1. Managing A High Growth Business: Grow Faster for Longer with Less Stress Programme Outline (C) Exigent Ventures Ltd 2010 - 2014 Managing High Growth

2. (C) Exigent Ventures Ltd 2010 - 2014 Vision Culture Strategy & Planning Talent Management & Management TeamsFinancial Management and Control Business Systems & Processes Business Development Managing High Growth

3. High Growth Programme Objectives To enable management to understand the pressures of high growth. To encourage management of the business to plan forward. Deliver practical advice & processes to enable Business Owners to be more successful in a high growth environment. (C) Exigent Ventures Ltd 2010 - 2014 3 Managing High Growth

4. Laurence Ainsworth 30 Years of Sales and Management experience 10 years experience as MD of businesses from 30 to 500 people 10yrs exposure to High Growth environment at management & director level From 165 to 3500 staff over ten years average growth rate 30% pa pre tax profit 10%+ Sold in 2001 for 1billion. July 2012 (C) Exigent Ventures Ltd 2010 - 2014 4 Managing High Growth

5. Laurence Ainsworth 10 years providing mentoring and advisory services to SMEs Specialist Coach to Accountants for 6 years Certified Specialist High Growth Coach Worked with dozens of High Growth Businesses Developed a unique programme on how to be successful in a High Growth environment (C) Exigent Ventures Ltd 2010 - 2014 5 Managing High Growth

6. No single definition Gazelle Businesses coined in 1980s 20% pa for 4 years Current definition Are growing or can grow by 20% pa over 3 years used by the Dept. Business Information & Skills for access into the Govt. funded Growth Accelerator Programme (C) Exigent Ventures Ltd 2010 - 2014 6 Managing High Growth

7. The High Growth Problem (C) Exigent Ventures Ltd 2010 - 2014 Managing High Growth

8. July 2012 (C) Exigent Ventures Ltd 2010 - 2012 8 TIME G R O W T H Revenue Growth Peak organisational Stress Points To Succeed you must keep organisational growth (left of) ahead of revenue growth Danger organisational growth is being outstripped by revenue growth Managing High Growth

9. "The underlying issue is that our management and operational capacity has fallen behind the needs of a rapidly growing business. (read: Our organisational growth has fallen behind sales growth) This is a quote from Peter Bamford Chairman of Superdry Clothing, July 2012 explaining the reasons for the businesses poor recent performance to investors. (C) Exigent Ventures Ltd 2010 - 2014 9 Managing High Growth

10. 0 50 100 150 200 250 300 350 Year 1 Year 2 Year 3 Year 4 Year 5 GrowthinSales Badly Managed Growth 45% High Organisational Stress And Disruption -12% 15%100% (C) Exigent Ventures Ltd 2010 - 2014 10 An Example of Badly Managed Growth Managing High Growth

11. Recovering from Badly Managed Growth Slowing down growth tends to be the only viable option. But In many cases, it means business growth momentum will completely break down. It is VERY disruptive (C) Exigent Ventures Ltd 2010 - 2014 9 Managing High Growth

12. Fall Out from Badly Managed High Growth Failed Customer relationships Low staff morale reduced performance Much increased attrition Huge effort/investment yielding low to negative financial return Overtrading - cash crisis Consequence a Huge Lost Opportunity as owners back away from future High Growth (C) Exigent Ventures Ltd 2010 - 2014 11 Managing High Growth

13. Benefits of Controlled Growth Consistent high growth Sustained profitability Strong Customer Relationships High staff morale & productivity Low attrition and easier recruitment (C) Exigent Ventures Ltd 2010 - 2014 13 Managing High Growth

14. (C) Exigent Ventures Ltd 2010 - 2014 Managing High Growth

15. Vision A vision provides the reason why you are in business and as a decisive leader gives you the direction around which to build and enthuse your team. (C) Exigent Ventures Ltd 2010 - 2014 15 Managing High Growth

16. Vision Why is it important to you as a leader and to the business? Do you have a vision ? How do build your own vision? How to use your Vision to enthuse staff and attract customers (C) Exigent Ventures Ltd 2010 - 2014 16 Managing High Growth

17. (C) Exigent Ventures Ltd 2010 - 2014 Managing High Growth

18. Developing Your Culture Your culture establishes how a company and its staff will interact with one another and to the outside world (C) Exigent Ventures Ltd 2010 - 2014 Managing High Growth

19. Culture Do you know your current culture? It is what you need? How can you change it? How strong is your Cultural Wall? Are you winning on the Cultural Battleground? Supporting the custodians of your culture Culture and Ondoarding (C) Exigent Ventures Ltd 2010 - 2014 19 Managing High Growth

20. (C) Exigent Ventures Ltd 2010 - 2014 Managing High Growth

21. Strategy & Planning In a high growth business you have little time to ponder about what might be happening in your business. Having a clear strategy and an implementation plan gives you detailed markers which will quickly identify when things are off course. (C) Exigent Ventures Ltd 2010 - 2014 21 Managing High Growth

