Boosting company growth

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Boosting company growth

• A service from EMC Limited

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Why boost growth?

• Growth is seen as a key performance measure
• Many companies focus has been on survival
• and growth plans have not been revised, despite
  often dramatic changes in the business
  environment
• leaving many with an outdated approach, while
  competitors may have re-positioned themselves to
  take share
• leading to potential long-term decline for those
  who do not address the growth issue now

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To grow effectively, companies need to decide

• By how much does the company want to grow?
• How much growth will the existing business
  deliver?
• Is there a gap, and if so, how large is it?
• What is the best way to close that gap?

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By how much does the company want to grow?

• What are the measures of success (financial,
  other)?
• Whats the timeframe?
• What are the key milestones?

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How much growth will the existing business
deliver?

• If the company does nothing different, how much
  will it grow by, with
• Existing planned products/services,
• Existing markets/customer groups,
• Current approach (sales, marketing, etc.),
• Should some products/services be discontinued?
• What are the risks/opportunities?

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Is there a gap, and if so, how large is it?

• Can it be bridged by adapting the existing
  strategy and resources
• or is a more radical approach necessary?...

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What is the best way to close that gap?

• New products/services?
• New markets/customer groups?
• New approach (including pricing policy)?
• More resources (e.g. more sales people)?
• Additional finance?
• Acquisition?...

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Would acquisition provide a more effective route
to growth?

• What targets are available?
• Product/service areas
• Geographies
• What are the best targets?
• What must be done to ensure successful
  integration?
• What upside is there?

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Experience Simon Robbins

• Organic growth projects (strategy, business
  development, market entry) as well as MA
  (acquisition strategy, Commercial Due Diligence)
• Worked on 100 acquisitions, 5m to 500m
• International experience
• Sector focus
• Technology, Media Telecoms (TMT),
• Manufacturing/Engineering,
• Niche expertise in other areas, e.g. travel

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Boosting Growth - Process
Understanding the company
Establishing the market and competitive position
Determining how much growth the existing business
will deliver
Generating growth options to fill the gap

• Key questions
• How much does the company want to grow?
• How much growth will the existing business
  deliver?
• Sources
• Discussion with mgt.
• Interviews with key staff

• Key questions
• How is the market segmented?
• How large are the segments / how quickly growing?
• How are competitors / new entrants market
  shares developing?
• Sources
• Interviews with market participants
• Desk research

• Key questions
• Is there a gap between this and the companys
  growth objectives?
• Sources
• Business modelling / forecasting
• Risk/opportunity analysis

• Key questions
• What realistic options are there to close the
  gap?
• Sources
• Discussion with mgt.
• Market / competitor analysis

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Deliverables

• Market segments - sizing and growth rates
• Market shares company and key competitors
• Sales forecasts by business line
• Gap analysis
• Acquisition search and commercial due diligence
  where appropriate
• Risk / opportunity analysis
• Recommendation

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Simon Robbins Office tel [phone] Mobile
07951 788376 Email simon.robbins_at_emcltd.co.uk Web
www.emcltd.co.uk
EMC Limited, Rochester House,Rochester Gardens,
Hove,BN3 3AW Also in Maidstone, Crawley,
Eastbourne, Chichester