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Owners Scale-Up Program
Executive Education 2018
Owners scale-Up prOgram / 2
dare
BIGthinkto
Jeff Bezos
AMAZONFounder & CEO
“We can’t be in survival mode. We have to be in growth mode.”
Owners scale-Up prOgram / 4
Quick Facts
INTAKE
May 2018
DATES
1st module: April 16-20, 2018
Intersession: interactive videoconferences
2nd Module: October 15-19, 2018
LOCATION
IE Business SchoolCampus Madrid, Spain
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PARTICIPANT PROFILE
Founders, partners, CEOsand directors of businessesalready up and running for
at least a year.
FEE
12.500 €
LANGUAGE
English
FORMAT
Part time - face to face
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An innovative and entrepreneurial
INSTITUTION
IE shapes leaders with a global vision, an entrepreneurial mindset and a humanistic approach to drive innovation and change
within organizations. IE provides a learning environment where technologies and diversity play a key role.
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IEat a glance
Focused onacademic excellence
since
1973
Over
1.000executives enroll
in our Open Programs every year
More than
30postgraduate
programs
More than
500professors
from all continents
More than
60.000alumni hold
management positions in over 165 countries
128nationalities
are represented on campus
29international
officesaround the globe
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IE GlobalPresenceIE is present in countries worldwide:
29 offices around the world
583 people who work on improving the school daily
1500 events a year, around the world
IE HUB / Campus
4
8
NORTH AMERICA
Los [email protected]@ie.edu
New [email protected]@ie.edu
LATIN AMERICA
Buenos [email protected]
[email protected]@ie.edu
[email protected] de Chile
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6
3
8EUROPE
EUROPE [email protected] [email protected] [email protected]
[email protected]@[email protected]
[email protected]@[email protected]
ASIA-PACIFIC
[email protected]@[email protected]@[email protected]@[email protected]
MIDDLE EAST AFRICA
GENERAL [email protected] [email protected] [email protected]@[email protected]
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InternationalrecognitionIE and its schools are recognized by the international press as being among the top international schools.
EUroPEAN BUSINESS SCHooL 4th in Europe December 2016
MBA4th in Europe8th worldwideJanuary 2017
EXECUTIVE MBA10th worldwideOctober 2016
oNLINE MBA 1st worldwideMarch 2017
MASTErS IN FINANCE3rd worldwide
june 2016
MASTErS IN MANAGEMENT 7th worldwide
September 2016
IE LAw SCHooL ProGrAMS Among the best legal education
programs in the world
EXECUTIVE MBA1st worldwide - May 2015
MBAs17th worldwide - July 2015
Non-US business school5th worldwideOctober 2015
MBAs1st worldwide
September 2009
Non-US business school4th worldwideOctober 2015
BUSINESS SCHooLS1st in Europe - 3rd worldwide
September 2011
MASTEr IN FINANCE1Oth for getting an investment banking
job August 2014
DISTANCE oNLINE MBA 2nd worldwide
March 2016
MBAs3rd worldwide - May 2016
EXECUTIVE EDUCATIoN4th worldwide - November 2015
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AMBA ASSoCIATIoN oF MBA’SAACSB INTErNATIoNAL ASSoCIATIoNTo ADVANCE CoLLEGIATE SCHooLS
oF BUSINESS
EQUIS EUroPEAN QUALITYIMProVEMENT SYSTEM
ACCrEdItAtIOnS
IN EUROPE
BUSINESS SCHOOL FOR ENTREPRENEURS
2016[ [
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“Die of success? Give me a break! We’ve only just started!”
AmAncio ortegA,
INDITEX
Founder and CEO
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Overview
For the past decade, there has been great excitement around the creation and promotion of start-ups in different economies around the world. The start-up boom has given birth to a number of important businesses that have grown into industry-dominating companies and that actively contribute to innovation and job creation. However, it has also become apparent, that many of these start-ups are actually failing to grow and sustain these benefits in the long-term. In fact, many of these start-ups are eventually disappearing. The Economist on December 10, 2016 stated that “fewer than 4% of startups have ten or more employees after their first decade.” In addition, John Chambers, CEO of Cisco of 20 years, stated that “more than one-third of businesses today will not survive the next 10 years”. Therefore, the question must be raised, why do some companies make it and others don’t? What does it truly take to grow beyond initial success and maintain a stable sustainable advantage for years to come? Well, if we take into consideration the success of some of the most powerful and influential companies in the world, such as Amazon or Apple, it can be proven that an important contributing factor to their long-term exponential growth and profitability has been due to their scalability, a position where revenue is growing
at a much larger rate than costs. The great entrepreneurs that we know, from Steve Jobs to Amancio Ortega to Jeff Bezos, are great not because they simply started a company, but because they were able to scale it. Mature business with correctly established growth strategies and scalable business models, have an overall better chance to survive. In fact, the concept of scaling up has become a major concern and focal point not only for business owners, but also for investors, venture capitalist, and governments around the world.
