Transaction experience - Working Bees by yaofenjin


									                                    ADRIAN SMITH
                                    32 Sandy Road
                                  Norton, Stourbridge
                                West Midlands DY8 3AH
                               Tel +44 (0) 1384 376497
                             Tel (m) +44 (0)7717 224 070


Bilingual (English, French) MBA with 17 years post-MBA experience in marketing and
financial management and corporate finance. Commercially astute and revenue-focused,
with good awareness of investment appraisal/Business case development techniques.
Experience of developing marketing plans and running EMEA-wide business
development/lead generation programs in technology markets with full P&L responsibility.
International outlook - lived, worked and studied in France three times, and worked on
international projects. Experience of managing virtual teams across several geographical
locations. Proficient in several computing applications. Corporate finance experience from
having worked as an advisor, manager in corporates with M&A responsibility and with the
experience of having set up and sold my own business.


Worked on a variety of fund-raising, disposal, trade sale, and acquisition and joint venture
projects for IT/Telecoms clients. Deals were normally in the £5-20m range. Regent closed
30-35 deals pa.

Monitoring conditions which influence company valuations and producing quarterly analysis
of the trends in company valuations. (also used as a sales and marketing tool)

Conducting market analysis, tracking of IPOs and Venture capital investments, strategic
audit, company valuation, buy/sell services, joint venture consulting and fund raising
services. (also used as a sales and marketing tool)

Fund raising for a small but 10 year old IT company to support new investment for new
product/services line.

Advisor on the merger of a UK technology company with a Swedish company

Advisory role to one of the shareholders of a European services company on an acquisition
proposal from another company.

Advisor to a startup software company looking for strategic partners/acquirers to help
them market their product to the corporate market.

Research consulting to help a business services company develop its proof of concept,
business plan and marketing strategy

MBO advisory role, advising the potential buyer on strategy/objectives and the deal
process and structure

Approximately 60 other startups have been through a due diligence-lead assessment
process and have been given advice on structure, strategy, intellectual property and

Developed business cases, via a process known as an AFE (application for expenditure) for
      investment into a new system for non-air travel reservations:
      for the purchase of a Customer Relationship Management system:
      investment into a solution to be targeted at the leisure sector.

Conducted research and presented recommendations for potential internet acquisitions.

Gwlad Courtney

Set up own business in corporate development services. Fund raising, marketing and
strategic services. Also Merger and Acquisition services.
   Seed Manager for an investment group looking for innovative projects.
   Advisory work, helping prepare a business for and eventual sale
   Acquisition mandate for a publishing company
   Strategic support for SMEs
   Part time retained advisor to an IT/Media company
   Sales mandate for an IT company and a PR company.

2004- 2005     BUSINESS MANAGER – EUROPE AND ASIA – RS/ Cybiom (Contract)

      Six sigma and process improvement consulting and training,
      Overall management of consulting operations across Europe and Asia,
      Development of the pipeline, forecasts and budgeting
      Management of staff
      Measurement and analysis of performance against set targets

2002-2003     MARKET DEVELOPMENT MANAGER – North EMEA - Galileo/Cendant
     IT/Telecoms and outservices for the travel sector.
     Running marketing programmes for technology solutions in the travel sector to
      support the yearly business plan
     Also responsible for identification of acquisition and joint venture opportunities.
     Account Management and coordination of bid responses. (c $16-30m pa per bid)
     Developing the business plan based on assessing European market trends
     Sales and market trends forecasting
     Lead Generation and Business development – Identifying and implementing best
      practices and developing key sales and marketing messages..
     Provided cover for the counterpart in South EMEA, as necessary.

     Emea wide responsibility
     B2C Marketing Services Company.
     Established proof of concept and business plan, via extensive consumer marketing
      research in 6 European regions. (UK, France, Greece, Spain, Scandinavia and
     Succeeded in attracting good technology partners (Sun Microsystems, Telia),
     A web site with over 3,000 subscribers.
     A strong management team, including a co-founder of Oracle UK.
     The assets were sold to a marketing company.

Associates/Communications Equity Associates.
Emea wide responsibility
Outsourced Corporate development services for the Information and Communication
Technology Industry. Regent/ CEA typically completes 35-40 deals a year .
  Business Development and lead generation - identifying companies with a potential
   need for corporate development services
  Support for executives, developing sales and marketing material for key meetings.
  Identifying opportunities for corporate development services in the technology sector
  Aided in the due diligence process for fund raising, acquisition and trade sale/disposal
  Involved in the sale of ISPs, internet companies, channel players such as PC resellers,
   VARS, Advised US services companies on acquisitions in the mobile services, GRPS and
   WAP markets.
  Clients included Sage, Extraprise, Dodge, Northgate, Tetra, ISPs and BVRP Software.
   Focus on software, services, media and internet companies.
1995- 1998        SENIOR MARKETING CONSULTING MANAGER, Romtec plc.
Emea wide responsibility
Outsourced Marketing services for the Information and Communication Technology
   Responsible for Pan-European business development, account management for
    consulting and marketing services for IT, Telecoms and Internet clients.
   Supporting sales team responding to RFPs (requests for proposals)
   Responsible for the completion of formal tenders and other documents/presentations
    to be used in the sales and marketing process
   Ran a range of marketing programmes to win new business and also on behalf of
    technology companies.
   Responsible for market trends, forecasting and competitive intelligence consulting,
   Ran consulting projects, helping companies assess the demand for future products.
   Ran lead generation/direct marketing services for vendors and channel players for IT
   Ran research and consulting programmes to judge effectiveness of marcoms activities.
   Liaison with Press as expert opinion.
   Clients included Hewlett Packard, Microsoft, NCR, ICL Fujistsu, Siemens Nixdorf,
    Sunsoft, FTP Software, IBM, Lotus, BT, Vodafone, Cellnet, UUNet, Sequent, Bay
    Networks, Nortel and AT&T.

