Executive Overview Presentation

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Executive Overview Presentation

Summer 2012

Prepared by Smith Growth Partners

www.smithgrowthpartners.com

Introduction

About The Business Exit Forum (BEF):


Formed
as a
nonprofit
educational
institution.


A nationwide network of
subject matter expert members
who are preeminent trusted advisors to mid
-
market
companies at all stages of organizational growth and exit.


Serves
an indispensible role for companies as they move
through various strategic
growth inflection
points on their
way to a graceful business exit
.


Helps guide business
owners and executive management
teams (primarily of closely
-
held companies)
through
critical stages of the exit planning
process

and beyond.




2

Expectations

A Long
-
Term Strategic Play


This is a long
-
term marketing investment designed to parallel the
overall exit market.


Progressive concept on the leading edge of adoption
curve (below).


Reasonable
short
-
term goal


(Y2 or Y3),
a
member will be

able
to track
1
or 2 key
clients

per year
to
their membership.


Potential
members should be

committed
to the long game

in
order to see exponential

growth
that parallels the exit planning market wave now
forming.


The BEF should decline
prospective members
that are
overly
focused on immediate
lead
flow.


Abundance vs. scarcity mindset

values match is
critical.


Exponential success is possible beyond 3
-
year window.




3

T
he
market
is perfectly primed for
a
concentrated,
orchestrated
play in the exit
planning

in
all
its
forms.


A record number (nearly 1 in 3) businesses are set to

change
hands within the next 10
years.


“Boomer” business

owners
are in a
situation (
having seen

2 market crashes in the
last decade)
whereby they need a
meaningful liquidity event
from their businesses in order to
make
up lost
ground

and they have to get it right
.


B
usiness
owners are
realizing there
is no

macro
-
economic catalyst
(fiscal budget,

consumer
spending frenzy, real estate

boom, etc
.) on the
horizon to inflate

multiples.






29% of businesses are expected

to transition in the next 10 years.*

4

The Market

*Grant Thornton, 2012

The Market
(continued)


The uncertainty of the economy
(which is generally
depressing business
value multiples)
is
good
for people in
the exit planning
business.


In a culture of “experts” and information
overload,
it is
difficult at best for companies to sort through the noise and
establish who the real talent
is.


The
Business Exit Forum provides a strong Value
Proposition to the exit
market based on a solid, core team
of top
-
tier advisors.





5

Exit Prospects

6

Who are the ideal

exit prospects for the

Business Exit Forum?

Exit Prospect Profile

Industries


I
ndustry agnostic; preference
for technology companies, because they
tend to have
higher
valuations (relative to traditional industry peers)
and
PE multiples w/
management
that
may “cash out” and
reinvest in other
businesses.

Revenue Range


Middle market companies between
$10M and
$200M
in
annual gross
revenue.

Inflection Point(s)


S
hould
be at
key
inflection
point
at which it makes sense to seek the
counsel of exit planning professionals:
Business Growth and Value
Development
,
Transaction of the Business
,
Transition to the Next
Step.

“At
Threshhold



Exit prospect must
be “at threshold
” (and thus open to new answers)

with
their current situation, internal team and/or external
resources.






7

Exit Prospect Profile

“WIFM”
(What’s In It For Me)

Expertise


The ideal
exit prospect is
seeking and respects outside subject
matter expertise that it does not possess internally, nor have
access to externally.
Simply put, they “do
not know what they do
not
know”
and
must
seek knowledge
to
grow and exit successfully.

Objectivity


What gets a
company
to its current level
(knowledge
,
resources
,
advisors
) will likely not be able to
take
it to the next
level.
The
strategic inflection points that
the BEF addresses
are the perfect
points at which to bring new objectivity to
the company’s
challenges.

Probability


S
eek
the counsel of exit planning professionals:
Business Growth
and Value Development
,
Transaction of the Business
,
Transition
to the Next
Step
in order to increase the probability of “getting it
right” the first time


because it might be the only chance they get.