It simply boils down to the fact that scalable business models have larger success rates and long-term benefits for all of the stakeholders involved.
However, there are challenges ahead. Scaling-up is not a simple task for any business and the reasons for this lies not with a shortage of Venture Capital or Technical skills but in the lack of specific management and leadership skills that the business owner needs to succeed in the scale-up phase. As an organization grows with increasing employees, customers, product lines, locations, etc., there are certain complexities and challenges that an owner must manage correctly in order
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According to the U.S. Bureau of Labor Statistics, “about 50% of all new businesses survive 5 years or more, and about one-third survive 10-years or more.”
to evolve the business towards higher market share and profits. To overcome these challenges and grow successfully, the owner must implement an accurate scale-up strategy, which the company as a whole should integrate into every aspect of the business. The Scale-up strategy should include important factors such as: new leadership capabilities; a scalable infrastructure; operations and resource allocation management; and effective marketing tools. If these factors are missing, the company will face barriers to growth.
As a consequence of the challenges being faced by business owners, a current trend in Entrepreneurial education is the need to talk more about scale-ups and less about start-ups. IE Business School, an active stakeholder in the entrepreneurial ecosystem and supporter of business development for the past 40 years, has created the Owners Scale-Up Program (OSP) to support this new educational need and help business owners achieve long-term success. Carefully designed by entrepreneurs for entrepreneurs, the OSP is a one of a kind exponential learning experience that details the skills necessary to successfully scale-up the business. This unique program provides owners with a business process analysis and optimization that identifies the correct timing to scale, weaknesses that should be improved, strengths that should be replicated, a correct resource management
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strategy, and, overall, an opportunity to speak candidly about the business with other owners facing similar challenges. Through a dynamic and interactive classroom setting, business owners from around the world unite to discuss first-hand entrepreneurial perspectives and experiences. At the same time, IE Business School expert faculty will provide practical and cutting-edge know-how on successful scaling up strategies to, ultimately, help you design a personalized scale-up action plan for the company that will deliver higher levels of profitability and a long-term sustainable competitive advantage for years to come.
The Owners Scale-Up Program has been dedicated to supporting business owners on their quest to grow their organizations and reach their full potential. Our alumni have experienced revenue growth, geographic expansions, increase in loyal customers, and an overall a better quality of life for themselves and their employees after having learned valuable lessons from this exponential learning experience.
So, are you ready for the scale-up challenge?
According to Reid Hoffman, co-founder of LinkedIn “First mover advantage doesn’t go to the first company that
launches, it goes to the first company that scales.”
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In essence, business owners in a scale-up phase must be prepared to make the right decisions during this
complex process and learn to quit being the hero that does everything and actually establish processes that will allow
the company to run smoothly even when they are not there.
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Challenges To Scaling-Up
LEADErshIp: As an organization gets bigger, owners will no longer be able to micro manage and make all of the decisions. they will need to shift their leadership skills and place more responsibilities in their team members. tasks will have to specialize and owners must learn to delegate.
OpErATIONs/prOCEss: during a growth phase, the owner can loose track of what is going on in the business. More systematic processes will be needed to help management lead more efficiently and grow smoothly. Processes that catered to 30 employees might not be suitable for 100 employees.
FuNDINg: As the business scales-up, the business model can change and their could be strains on the cash flow. the owner will have to explore different funding options and decide which will promote growth and not constrain it.
CuLTurE/rECruITMENT: during the scale-up phase, recruitment needs will rise and the risk of hiring the wrong people becomes a constant concern. As the company grows, the culture will have to adapt to new people, new processes and new challenges associated with scaling.
TIMINg: It might be that your product or service is not actually ready for growth. It is important to understand the right timing for growth in order to avoid failure from premature scaling.
MArkETINg AND sALEs: Growth will affect how your customers behave. the company will need to think more about their needs and solve their problems instead of simply selling to them. If you want to exponentially increase revenues, you will have to adapt your marketing and sales tactics.
TIME MANAgEMENT: Managing time is important for a business owner to grow efficiently and get all the tasks done. You can achieve a smooth scale-up if you plan effectively.
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Start-ups put out fires.
Scale-ups light fires.
Start-ups focus on finding strengths.
Scale-ups focus on finding weaknesses.
Start-ups have the mentality of a hunter.
Scale-ups have the mentality of a farmer.
Start-ups are for show.
Scale-ups are for dough.
