How to pitch your business

Irene Bejenke WalshFor any of you who have watched entrepreneurs pitching their business on the BBC’s  DragonsDen (or even better the Harry Enfield spoof version below), I’m sure you will agree it is often too painful to bear.

Fortunately we are introducing a workshop in the Business & IP Centre on this scary topic called the investor pitch, on Monday 25 January, and Monday 22 February 2010.

In this interactive workshop, participants will learn about the content of investor presentations as well as how to deliver effective pitches.

Specifically, the following topics will be covered:

• What are investors looking for?
• Targeting different investor audiences
• How to turn your business plan into an investor presentation that will make an impact
• Content of an investor presentation
• Individual presentation skills & delivery
• Pitching formats
• The perfect elevator pitch
• Creating rapport & trust with investors
• Live pitches & feedback

Having met the presenter Irene Bejenke-Walsh, founder of MessageLab, I am confident attendees will be in good hands. She has been coaching entrepreneurs and management teams for investor presentations and pitches for more than a decade. Her clients include the UK’s largest Business Angel network, London Business Angels, where she has coached more than 300 entrepreneurs pitching to the network in a real life “Dragon’s Den”, contributing to an increase in investment rates of over 30%. She also coaches early-stage companies entering the London Technology Fund competition as well as many small and large businesses seeking investment.

[youtube=http://www.youtube.com/watch?v=-tc6-vSYIMk&feature=related]

The Web in Feb from the Business & IP Centre

My colleagues in Business Marketing have come up with a programme of events for next month called Web in Feb.

The event is part of ‘Getting British Business Online’, which aims to get 100,000 businesses online in 2010.

Our programme of events will help you to:
1. Navigate the world of social media and make it work for you
2. Get your site noticed by Google and increase your traffic
3. Write a blog, record a podcast, set up a website
4. Avoid the legal pitfalls of doing business online
5. Translate the jargon and gain the confidence to use the web effectively.

More details:

Week 1
Building an outstanding online brand
Thursday 4 February, 14.00 – 17.00, £35 +VAT
Azright’s Solicitors

Week 2
Email marketing for small business
Tuesday 9 February, 10.00, 14.00, £39 +VAT
Lucidica

Open evening – Web 2.0 made easy
Tuesday 9 February, 18.00 – 20.00, free
British Library

Copyright for designers
Thursday 11 February, 10.00 – 12.00, free
British Library

Social media for business
Thursday 11 February, 14.00 – 17.00, £45 +VAT
Sounddelivery

Week 3
Copyright, trademarks and digital media: understanding your rights
Wednesday 17 February, 10.00 – 12.00, £20 +VAT
Halebury

E-commerce: a guide to conducting business online
Wednesday 17 February, 14.00 – 17.00, £20 +VAT
Marriott Harrison

Week 4
Facebook vs. Linkedin networking evening
Tuesday 23 February, 18.00 – 20.00, free
British Library

Privacy policy and data protection
Wednesday 24 February, 14.00 – 16.00, £10 +VAT
Keystone Law

Build your own blog or website in WordPress
Thursday 25 February, 10.00 – 17.00, £145
Women Unlimited

Booking details

Visitors to the Business & IP Centre

CILIP HomeI recently enjoyed giving a couple of tours of the Business & IP Centre to groups from CILIP and the Embassy of Israel.

Yvonne Morris posted a nice comment on the CILIP Information and Advice Blog.

And I received a good old fashioned letter from the Minister for Commercial Affairs thanking me for the tour of the Centre, and to my colleague Ilana Tahan, our curator of Hebrew texts, who gave an impressive introduction to our collection.

Our Hebrew collections comprise holdings of material written and printed in Hebrew characters, ranging from manuscripts copied over 1,000 years ago to the most recent monographs and serials. They include around 3,000 manuscript volumes and about 73,000 printed book titles – mostly in Hebrew and in related languages that use the Hebrew script: e.g. Aramaic, Judeo-Arabic, Judeo-Spanish and Yiddish.

Maimonides’ Mishneh Thorah

Maimonides' Mishneh Thorah

More Asian and African surprises from the British Library collections

Another year on and another show and tell from the idiosyncratic Hedley Sutton with more Asian surprises at the British Library. This time he added a few African ones to boot.

