Ever dreamt you would build a consulting firm and sell it for £ millions a few years later? It’s a genuinely attainable goal and
watching this event you will be mesmerised by speakers who collectively have sold, bought or invested in well over sixty consulting firms. These are individuals that can change the direction of your consulting career and empower you to build a saleable business.
Some of the key strategies and issues addressed in this seminar are noted below. By the time you finish this page you will certainly have noted down several essential challenges you must overcome if you are to realise the true value of your business.
Do you really know what will make an investor scramble to buy your business? Do you fully understand the steps you need to be taking today to maximise the future saleable value of your firm?
Having watched the keynote speakers, you will find yourself with a whole new perspective on your business and a ballooning confidence that you too can sell your firm if you just follow the steps shared by our speakers.
Watching the recordings you will extract huge value for you and your business as you discover:
How to build personal equity through Consulting – why settle for just a good annual income when you can build your early-retirement fund at the same time?
Why the traditional Partnership business model doesn’t create real equity value! – learn why financial institutions are increasingly reluctant to invest in ‘risky’ partnerships
How the City values a Consulting Firm – learn first-hand from a Venture Capitalist what constitutes real equity value in a Consulting firm. Prepare yourself for some surprises!
Why sales forecast accuracy is a key driver of equity value – learn how to break the ‘feast & famine’ sales cycle and the ‘stranglehold’ of the firm’s rainmakers. Make sales growth predictable by playing the sales pipeline ‘numbers game’
Why you need to extract valuable Firm Intellectual Property (IP) from Consultants’ heads and laptop PCs – why lose equity value when consultants leave the Firm when low-cost IT and simple procedures can lock in place the IP of client lists, processes, methods, referrals and case studies?
Why locking-in key staff is crucial to both value creation and achieving a personal exit from the business – learn why sharing the spoils of equity creation is not just good for the soul. It’s also good for your bank balance!
How to make sure your hard-earned cash doesn’t fill the taxman’s coffers – assuming you’d like to keep it, we’ll show you how to beat the taxman….legally!
How to create a feeding frenzy and maximise the sale value of your Firm – learn the golden rule of selling…. ‘one buyer, no buyer!’ plus how to pick the right exit route for both maximum value and personal financial flexibility
How a €1.3Bn Corporation was created from 120 acquisitions of small consulting firms – learn how a serial acquirer of consulting firms measures equity value and creates a ‘win-win’ for both buyer and seller
How to AIM for gold – learn the pros and cons of ‘going public’ from a recent Consulting Firm IPO on the UK’s Alternative Investment Market. What does it cost, how do you do it and what financial flexibility does it create?
10 ‘must dos’ and 10 ‘definitely don’ts’ - if you are to maximise equity value from your Firm; invaluable tips to smooth your path to financial freedom
Who will benefit most from watching these
keynote speeches?
> Consulting Firm owners or partners who want to grow the equity value of their Firm and realise a sale of their shareholding at some point in the future
> Directors or Partners of consulting firms who might like to ‘go it alone’ at some point and would like to know the risks and potential rewards of doing so
> Consultants at all levels who have an entrepreneurial spirit and would like to know what it takes to build and sell their own firm... and maybe retire earlier than they expected!
> Investors or potential investors who would like to increase their knowledge of what to look for in potential target Consulting Firm investments
A Unique Opportunity
This is a unique opportunity to hear how your business could catch the interest of investors – and quickly learn the changes you can start implementing right away that will drastically increase your business’s valuation in the coming year.
It’s rare to have so many decision-makers and investors sharing their insights at one single event,
making this event our most popular ever. And now you tap into the insights
revealed on the day for only 33% of the £ price of conference seats on the day.
The video recordings are delivered online so you can begin watching the
recordings right away.
>> Order 1 viewing licence
and gain immediate access to the recordings for only £199 + Vat
Keynote Speakers – Consulting Investors and Entrepreneurs
Paul Collins. Paul is the founder and former Chief Executive of World Class International, a consulting firm that has consistently appeared in the Sunday Times Fast-Track list and that Paul personally built up to over 400 consulting staff in less than a decade. Paul sold a 30% stake in WCI to a VC in 2002 and retired from the company last year. He will share his experience of what it takes to build £50M of equity value and then successfully exit from the business. Since leaving WCI, Paul has been helping other consulting firms realise their financial goals through his firm, Consulting Development.
