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.

1. Driving your Business forwardthrough Innovation, Growth and Internationalisation Swindon Thursday 6th October 2011

2. Ian LarrardGWE Business WestInitiative Director in Swindon and Wiltshire Welcome

3. What does Business West do? The Initiative Bristol, Bath, Swindon & Wiltshire Chambers Of Commerce Bristol, Bath, Gloucestershire Associated Associated Chambers of Commerce 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 Commercial Leigh Court Events, Acorn Interactive, Ignite IP, Workspace, Recognising Excellence, UK Professional Services, Mediation in Business, Training, International Trade Services

4. 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 10.45amRefreshment 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

5. Dan Storey Guerrilla Marketing your Business Setting the Scene for the Day Mindset of a Business Leader “How to achieve your goals and create winning teams!”

6. Mindset of a Business Leader How to achieve goals and create winning teams Dan Storey

7. Over the next 30 minutes… Examples of great leaders Results Formula 3 C’s of Success Goal setting Traits of successful people

8. Who am I? Marketer & Marketing Trainer Mindset/NLP Trainer Sales Trainer “Athlete” / ”Sportsperson”

9. Examples of Great Leaders What do these great leaders have in common?

10. Examples of Great Leaders

11. Examples of Great Leaders

12. Examples of Great Leaders

13. Examples of Great Leaders

14. Examples of Great Leaders

15. Examples of Great Leaders

16. 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

17. Results = Focus + Beliefs + Actions

18. What do you see?

19. What do you see?

20. 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

21. Focus Business Plan? Company Mission Statement? Incentive/Bonus structure? Corporate Values?

24. Beliefs 2 ways to install new beliefs 1 – Intensity 2 – Repetition

25. 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

26. Action

27. 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?

28. 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

29. 5 Traits of Successful People Mindset Education/Ideas Networking Extra Mile Action Takers

30. Enjoy the rest of the event…

31. Mike Stutter Business WestHigh Growth Coach – Finance Specialist Introduction to Business Finance

32. Understanding Finance for Business (UFFB) Business Finance Options

33. Presenter Mike Stutter Business Finance Coach Business West

34. Agenda Current Landscape Finance Drivers & Options (Debt) Equity Finance Business Planning Client Engagement

36. Business as usual or opportunity = RISK

37. Right people/skills?

38. Available resources/funding?

40. Funding Drivers CAPEX – Premises/Equipment/Staff/R&D Working Capital – Internal/External Stock/WIP/Debtors/Creditors Acquisition/Merger

41. Banks Risk Averse Overdrafts & Loans Ability to Repay = Serviceability Financial Viability (Ratios) Security Track Record

42. Capital Expenditure Premises (Commercial Mortgage) Equipment or Vehicles Security = Asset BUT HP or Lease

43. Working Capital Overdraft Factoring OR Confidential Invoice Discounting Stock Finance Trade Finance

44. 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

45. Regional & Other Schemes R&D Grant – TSB EU Grants – EEN SW Loan Fund Enterprise Development Funds

46. 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

47. 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

48. 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

49. Balanced Growth

50. ERDF High Growth Programme CONTACT www.growthsouthwest.co.uk info@growthsouthwest.co.uk 01275 370760

51. Andrew Fawcett UK Trade & InvestmentInternational Trade Advisor Growth Markets Overseas UK Trade & Investment

52. 49

53. 50 UK Trade & Investment The government organisation that can help you achieve your international business potential

54. 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.

55. 52 International Trade Centre 0845 60 60 969 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

56. 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

57. 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

58. 55 Free Additional Training Appointment and Management of Agents & Distributors International Presentation Skills Internet Strategy Researching Export Markets International Exhibiting Skills

59. 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

60. 57 UKTI Website - www.ukti.gov.uk Registration gives access to: Country information Sector information Business opportunities overseas Diary of Events and Trade Shows

61. 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.

62. 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.

63. 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.

64. 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.

65. 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

66. 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

67. 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.

68. 65 Tradeshow Access Programme (TAP) Tradeshow Access Programme (TAP) – 600+ high profile international exhibitions supported by accredited trade organisations. Grants up to £1800.

69. 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.

70. 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)

71. 68 Any Questions?

