Growing a company from start up to business v3

Growing a company from start-up to business 2 nd September 2010

Introduction ,[object Object],[object Object],[object Object]

Case study one – choosing your customers ,[object Object],[object Object],[object Object],[object Object]

Client background – initial market focus

Defining our strategy ,[object Object],[object Object],[object Object]

Choose your customer ,[object Object],[object Object],[object Object],Circumstance-based categorisation Attribute-based categorisation

Narrow your focus – market selection

Narrow your focus – market research ,[object Object],[object Object],[object Object],[object Object],[object Object]

Dominate your market – articulate a compelling proposition ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The market development model for new technologies Innovators Early adopters Early majority Late majority Laggards

Dominate your market – utilise market dynamics Laggards Late majority Early majority Early adopters Innovators ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Dominate your market – utilise networks Laggards Late majority Early majority Early adopters Innovators ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Mott MacDonald Bentley H 2 O Water Morrisons Mouchel Balfour Beatty Laing O’Rourke WSP Group Barhale Costain STS Integra

Next steps – engaging reference-able markets Water Electricity Gas Telecoms Construction Highways

The burning questions ,[object Object],[object Object],[object Object]

Funding – the view over the whole journey time company size Self funding Friends & family Angel Angel VC VC VC EXIT funding round size

Articulating the vision ,[object Object]

Funding and milestones time company size Self funding Friends & family Angel Angel VC VC VC EXIT funding round size prototype, proof of concept market traction market leadership

Using a financial model to articulate your case ,[object Object],[object Object],[object Object],[object Object]

… and to let you and investors share a view of the road ahead Cumulative cashflow generated time £

Points to remember ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Growing a company from start up to business v3

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