Our plans for the future..how we work with other consultants...

1. • Helping companies get from here to
there… Helping companies get from here to there…

2. 2
Fast Bridge
A network of Academics (15-20), Entrepreneurs (10-15) and
Business experts (20+) focused on helping companies move faster in 3 areas:
1/. Business start-ups
2/. International expansion
3/. And some go to market for established companies
What makes Fast Bridge Consulting different from most consulting
companies…
• A stronger focus on business execution
• We work with more senior consultants
• We are willing to link our payments directly to a client’s business results
12/20/2012

3. 3
Our goals….
• To help our partners…
▫ Sell more consulting days in their areas of expertise
▫ To make the process easier and more fun
 Part of a team
 Learning together
 Access to systems, solutions and resources
• And build a new consulting brand with real value
12/20/2012

4. 4
Who are you...
• Selected from over 150 CVs
• All with at least 10 years of experience
• Most have started 1 or more companies
• Most have at least 5 years of consulting experience

5. 5
Why Fast Bridge ?
• To solve the issues we all face
▫ Days sold
▫ Use of expertise
▫ Day rates
▫ Complexity, scalability
• Not an interim bureau.
• We want to sell our services more effectively together

6. 6
Targets for 2012 / 2013
• 60 new clients
• 2000 consulting days sold with revenue of 2,0 million
• A brand companies recognize
Number Days Clients total
Managing Ptnrs 5 150 5.0 750
Strategic Ptnrs 10 65 2.2 650
Database Ptns 30 20 0.7 600
Total 45 78.3 2.6 2000

7. 7
3 bets for the future
• There are holes in the current consulting market
• Working together, a group of partners could build
this company
• It is more profitable than doing it alone

8. The 3 pillars of Fast Bridge
Branding
Working Sales
together

9. Building a brand
• Step 1: Where are the holes in the market
▫ Our message needs to be unique and meaningful
• Step 2: What is the differentiating idea.
▫ How should Fast Bridge be different.
• Step 3: What can be done to establish the credentials of
Fast Bridge
▫ A reason to believe
• Step 4: How to communicate the difference.
▫ Where and how to invest to be seen

10. 10
Filling 4 holes in the market
• Experienced (>10yrs)
• Execution Addicts
Business Development
The Right People • Start-ups
• New products
• Rebranding
”Getting
Things
Done”
• Lean systems
• Willing to be paid
based on results • Senior people at the
price of a junior top 5
Result-oriented Value for Money
• 80% to consultant
vs. 20% traditional
consulting
12/20/2012

11. Building a brand
• Step 1: Where are the holes in the market
▫ Our message needs to be unique and meaningful
• Step 2: What is the differentiating idea.
▫ How should Fast Bridge be different.
• Step 3: What can be done to establish the credentials of
Fast Bridge
▫ A reason to believe
• Step 4: How to communicate the difference.
▫ Where and how to invest to be seen

12. The Fast Bridge brand
We deliver results.
We bridge the gap between theory and
implementation. We are fast, lean and result driven.
It is all about people … (seniority, experience,
commitment)

13. Building a brand
• Step 1: Where are the holes in the market
▫ Our message needs to be unique and meaningful
• Step 2: What is the differentiating idea.
▫ How should Fast Bridge be different.
• Step 3: What can be done to establish the credentials of
Fast Bridge
▫ A reason to believe
• Step 4: How to communicate the difference.
▫ Where and how to invest to be seen

14. Reasons to believe
• The people in our network
• Interesting content shared on a regular basis
• A willingness to be paid based on results *
▫ Work for shares
▫ Payments linked to business targets
* We see the ideal scenario as a day rate for consulting and partly (fully)
no cure no pay for implementation

15. Building a brand
• Step 1: Where are the holes in the market
▫ Our message needs to be unique and meaningful
• Step 2: What is the differentiating idea.
▫ How should Fast Bridge be different.
• Step 3: What can be done to establish the credentials of
Fast Bridge
▫ A reason to believe
• Step 4: How to communicate the difference.
▫ Where and how to invest to be seen

16. A simple formula for
marketing with low
budgets
Content quality
* Conversation
= Impact

17. 4 big, but relatively low costs actions
1. Buy / make low cost content
2. A survey on effective consulting
3. A newsletter
4. Lot’s of social communication
▫ A series of lead Tweeters (4-5)
▫ Active following of other blogs
▫ Slide Share
▫ Linked in groups