22. Understanding Strategy and the planning process How to use short term goals to achieve long term success Getting a One Page Plan Dealing with Failure To Implement Getting a rhythm into planning from Strategy to monthly reviews Addressing the we dont really need more rigorous planning (C) Exigent Ventures Ltd 2010 - 2014 22 Managing High Growth

23. (C) Exigent Ventures Ltd 2010 - 2014 Managing High Growth

24. Talent Management Staff are a businesses most important asset; recruiting the right staff and managing existing staff are fundamental to success. The Management of the Business A high growth business can rapidly move the owner away from the operational detail, it is imperative that the owner has built up robust management practices and procedures that will enable the management team to properly control the business. (C) Exigent Ventures Ltd 2010 - 2014 24 Managing High Growth

25. Building A Talent Management Plan Training, Recruitment, Promotion Identifying your key staff Stars, Fixers Managing Those Left Behind Identify your key talent gaps New Hire Integration Process July 2012 (C) Exigent Ventures Ltd 2010 - 2012 25 Managing High Growth

26. Management of Your Business Developing a common management language How can you identify issues early? Delegation, management & accountability Keeping quality in your decision making Measurement and review systems (C) Exigent Ventures Ltd 2010 - 2014 26 Managing High Growth

27. (C) Exigent Ventures Ltd 2011 Managing High Growth

28. Financial Management & Controls Accurate and timely financial information which goes beyond the P&L and Balance Sheet is necessary to enable a management team to identify issues early enough to take the necessary corrective action. July 2012 (C) Exigent Ventures Ltd 2010 - 2012 28 Managing High Growth

29. Financial Management What financial information you should have How to develop a forensic view of your business The importance of timely, accurate relevant information to your business Get a model that reflects your business, not what's convenient Getting Used to Looking Forward! (C) Exigent Ventures Ltd 2010 - 2014 29 Managing High Growth

30. (C) Exigent Ventures Ltd 2010 - 2014 Managing High Growth

31. Business Systems and Processes In order to deliver a consistence customer experience the business must invest in robust and comprehensive systems. In doing so it must also recognise the importance of human processes and not allow themselves to become slaves to processes which will ultimately lead to business losing its competitive and entrepreneurial edge. (C) Exigent Ventures Ltd 2010 - 2014 31 Managing High Growth

32. Using Systems and Processes to : Get more rapid integration of new staff into the business Increase Productivity Improve Customer Experience Traffic light your business Address the Seven Big Wastes Build the Big Colouring Book of your business (C) Exigent Ventures Ltd 2011 Managing High Growth

33. (C) Exigent Ventures Ltd 2010 - 2014 Managing High Growth

34. Business Development Accuracy in forecasting sales and therefore income, is vital to drive the cash flow to support a high growth business Balancing Your Business Having one area of business out of synchronisation with the rest significantly increases chances of failure. (C) Exigent Ventures Ltd 2010 - 2014 34 Managing High Growth

35. Understand: How to build a marketing plan The importance of accurate Forecasting How to Manage your sales function How to avoid the 5 big mistakes in when making an acquisition (C) Exigent Ventures Ltd 2010 - 2014 35 Managing High Growth

36. Keeping Your Business Balanced Managing optimism Moderating Management Invincibility Maintaining quality Getting it all to work together (C) Exigent Ventures Ltd 2010 - 2014 36 Managing High Growth

37. What Others Have Said The High Growth Business series has been the best marketing initiative weve undertaken this year. Its mixed a small group of A list prospects with some of our best clients in a vibrant and interactive format that all participants recognise to have been of great value. The parties have learned as much from each other as from Laurence, but the whole venture has been great fun, well received and great for our reputation. Brendan Magee James Magee, Maidstone (C) Exigent Ventures Ltd 2010 - 2014 37 Managing High Growth

38. This course has provided a clear route map to meeting the challenges of my rapidly expanding business. I mistakenly held the opinion that such courses were fine in principle but lacked practical application. This has certainly not been the case with the course presented by Laurence. I would highly recommend this course to any business owner who is suffering from growing pains. Mark Fryza Fryza Bannister (accountants) "Laurence's experience and insights into business practice has given me the tools and confidence I need to move my business onto the next level. Growing your business isn't just about hard graft, it's about playing the game with the right strategy, tactics and mindset!... Kerry Richards Director Bang Anderson (Marketing & Brand Development) (C) Exigent Ventures Ltd 2010 - 2014 38 Managing High Growth

39. Managing High Growth If you found this interesting then why not sign up for our regular newsletter click on the sign and get a bonus report : How to Create a High Growth Firm

40. Managing High Growth For More Information About How We can Help you Achieve Long Term High Growth Contact us at: enquiries@managinghighgrowth.com Or by phone on: 01795 841091 (C) Exigent Ventures Ltd 2010 - 2014