8

Exit Prospect Profile

9


401K/Employee Group
Benefits


Credit Line


Cash Flow Management

Business Life Cycle


Capital Needs



VC



Mezzanine



Private Equity



IPO


Retention of Key Employees



Non
-
Qual
, Deferred Comp



Stock
Option Plans



Exec. Financial Planning


Organic Growth Strategies


Mergers & Acquisition


Risk Management


Commercial Banking


Valuation/Audit


Business Transfer Prep


Exit Planning



External: Strategic Buyer,
Financial Buyer



Internal: Employees,
ESOP, Management
Buyout



Gifting


Estate, Insurance
Planning


Lifestyle Maintenance


Exit Planning



Financial Planning



Wealth Management


Legacy Protection


“Helping Owners Identify Strategic Inflection
Points and Make the Best Decisions at
These Key Forks in the Road.”

Early Stage

Growth &
Expansion

Maturation &
Transition

Post
-
Transition

Potential BEF Members

10

Who are potential
members of the

Business Exit
Forum…and what’s in
it

for them?

BEF Member Profile

11

Business
Owner

Fi nanci al
Advi sor/Wea
l th Manager

Busi ness
Val uati on

CPA

Corporate
Attorney

Investment

Banker

Commerci al
Banki ng

Exi t Pl anner

Estate

Attorney

Comp.
Speci al i st

ESOP
Speci al i st

Ri sk

Mgmt.

Growth
Speci al i st

Li fe
Coach/Faci l it
ator

Renowned Expertise

Top
-
tier, recognized and
credentialed (if applicable)
experts in
one of the
following areas:


BEF Member Profile

Geographies


Continental
United
States.
K
ey
U.S. geographies
include:


New England


New York


Mid
-
Atlantic


Midwest


Mountain


Pacific


Industries


Industry
-
agnostic,

special

interest in

tech firms


Values


Most important factor in admission; member operates with a
fundamental spirit of abundance

“playing for the other guy” is
ingrained in their DNA



12

New England BEF

New York BEF

Mid
-
Atlantic BEF

Midwest BEF

Mountain BEF

Pacific BEF

Marketing Strategy Overview

Subject Matter Areas


1. Business
Growth
& Value
Development


Business Valuation


Certified Valuation
Analysts


Strategic
Planning Management Consulting


Growth Strategy


Strategic Planning, Implementation and
Management


Retention
of Key Employees


Compensation Specialists


Non
-
qualified Deferred Compensation
Specialists


Investment
Banking


Investment Banks
& Private
Equity Funds


IPO Specialists


Risk Management


Sustainability and Protection of Business


Commercial Banking


2. Transaction
of the Business


Corporate Transaction


(legal and accounting)


Contract Law


Certified Public
Accountants


M&A


Sale


ESOP


Access to Capital and

Exit Planning


3. Transition
to the Next Step


Financial Advisement


Wealth Managers


Investment Advisors



Estates and Trusts


Estates and Trusts Attorneys,

as
well as CPAs



13

Marketing Strategy

Competitor Review

Three levels of competition

but no really well formulated
institutional competition.



XPX

Exit Planning Exchange is
“co
-
petitor
” with possible
synergies with the BEF

Vistage

CEO and Peer Advisory

Have the ear of CEOs

if
already not in exit business,
will likely be doing it soon



Retired CEOs

Serving as the
“expert” consultant to
business owners and
companies



14

“Elements of the BEF concept are present in the market but there is not (as of yet)
another exit focused, organized, institutional play in the market.”

BEF National Office Responsibilities:
Member Benefits

15

Content Development and Distribution


Create exclusive exit planning
content (articles, white papers
)

for use by members


SmartCEO


Edited to book format


Aggregate member
-
developed content


Build/maintain searchable exit content library

with lead capture and alert system


Maintain BEF database


Distribute BEF content via:


Rich email newsletter


Blog


AP wire service


BEF regional member database


BEF acquired database


Trade association member database


Trade association newsletters


BEF National Office Responsibilities:
Member Benefits

16

Events, Seminars and Webinars


Event and seminar experience design


Live events and seminars


National Forum (1x per year)


“Best of the Best” Roadshow


BEF seminars in national trade associations


Attract and secure national speaking talent


Webinars


Quarterly exit webinars


Facilitated case studies with post
-
exit CEO


Training, Coaching and Support


Help build regional BEFs


Member selection/enrollment/management


Marketing and governance coaching


Support of regional BEFs


Governance &
administrative guidance


Marketing/event marketing tools and support


Best practice development and collaboration


BEF National Office Responsibilities:
Member Benefits

17

Marketing Infrastructure


Build and maintain web portal


Build, acquire, maintain national prospect database


Manage national PR effort


Buy and manage trade and online advertising


Create and manage newsletter and quarterly
publication


Email marketing support (drip marketing and

follow
-
up calls)


