Entrepreneurial Exchange annexe A

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					Programme of Events

Autumn 2004 to Summer 2005
“For entrepreneurs, by entrepreneurs”
elcome to our ninth Programme of Events for the forthcoming year. As a Founder Member of the Entrepreneurial Exchange, I feel immensely proud and honoured to have taken over the role of Chairman this year. I will continue the good work of our past Chairmen, who along with a committed Board of Directors, have helped shape and mould the Exchange throughout the past ten years, to make it the success it is today. This of course would not be possible without the support of our members. It is amazing to look back to the first year of The Exchange when we had 70 members and now have in excess of 400, with a collective turnover of £6.4 billion and employing some 96,000 people. We certainly have come a long way.
Our belief

W

This is the belief of the Exchange and what lies at the very heart of it.This year, incorporating all of these core values, we have produced yet another dynamic Programme which I am sure will be beneficial to the growth of your business. Sharing first hand business knowledge, both good and bad, with fellow entrepreneurs and building friendships with likeminded people has been the foundation of The Exchange over the past ten years, and it just gets stronger and stronger. As time constraints are extremely difficult for entrepreneurs, I would like to take this opportunity to thank all of those who have contributed to the Programme, for taking the time out of their hectic schedules and their willingness to share so openly and honestly about their experiences.
‘Work hard, play hard, give something back’

Association Scotland). In only five years, this brings our total raised to a staggering £1.8 million, a huge thank you to all who have been involved. I look forward to meeting with you at events and wish you continued success with your business and as always,The Entrepreneurial Exchange continues to be “For entrepreneurs, by entrepreneurs”
Jim McColl CHAIRMAN

“The Entrepreneurial Exchange leads the drive to make Scotland a more entrepreneurial and confident society for the benefit of all.The Exchange informs, motivates, educates, inspires and supports entrepreneurs as they strive to build their businesses bigger, faster”.

This is the Exchange motto and members certainly gave something back at our Charity Ball.This year’s Ball yet again was a resounding success, and the generosity of our members was exceptional. On the evening, nearly £640,000 was raised, the recipients being: Make A Wish Foundation, Cash for Kids, PSYBT and CHAS (Children’s Hospice

Get the most from the Exchange
How to get the most out of the Exchange’s events

There are a variety of types of event, such as: • Annual Awards Dinner • Annual Spring Conference • Annual Charity Ball • Evening Exchanges • Supper Clubs • Focus Dinners • Master-classes
New events

Annual Awards Dinner and Spring Conference.The benefits are: • access to specialist expertise and knowledge. If you are looking at a particular business issue, these are the events to ask specific questions and you will be sure that the speakers will have the answer through their own personal experiences; • an intimate environment where business issues can be discussed in confidence.
Master-classes

Finance: A chance to weigh up different finance options, business angels, keeping a deal on track, using venture capital. The Talent Series: Building and motivating your team, the personnel cycle. Sales & Marketing: Developing different sales channels, branding, motivating a salesforce, developing new products, managing the media. Growth Strategies: Looking at the options for growth, including expanding overseas, beating larger competitors and learning from those who’ve been and done it. Exits: Succession planning, keeping a deal on track. Serial Entrepreneurship: Sessions on portfolio and serial entrepreneurs, becoming a business angel, property investment.
Cost of events

Informal curry nights Kama Sutra, Glasgow, first Monday of the month; Informal tapas nights Tapas Tree, Edinburgh, third Monday of the month. Works visit The chance to see first-hand how entrepreneurial companies work.
Early stage companies

All members should also take advantage of our Master-class events, run in conjunction with our corporate members.This is a chance to learn from their expertise in specialist subjects, along with practical examples from entrepreneurial companies. Full details and booking forms will be mailed to members six weeks prior to each Master-class.
The Exchange online

Many new members have started off by coming along to a wide range of events for networking such as Evening Exchanges and Master-classes.As well as attending the Annual Awards Dinner and Spring Conference, we would particularly recommend you attend the Supper Clubs.The benefits are: • hearing highly distilled wisdom from speakers whose experiences can short cut years of painful learning; • networking with like-minded fellow members who share a passion for success and where many profitable relationships develop.
Established businesses

For each event in the Programme, full details can be found on the website. Booking forms with topic details and full biographies on speakers will be posted on the website, normally six weeks prior to an event.You can also view feedback from previous events. The website also offers: • Members’ database • Notice-board • Trading area • Discussion forum • E-zine www .entrepreneurial-exchange.co.uk
Topic series

If you are a more experienced entrepreneur,or are at an advanced stage of business, we recommend that as well as Evening Exchanges and Master-classes, that you particularly attend Focus Dinners as well as attending the

By attending all the events in one series you can build a complete picture on a business issue.

