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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/