Hedley started the show off with an exotic quiz in the shape of a black and white photo of a European looking woman wearing a belly dancer’s outfit. After a short pause while the audience considered their options I blurted out, “is she Mata Hari?” I was rewarded with a knowing smile from Hedley and the appearance of an original letter from 1917 from an agent of the French secret service to their British equivalent. The letter identified her as a double agent for the Germans. Soon after in October Mata Hari (which was Indonesian for ‘eye of the day’), was executed by firing squad as a spy. It turned out she was in fact a Dutch subject and her original name was Margaretha Zelle.

Pat Shipman one of her biographers argues that Mata Hari was never a double agent, speculating that she was used as a scapegoat by the head of French counter-espionage. The fact that she was seen by some as a ‘wanton and promiscuous woman, and perhaps a dangerous seductress’, may not have helped her case.

International Dunhuang ProjectNext Hedley showed off what appeared to be an ancient religious text hailing from the famous Dunhuang Archaeological Sites in Xinjiang China. In fact it turns out this was actually a sophisticated fake, and part of a cottage industry which flourished in that part of China around the late 1800’s. The items were produced in response to an invasion of European collectors eager to get hold of historical documents from the area preserved for hundreds of years by the desert conditions.

This led on to a discussion about the the International Dunhuang Project, which is an international collaboration to make information and images of all manuscripts, paintings, textiles and artefacts from Dunhuang and archaeological sites of the Eastern Silk Road freely available on the Internet.

szyk-haggadah-family-at-sederNext we were shown a surprisingly recent publication, which turned out to be a new (and limited print run) version of the Szyk Haggadah.

The Szyk Haggadah is a Passover Haggadah illustrated by Arthur Szyk in Poland in the 1930s. According to the The Times it is ‘worthy to be placed among the most beautiful of books that the hand of man has ever produced’.

What makes the beautiful illustrations so unusual is Szyk’s approach of portraying contemporary political issues in medieval style. His first set of illustrations were clear and unfavourable references to the Nazis, including such detail as Nazi armbands on the Egyptians oppressing and murdering the Israelites, and the faces of Joseph Goebbels and Hermann Göring on two snakes.

szyk-haggadah-four-sons.

Sustainable Supply Chains workshop

Today I attended an excellent workshop on Sustainable Supply Chains. It was presented by Stephen Taiwo, who was the sustainable policy adviser and architect of the Government Office for London and Defra’s Sustainable Food Procurement project. He now works for Supply London – an LDA and European funded initiative, provides advice and support. http://www.supplylondon.com/

Here are my notes from the workshop:

Definition of sustainability – Bruntland 1987 – “Meeting the needs of the present generation without compromising the ability of future generations to meet their needs.” http://en.wikipedia.org/wiki/Brundtland_Commission

  1. Resources consumed in line with nature’s patterns
  2. Consider long term impact
  3. Minimise risk and cost
  4. Not just about environmental impacts, includes social and economic.

Current practice

Figures from One World – currently consume the equivalent of 1.3 planets to provide the resource we use and absorb our waste.

At current trends UN predicts 2030 will require equivalent of 2 earths.

Supply Chain

A linked set of resources and processes that begins with the sourcing of raw materials and extends through to delivery of end items to the consumer.

Cradle to grave for products.

Development – identification & buying – manufacturing – sale & dist – consumption – end of life & disposal

Sustainability Issues

  • impact on air quality
  • water consumption & pollution
  • loss of biodiversity e.g. land clearance – mono-crops
  • impact on limited resources – is it resource intensive
  • impact on greenhouse gases – climate
  • waste production
  • health & safety
  • quality of life – wages for producers

Examples of cotton production in India with negative impact on the soil and water supply. Intensive tomato production in southern Portugal.

Why a sustainable Supply Chain

  • reduce costs and improve productivity
  • reduce risk – includes brand damage resulting from negative press
  • reduce absenteeism through better staff welfare
  • creates healthier environments
  • to be a market leader – public sector suppliers now ask questions related to sustainability

Drawbacks to Sustainable Supply Chains (less true than in the past)

  • no motivation other than complying with the law.
  • Consumers often go for cheapest option rather than sustainable products.
  • Short term focus of government, business and consumers – relates to 12 month business budgeting – government departments have individual targets which weren’t linked up.