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A unique opportunity
The Owners Scale-up Program is aimed at business owners who have a validated product or service and a market-proven business model and are preparing their organization for a scale-up phase that may include, international expansion, new customers, additional sources of revenue, or greater brand recognition. As the company prepares for expansion and grows, so will the demands of your customer base and the resources needed to fulfill them. To lead effectively and maintain exceptional performance, you will need to be prepared. Now more than ever it is necessary to rely on one’s managerial knowledge and leadership skills to successfully confront new challenges and attain long-term success for your organization. The OSP is an eye-opening and transformative experience that will provide you with the latest cutting-edge skills in management, leadership, and resource allocation to ensure that the correct choices are being made and success is achieved during the scale-up phase.
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JoehAslAm
Program director
“Business owners in a scale-up phase must learn to quit being the hero that does everything
and actually establish processes that will allow the company to run smoothly even when the
founder is not there.”
Owners scale-Up prOgram / 22
“Attending the Owners Scale-Up Program has been an important contributor to the success in launching and growing my business venture by providing me access to cutting-edge know-how in strategy, innovation and entrepreneurship techniques. I feel now I know what to do and how to do it to be successful in the end.”
Pierre Proner
Co-founder and CEO
AMPP GrOUP
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AmAYAPAlomero
Co-founder and CFO
FECrOn
“When an offer was made for my business, it was the first time I realized that we had created something of value. We decided not to sell, but
instead to scale-up on our own. That is why I joined the Owners Scale-Up Program. The
valuable knowledge and skills that I have gained from this program has made the difference between my company wanting to grow and
being actually prepared to grow.”
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ProgramStructure
WEEK OnE Check List before Take Off
OnLInE MOdULE
In the first module, each business owner will begin by making a checklist of all that should be considered before preparing and launching the scale-up strategy. If certain aspects of this checklist are not revised or attended to correctly, the scale-up strategy could fail. Here are a couple of factors that will be looked at during this module to ensure that your business is prepared to scale-up:
AChIEvINg prODuCT MArkET FIT
DECIsION MAkINg METhODOLOgy
DEsIgN ThINkINg WOrkshOp
DIsrupTIvE INNOvATION
prE sCALE OpErATIONs
sMALL MEDIuM ENTErprIsE pLANNINg
sOCIAL MEDIA MArkETINg
Why sCALE?
In the online module, we will cover other subjects that are also important and that must be in line with a successful scale-up strategy. In addition, you will have the opportunity to have a dynamic Q&A session with a CEO that has successfully scaled up:
FuNDrAIsINg & vENTurE CApITAL
LEgAL & COrpOrATE gOvErNANCE
TAX & ACCOuNTINg
sCALE-up CEO Q&A
WEEK tWOLift Off
Once the business owner has considered all of the important aspects to take into consideration before scaling and possible changes that must be made, then lift off can take place. In this module, we will review the specific managerial, strategic, organizational, and operational skills that will be needed to create and implement a successful scale-up strategy:
CrEATINg WINNINg TEAMs
CrEATIvITy & CrITICAL ThINkINg
FAMILy BusINEss
MANAgINg MuLTICuLTurAL TEAMs
prICINg & sELLINg
sCALE up OpErATIONs
sOCIAL INNOvATION
sTrEss & hIgh pErFOrMANCE
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“In Manila, where my company is based, I felt that not enough people where challenging me. I decided I needed to fly to Madrid to meet with IE professors and alumni who had actually scaled up a business and would have no difficulty asking me the pre scale-up questions. Completing the Owners Scale-Up Program gave me the opportunity to rethink the way things were being managed in different areas of my company, eliminate barriers to growth, and to make sure the whole organization was in sync with the scale-up strategy.”
mArio BertA
Founder & CEO
FLYSPACES
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“For me, one of the greatest benefits I received from the program was the time
spent with other business owners facing similar challenges as myself. It has been
a constant interactive and dynamic learning experience in which both the faculty and my colleagues contributed
greatly to my professional development throughout the program.”
ViViAn Vendeirinho
Founder & Managing Director
rVE.SOL - SOLUÇOES dEEnErGIA rUrAL LdA
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Benefits of OSP
Create a successful scale-up strategy for your business that minimizes risks and helps you achieve sustainable long-term growth and profitability.
Correctly allocate your business’ resources overtime, especially when those resources are already scarce.
Determine if your business infrastructure is scalable and the systematic or operational changes that will allow your business to grow successfully.
Locate any weaknesses or bottlenecks that may be acting as barriers to growth.
Identify the correct timing to scale-up your business.
Adopt new management and leadership skills so that every member of the organization is in line with the growth strategy.
Review pricing models in case that they may be impeding growth and larger profit margins.
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Adapt your marketing and sales plans to support a successful scale-up strategy.
Implement innovation into different areas of your business where needed.
Forecast trends in the market and gain an edge on the competition.
Discover innovative methodologies, including Design Thinking, for complex problem resolution.
Successfully manage team performance so that objectives can be met head-on.
