The growing business handbook : inspiration and advice ... - Sparkler

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xii Contents Part Eight International expansion 203 8.1 Competing and collaborating with China and India 205 Frances Trought and Irene Brew-Riverson, London South Bank University To compete or to collaborate – that is the question 205 The Emerging Markets Diagnostic Tool 207 Asia inside – an example of collaboration utilizing the Emerging Markets Diagnostic Tool 208 Seeking an Eastern partner 209 Chindia – or still China and India? 209 Conclusion – China and India, friend or foe? 210 8.2 International expansion made easy 213 Liesbeth Staps, NFIA Opportunities in Europe 213 Making up the equation for location 214 A helping hand 215 8.3 The export challenge 217 Jim Sherlock Part Nine Structures for growth 221 9.1 Partnerships and collaborations 223 Rebecca Gardner, Goodman Derrick Scenario 1 223 Scenario 2 225 Scenario 3 226 9.2 Acquisitions that work 229 Dr Mike Sweeting, Acquisitions International Issue 1 229 Issue 2 230 Issue 3 230 Issue 4 231 Issue 5 231 Summary 232
Contents xiii 9.3 Licensing 233 Tony Randel, Animus 9.4 Preparing a business for sale 239 Peter Gray, Cavendish Financial matters 239 Operational matters 242 Conclusion 245 Part Ten Growth capital 247 10.1 Funding your business through the recession 249 Paul Beber and Brian Johnson, HW Fisher Considering other types of finance 249 The going is tough – what do you do? 251 What next for growing businesses? 251 10.2 Structured finance 255 Kevin Smith, AWS Equity 255 Senior debt 256 Subordinated debt 256 Mezzanine finance 256 Asset finance 256 Trade finance 257 Structured finance 257 10.3 Transforming the finance function 259 CIMA The story so far 259 Revolution or evolution? 260 The full service model 260 Techniques for improvement 261 Objectivity and tradition? 261 So, consultant or business partner? 261 The importance of roles and skills 262 Ledgers to leaders: what are the real skills needed? 262 A leadership gene? 263 So, finally, what’s best for you? 263 Index of advertisers 265
Page 1 and 2: i THIRTEENTH EDITION THE GROWING BU
Page 3 and 4: iii The perfect property for your
Page 5 and 6: v Contents Part One Planning for gr
Page 7 and 8: Contents vii Patenting costs 49 Wha
Page 9 and 10: Contents ix Part Four People and pe
Page 11: Contents xi 6.3 How to find your id
Page 15 and 16: Part One Planning for growth 1
Page 17 and 18: 3 Business models and competitive a
Page 19 and 20: Business models and competitive adv
Page 21 and 22: Business models and competitive adv
Page 23 and 24: Take a look at the map of our campu
Page 25 and 26: 11 How to compete against fastmovin
Page 27 and 28: How to compete against fast-moving,
Page 29 and 30: How to compete against fast-moving,
Page 31 and 32: 17 How to build a growth plan 1.3 A
Page 33 and 34: How to build a growth plan 19 Next
Page 35 and 36: How to build a growth plan 21 Opera
Page 37 and 38: 23 The SME economic outlook 1.4 Gra
Page 39 and 40: The SME economic outlook 25 ●●
Page 41 and 42: 27 The growth opportunity 1.5 Manuf
Page 43 and 44: The growth opportunity 29 To make t
Page 45 and 46: 31 Managing setbacks and turnaround
Page 47 and 48: Managing setbacks and turnarounds 3
Page 49 and 50: Managing setbacks and turnarounds 3
Page 51 and 52: Part Two Ideas and innovation 37
Page 53 and 54: 39 Whole company innovation 2.1 Inn
Page 55 and 56: Whole company innovation 41 of a pr
Page 57 and 58: Whole company innovation 43 create
Page 59 and 60: Whole company innovation 45 Incenti
Page 61 and 62: 47 Innovating out of recession 2.2
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Innovating out of recession 49 expe
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Innovating out of recession 51 Jacq
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53 Exploring patent information 2.3
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Exploring patent information 55 ●
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Exploring patent information 57 Mr
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59 IP challenges for technology ven
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IP challenges for technology ventur
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IP challenges for technology ventur
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65 Making open innovation work 2.5
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Making open innovation work 67 the
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Making open innovation work 69 an i
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Part Three Gaining market share 71
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73 Taking your brand to the next le
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Taking your brand to the next level
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77 With over 1,000 titles in printe
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79 Market intelligence 3.2 Nick Hag
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Market intelligence 81 table 3.2.1
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Market intelligence 83 but also tha
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85 Web marketing 3.3 What’s the p
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Web marketing 87 considerable amoun
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89 Winning new business 3.4 In a do
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Winning new business 91 back away),
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93 Brand rights 3.5 Name? Logo? Dom
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Brand rights 95 trade mark attorney
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97 With over 42 years of publishing
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99 Fit for market 3.6 Confidence is
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Fit for market 101 markets abroad a
