The Enterprise M3 Growth Hub

1. The Enterprise M3 Growth Hub Ian Martin Growth Champion Fleet Business Breakfast Thursday 12th October 2017

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

3. Whoisitfor? • All businesses can access • Business Support Helpline • Our business website www.enterprisem3growthhub.co.uk • Companies involved in • Innovation • High growth or on journey to high growth

4. Who is it for Businesses Entrepreneurs

5. WhatdoWeOffer? • Up to 2 days Free Consultancy • A neutral, impartial, confidential service • Meaningful solutions & support • Connecting businesses to experts for support

6. 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

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

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

9. Testimonials I am enormously grateful for the support I have received from the Enterprise M3 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

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

11. The House Model What is this Model for? • 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

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

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

14. 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

15. 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

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

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

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

19. 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 …. Business Foundations Profit Engine

20. The House Model Business Foundations Management Strategy Profit Engine

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

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

23. 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 Business Foundations Management Strategy Profit Engine

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

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

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

27. 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 Business Foundations Company Strategy Management Strategy Profit Engine

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

29. The House Model The 5th 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 Foundations Business Culture Company Strategy Management Strategy Profit Engine

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

31. Thank you for Listening! Any Questions? Contact: Ian Martin Growth Champion Company Enterprise M3 Growth Hub Mobile 07802 505 123 Email ian.martin@enterprisem3growthhub.co.uk Address 12A, Surrey Technology Centre, 40 Occam Road, Guildford, Surrey GU2 7YG

32. Enterprise M3 Growth Hub Ian.martin@enterprisem3growthhub.co.uk