18. Summaries.com
Quality summaries of leading
books
Action plan
1. Buy the rights to co-brand
a series of summaries
2. Share with clients
3. And use as a survey
incentive
Budget about € 5 K
This summary is brought to by Fast Bridge Consulting
is network of entrepreneurs, academics and experts
helping start-ups and established companies succeed
with new products and business development
www.fast-bridge.com

19. 19
Gathering other peoples content
• The idea: 3 – 4 resource
pages
▫ Lot’s of useful links
▫ Lot’s of content
▫ Things to download
• Results
▫ Higher rankings in
google (traffic)
▫ Establish knowledge
leadership
12/20/2012

20. A study on the consulting process
“what really drives results”
• Target: 40 K Invitations to the survey
Sign up
managers, VC and Contacts % Num News Net
private equity worldwide Do not read
Read invitation
40000
40000
0.55
0.4
22000
16000
0%
5%
0
800
• Expected Results Participate
Totals
40000 0.05 2000
18000
75% 1500
2300
▫ See message 24 K Delivery of the results
Sign up
▫ News subscribe 3,2 K Contacts Read Readers News Net
Do not read 22000 15% 3300 15% 495
Read invitation (no news) 15200 20% 3040 15% 456
Read invitation (news) 800 60% 480 NA NA
Participate 2000 60% 1200 NA NA
Totals 8020 951

21. 21
A Fast Bridge newsletter: Fast Thoughts
• Sent once a month
• Written by Fast Bridge
partners
• Preferably a short talk
sheet, but presentations
also OK
• Always with a call to action
• Always shared via social
media
12/20/2012

22. Why do we believe this could work ?
• Company: Postal-Solutions
• Objective: Expert for Postal Services
• Strategy: Joint newsletters
An international Survey
700 senior
Joint Articles A big survey postal officials
What is in 72 countries
Driving
Direct Mail 17% of Postal
Directors worldwide
Worldwide
Study 22 clients
(With an ugly site, very limited budgets and no social media )

23. The 3 pillars of Fast Bridge
Branding
Working Sales
together

24. 24
The keys to Success
DAYS x RATE x COMMITMENT
Key Success Parameters
TENDERS CREDIBILITY CORE COMPETENCES
Critical Success Indicators
MEETINGS EXPERIENCE KNOWLEDGE SHARING
Critical Success Factors
LEADS STANDARD TOOLS
Key Challenge
CALLS
Keys to success

25. 25
Building a sales machine (and sales system)
• Lead focused
• Easy first sale products
• Selling together

26. 26
The sales funnel …
10,000 contacts
4%
400 leads
30%
120 offers
50%
60 clients
12/20/2012

27. 27
Lead Generation 10,000 contacts
Rework peter
400 leads
120 offers
60 clients
Lead driven
communication Partners Telemarketing Events
Objectives To generate leads The core of A follow-up on An easy
directly, but also our business marketing first step
make other contacts communication
easier
Frequency 1 news per month Ongoing 50 calls per month 3 per year
ongoing social
Leads/year 100 200 50 50

28. 28
Dec-March
Dec. Jan Feb March April
Consulting Knowledge
Survey Sharing
Innovation Lean in Estb. TBD
Companies Companies
Innovation Event 2
Event
Innovation Innovation Innovation
Audits Audits Audits
Telemktg Telemktg Telemktg Telemktg
12/20/2012

29. 29
10,000 contacts
400 leads
First Sales products 120 offers
60 clients
Objectives
Develop standard door-opening yes/ no products that
can be sold in 1 meeting
Ideas
• An innovation audit (7 Days @ 7,5 K)
• A business model review (3 levels, but very simple)
• 1 more (we are looking for ideas)
12/20/2012

30. 30
10,000 contacts
400 leads
Selling together 120 offers
60 clients
• Why can McKinsey charge 3 times the rate of a senior
independent consultant
▫ They sell a brand (we won’t be able to match this)
▫ They sell systems and packages (that is something we can
do)
▫ Most importantly, they sell as a team
 Estimates from a US consulting group… 2 independent consultants
selling together can sell for 30% more and close 25% more sales
Client meetings with minimum 2 Fast-Bridge Partners!