• Evening Exchange Free to members £45 non-members • Supper Club £40 members only • Focus Dinner £95 members only • Master-class Free to members £45 non-members • Works visit Free to members only

Programme of Events Autumn 2004 to Summer 2005

Visit the Exchange website for full speaker biographies: www.entrepreneurial-exchange.co.uk

FORTHCOMING EVENTS
SEPTEMBER
SUPPER CLUB
Date Wednesday 8 September, 2004 Venue Kama Sutra Restaurant, Glasgow

Early stage funding

Chair

Nelson Gray, Firth Ventures
Presenter

outlines what to look for in a non-exec, where to find one and an overview of the recent legal changes. Mike brings extensive experience as a serial private investor, board member and adviser to some of Scotland’s most promising technology companies. Iain brings 15 years of experience in recruitment, and recently led the buy-out of ASA. Who should attend? Any business considering recruiting a non-exec, or wondering about their responsibilities.

FOCUS DINNER
Date Thursday 23 September, 2004 Venue Malmaison, Glasgow

Growth by acquisition

Chair

Tom Hunter, West Coast Capital
Presenters

• David Moulsdale, Optical Express • Tony Sweeney, Consultiam

• Chris van der Kuyl, VIS Entertainment

There is a common perception that there is a funding gap for ambitious, but young businesses. How big is this gap in reality, and what can earlystage companies do to bridge it? Nelson has an almost unrivalled experience of investing in early stage Scottish entrepreneurial businesses having overseen investment in over 50 companies. Chris has first hand experience of funding in the growth and subsequent acquisition of VIS. Who should attend? Early stage companies and entrepreneurs looking for growth finance.

SPECIAL EVENT
Date Tuesday 21 September, 2004 Venue Wishaw

Works Visit – Wallace Cameron

Host

Gio Benedetti

EVENING EXCHANGE
Date Wednesday 15 September, 2004 Venue Hilton Edinburgh Airport Hotel

Non-executive directors and advisers

In this first in a new format of events, you will get the chance to get an in-depth look at innovation in practice.Visiting Wallace Cameron’s state of the art factory in Wishaw, you can see how research and development and the product design department manage to bring premium, innovative products to market at affordable prices. Who should attend? Any entrepreneur wanting to see how to take innovation from the drawing board to shop shelf.

Always a sell out, this dinner allows you to hear direct from the acquisition masters how to identify acquisition targets, what to watch for in duediligence, and the critical elements of post-deal integration. David has taken Optical Express from one optician in Leith to a chain of 165 through a series of acquisitions. In the contrasting field of professional services,Tony has grown Consultiam through a number of acquisitions to its current £8m turnover and 93 staff. Who should attend? Any entrepreneur seriously interested in expanding through acquisition.

OCTOBER
SUPPER CLUB
Date Tuesday 5 October, 2004 Venue Tapas Tree, Edinburgh

Building the team

Chair

John Anderson, Entrepreneurial Exchange
Presenters

Chair

• Iain Moir, ASA International • Mike Rutterford, Rutterford Ltd

Angela Paterson, Kite
Presenter

For growth-focused firms, the ‘view from the hilltop’ an experienced non-exec can bring can be invaluable in their daily battles.This session
Visit the Exchange website for full speaker biographies: www.entrepreneurial-exchange.co.uk

• Andrew Barton, Recruitment Zone

Early stage companies need to get the right ‘corner-stone’ staff in place. This session identifies what talent you
Programme of Events Autumn 2004 to Summer 2005

need, and will look at some innovative techniques for recruiting this talent. Andrew founded Recruitment Zone in 1998, with a rapid growth to £10m. He has pioneered a number of new techniques in recruitment and identified untapped labour sources such as Slovakia. Who should attend? Growth focused companies looking for new ways to recruit talent.

