1. The document provides guidelines for project owners to achieve mutual success when working with Western finance partners. It outlines Advent UK's activities in connecting projects with international banks, funds, and other financial institutions. 2. The roadmap details 5 stages to prepare projects according to Western finance standards, including understanding expectations, developing owner and project profiles, and financial syndication strategies. 3. Understanding Western finance requirements such as analytical forecasts over maximum profits, guarantees, and clear exit policies for investors is emphasized. The document advises presenting projects as well-managed investments rather than just business opportunities.

1. Guidelines for
mutual success
Summary
1. Advent UK finance
activities and team
2. Roadmap
3. Understanding Western
Finance
4. Project preparation: most
important points
5. What is expected from
project team
6. Conclusion
www.advent-uk.com

2. Advent UK activities
Funding
Financial Network The Projects
International Banks
Financial Institutions
Investment Funds
Private Equity Capital
Venture Capitalists
International lawyers
International Accountancy
Audit firms
Tax specialist

3. Advent UK team
Patricia
Goodenough
President
Ian Leapingwell Rupert Potier
Joel Barlier
Pierre Fourès Michel Lubac
Property
Business Business
Director Project Marketing Projects
Development Development
Finance Director France Consultant
Director Director

4. Road Map purposes
•To be fully prepared to meet exacting Western
finance requirements
•Understanding financial culture
•Preparation of project owner profile
•Project advantages/opportunities
•Building project presentation excellence
•Flexibility of financial alternatives
•Building relationships with financial partners
•Understanding of negotiation process

5. Road Map stages
1- Familiarity with Western Finance
expectations and standard procedures
2- Project owner profile and building of a
project description according to Western
standards
3- Financial strategy and financial
syndication for the project
4- Team Setting up (Managing Team)
5- Investor search tactics & negotiations

6. Understanding
Western Finance
Prime banks
These banks are potential lenders for corporate lending (debt
finance) and/or project finance with the period of the loan and
the interest rates to be decided according to different factors.
Sometimes the banks will syndicate large loans with other
investors, and they expect the project owners to have
invested over 25% into the project. They will look for
guarantees against finance which could be guarantees by
the City Administration, by another prime bank, mortgage on
the land for the project, mortgage on property owned by the
borrower, options on shares in the corporate structure of the
borrower, and sometimes other guarantee requirements.
Today there is very limited access to debt finance

7. Investment funds
These funds have institutional investors who have invested
according to the Manifesto of the Investment Fund; their
money is raised on the Primary or Second Financial markets
(AIM or Stock Exchange). The manifesto declares what the
Fund will invest into what is the expected return, for example
to invest in shares in existing companies and in projects well
defined and properly managed producing 20% per annum.
Same applications as banks, they will take shares and
expect to take profit from the share value increase, the
revenues, and the capital appreciation of the project.

8. Private Equity
&
Venture Capital Funds
These funds invest in companies by taking equity (shares), or
in projects held by companies. They expect to take a profit
with an agreed clear exit policy (selling to an end client) within
3-5 years, selling to an identified purchaser or to go AIM/IPO
on the London Stock Exchange.
Note on construction finance (also comes under project
finance) There are different investors interested in the
property and construction market in most countries showing
an annual let of over 10%; most are looking at either
purchasing an existing Class A building fully let on long
leases to prime tenants, or funding a Class A construction
project to purchase at term when fully let.

9. Industry partners & Joint Venture
European industry principals
European construction companies
European and British end users such as supermarket
groups, hotel groups etc.
These companies are looking for joint venture
opportunities, or to buy specified commercial centers or
hotels, and sometimes to manage hotels only.

10. Preparation of your
investment requirements
We check your company profile and its project with the
investment requirement. We will establish together if
the requirement is:
Debt Finance or Project Finance (banks) currently difficult
Investment Funds
Private Equity
Venture Capital
Joint Venture with a suitable partner
You will need:
Project owner profile & full project description
Financial requirements with drawdown requirements
Payback cash flow projections
Guarantees, security, own funds
Equity proposition and relevant exit policy for the investor.