Help from:

Soil association – http://www.soilassociation.org/

Sustain – http://www.sustain.co.uk/

Ten Ten Campaign – http://www.1010uk.org/

Greenworks – http://www.green-works.co.uk/

How to implement a sustainable supply chain

  1. Analyse your internal process & impacts
  2. Identify your supply chain and at which point you sit. Also the suppliers of your suppliers.
  3. Make sustainability part of your organisational strategy – must have top level buy-in – need to develop KPI’s (Key Performance Indicators) – develop an action plan for delivery.
  4. Implement practical measures suited to your organisation – SMART (specific, measurable, attainable, relevant, timely).
    1. Written policies
    2. Communication materials
    3. Evaluate suppliers.
    4. Purchasing guidelines
    5. Supplier partnerships
  5. Get all internal and external stakeholders involved
    1. Driven from the top, but must involve everyone.
    2. Supplier engagement
    3. Use relationships with customer.

Support from Supply London

–          ISO 9001 help and support which can save consultants fees.

The workshop ended first with the quote below from Mahatma Gandhi, and then a screening of the Story of Stuff (a 20-minute animation of the consumerist society, narrated by Anne Leonard).

 

“Earth provides enough to satisfy every man’s need, but not every man’s greed” Mahatma Gandhi

My podcast on the Guardian’s Small is Beautiful website

An interview I recorded a couple of weeks ago has now made it onto the Guardian’s Small is Beautiful website.

The aim of the recently launched section is to show why growing firms are the economy’s best hope.  And to highlight the potential for small business to lead Britain out of recession, by focussing on the issues facing small and medium sized companies.

They have used a comment I picked up from one of our earliest supporters Mandy Haberman, who believes that the Business & IP Centre is a ‘safe haven’ for inventors and entrepreneurs.

Karen Blakeman likes our business essentials wiki

Photo of  Karen BlakemanI’ve just read Karen Blakeman’s latest blog post which mentions our new business essentials wiki in glowing terms.

This is high praise indeed given Karen’s legendary knowledge and experience of all things related to business information. And the fact her website Business Information on the Internet has consistently come up first on Google, when searching for the term business information.

We have certainly noticed a great deal of additional content appearing since we launched it on 5 November.

Launch of Global Entrepreneurship Week (GEW) at The British Library

Peter Jones and Priya Lakhani from Masala Masala discuss enterprise education by Enterprise_UK.
Peter Jones and Priya Lakhani from Masala Masala discuss enterprise education

I spent Monday morning at the launch of GEW from the comfort of The British Library conference centre.

The event was well chaired by Simon Jack from the BBC, and included some light-hearted banter between him and Peter Jones (of BBC’s Dragon’s Den fame). Peter persuaded Simon to spend a day with him in order to experience the world of the entrepreneur from the inside. He also got him to agree to give a plug for GEW one morning during the BBC Breakfast Show this week, so watch this space.

1. Our Chief Executive Lynne Brindley gave the welcome speech and included the intriguing concept that The British Library has more good ideas inside it than any other building in the world. I think it is a line I can see myself using in future.

2. The opening words were from Miles Templeman Director General at the Institute of Directors. Who felt that talent is not enough to ensure success in business – inspiration is necessary to start things off. But what unless potential talent is developed and nurtured business survival and growth is unlikely.

3. Next we watched a short video from Peter Mandelson, Secretary of State for Business, Innovation and Skills.

4. Then we had a fascinating panel session with Carl Schramm the Chief Executive of the Kauffman Foundation and Jim O’Neill the Head of Global Economic Research at Goldman Sachs.

Schramm acknowledged Prime Minister Gordon Brown as the key driver behind turning the original UK Enterprise Week into Global Entrepreneurship Week, which now includes 88 countries. In order to learn how to teach people to become entrepreneurs to start high growth businesses they have created the Kauffman Laboratories for Enterprise Creation – http://www.kauffman.org/entrepreneurship/kauffman-laboratories-for-innovation-and-entrepreneurship.aspx

Their research shows that entrepreneurship has been the key to recovery of the last seven economic declines. In recessions economists and governments turn back to Keynesian economics and decide that government intervention is the key to economic recovery. Schramm believes government industrial policy is antithetical to entrepreneurship. Instead what we need is government policy and pragmatic coaching skills to support creation of new entrepreneurs. He believes there is a  sea-change occurring, so we now see enterprise as the key to economic growth, and gave the economies of China and India as proof of this.

Libraries and support – Andrew Carnegie created the US public library system – the Kauffman Foundation are looking very closely at libraries as incubators for business.