NOVEMBER
SUPPER CLUB
Date Tuesday 2 November, 2004 Venue Tapas Tree, Edinburgh

Out-shooting the big guns

Chair

Simon Coyle, kshocolat
Presenter

attitudes of the staff, and ultimately the values of the founder. Aydin set up a web company, EdNet while a student. Having grown into a national player, they have recently re-branded as Lumison. Chris is well known through his many ventures, of which the Gadget Shop is the latest. Andrew will talk through how they produce 250 different specialist body care prducts across six distinctive ranges from the Isle of Arran. Who should attend? Any entrepreneur who wants to boost their brand, or launch a new one.

FOCUS DINNER
Date Thursday 14 October, 2004 Venue Marcliffe Hotel, Aberdeen

• Gordon Stuart, Spektra

Doing it all again

Chair

Nelson Gray, Firth Ventures
Presenters

• James Milne, Balmoral Group

What does it take to drive entrepreneurs through successive ventures, whether through initial failure or continued success? This is a focused session with one of Scotland’s most successful entrepreneurs. James Milne first built Aberglen from a farm shed to a workforce of 1,000 only to see it cease operations. Undaunted, he then started the Balmoral Group with five staff, which he has now built to 400 and a turnover of £51 million. Who should attend? Anyone who wants to learn what makes a serially successful entrepreneur.

Large competitors often enjoy huge economies of scale and well-established brands. However, they are by no means invincible, and their size can be their weakness when faced with a nimble competitor. In building Spektra, Gordon supplied some of the countries leading financial services companies. He now advises young companies on maintaining clear strategic directions. Simon is actively developing his luxury chocolate brand and retail chain around the UK, and competing against some big players. Who should attend? Any growth company that finds itself up against much larger competitors.

FOCUS DINNER
Date Wednesday 17 November, 2004 Venue Bonham Hotel, Edinburgh

Making the right exit

Chair

John McGlynn, Airlink Group
Presenters

• Robert Kilgour, Dow Investments • Isabel Ridley, Zebrano

EVENING EXCHANGE
Date Wednesday 10 November, 2004 Venue Stirling Management Centre

Brand new heroes

Chair

John Morgan, Merle

Making the decision to exit your business can be the start of a long and complex process.This session will offer an impartial discussion of the possible exit routes, appointing the right advisers and how to manage the deal process. Isabel built and sold Careshare nurseries for £17.75m to one of the UK’s largest childcare providers. Robert has built and sold a range of businesses including a hotel, Four Seasons Healthcare and a webcam business. Who should attend? Anyone approaching an exit, or thinking of one in the future.

MASTERCLASS
Date Wednesday 27 October, 2004 Venue River House, Stirling

Presenters

• Chris Gorman, The Gadget Shop • Aydin Kurt-Elli, Lumison • Andrew Russell, Arran Aromatics

Masterclass with McGrigors

Brands are increasingly recognised as a company’s greatest asset. However, a strong brand goes deeper than a logo and packaging to reflect the

Programme of Events Autumn 2004 to Summer 2005

Visit the Exchange website for full speaker biographies: www.entrepreneurial-exchange.co.uk

SPECIAL EVENT
Date Thursday 18 November, 2004 Venue Curry Karaoke Club, Glasgow

FOCUS DINNER
Date Thursday 9 December, 2004 Venue Howard Hotel, Edinburgh

The Entrepreneurs’ Office Party

Life after exit

Chair MC

Charan Gill, Harlequin Leisure Group

Alison Loudon, FWB Non-Executive
Presenters

We’re delighted to repeat last year’s highly popular office party. Again, this is a free event for members and their partners. Don’t be daunted at the thought of having to sing for your supper, just enjoy the chance to party with some like-minded entrepreneurs. Who should attend? Everyone, regardless of ability!

• Alan Georgeson, Medéspa • David Sibbald, Sumerian Networks

SPECIAL EVENT
Date Thursday 25 November, 2004 Venue Glasgow Hilton, Glasgow

Annual Dinner and Awards

With the growing prominence of Scottish serial entrepreneurs, there is a clearer view of potential ‘career paths’ after exit.This session will look at some of these paths, as well as helping you chose the right personal balance. Alan built up Scotland’s leading office interiors company before selling to the management. He is now involved in commercial property and in spa development. David sold Atlantech to Cisco for £115m. He then worked for Cisco, before founding Sumerian. Who should attend? Entrepreneurs who have exited or are reviewing exits.

markets and plain perseverance. Since selling his own business, Iain has specialised in transforming struggling businesses, spanning a portfolio of some £300m. He has been acknowledged as “Turn-around Professional of the Y ear”. Andy grew Red Lemon into one of the UK’s leading games companies before bad debts forced them into liquidation. He then joined Visual Sciences, doubling their size and returning them to profitability. Who should attend? Every entrepreneur will encounter difficult weather. It is vital you are prepared.