Manage social media platform: Facebook, Twitter
LinkedIn, YouTube channel



18


Strategy


Marketing


Marketing Communication


Public Relations


Social Media


Event Marketing and Promotion


Content Development/Distribution


Affinity with Business Exit Forum


Awareness

Visibility

Leadership


Exclusivity


BEF Member Benefit Summary

= Lead Generation + Proximity

Member Investment: $12,500 per year

Value: ??????????

BEF Regional Office

Member Responsibilities

19


Regional Forum onboarding and management


Secure regional venues


Promote Regional Forums


Live seminars


Online webinars


Support fellow BEF member events


Employ marketing tactics provided by National BEF office


Contribute content to:


National office for distribution


Distribute content to their database and network


Serve as SME on panels and webinars


Attend BEF regional and national events


Promote BEF regional and national events to clients, prospects and
database


Meet CEOs and core executive in BEF


Share relationships with fellow BEF members


Close deals!


= support from
National BEF

Fully Loaded Annual Budget

20

6 regions

12 subject matter areas

2 members per region

144







x $12,500



= $1.8 million



50/50 split between national office and regional office



Development Milestones

21

&

Sample Regional Event Calendar

22

June

July

August

September

October

November

December

January

February

March

April

May



Regional

Webinar




Member Meeting




Regional

Seminar




2013 National BEF Retreat




Regional

Webinar




Regional

Seminar




Regional

Webinar




Regional

Seminar




Regional

Webinar




Regional

Seminar




Member Meeting




Member Meeting




Member Meeting




Regional

Cocktail
Hour




Regional

Breakfast
Event




Regional

Cocktail
Hour




Regional

Breakfast
Event




Regional

Cocktail
Hour




Regional

Breakfast
Event




Regional

Cocktail
Hour




Regional

Breakfast
Event


One
-
Day Workshop Example

23

8:00
-

8:30 am

Breakfast/Registration

8:30
-

9:00 am

Overview of the day's events and speakers/
Value Tenets of the BEF

9:00
-

10:00 am

Part I of III:
Business Owner Focus
-

Growth

9:00
-

9:40 am

Advisory Group discussing
Growth/Value Creation

in tech companies today
-

and their process
for analyzing this

9:40
-

10:00 am

Discussion
-

How tech companies can expand abroad and increase their bottom line

10:00
-

10:15 am

Break

10:15
-

11:15 am

Part II:
Retaining Key Employees

-

Compensation Strategies in Non
-
Qualified Area

10:15
-

10:45 am

Compensation Issues
: Which types of plans make the most sense?

10:45
-

11:15 am

Discussion:
Value strategies

and comparison/contrast (focusing on COLI but also looking at stock
appreciation, rights, etc.)

11:15
-

12:00 pm

Sellability

score

(13
-
minute survey). Walk owners through the science of survey; 20 minutes for
them to complete survey.

12:00 pm
-

1:00 pm

Lunch

(and discussion of survey scoring). Business owner discussion on their experience
selling/exiting from their business.

1:00
-

1:45 pm

Discussion:
Exit/Transition Planning
. Lifeview presentation and sample case of business owner

1:45
-

2:30 pm

Valuation Expert
: Discussion of "value drivers" of businesses, the valuation process, and
improving your valuation

2:30
-

2:45 pm

Break

2:45
-

3:15 pm

CPA presentation on
Tax Planning for Exit Strategy/Estate Planning

3:15
-

3:45 pm

Corporate Attorney

-

Discusses attributes they are looking for in M&A/private equity (What are
buyers looking for? Sales to third parties, industry competitors, etc.)

3:45
-

4:15 pm

ESOPs

-

Use as an exit strategy. How is this strategy relevant?

4:15
-

4:45 pm

Investment Banker
: 20
-
30 minute discussion of their viewpoint on Sales and M&A transactions

4:45
-

5:30 pm

Cocktails/Discussion

with Business Owners

P
rivate
w
orkshops and symposiums for BEF members