11. Western viewpoints –
main points
• Analytical expectations rather than only a global vision
• Limiting risks on forecast profits more important than maximizing
possible earnings
• Access to raw materials & how you access markets
• Guarantees & security of exit at term
• Emphasizing management & control over investment
implementation

12. Western viewpoint
Management versus Investment
approach
• Importance attached to initial precise studies of:
• planning
• budgets
• markets and competition, market position
• alternative scenarios
• Preference for careful forecasting
• Implementation of an accurate management of the investment
phase
• Energetic project driver team, age and experience

13. Western viewpoint
Analytic versus Global vision
• Presentation, advice & support of Western specialists highly
appreciated (Advent UK)
• Strong insistence on details
• Business model clarity
• Legal & fiscal structure of project owner, shareholding, balance
sheets, assets all very important

14. Western viewpoint
Risk versus Gain
• More important to realize what has been announced in the plan
than to anticipate to gain fortunes
• Importance of decision making process within project team with
financial team
• To be prepared to invest in studies (feasibility & marketing studies
etc.) to assure accurate projections
• SWOT analysis

15. Western viewpoint
Guarantees by project owner
Valuations on assets/security – land, plant, buildings,
cash, vehicles, other assets
Government guarantees?
Valuation on shares of project company
Value of sales contracts and terms

16. Western viewpoint
Specialized versus General
• Funding institutions are now very much specialized by teams
covering:
• Financial requirements (debt finance, project finance,
construction, JV, M & A)
• Market sector activity (industry sector – energy, construction,
agriculture, plastics etc.)
• Geographical areas (Russia/CIS)
• Decisions by investors are always collective, and made through a
decision making procedure, legal, fiscal, managements etc.
• Decisions will be through written files leading to contractual
agreements
• The project owner has to become a financial expert!

17. Western finance today
Finance market
• Land &construction
• Russian equipment
• Country 1 equipment
• Country 2 equipment
One loan
• Utility vehicle fleet
• Intangible property
• IT
• Float
• Studies
• …

18. Western Finance possibilities
100% perhaps with rental contract
• Land Buildings & laying out
No credit
• Russian equipment
% Guaranteed purchaser credit
• Country 1 equipment
% Guaranteed purchaser credit
• Country 2 equipment
Leasing?
• Utility fleet/machinery
% loan
• Intangible property
% loan
• IT
Factoring?
• Float (stocks, suppliers, ...)
No credit
• Studies
Cash management products
• Overheads
Gap to be financed by :
• Total Funding need
Project owner
Investors

19. Western Financial Control of
ownership
MOST IMPORTANT :
A global funding Several ways to finance
Ways to keep control
need that the the funding needs through
of the project by the
project owner external finance people
project owner
cannot provide Project Loans/Rents
Project cash flow
Loan & owner guarantee
• Total Funding need
Owner cash Owner cash
Total or partial buy-
Investors Cash
back by project
owner through his
personal future
increased ability to
find new funding

20. What is expected from
project team
Dedication to the project
Dedication of time and project team competence
Lots of work!
Mastering finance culture
Active project elaboration team
Proximity to project owner
Ability to react quickly and precisely
Mastering of PowerPoint presentation and Excel spreadshest
Re-activitve responses and regular
synchronization
Transcultural willingness

21. Advent UK activities
Conclusion
The Project
Financial Network
presentation
International Banks
Financial Institutions
Investment Funds
Private Equity Capital
Venture Capitalists
International lawyers
International Accountancy
Audit firms
Tax specialist
Advice, support & search for
your financial partners &
financial coordination

22. Contacts
ADVENT UK LTD
Suite 8, 28 Old Brompton Road, LONDON SW7 3SS
Tel +44207 801 3080 Fax +44207 691 7969
Bureau d'information France:
15 Rue Clément Bayard, 92300 Levallois, PARIS
Tel +331 47 48 91 97 Fax +331 47 48 02 22
Representation office Russia:
State Research Institute Test
56B Ligovsky Prospect, 191040 ST PETERSBURG
Tel +7812 712 0176
www.advent-uk.com
Building Excellence in Business