View
522
Download
1
Tags:
Embed Size (px)
DESCRIPTION
Business West held a workshop in Swindon on the 6th October to shocase to SME Businesses some of the programmes they have to help businesses grow through Innovation and Internationalisation.
Citation preview
Driving your Business forwardthrough Innovation, Growth and Internationalisation
SwindonThursday 6th October 2011
Ian LarrardGWE Business WestInitiative Director in Swindon and Wiltshire
Welcome
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), IYRE
What does Business West do?
Agenda
09.00am Registration and Coffee
9.30am Welcome from Business West Ian Larrard, GWE 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 Andrew Fawcett, 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
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?
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 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
•E
ntr
epre
neu
rial
•E
xplo
itat
ion
•F
ast
Gro
wth
•M
atu
re
•D
ecli
ne
•G
RO
WT
H
• TIME
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
01275 370760
Andrew FawcettUK Trade & InvestmentInternational Trade Advisor
Growth Markets OverseasUK Trade & Investment
49
50
UK Trade & Investment
The government organisation that can help you
achieve your international business potential
51
How does UKTI operate ?
International Trade Advisers in the South West.
International Trade Centres in Bristol and Exeter.
Trade Officers in Embassies, High Commissions and Consulates in countries throughout the world.
Working in partnership with trade organisations and Chambers of Commerce.
52
General advice and information Regulations - labelling, certification, standards Documentation - invoices, declarations, customs Procedures - formalities, transportation, payment Signposting - sector specialists, Posts overseas
Information on UKTI services
International Trade Centre0845 60 60 969
53
Passport to Export
2 day strategy workshop Business Development Credits – BDCs
-Matched funding. Free additional training courses Intensive assistance from International Trade Adviser in the development of your own action plan Scheme runs for 12 months from agreed start date
54
Matched funding:Business Development Credits (BDC), used for example:
Exhibitions/Trade Fairs inc shipping & freight Overseas Market Visits (not food & drink) Literature (design & production) International Internet Development Export Consultancy (incl. legal assistance) Advertising Overseas Language Services (translation, Interpreter) Market Research/Information Export Training Seminars Video Production Other, as agreed with ITA
55
Free Additional Training
Appointment and Management of Agents & Distributors
International Presentation Skills
Internet Strategy
Researching Export Markets
International Exhibiting Skills
56
Other Training
Local Chambers of Commerce also run training
export documentation and payments Letters of Credit
BDCs can be used to meet up to half the cost
57
UKTI Website - www.ukti.gov.uk
Registration gives access to: Country information Sector information Business opportunities overseas Diary of Events and Trade Shows
58
Events
Seminars and Workshops. “One to One” clinics with specialists, including
Overseas Trade Officers. Meet the buyer opportunities. Explore Export. Trade Missions and Market Visits.
59
Enterprise Europe Network
Network of 400+ offices throughout Europe. Information on EU policy and legislation. Advice on EU R&D Programmes. Help with finding European collaboration
partners. Advice on Intellectual Property.
60
Export Marketing Research Scheme
Service provided in conjunction with the British Chambers of Commerce.
Advice on market selection. Designing research project. Choosing market research agencies. Desk research sources. Planning fieldwork. Writing research report.
61
Export Marketing Research Scheme
Desk/published research - 33% - £5k max. In-house research visit - 50% of expenses-
£5K max.Must be carried out to an agreed visit schedule.
Market Research Agency/Consultant- 50% of total project cost - £15K max.
62
Overseas Market Introduction Service (OMIS)
Bespoke information and support from overseas Trade Officers Cost effective & subsidised by UK Government Charges based on number of hours of work Company prepares a brief of their requirements Trade Officers respond with a quotation, timescale and a
“workplan” £500 grant towards OMIS for Passport companies
63
OMIS
Assessments of market potential Competitor analysis Identification of potential representatives Help to arrange appointments Product launches and events Use of British Embassy premises
64
Market Visit Support Support to visit Overseas Markets. Group visits or “Solo” trips. Level of funding determined by market visited
e.g. Brazil £600, South Africa £500 . Grant paid on return from visit on completion of
questionnaire. Companies may make a total of 6 MVS subsidised
visits over their lifetime but may not visit one market more than twice.
65
Tradeshow Access Programme (TAP) – 600+ high profile international exhibitions supported by accredited trade organisations. Grants up to £1800.
Tradeshow Access Programme (TAP)
66
TAP eligibility Not in receipt of other support from public funds for this
exhibition.
Must be trade exhibitions overseas – min.4 sq m stand space or have paid equivalent to the amount of grant being claimed (certain costs only).
Application must be submitted at least 8 weeks before exhibition.
From April 2009 - 6 grants available (funding is finite so may be capped towards the end of the year if demand exceeds supply).
Please contact the International Trade Centre on 0845 60 60 969 for more information.
67
Export Communications Review (ECR) Export Communications Consultants (ECCs)– help you
develop a strategy for communicating effectively in your overseas target markets.
ECCs can recommend solutions for your company, your staff, the way you do business, and your budget
Practical advice on how to optimise your website for international trade.
The review costs £500 + £75 VAT – companies pay £250 + £75 VAT (VAT is charged on the full cost of the review)
68
Any Questions?
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 |71
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 |72
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 |73
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 |74
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
Title of the presentation | Date |75
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
Title of the presentation | Date |76
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
Title of the presentation | Date |77
European Partnership Service
http://www.enterpriseeuropesw.org.uk http://www.eensw.co.uk
Title of the presentation | Date |78
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 |79
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 |80
European Partnership Service
Title of the presentation | Date |81
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 |82
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 |83
Case Study: Hemisphere Freight
Engagement to Date:• 47 Expressions of
Interest• 2 Partnership
Agreements• 1 Profile
Title of the presentation | Date |84
Case Study: Isoperla
Engagement to Date:• 9 Expressions of
Interest• 1 Partnership
Agreements• 2 Profiles
Title of the presentation | Date |85
Case Study: Rokkaplay
Engagement to Date:• 41 Expressions of
Interest• 2 Partnership
Agreements 2 close to agreements
• 2 Profiles
Title of the presentation | Date |86
Case Study: McCormick Weeks
Engagement to Date:• 2 Expressions of
Interest• 1 Partnership
Agreements• 1 Profiles
Title of the presentation | Date |87
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 |88
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
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
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
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 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
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 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
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 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 19th October 2011– Royal Bath Hotel, Bournemouth
• Tuesday 25th October 2011– Bristol Golf Course, Bristol
• £39 per person
Complete the booking form in yourdelegate 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