uk expansion into the states
DESCRIPTION
Expansion of UK Businesses into the USTRANSCRIPT
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Expansion into the US
Ian D Smith
You don’t find this stuff in books
Translating Visions into Remarkable Businesses
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Ian’s 30 Years on One Slide
Education – Strathclyde, Grant ThorntonAuthor – 3 books, M&A, MBOs, Growth, The Smith Report6 years - FD – Thomson, Turnaround Magazine Div12 years – M&A building 2 investment banks10 years CEO of 2 software businessesThe Portfolio Partnership – A New Type of AgencyHobbies – Masters Track, world ranking #15, 400m & 800m
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The Portfolio Partnership
Your business is either remarkable or invisible
Your choice
We help assess that choice and do something about it.
Personalities
InfrastructureSales & Marketing
Language
Leadership
Strategy: Compelling Story
Key Issues
Building on Clients
Not One Country
Acquisitions
Monitoring & Control
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Positioning is everything – define & dominate your unique marketUS expansion won’t hide a bad storyNoise level very high, eg Massachusetts has 4200 software companies!Remember a new audience, banks, customers, staff, partnersWhy US?
Strategy: Compelling stories
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Setting up shop - SDI, incubatorBusiness Parks v RegusAppoint an office managerMake communication easySurround yourself with outsourced, cheap helpVisa/Green cards
Infrastructure
Personalities
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Confidence levels high however……………Direction and relentless follow through…No fuss and bother, get on with itOptimism a natural state v sarcarstic cynicIronically, confrontation not greatNeed to have ownership of projects
Personalities
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Words have different meaningsSpelling – collateralSimplicity v verbositySay what you mean – watch the BSAlways question to confirm understanding
Language
Leadership
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Clarity of Message everythingPositioning in Teamstudio exampleOpen style works wellRegular and constant communicationTap into optimismAccountability is a must
Leadership
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Watch locations re accessPrivate companies & auditsKey people over to the mother shipPut your key operator on the ground
Acquisitions
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Your clients are a great way to take you into new countriesCredibility in Europe countsMany client issues across borders are similarReferrals are compelling but……..Verticals cross borders
Building on Clients
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Control the cash bookManagement accounts in one currencySales targets – build regional competitionStandardize on policiesWatch HR issues differ, white male over 40Tax, R&D credits – accountants fit for purposeQM, staff meetings done simultaneosly
Monitoring & Control
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Battle with collateral, I want it done this wayStandardize on CRMSales profession higher respect, attracts higher quality candidatesSales calls get 3 times as many Voice MailsInside sales conversations are rich and insightful
Sales & Marketing
16Not One Country
Culture changes – the coastsWest, East, UKPockets of technology and infrastructureCost of livingAccessState Laws, Delaware etc
17Not One Country
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Translating Visions into Remarkable Businesses
Check out my blog or web site – for regular insights
Blog – The Smith Report –http://www.smithreport.biz/blog/
Web site - http://portfoliopartnership.com/