72. 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

73. Enterprise Europe Network Connecting you to New Business Opportunities in Europe European CommissionEnterprise and Industry

74. 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

75. 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

76. 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

77. Organisational capability Europe’s largest business support organisation 11 Enterprise Europe Networks in the UK Not just EU Countries Now in 49 Countries Local yet Global Scotland (3 partner in consortium) Northern Ireland (1) North East of England (2) North West (4) Yorkshire (4) Midlands (3) East of England (1) Wales (2) London (4) South West of England (1) South East (3)

78. 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

80. Technology

82. Euro Stars

84. 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

85. 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

86. European Partnership Service

87. 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

88. 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

89. Case Study: Hemisphere Freight Engagement to Date: 47 Expressions of Interest 2 Partnership Agreements 1 Profile

90. Case Study: Isoperla Engagement to Date: 9 Expressions of Interest 1 Partnership Agreements 2 Profiles

91. Case Study: Rokkaplay Engagement to Date: 41 Expressions of Interest 2 Partnership Agreements 2 close to agreements 2 Profiles

92. Case Study: McCormick Weeks Engagement to Date: 2 Expressions of Interest 1 Partnership Agreements 1 Profiles

93. 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

94. Any Questions?

95. Tara Gillam – Client Services Manager Enterprise Europe Network South West T: 01275 370 867 M: 07765 999 296 E: tara.gillam@enterpriseeuropesw.org.uk W: www.enterpriseeuropesw.org.uk or www.eensw.co.uk

96. Neil HigginsonBusiness West – Solutions for BusinessERDF Programme Manager Solutions for Business in the South West Coaching for High Growth, Understanding Finance for Business and Starting a High Growth Business

97. Business West Starting a High Growth Business Coaching for High Growth Understanding Finance for Business

98. Neil Higginson Programme Manager – ERDF Projects What is high growth business coaching Why now? Top benefits Our Programmes

99. 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?

100. The Benefits Business Personal Development Support & Motivation Work Life Balance

101. 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

102. The Focus

103. 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

104. 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 finance Evidence of a strong order book Sound industry and sector knowledge Firms already growing who lack structure and process Evidence of willingness and capacity to innovate Willingness to engage in sustainable strategy and practice Use of emergent technology and new techniques Export potential Growth for a purpose

105. Delivery Area The three projects will be delivered across the South West excluding Cornwall

106. 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

107. 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

108. What would you prefer?

109. 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

110. Summary High Growth coaching – why now The benefits The Programmes Business West’s joined up approach Don’t leave it too late

111. Contact Info www.growthsouthwest.co.uk Neil.higginson@gwebusinesswest.co.uk Office: 01275 370898

112. Q & A

113. Dan Storey Guerrilla Marketing your Business Head Guerrilla Innovative Marketing Strategies for small business owners on a limited budget

114. Understand Innovative Marketing Strategies on how to impact your profit/turnover on a limited budget Dan Storey Guerrilla Marketing Your Business

115. My background Specialist in marketing training and education Guerrilla Marketing Master Trainer Marketer & Marketing Trainer

116. 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

117. Marketing Must Haves Marketing Plan Demographics, USPs, Niche, Techniques Budget Time, Energy, Imagination, Knowledge Commitment Develop and follow through

118. 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

119. 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

120. Marketing Strategies Fusion Marketing Identify partners that offer complimentary services and share marketing investment

121. Marketing Strategies Affiliate Marketing Locate other people who want to sell your products to their contacts Existing affiliate networks Referral marketing incentives

122. 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

123. Top 5 ways to waste yourmarketing budget! Please don’t make these mistakes…

124. Top 5 ways to waste budget No Targeting Broadcast marketing with no measurement No idea of client demographics

125. Top 5 ways to waste budget Not building relationships Like trying to ask someone to marry you when you first meet them Permission Marketing

126. 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?

127. Top 5 ways to waste budget 4 – Wrong Medium Need to be advertising in areas where your demographic are present. Combination of marketing techniques

128. 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

129. Case Study Austin Degge – Mortgage Broker Problem 1 Only 1 source of leads Company ‘disappeared shortly before xmas 2010 Goal Multiple lead generation options

130. Case Study Solutions Clearly identify niche Identify marketing media Redesign/tweak ‘new’ website Referral scheme

131. Case Study Result Over £1m new borrowing generated in next 5 weeks just through new channels Equivalent of 3 months business in 5 weeks

132. 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

133. 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 your delegate pack and hand to the reception desk

134. What's Next! Complete the Feedback Form Book onto a Marketing Event Book onto a Webinar NETWORK OVER LUNCH