• Execute new strategy and grow

1c, 2, 3, 4

Wait it out, adapt, bounce back

• Make tactical adjustments• Wait for bounce back and return to business as usual

1c, 2, 3, 4

Wait it out, grow • Make tactical adjustments• Adapt to ‘new normal’ and grow

1c, 2, 3, 4

Business as usual • Continue business as usual 4

Raise capital, then bold offensive

• Develop offensive measures and strategy• Raise capital and execute new strategy to grow

3,4

Immediate bold offensive

• Develop offensive measures and strategy• Execute new strategy to grow

3,4

operational disruptions

Focus on IVIVINNI platform ‘Defensive’ measures ‘Offensive’ measures