Learn about different financing and investment options (Venture Capital, Private Equity, etc.) for scale-up companies.
Speak openly about your business with expert professors or other business owners from around the world to receive multiple feedback and insights on your ideas and concerns for the future. This know-how will be of great value to your decision making.
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Leading Faculty
JOE HASLAM Executive Director
Serial entrepreneur, Scale-up Mentor, Board Member and Professor at IE Business School. Joe Haslam has more than 20 years experience in business development and management from the start-up phase to the scale-up phase. He is the cofounder of five companies. Marrakech, the first company he cofounded, raised over $75m in Venture Capital and scaled to 250 staff. He is now the cofounder and Chairman of Hot Hotels, the first company from Spain to be accelerated by the techstars program in the USA (Boston, Summer 2015).
At IE Business School, Professor Haslam was first appointed Executive director of the Owners Scale-up Program in 2013. He also teaches an elective called Scaling your Startup in the International MBA Program and a High Impact Online Program on Scale-up for IE Exponential Learning. He is currently writing a book the Scale-up Checklist along with Professor daniel Corsten.
IE Business School faculty is composed of an international group of experts and professionals who possess profound conceptual knowledge, extensive experience and a fierce dedication to academic excellence.
In addition to our internal faculty, a number of practitioners from some of the world’s largest companies teach within the OSP, offering their real world business experience, including successes, failures, and obstacles similar to those faced by our OSP participants, providing new insight, innovative ideas and fresh perspectives.
564Professors
41Nationalities from
5 continents
224PhDs
21Active investigation
projects
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JOSEPH PIStrUI
Joseph Pistrui is Professor of Entrepreneurial Management. Previous to his academic endeavours, Joseph enjoyed a 15-year sales and marketing management career in the fast moving consumer goods industry, mostly with Bristol-Myers Squibb in the United States. In 2012 he launched nextsensing , a major new initiative focussed on helping executives face the challenges of disruptive conditions in the global marketplace in order to identify promising opportunities for top line growth through innovation.
In addition, Joseph is an advisor to FtSE 100 companies on strategy and innovation, as well as advising countless early stage start up teams. Joseph is also a co-founder in an early stage educational technology startup.
AndrEW McCArtHY
Professor McCarthy has extensive experience in advising multinational corporations on strategy, innovation processes and design. His class, design thinking, will discuss how to structure, manage and organize a portfolio of business models and will offer a practical vision of innovation.
MArtHA WILLIAMS
Professor Williams helps executives develop their leadership skills and worked with hundreds of Spanish and multinational companies. She was a journalist for ABC news and U.S. news & member of the founding editorial team of EL PAÍS before embarking on a career as a consultant and coach. She co-founded the Washington Quality Group and founded Williams Leadership & Associates in 2007.
dAnIEL COrStEn
Professor daniel Corsten is the founding academic of the Efficient Consumer response initiative, where he researched and consulted for retail and consumer goods organizations such as Procter & Gamble, Unilever, Metro Group, and Sainsbury’s to help them lower costs, understand shoppers, reduce out-of-stock, and create overall sustainable supply chains. Prior to his academic career, he worked for Bayer Leverkusen and AGFA in Germany and the United States. His corporate experience includes supply chain management, marketing and finance, and has worked in the automotive and retail software industries. Mr. Corsten has been Member of Board of Advisors for Profitect Inc. since February 2013.
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More Information
AdMISSIOn PrOCESS
CANDIDATEs MusT suBMIT ThE AppLICATION FOrM
pLACE rEsErvATION Is FINALIZED
pErsONAL INTErvIEW CONDuCTED By ADMIssIONs TEAM
ADMIssIONs COMMITTEE EvALuATEs ThE CANDIDATE’s AppLICATION
ADMIssIONs COMMITTEE EvALuATEs ThE CANDIDATE’s AppLICATION
dAtES
1st module:April 16-20, 2018
Intersession:interactive videoconferences
2nd Module:October 15-19, 2018
CLASSES tAKE PLACE On:
IE’s Executive Education campus located at Serrano 99, Madrid.
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5The total cost of tuition for the Owners Scale-up Program is 12,500€, which includes all teaching sessions, program materials in digital format, coffees, lunches and special events.
PrOGrAM rEIMBUrSEMEnt
Those participants living and working in Spain are eligible to receive financial reimbursement from the Fundación Tripartita through the Permiso Individual de Formación (PIF).
FInAnCIAL AId
IE Business School is committed to helping those students who wish to apply for financial aid.
Thanks to the collaboration with some of the biggest financial institutions in Spain, and many others around the world, IE Business School is able to offer student loans with exceptional conditions and interest rates.
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MArTA gIBErT Associate Director of AdmissionsTop Management Programs
[email protected].: +34 91 568 97 83
For more information, please contact:
@IEExecEducationIE Business SchoolExecutive Education
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