MASTERCLASS
Date Wednesday 26 January, 2005 Venue Hilton Edinburgh Airport Hotel

Masterclass with Apax

FOCUS DINNER
Date Thursday 27 January, 2005 Venue 1 Devonshire Gardens Hotel, Glasgow

Developing the team

JANUARY DECEMBER
MASTERCLASS
Date Wednesday 1 December, 2004 Venue Strathclyde Hilton, Bellshill

Chair

EVENING EXCHANGE
Date Tuesday 18 January, 2005 Venue Strathclyde Hilton, Bellshill Presenters

Ann Rushforth, ScotNursing • Chris Gorman, The Gadget Shop • Tom Hunter, West Coast Capital

Weathering the storm

Masterclass with KPMG
Chair

Alan McCafferty, McCowans

MASTERCLASS
Date Thursday 9 December, 2004 Venue Hilton Edinburgh Airport Hotel

Presenters

• Andy Campbell, Visual Sciences • Iain MacRitchie, MCR Holdings

Masterclass with Dundas & Wilson

“Our greatest glory is not in never falling, but in rising every time we fall”.The true test of any entrepreneur is how they ride out the storm.This session will look at turnaround strategies, dealing with adverse

No matter how talented the entrepreneur, businesses only grow when they have the right top team, and spread the passion and vision of the founder throughout the workforce. This is a unique chance to learn from three people who have managed tens of thousands of staff. Hear the essential characteristics of a top team, how they assess management in acquisitions, and how to maintain a passionate workforce. Who should attend? Entrepreneurs who realise their team, as well as them, are crucial for success.

Visit the Exchange website for full speaker biographies: www.entrepreneurial-exchange.co.uk

Programme of Events Autumn 2004 to Summer 2005

FEBRUARY
MASTERCLASS
Date Wednesday 2 February, 2005 Venue Strathclyde Hilton, Bellshill

Masterclass with PricewaterhouseCoopers

cannot do it only in Scotland.This is a masterclass in international expansion from an established and an emerging international entrepreneur. Keith founded his business in Leith in 1999 and is now the market leader in its niche of the US health market, with offices in 7 States. Under Jim’s direction, Clyde Blowers now has offices in 15 countries and 55% of the world market in its core product. Who should attend? Anyone with international operations, or is looking at international expansion.

MARCH
EVENING EXCHANGE
Date Tuesday 1 March, 2005 Venue Strathclyde Hilton, Bellshill

Sell, sell, sell

Chair

SUPPER CLUB
Date Tuesday 8 February, 2005 Venue Tapas Tree, Edinburgh

Donnie Macleod, DM Design
Presenters

Mastering Marketing
EVENING EXCHANGE
Chair Date Wednesday 23 February, 2005 Venue Swallow Hotel, Dundee

• Kevin Dorren, Go lower • Mairi McLellan, Graham Technology

Charan Gill, Harlequin Leisure Group
Presenters

Successful service companies

• Russell Ferguson, Russell Ferguson Marketing

Good marketing touches on every aspect of a business. In this session, Russell, who has 20 years experience in sales and marketing, will talk through his understanding of markets, communication goals, opportunity spotting, and sales techniques. Who should attend? If you don’t have a robust marketing strategy, this practical session will be invaluable.

Chair

Ann Rushforth, ScotNursing
Presenters

Sales are the engine for every business. It is essential that your business has the right mechanisms, channels and culture to maximise its sales prospects. Kevin built Orbital into a £75m company before falling victim to the technology slump. He is now introducing a range of low-carbohydrate food bars into the UK. Mairi is general manager of the trailblazing Graham T echnology. She has a particular focus on sales and is currently setting up overseas offices and global partnership agreements. Who should attend? Every entrepreneur should be concerned with getting more sales.

