The Enterprise M 3 Growth Hub Ian Martin

The Enterprise M 3 Growth Hub Ian Martin Growth Champion Fleet Business Breakfast Thursday 12 th October 2017

The Growth Hub An expert advice & resource network which helps business achieve results quickly through a personal, tailored service focused on growth.

Who is it for? • • All businesses can access Business Support Helpline Our business website www. enterprisem 3 growthhub. co. uk Companies involved in – Innovation – High growth or on journey to high growth 3

Who is it for Businesses Entrepreneurs

What do We Offer? • • Up to 2 days Free Consultancy A neutral, impartial, confidential service Meaningful solutions & support Connecting businesses to experts for support 5

The Growth Service • • • Dedicated Growth Champions Impact assessment Bespoke Growth Plans Expert Services Network Covers key areas such as: – Developing new markets – Accessing finance – Product development – Developing staff • Niche events

Our Key Sectors ICT & Digital Media Aerospace & Defence Health & Pharmaceuticals Professional Services

What is different about the Growth Hub? Our service is • Free • Personal • Tailored • Connected • Lean • Focused on Growth

Testimonials I am enormously grateful for the support I have received from the Enterprise M 3 Growth Hub. In addition to the introductions & sourcing of finance, Ian Martin has also been a tremendous support to me personally as director. His regular contact & willingness to share his wisdom has been a great comfort. His tactful handling of me has made what could have been a tricky adjustment an extremely enjoyable one. I am enormously grateful for the support I have received & I am certain that it will play an important part in the success we may now enjoy. Hugo Stride, Telemetricor Limited Very knowledgeable, supportive, able to provide pragmatic insight. Keep doing what you are doing because it’s ideal for new businesses & those who are growing The HR Dept As someone starting out with a new business, I found it invaluable to have a Growth Champion. Aside from the brilliant advice, their enthusiasm & confidence really gives me the extra support to grow my business. I cannot recommend it enough! I found the support invaluable as a new business owner. The Growth Service is really helping me to refine my brand & look at the wider opportunities out there, which I would have been unaware of Siobhan H Photography Mel Redding is an exceptionally experienced business leader who was very quick to gain an understanding of our growth strategy, business focus & challenges. She connected us with a number of local companies, helping us to collaborate & grow. Mel helped us interact with others & we have some good opportunities developing. Without Mel we would continue to be reliant on a relatively limited network of partners & would not be able to take advantage of technology & business services. L-3 Communications ASA Ltd 9

The House Model What is True Growth & what should a sustainable Business Model Look like? There are 5 Key elements 10

The House Model What is this Model for? 1. 2. 3. 4. 5. To clarify WHO is responsible for doing/managing? To understand HOW Management works (or doesn’t? ) Help people understand the ROLE they should play Helps identify where STRATEGY fits Helps identify how STRUCTURE may need to change 11

The House Model Definition of True Growth 1. T/O growing >ROI, & in line with Growth Rate of Business Sector 2. Profit at Mid-point Average for Business Sector or above 3. Ratio of Profit as %age of T/O is maintained or growing whilst T/O is growing 12

The House Model Business Foundations don’t generate REVENUE but are essential What are they? Business Foundations 13

The House Model Business Foundations Don’t generate REVENUE but are essential: • • • Finance & Administration Human Resources/HR IT Property/Premises Legal & Compliance Health & Safety …… etc Business Foundations 14

The House Model Business Foundations Most MD’s spend FAR TOO MUCH time here! Law of diminishing returns applies Will it achieve True Growth? Business Foundations 15

The House Model Ground Floor = Profit Engine – it has 7 key parts Profit Engine Business Foundations 16

The House Model Ground Floor = Profit Engine – it has 7 key parts 1. 2. 3. 4. 5. 6. 7. Marketing Lead Generation Prospecting Sales Operations Account Management Lost Sales Analysis. Profit Engine Business Foundations 17

The House Model Profit Engine - 7 key parts 1. 2. 3. 4. 5. 6. 7. Marketing: Lead Generation: Prospecting: Sales: Operations: Account Management: Lost Sales Analysis: Defining Products, Prices, Services & Service levels Sales Leads generated by Marketing Filter System to ensure Co follows right leads Converting a Prospect into a Customer Producing & delivering what has been sold SPOC for Client to gain repeat business What needs to change in Sales/Marketing. Profit Engine Business Foundations 18

The House Model Profit Engine If Profit Engine is working Co. will deliver TRUE GROWTH If NOT – This is where FOCUS is needed! When effective will generate Profits to fund Investment …. Profit Engine Business Foundations 19

The House Model Management Strategy Profit Engine Business Foundations 20

The House Model Profit Engine Before you can focus on Strategy; 1. Profit Engine needs to be making Money with strong – Structure (right people in the right roles) – Systems & Processes Profit Engine Business Foundations 21

The House Model Generally those capable of delivering Strategic Projects are: MD &/or Senior Executives that BEST understand Profit Engine Management Strategy Profit Engine Business Foundations 22

The House Model Management Strategy = Generally In-House Initiatives Managed by EXISTING Management Team Typically they: • Deliver High Growth but require time, money, resources • Feed the Profit Engine • Require capacity, flexibility & often STRONGER BUSINESS FOUNDATIONS Management Strategy Profit Engine Business Foundations 23

The House Model The Key Focus for Management Strategy should be: 1. New Products or Services 2. New Markets (Geography or Sector) 3. Management Initiatives e. g. • Company Planning, Client Development, Branding, Talent Development etc. Management Strategy Profit Engine Business Foundations 24

The House Model Company Strategy Management Strategy Profit Engine Business Foundations 25

The House Model The Key Focus for Company Strategy should be Legal Initiatives e. g. 1. Acquisition or Merger 2. Joint Venture 3. Licensing Deals 4. Franchising Company Strategy Management Strategy Profit Engine Business Foundations 26

The House Model Co. Strategy likely to FAIL if not aligned with Management Strategy • Board Minutes should ONLY cover Strategic issues • Mgmt. & Co Strategy should dictate Board Agenda Company Strategy Management Strategy Profit Engine Business Foundations 27

The House Model To be able to focus on Strategy Management must have ELASTICITY & adequate resources Most businesses attempt this too soon! Company Strategy Management Strategy Profit Engine Business Foundations 28

The House Model The 5 th Key element is BUSINESS CULTURE This is defined by those who LEAD & DRIVE the business it’s everywhere e. g. Walls, Ceilings, Floors, Roof, Insulation Business Culture Company Strategy Management Strategy Profit Engine Business Foundations 29

The House Model If all these elements are well Managed – you will see True Growth ! Business Culture Company Strategy Management Strategy Profit Engine Business Foundations 30

Thank you for Listening! Any Questions? Contact: Ian Martin Company Mobile Email Address Growth Champion Enterprise M 3 Growth Hub 07802 505 123 ian. martin@enterprisem 3 growthhub. co. uk 12 A, Surrey Technology Centre, 40 Occam Road, Guildford, Surrey GU 2 7 YG 31

Enterprise M 3 Growth Hub Ian. martin@enterprisem 3 growthhub. co. uk