31. The 3 pillars of Fast Bridge
Branding
Working Sales
together

32. 32
Working together
• Getting to know each other / Knowledge sharing
▫ 4 events in 2013
▫ A central information platform with presentations,
books, research
• Systems to encourage working together

33. 33
What would you need to recommend
someone else in this room to one of
your contacts…
time to get to know him/her
we want to make this possible…
12/20/2012

34. Active knowledge sharing
Frequency Format Deliverables
4 x a year 3 Subjects Monthly Newsletter content
Re-usable presentations
(for clients)
People able to sell the idea
Knowledge sharing = visibility

35. 35
Systems to encourage working together
• Principles
▫ 3 types of partners
▫ A 10 % fee on referred sales
▫ 2.5 – 5% for partner management
▫ A limited fee to Fast Bridge to cover costs 10%
20/12/2012

36. 36
Working Together Database Strategic Managing
Partner Partner Partner
50 + 15 3-5
Revenue Splits
Getting and Client Management * 10% 10% 10%
Managing the client Managing Partner fees 5% 2.5% 0%
Fast Bridge 10% 10% 10%
Paid to you Doing the work 75% 77.5% 80%
Commitments
Days per year None +/-5 days +/- 40 days
Up-front investment 0 0 5000
Meetings per month 0 1 2-4
Non-compete agreement No No Yes
What you get…
Events, Knowledge sharing Yes Yes Yes
Tools to use in client meetings Yes Yes Yes
Est. Client meetings / year 1-2 5-10 50
FB Cards , Emails No Yes Yes
Shares in Fast Bridge No No Yes
12/20/2012

37. 37
Working Together Database Strategic Managing
Partner Partner Partner
50 + 15 3-5
Revenue Splits
Client Management * 10% 10% 10%
Managing and placing
Managing Partner fees 5% 2.5% 0%
freelancers / partners
Fast Bridge 10% 10% 10%
Doing the work 75% 77.5% 80%
Commitments
Days per year None +/-5 days +/- 40 days
Up-front investment 0 0 5000
Meetings per month 0 1 2-4
Non-compete agreement No No Yes
What you get…
Events, Knowledge sharing Yes Yes Yes
Tools to use in client meetings Yes Yes Yes
Est. Client meetings / year 1-2 5-10 50
FB Cards , Emails No Yes Yes
Shares in Fast Bridge No No Yes
12/20/2012

38. 38
Working Together Database Strategic Managing
Partner Partner Partner
50 + 15 3-5
Revenue Splits
Client Management * 10% 10% 10%
Managing Partner fees 5% 2.5% 0%
To cover marketing Fast Bridge 10% 10% 10%
and event costs Doing the work 75% 77.5% 80%
Commitments
not a profit center
Days per year None +/-5 days +/- 40 days
Up-front investment 0 0 5000
Meetings per month 0 1 2-4
Non-compete agreement No No Yes
What you get…
Events, Knowledge sharing Yes Yes Yes
Tools to use in client meetings Yes Yes Yes
Est. Client meetings / year 1-2 5-10 50
FB Cards , Emails No Yes Yes
Shares in Fast Bridge No No Yes
12/20/2012

39. 39
Working Together Database Strategic Managing
Partner Partner Partner
50 + 15 3-5
Revenue Splits
Client Management * 10% 10% 10%
Managing Partner fees 5% 2.5% 0%
Fast Bridge 10% 10% 10%
Doing the work 75% 77.5% 80%
Commitments
One project for Days per year None +/-5 days +/- 40 days
strategic partners Up-front investment 0 0 5000
Meetings per month 0 1 2-4
Several projects and Non-compete agreement No No Yes
partner management
for managing partners What you get…
Events, Knowledge sharing Yes Yes Yes
Tools to use in client meetings Yes Yes Yes
Est. Client meetings / year 1-2 5-10 50
FB Cards , Emails No Yes Yes
Shares in Fast Bridge No No Yes
12/20/2012

40. 40
Working Together Database Strategic Managing
Partner Partner Partner
50 + 15 3-5
Revenue Splits
Client Management * 10% 10% 10%
Managing Partner fees 5% 2.5% 0%
Fast Bridge 10% 10% 10%
Doing the work 75% 77.5% 80%
Commitments
Days per year None +/-5 days +/- 40 days
Up-front investment 0 0 5000
Client proposals using Meetings per month 0 1 2-4
Fast Bridge… Non-compete agreement No No Yes
What you get…
Events, Knowledge sharing Yes Yes Yes
Tools to use in client meetings Yes Yes Yes
Est. Client meetings / year 1-2 5-10 50
FB Cards , Emails No Yes Yes
Shares in Fast Bridge No No Yes
12/20/2012