Jonathan Broadhurst. Jonathan is the Managing Director of Cornwell Management Consultants plc, a firm that listed on the UK’s Alternative Investment Market (AIM) at the end of 2004. Cornwell’s successful float raised £3.1m, mostly for existing shareholders, and valued the firm at £20.1m on last year’s revenues of £17.7m and full time employees of 78. As of the end of Q1 2005 the firm was trading on AIM at a value of £25m and a PE of almost 20, thus raising the profile of AIM as a viable alternative for Consulting firms wishing to achieve a successful exit.
Nicolas Michaud. Nicolas is the Corporate Development Director for Altran Group, a €1.3Bn French Consulting firm with over 16,000 employees that has grown through the acquisition of some 120 consulting firms worldwide over the past 10 years! Nicolas has been personally involved in the acquisition of 60 of those firms and has probably more experience of valuing and buying consulting firms than anyone else in Europe. As a serial acquirer, Nicolas will share his experiences of how Altran judges consulting equity value and how to make your firm measure up!
Dave Pavitt. Dave is a practitioner and author in selling professional services. He was a Vice President with Gemini Consulting before he turned around Proudfoot Europe by rebuilding the ‘front end’ sales capability. Dave will describe a model of consulting business development designed to successfully convert client interest into a successful sale. Dave is the founder and a Director of B2B Sales Consulting who help Consulting and IT Service firms to build profitable revenues.
Marcus Peaker. Marcus is the Chief Executive of Halliwell Consulting, a firm specialising in the provision of advice on all aspects of executive remuneration and share schemes. Marcus will cover the benefits of sharing equity with employees as well the details of government-approved share option schemes that make the issuing of options tax-efficient as well as motivational.
Sean Whelan. Sean is a Partner with ECI, one of the longest established private equity groups in the UK, specialising in buyouts, buy-ins and development capital deals between £5 million and £100 million. Sean will describe what criteria ECI would look for when investing in a consulting firm and how they would calculate equity value. Sean joined ECI in 1998 and is currently the Investor Director in ClarityBlue and WCI Group. Sean has a MBA from Harvard Business School and a degree in economics from Cambridge University. Prior to joining ECI he worked as a strategy consultant at Bain & Company and Gemini Consulting so he’s seen the world of consulting from both sides of the investor fence.
Key Sessions
> Introduction
- Why Build Equity in the firm?
- Partner drawings vs Employee equity
- Sharing the spoils of growth
- The demise of the Partnership?
> Moving from Partner Value to Firm Equity
- Disaggregating the role of the Partner
- De-risking the business
- 3 main constituents of equity value – Pipeline, Product and People
> Valuing the Firm – The VC view
> Building the Sales & Marketing Pipeline
- Forecasting revenues – a key value driver
- Developing the Sales Proposition
- Creating Demand – using on and offline marketing media to generate warm leads
- Managing the sales process
- Closing the loop
> Extracting IP from consultants and laptops!
- Building and sharing methods, processes, procedures and case studies
- Systemising IP
> Locking-in key staff to build people equity
- Sharing profits and equity
- Ensuring predictability of supply
> Creating Tax-effective Share Option schemes to share equity
> Preparing for sale
- The need for a growth and profit past...and future story
- Demonstrating competence, capability and predictability
- Personal exit and ongoing management issues
- Creating a buying frenzy – the auction process
> The Trade Sale – A serial acquirers case study
> Going Public! – The pro’s and con’s of raising public money
- Main vs Alternative market options
> AIMing for Gold – a case study of listing on the AIM Stock Market
> Summary – the do’s and don’t’s of wealth creation through your consulting firm
Start watching the Keynote speakers right
away!
The full-day of presentations and interaction with the keynote speakers has
been professionally recorded and all the sessions are available for you to start
watching online. You could be learning from these experts in just a matter of
minutes. To begin watching the recordings right away, please click the link
below:
>> Order 1 viewing licence
and gain immediate access to the recordings for only £199 + Vat
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Technical Issues - The Windows Media file format is used to deliver
these recordings and the recordings require a broadband / high-speed internet
connection to be viewed. By ordering a licence you acknowledge that you meet
both these requirements.
Where technical issues prevent you from watching the recordings, a refund
will be issued less a £25 administration fee.