5. O’Neill who’s claim to fame is having coined the term BRIC nations (Brazil, India and China), stated that entrepreneurship is the future of our and the world economy.

  • He thought it unfortunate that economists have proved why they are known at the miserable profession.
  • The consensus forecast for world economy is 3.7%, down from 5% over the last five years. This is due to continued progress in BRIC economies. The assumption that our recession is reflected elsewhere is not true.
  • Economically speaking China has created the equivalent of 2 UK’s in the last eight years.
  • Brazil is due to overtake Italy in terms of GDP (gross domestic product).
  • In China 13 million a month taking mobile phone contracts
  • Twice as many cars will be sold in China this year than the United States.
  • The expansion of BRIC economies provides opportunities for British entrepreneurs. He gave example of UK football league as an example of world business success.

6. Question time:

The British know how to invent, but not how to market themselves.

Rod Aldrich Foundation – http://www.aldridgefoundation.com/

What is the secret to growing economies entrepreneurship success. Awareness that they have been given the chance to become wealthy. People in Britain like to be regarded as creative, but following it through to economic wealth is a cultural issue.

Over half of the US fasted growing 500 companies never wrote a business plan.

Business academies can’t spark entrepreneurial attitudes, although they can help with best practice.

7. Video from Karen Kanaan the Global Entrepreneurship Week host in Brazil. Their goal was for 1% of the population to become involved (2 million people), but actually ended up with 4.5 million people registered.

8. Panel Session:

Matt Brittin the Managing the Director of Google UK.

  • Google perspective – The Internet allows business to be global. The world has gone digital, so there is a big opportunity for entrepreneurs.
  • Example of purely gadgets digital business. Example of dustbag.co.uk, used internet searching keyword targeting to bring their service to their intention.

David Wei the Chief Executive of Alibaba.com, China’s biggest internet business.

  • Entrepreneurship cannot be educated, trained or supported by Government, it can be inspired. We need to take away comfortable safety net to create a culture of entrepreneurship.
  • Who is the new idol for entrepreneurship, why do we still see a video of Richard Branson twenty years on.
  • PowerPoint leaves your power and point on the screen. You end up with no power and no point.
  • The internet is the equivalent of the railways and highways of the last century.

Emma Harrison the founder A4E

  • Started an illegal tuck-shop at school.
  • Elected as a school governor at 15, but was still truanting from school.
  • Failed her A –levels, so went back to college to get engineering qualifications, put learner plates on a motorbike and drove to Universities to get places.
  • Joined her dad in business who left after 18 days and learnt how to survive in business.
  • Advice – find your own path, find a mentor, every day find four ways to market your business.

9. Panel discussion

  • Intro from Lord Davies, Minister of State for Trade, Investment and Small Business.
  • 4.8 million SME’s – we are a nation of entrepreneurs – appealed to the press to celebrate our success, not to concentrate on failures.
  • Peter Jones wants to introduce entrepreneurship into every school in the UK. He believes entrepreneurship can be taught.
  • Julie Meyer – entrepreneur country . net – We need to become a nation of believers (not a religious belief). A surprising lack given this country produced Winston Churchill. Business success is a like a drug, once successful they will want to help others build their success.

Panel Discussion by Enterprise_UK.

In conversation with Lord Sugar

Lord SugarTonight was definitely one of the highlights of Global Entrepreneurship Week for me. Our event in the British Library conference centre In conversation with Lord Sugar was full to bursting.

As time is short and it is now after midnight, I am going to post my notes of his gems and leave it at that.

Is now a good time to be setting up a new business?
Lord Sugar’s route into business was by learning business skills by working in a company and then applying these to his new business.

He is concerned that people wake up one day and decide to start a business, but don’t have the relevant skills or experience to make a go of it.

Opportunities currently exist in the property market if you have the money, but the banks will not be interested in lending.

His move into computers was a natural development of his business selling transistor radios, rather than a revolutionary move.

What is the best piece of business advice he has ever taken?
He used his bank as a barometer in his early days in the 1960’s to find out how fast he could and should develop. This is in contrast to more recent times when the banks give too easily and freely.

He encourages youngsters to start small with their own money and grow from there.

I have not been very successful in investing in the property market. I took all the money I earned from technology and put it into safe and boring properties. There was no rocket science in what I did.