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Part Four People and performance 10
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105 Rewarding good performance and
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Rewarding good performance, lowerin
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109 With over 1,000 titles in print
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111 Employment policies 4.2 Belinda
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Employment policies 113 information
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Employment policies 115 Belinda Cop
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117 Taking on an employee 4.3 Help
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Taking on an employee 119 employee
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121 The sharpest minds need the fin
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123 Training for growth 4.4 David G
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Training for growth 125 of the trai
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129 Executive search for smaller bu
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Executive search for smaller busine
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133 Improving workplace performance
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Improving workplace performance 135
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Part Five Cash flow and working cap
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139 ÒThe message is clear - we wan
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141 Cash flow management: an essent
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Cash flow management 143 3 Keep a c
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145 With over 42 years of publishin
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147 Invoice finance for growth 5.2
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Invoice finance for growth 149 the
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Invoice finance for growth 151 ●
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153 Preventing slow payments 5.3 Do
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Preventing slow payments 155 some l
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Preventing slow payments 157 Graydo
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159 Commercial fraud and business i
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Commercial fraud and business ident
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Part Six Efficient SMEs 163
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165 Build the network 6.1 As you gr
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Build the network 167 essential net
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171 Strategic sourcing 6.2 Plan to
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Strategic sourcing 173 So, how and
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175 How to find your ideal office 6
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How to find your ideal office 177 a
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Part Seven Leading growth 179
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181 How small business owners can b
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How small business owners become be
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How small business owners become be
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187 Developing the next layer of ma
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Developing the next layer of manage
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191 The leadership process 7.3 With
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The leadership process 193 Although
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197 Ethics and the growing company
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Ethics and the growing company 199
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Ethics and the growing company 201
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Part Eight International expansion
Page 219 and 220:
205 Competing and collaborating wit
Page 221 and 222:
Competing and collaborating with Ch
Page 223 and 224:
Page 225 and 226:
Page 227 and 228:
213 International expansion made ea
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International expansion made easy 2
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217 The export challenge 8.3 As a g
Page 233 and 234:
The export challenge 219 Market Acc
Page 235 and 236:
Part Nine Structures for growth 221
Page 237 and 238:
223 Partnerships and collaborations
Page 239 and 240:
Partnerships and collaborations 225
Page 241 and 242:
Partnerships and collaborations 227
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229 Acquisitions that work 9.2 Stra
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Acquisitions that work 231 Issue 4
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233 Licensing 9.3 In finding the be
Page 249 and 250:
Licensing 235 ●● ●● ●●
Page 251 and 252:
237 With over 42 years of publishin
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239 Preparing a business for sale 9
Page 255 and 256:
Preparing a business for sale 241 g
Page 257 and 258:
Preparing a business for sale 243 L
Page 259 and 260:
Preparing a business for sale 245 C
Page 261 and 262:
Part Ten Growth capital 247
Page 263 and 264:
249 Funding your business through t
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Funding your business through the r
Page 267 and 268:
Page 269 and 270:
255 Structured finance 10.2 Structu
Page 271 and 272:
Structured finance 257 Factoring or
Page 273 and 274:
259 Transforming the finance functi
Page 275 and 276:
Transforming the finance function 2
Page 277 and 278:
Transforming the finance function 2
Page 279 and 280:
265 Index of advertisers A.Steele A
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