Séjours Linguistiques en Famille.
Language training for managers
  Managed training programmes, budgeting and product planning activities.
  Responsible for active marketing of the group’s services in the Toulouse region.
  Established a network of regional sales agents.

Digital Equipment.
Computer hardware manufacturer, software and services company
  Worked for the strategy group, and reported to the UK Board.
  Conducted various studies and research into market trends, sector analysis.

1993-1994       MBA (European)
Canterbury Business School, UK. And the Ecole Superieure de Commerce, Reims, France
1987-1991               BA (Honours) Business Studies
Bournemouth University, UK

                                        OTHER INTERESTS
Racket sports, keep fit, travel, cooking, golf, watching rugby (especially Wales).

Adrian has an ability to identify issues and suitable solutions with laser type
precision and lightening speed, sheer brilliance! He understands the needs of
entrepreneurs from blue sky to plan of action and adds a twist of humour which
makes him engaging, entertaining and professional at the same time.” June 7,
Gary Lennon, Founder, Ideas2Reality (from my Linkedin profile )

Adrian provided some great services and was a driving force in the early stages of
my business. A recommended consultant for any emerging business.” January 29,
Top qualities: Expert, Good Value, Creative
Ali Syme, (from my Linkedin profile )

Thank you once again for your contribution during our EXTREMELY SUCCESSFUL
& WELL-ACCEPTED July training course. I would like to share some of the
feedback we got after your session. All of it was uplifting and very positive. It was
a resounding VERY GOOD from everybody. THANK YOU SO VERY MUCH FOR
YOUR INPUT! We will be running a combined course again from the 16th to the
27th of August 2010 (including Finance) and I would love to make use of your
services if you are available.
Let me know how your dairy’s looking. For now, thank you and JOB WELL DONE!
With warm regards,
Rolien Van Heerdan, Training and Development Coordinator

I have known Adrian for a number of years and know him to be a reliable and
professional individual. Having worked with Adrian on a number of projects, I can
confidently recommend him to any potential business partner.
His skills are wide ranging, however, his real skill set is in the areas of new
business development and investment appraisal. Particularly in the construction
and analysis of business strategy, investment readiness, and the preparation of a
business for exit. Graham Reeves Managing Partner Sintassi

“Good attention to detail and took to the trouble to really understand the task.
Performed on time. Thoroughly professional service.” (small research project on
from people per hour)

 “Thanks Adrian for all the information - all invaluable. I got a lot out of
our meeting – and a lot of ideas I just hadn’t thought of. I feel a lot more positive
about the possibility of taking my business forward - so thanks and look forward
to seeing you again in May.”

Clare Daley Nutrition for Heath.
      Transaction experience. Gwlad Courtney

1   Preparation of fund raising programme or a small but 10
    year old IT company to support new investment for new
    product/services line. The intellectual property has been
    assessed, and consequently new lines of business have
    been added to the business model. The strategy has been
    built around the founders’ strengths – creativity and
    innovation, and finding partners for marketing and
    distribution. A marketing partner in the same industry has
    been found and an interim CEO has also been sourced. The
    second step is to help generate some business which will
    help justify the business plan to an investor who has
    already been identified and is willing to work with us to set
    up an investment readiness programme .

2   Advisor on the merger of a technology company with a
    Swedish company

3   Advisory role to one of the shareholders of a European
    services company on an acquisition proposal from another

4   Advisor to a startup software company looking for strategic
    partners/acquirers to help them market their product to
    the corporate market. Research of potential targets, initial
    pitch, face to face meetings and deal brokering.

5   Research consulting to help a business services company
    develop its proof of concept, business plan and marketing

6   Music company, early stages, have conducted a due
    diligence assessment which revealed some obstacles to
    funding but also revealed additional revenue streams, and
    have embarked on an investment readiness project to find
    suitable partners, building licensing potential and
    developing the business case for a three round investment

7    Business Services Group – Have conducted a Due
    Diligence Assessment and am in initial discussions with a
    potential software partner and are in discussions to bring
    other partners in which would wrap a business model
    around the concept to make it investment ready
8    Bar concept – completed a Due Diligence Assessment
     which has revealed that the project is not fundable for my
     investment partners yet. Have proposed to take the project
     through an investment readiness programme to help deal
     with its weaknesses. Waiting for the prospect to give

9    MBO advisory role, for a 100yr old company, advising the
     potential buyer on strategy and objectives and the deal
     process… proposed a deal structure involving, raised the
     possibility of using invoice discounting to improve the cash
     flow (and therefore increase the potential to buy the
     remaining company shares quicker, improve profit margins
     etc ) Eventually advised against proceeding further.