What do you think about MBA’s in entrepreneurship
You can’t train entrepreneurs, you either have the spirit or you don’t. Business training is important but not a substitute for an entrepreneurial spirit.

Has reading business books been useful?
No, not really, I last used one for a wobbly table.

How important is a business plan?
The key point is the business idea any good. For instance if it is a service it is all about the quality of the person providing the service. No excel spreadsheet is magically going to make it work.

There is no point of any business support unless the idea is any good.

How important are work teams?
The team found Lord Sugar rather than vice versa.

Tell us about challenging periods and mistakes made.
Over 40 years in business made less mistakes than good decisions. You learn by your mistakes. He encourages young business to do a weekly health check. What has gone right this week and what has gone wrong?

How do you use sweat equity?
I’m a thick bloke from Hackney, so keep it simple. I don’t understand what you are talking about.

Advice on partnerships
When you need to add a level of expertise to your business you can either add a partner or find a suitable employee.

Can government employees give help to small business when they read them from a computer screen?
Business Links centres have the tools to take some of the burden away from business people with practical advice on employment law, tax regulations etc. They are not giving business advice, but practical help.

Common attributes for entrepreneurial spirit?
(Exasperated) I wish someone would give me an answer to this one.

Have you had a mentor?
Yes. In my business career my mentors were people I aspired to. In my family there was only my uncle. Later on my supplier of electrical equipment became my mentor. Grew beyond them on to the likes of Lord Weinstock at GEC and Rupert Murdoch. Looked, listened and tried to replicate what they were doing.

The role of PR
Differentiates the role of business PR and personal PR. Editorial on a product or service is worth more than advertising. Has a lot to do with connections with media. PR companies who don’t specialise are not as successful as the ones that don’t.

Selling and the art of closing a deal
I the person running the business is not a good sales person then why are they in business. This is another art that can’t really be taught. If you can’t do it, employ someone who is.

How do you like people to communicate in Business?
Very openly in my place, everybody shares the story and knows what is going on.

I admire people who have reached contentment with their lives and know how to enjoy themselves.

How challenging have you found this new Business Champion role?
This is not a challenge, I’m not looking for a headache. I won’t don’t it if I didn’t enjoy it. I wanted to give something back to young people

Do you invest outside of the UK?
We have in the past with electronics. I don’t have any at the moment. There are problems with investing in Africa. It is a difficult market. It needs some African entrepreneurs to create the new markets and some business traffic.

What is the main cause of the 95% of business start-up failures.
Should do a weekly health check. Immediately you know where you business is going. Do not lose track of the basics. Do the simple maths every week.

How do we encourage an enterprise culture in the UK? Rachel Elnaugh – ex Dragons Den
Programmes like Dragons Den and The Apprentice have provided a great service to this country to spread the message that there are no free gifts or free lunches. That you actually have to do it yourself. There is too much of a culture that expects to be spoon fed.

If someone could invent a positive journalist then this would encourage people. Get away from this blame culture.

I don’t like the way we have changed to a knocking culture in recent years.

What could schools do to improve things for business?
We need to make plumbing cool again.

Do you set yourself goals?
Right at the beginning it was just to earn more money than in the job I had just left. If by Wednesday I had achieve £60 of net profit then I had achieved my goal.

I never had a five year plan. In the electronics business this is bullshit. You can’t see that far ahead.

Ideas have to be endorsed by a third party, it is no good getting your friends and family to say how great it is. You need a wake call.

You make people believe in your potential by your past successes.

Business and IP Centre launches New Business Podcast featuring… me

I have to say I was somewhat nervous about being interviewed for Business Bytes. This our new monthly podcast narrated by business journalist Jamie Oliver, and designed to give inspiration and practical advice with the challenges in setting up and growing your own business.

Actually, I just do the inroduction and the really interesting content comes from designer Sebastian Conran of Conran & Partners, business expert Jane Khedair from Business Plan Services, and Dee Wright  founder of The Hair Force.

Each month, Jamie will be interviewing entrepreneurs, business experts and some of the Library’s success stories, who are just at the start of their entrepreneurial journeys. But we have hit he ground running with a mention on the Telegraph newspaper website.

Episode one: From idea to business
19 October 09
In our first pilot episode, Jamie introduces himself and the Business & IP Centre, and interviews a range of experts and entrepreneurs about the importance of ideas, how to take them to the next stage, and why you should protect them.