41. 41
Working Together Database Strategic Managing
Partner Partner Partner
50 + 15 3-5
Revenue Splits
Client Management * 10% 10% 10%
Managing Partner fees 5% 2.5% 0%
Fast Bridge 10% 10% 10%
Doing the work 75% 77.5% 80%
Commitments
Days per year None +/-5 days +/- 40 days
No restrictions on being Up-front investment 0 0 5000
part of another group Meetings per month 0 1 2-4
or doing work Non-compete agreement No No Yes
Independently
What you get…
For managing partners Events, Knowledge sharing Yes Yes Yes
no similar groups Tools to use in client meetings Yes Yes Yes
Est. Client meetings / year 1-2 5-10 50
Note: FB offers FB Cards , Emails No Yes Yes
must be delivered Shares in Fast Bridge No No Yes
via FB
12/20/2012

42. 42
Working Together Database Strategic Managing
Partner Partner Partner
50 + 15 3-5
Revenue Splits
Client Management * 10% 10% 10%
Managing Partner fees 5% 2.5% 0%
Fast Bridge 10% 10% 10%
Doing the work 75% 77.5% 80%
Commitments
Days per year None +/-5 days +/- 40 days
Up-front investment 0 0 5000
Meetings per month 0 1 2-4
Non-compete agreement No No Yes
What you get…
What you get Events, Knowledge sharing Yes Yes Yes
In return Tools to use in client meetings Yes Yes Yes
Est. Client meetings / year 1-2 5-10 50
FB Cards , Emails No Yes Yes
Shares in Fast Bridge No No Yes
12/20/2012

43. 43
Where is the value for partners
• More leads , more sales
• Higher close rates on contacts
• Business fit to their skills (higher rates)
Now With Fast Bridge
Good Leads per year 10 120% 12 [A]
Close rate 25% 120% 30% [B]
Number of clients 2.5 3.6 [C]=[A]*[B]
Avg Sale 50000 110% 55000 [D]
Margin 80% 88% 70% [E]
Profit 100,000 138,600 [C]*[D]*[E]
12/20/2012

44. 44
Summary…
12/20/2012

45. 45
Who is buying from you now ?
These are the contacts likely
Key to most success
You
Level 1 Level 2 Level 3 Level 4
Contact Contact Contact Contact
Your Friend Alice’s Uncle Bill’s Friend Carol’s Boss
Alice Bill Carol David

46. 46
The Facts…
• It is typically not your first level contact that
eventually hires you - in fact, you’ll probably find
that the hiring contact may be 2, 3 or 4 levels deep.
• “acquaintances are more likely than close contacts
to give individuals direct information and to
recommend them for opportunities.”
(Mark Granovetter, “The Strength of Weak Ties”)
2 reasons why…
Because our close contacts are often looking at the same opportunities
There are a lot more acquaintances than close contacts

47. 47
Start-ups
(parter 2)
Partners
Human
ICT
Resources
(partner 1)
(partner 3)
Fast
Bridge
Finance Sales &
Marketing
(Partner 5) (Partner 4)
Other Int’l
Companies Partners
12/20/2012

48. 48
A rough plan…
Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Events Build Dbase Myths of Effective TBD TBD
Actions Consult Survey Innovation Consulting
Free books
Knowledge Innov. audit Knowledge Knowledge Knowledge
Event (1) Ready Event (2) Event (3) Event (3)
News Myths Lean for TBD Effective TBD TBD TBD TBD TBD TBD TBD TBD
Innovation Estb. Companies Consulting
TeleMktg Myths Event Myths Event Innovation Innovation TBD TBD TBD TBD TBD TBD TBD TBD TBD
Invite Dbase Invite Dbase Audit Audit
Social Myths announce TBD TBD Effective TBD TBD Event TBD TBD Event TBD TBD TBD
New Lean consulting
News Dbase 500 2.000 2.150 2.300 2.450 2.600 2.750 2.900 3.050 3.200 3.350 3.500 3.650
Leads Comm 8 8 8 8 8 8 8 8 8 8 8 8 8
Leads events 15 15 15 15
Leads Tele 5 5 5 5 5 5 5 5 5 5 5 5 5
Leads Partners 15 15 15 15 15 15 15 15 15 15 15 15 15
Total Leads 424
12/20/2012

