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

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236 Structures for growth ●● ●● ●● ●● First exchange of documents. Disclosure of confidential information; possibly very first draft ‘Heads of Agreement’, usually prepared by licensor. Hopefully some heads agreed electronically. Second, more detailed draft tabled electronically. Second meeting. Again, only principals involved; often at the premises of the licensee; firming up the personal relationship; discussion over second draft, hopefully most heads agreed but there will almost certainly be certain matters that cannot be agreed or have to be referred to more senior decision makers. Further electronic exchanges, but if still no agreement: Third meeting. With experienced advisor(s) present to facilitate the negotiations over ‘sticking points’. Heads of Agreement signed. Finally. Heads of Agreement turned into full licence agreement by lawyers for one or other party, usually the one that produced the initial heads; other party completes due diligence and agreement is signed. Many UK businesses are frightened of licensing. They have heard anecdotal evidence of people being ‘ripped-off’ and they are unsure of how to go about it. They are therefore apprehensive of even exploring the issue. UK plc will only thrive into the 21st century if industry really accepts that it is operating in a global economy. To take advantage of that, rather than be left behind, businesses should think much more seriously than they have done in the past about licensing being a part of their strategy. If the business is diligent and uses the right advisors even the ‘licensing virgin’ should be able to make their way safely through the minefield to a happy, long-lasting and profitable marriage. Contributed by Tony Randel on behalf of the UK Intellectual Property Office. Tony works for Animus, a small consultancy business in south west England, see: www.animusconsulting.co.uk. In previous existences, in manufacturing industry, he has been on both sides of successful licence agreements. He has been advising knowledge-based SMEs in the south west on intellectual property, product development and licensing for the last 20 years. He is a Fellow of the Institute of International Licensing Practitioners and represents that Institute on the UKIPO working party, formed as a result of the Gowers report, concerned with the licensing, and other methods of exploitation, of intellectual property by SMEs. He has co-authored some of the IPO guides on the subject. The series of guides so far produced by this working party, including the licensing guide and checklist, can be found on the IPO website at: www.ipo.gov.uk/whyuse/ business/business-support.htm as part of the IP Health Check series.
237 With over 42 years of publishing, more than 80 million people have succeeded in business with thanks to Kogan Page www.koganpage.com You are reading one of the thousands of books published by Kogan Page. As Europe’s leading independent business book publishers Kogan Page has always sought to provide up-to-the-minute books that offer practical guidance at affordable prices.
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i THIRTEENTH EDITION THE GROWING BU
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iii The perfect property for your
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v Contents Part One Planning for gr
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Contents vii Patenting costs 49 Wha
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Contents ix Part Four People and pe
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Contents xi 6.3 How to find your id
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Contents xiii 9.3 Licensing 233 Ton
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Part One Planning for growth 1
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3 Business models and competitive a
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Business models and competitive adv
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Business models and competitive adv
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Take a look at the map of our campu
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11 How to compete against fastmovin
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How to compete against fast-moving,
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How to compete against fast-moving,
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17 How to build a growth plan 1.3 A
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How to build a growth plan 19 Next
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How to build a growth plan 21 Opera
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23 The SME economic outlook 1.4 Gra
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The SME economic outlook 25 ●●
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27 The growth opportunity 1.5 Manuf
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The growth opportunity 29 To make t
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31 Managing setbacks and turnaround
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Managing setbacks and turnarounds 3
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Managing setbacks and turnarounds 3
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Part Two Ideas and innovation 37
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39 Whole company innovation 2.1 Inn
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Whole company innovation 41 of a pr
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Whole company innovation 43 create
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Whole company innovation 45 Incenti
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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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127 With over 1,000 titles in print
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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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169 The sharpest minds need the fin
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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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Page 201 and 202: 187 Developing the next layer of ma
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Page 205 and 206: 191 The leadership process 7.3 With
Page 207 and 208: The leadership process 193 Although
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Page 211 and 212: 197 Ethics and the growing company
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Page 217 and 218: Part Eight International expansion
Page 219 and 220: 205 Competing and collaborating wit
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Page 227 and 228: 213 International expansion made ea
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Page 231 and 232: 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
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Page 241 and 242: Partnerships and collaborations 227
Page 243 and 244: 229 Acquisitions that work 9.2 Stra
Page 245 and 246: Acquisitions that work 231 Issue 4
Page 247 and 248: 233 Licensing 9.3 In finding the be
Page 249: Licensing 235 ●● ●● ●●
Page 253 and 254: 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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Page 267 and 268: 253 The sharpest minds need the fin
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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