10   Approximately 60 other startups have been through a due-
     dilligence based assessment process and have been given
     advice on structure, strategy, intellectual property and

11   Advice and preparation of business case for a niche TV
     channel in search of funds. During this time I have worked
     on the business plan, highlighting several weaknesses,
     which are likely to prevent it from securing investment.
     Recommended a need for a management team to cover
     marketing and revenue generation, and suggested a ramp
     up strategy which involves raising the necessary finance in
     a number of rounds against pre-determined milestones.
     Likely sponsors have been contacted and their interest
     confirmed, conditional on the above advice being taken. An
     alternative way of getting the company up and running via
     a partnership with an AIM listed media company headed by
     a well known celebrity. Partnership would greatly increase
     the chance of finding seed capital and also build the client
     into a revenue generating company, which would vastly
     increase the chances of subsequent funding. Feedback also
     received from an extremely wealthy individual who is one
     of the most recognisable people on the planet. However,
     the client has refused to listen to any advice from start to
     finish and has been dropped.

12   Advisory work for a training company on expansion.
     Suggested discussions with a managmement buy in
     chairman and a sales support company to partner with.
     The client wishes me to help him recruit a network of
     franchises, which research shows is not feasible at present.
        Issued two proposals to the client on recommended next
        steps. Awaiting response.

  13    Advisory work, feasibility study on a new safety concept in
        the motor industry. Conducted research of manufacturing,
        financial requirements, IP issues, and potential
        partnerships to distribute the imagined product. The client
        is working, and in the process of deciding whether to
        continue or leave his job and commit further investment to
        the project.

  14    Advised an inventor on the market for a golf device.
        Research of the manufacturers, and distribution network
        suggested that the business model would be weak, and
        demand limited to a small niche of the UK/Ireland golf
        market. The project was cancelled, and the inventor was

  15    Valuation advice for an IT outsourcing company
        contemplating a sale.

  16    Sell Mandate for a PR company (ongoing)

  17    Fund raising for start-ups at the Worcester university
        speed programme (ongoing)

  1     Priced deals for Thomas Cook and Via, the largest travel
        agent in Scandinavia, Galileo's sales model involves paying
        customers upfront fees and then financial assistance based
        on productivity, in return for a booking fee from the travel
        provider each time the system is used to make a booking
        and thus the sales process is in itself a 3-5 year

  2     Developed business cases, via a process known as an AFE
        (application for expenditure) for investment into a new
        system for non-air travel reservations

  3     AFE (application for expenditure) for the purchase of a
        Customer Relationship Management system.
  4     AFE (application for expenditure) for investment into a
        solution to be targeted at the leisure sector.

  5     Conducted research and presented recommendations for
        potential internet acquisitions.

  6     Assessment of opportunities to build synergies between the
        companies in the Cendant group

Regent Associates
  1    Regent is a specialist mergers and acquisitions advisor in
       the IT industry, and closes approximately 30 deals per
       year. As one of a team of three in transaction support, I
       have worked on around 30 deals in my three year period.

  2     Database of deals – daily tracking and monitoring of
        announced deals, the results were put into an excel based
        database and used not only for publicity, as the results
        were analysed on quarterly basis but also as a tool in
        valuing comparable deal opportunities

  3     Regent index – set up and maintained the Regent Index, a
        pan-European Index of technology companies, used as
        another yardstick to value companies

  4     Disposal of VC invested deals – conducted research of
        targets to buy VC-invested clients ,

  5     Disposals due to changes in strategy

  6     Buy Mandate for a French software company on telephone
        support company, conducted extensive research to show
        that the ideal company, the client wanted to buy doesn’t
        exist. Presented research to prove it, and suggested
        compromise targets. Approached the one, discussed the
        potential collaboration, and identified the willingness to
        acquire, used comparable deals to suggest a range of
        values, advised on deal structure and appropriate ring-
        fencing of the acquired company in order to ensure the
        earnout was achievable. Proposed new Board Structure
        post-deal which was accepted, liased with the necessary
        parties during the due diligence process, and brought the
        deal to a close.
7   Disposal mandate for the UK subsidiary of a Dutch
    company, sold a “firesale” company and managed vendor
    expectations, (the company was loss making, huge
    operational problems and there were only three companies
    which were in a position to consider the acquisition)
    Effectively the client was given the choice of sell now or
    sell in six months at a 30% discount.

8   Disposal advice for an American investment company
    wishing to dispose of some UK and French operations, Our
    advice revealed that the French operation should be closed
    down and sold as an asset rather than a going concern, the
    UK was perhaps sellable, but would be a tricky process..
    managed vendor expectations. Our continuing fees were
    too much, so to minimise our work load and the client’s
    bills, business transfer agents were recommended. We
    never got a referral fee so it was apparent that neither
    business was sellable, and the companies have been

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