49. 49
What do we have now
• A reasonably good brand idea
• A website in English and Chinese
• Several databases Belgian KMOs (25K), Top 5000 (2,5K)
Equity/VC worldwide (17K)
• A survey on consulting ready to send
• An agreement sponsored summaries
• A few good presentations and lots of content to share
• A plan to put things together
• A lot of energy and desire
12/20/2012

50. 50
Who would like to be our contact
with these organizations …
12/20/2012

51. 51
Where would you like to help ?
Business Support Areas of activity Specific organizations
5 Branding 5 Belg KMOs 5 Agence pour L'entreprise
5 Consulting survey 5 Belgian top 500 5 Agentschap Ondernemen
5 Event Management 5 VC private equity 5 Angel me
5 General presentations 5 Start up industry 5 Beangels
5 Int'l partnerships 5 5 Beta Groups
5 Knowledge sharing 5 5 Business angels netwokr
5 Newsletters 5 5 Europe Unlimited
5 PR 5 Iminds
5 Resource pages Countries 5 Iminds
5 SEA 5 Brazil 5 Leuven Alumni
5 SEO 5 Canada 5 Microsoft innovation
5 Social media mktg 5 China 5 PMV
5 Telesales 5 Japan 5 Solvay Alumni
5 5 Turkey 5 Unizo
5 5 UK 5 Vlerick Alumni
5 5 USA 5
5 5
First sales products 5 5
5 Innovation audit 5 5
5 Business model seminar 5 5
5 5
5 5
12/20/2012

52. 52
The magic of working together
How…. Good Examples
1. Choose something you’re 1. Promoting Fast Bridge with
interested in Turkish companies
2. Look for a way to leverage the 2. Joint presentations/research
Fast Bridge Network sent to the Fast Bridge News
3. Do it in a way you benefit list
3. Building a new product “the
innovation audit”
The Secret sauce is very simple…
It is about mutual self-interest… That’s OK (and sustainable)
12/20/2012

53. 53
Summary …
Branding
Working together we are
Stronger than working apart
Selling your services like you
would if you had the time, and
energy…
Working Sales
together
12/20/2012

54. 54
1 + 1 + 1 + 1 = Beauty
1 + 1 + 1 + 0 = Failure

55. 55
Moving forwards… 1,2,3
1… Are you interested… if yes, type of partner
2… How would you like to work together..
Write down a few ideas…
3… One to one talks to coordinate efforts and
confirm agreements (strategic partners agreed
after 1 joint working experience)
GO…
12/20/2012

56. 56
A practical example…
• We met 2 people interested in innovation 29/11
• Both agreed to be strategic partners
• Now we are working on the following
▫ A newsletter early Jan
▫ An event late Jan
▫ An first sales product “an innovation audit”
• Targets
▫ Build image of Fast Bridge
▫ 10 audit sales, 3 large projects
12/20/2012

57. 57
According to Baron Vlerick
“You can wait for things to happen
or make things happen...”
We’d like you to help us make
things happen…
12/20/2012

58. 58
Shares for partners
A hypothetical example
Investments to date 50000
New investments (all partners) Your investments
Partner constributions 5000 5 25,000 Partner constributions 5000 1 5,000
Partner days 750 200 150,000 Partner days 750 22 16,500
Turnover (2013) 1200000 0.2 240,000 Turnover (2013) 110000 0.2 22,000
Total 465,000 Total 43,500
Your share of Fast Bridge Shares 9.4%
Thanks for your attention
12/20/2012

59. The logic of the position
A “C” level message It is also
• They know everything is based • Focused
on people • Polarizing (some people will
• They will like the “Lean and hate it and that is good)
results ” focus • Defendable
• Coherent

60. 60
10,000 contacts
400 leads
What makes us different? 120 offers
60 clients
Benefit Reason why
Bain Strategy Focus on results
Accenture Change Focus on value creation
Deloitte Thought Leadership Focus on models
Mckinsey Strategy Focus on models
Ideo Business Idea generation Focus on Innovation and growth
Eureka Wealth and portfolio management Focus on finance
Fast Bridge Strategic analysis Problem Detection
Practical business solutions Focus on implementation
Speed Lean… development
We bridge the gap between theory an implementation