• David McInroy, Scottish Grass Machinery • Charles Skene, The Skene Group

FOCUS DINNER
Date Thursday 17 February, 2005 Venue Marcliffe Hotel, Aberdeen

Managing international expansion

Firms in the service sector account for around two thirds of the UK economy. Regardless of the particular business, they face common growth issues, which this session will look at. Charles Skene has built and diversified three successful serviced property companies which have introduced new services into the North East of Scotland. David led the MBO of SGM increasing the turnover to £15 million, making it one of Europe’s top dealers in the sector. Who should attend? Anyone active in the service sector

SUPPER CLUB
Date Tuesday 8 March, 2005 Venue Kama Sutra Restaurant, Glasgow

Managing Change

Chair

Jimmy Gilchirst, GP Plantscape
Presenter

Chair

• Brian Williamson, The Bethany Group

James Milne, Balmoral Group
Presenters

• Jim McColl, Clyde Blowers • Keith Neilson, Craneware

You can run a world-beating company from Scotland, you just

It is a truism that the only constant in business is change. However, the ability of a company to manage sudden shifts in circumstance often predicts their success. Brian Williamson has 20 years experience in running SMEs across

Programme of Events Autumn 2004 to Summer 2005

Visit the Exchange website for full speaker biographies: www.entrepreneurial-exchange.co.uk

six sectors. As well as the success of selling three businesses, he has also seen the downside as three have folded in the last three years. Who should attend? Early stage companies who want to learn the most common risks, and how to manage them.

FOCUS DINNER
Date Tuesday 12 April, 2005 Venue Bonham Hotel, Edinburgh

Who should attend? To see how high technology manufacturing meets high performance teams, this visit is a must.

Multi-site expansion
FOCUS DINNER
Chair Date Thursday 21 April, 2005 Venue Devonshire Hotel, Glasgow

MASTERCLASS
Date Tuesday 16 March, 2005 Venue Hilton Edinburgh Airport Hotel Presenters

John Anderson, The Entrepreneurial Exchange • Brian Kemp, United Freight Distribution • Chris Tiso, Graham Tiso

Successful Succession

Chair

Masterclass with Bank of Scotland

SUPPER CLUB
Date Wednesday 30 March, 2005 Venue Kama Sutra Restaurant, Glasgow

An entrepreneurial roadmap

Having established a successful business, the next stage is often to open multiple sites. However, it is not always a simple process to crystallise what has worked so well in one location, and use this as a template for future growth. Since launching in 1986, Brian has expanded UFD to 240 staff, operating across five strategic locations in the UK. Similarly, Chris has spearheaded the growth of Tiso which now operates from 14 outlets. Who should attend? Entrepreneurs looking to multi-site expansion, or wanting to manage multiples better.

Charan Gill, Harlequin Leisure Group
Presenters

• Ken McCracken, Wright, Johnston, McKenzie • Bill Gordon, Family Business Solutions • Tim Allan, UBS Wealth Management

Chair

Bill Fleming, Welby Healthcare
Presenter

• Donald Storrie, Donald Storrie Group

‘Starting a business can be like climbing a Scottish mountain in flip-flops with just a road atlas to guide you’ – Gio Benedetti.Well, it needn’t be.This session is a fantastic opportunity to learn what to expect from two of Scotland’s most seasoned entrepreneurs. Who should attend? Any early-stage entrepreneur who hasn’t done it before.

SPECIAL EVENT
Date Tuesday 19 April, 2005 Venue Linn Products, Eaglesham

It is a sobering fact that only 20% of family businesses survive into the third generation.This vital session looks at the importance of detailed succession plans, and the potential pitfalls when implementing one. Ken and Bill are directors of Family Business Solutions. Jim is also head of the Family Business Group at WJM and Bill has recently stepped down as Chairman of the Wm Grant and Sons Family Council.Tim is a director and personal wealth adviser at the world’s largest private bank. Who should attend? Every entrepreneur in a family business, or considering succession.

Works Visit – Linn Products
SPECIAL EVENT
Date Thursday 28 April, 2005 Venue Gleneagles Hotel, Perthshire Host

Annual Conference

Ivor Tiefenbrun

APRIL
MASTERCLASS
Date Wednesday 6 April, 2005 Venue River House Restaurant, Stirling

Masterclass with Ernst & Young

Ivor’s interests in starting Linn came from his own passion for high fidelity music reproduction.Visiting Linn is not just a chance to witness a state of the art manufacturing process, but to see first hand how Ivor’s iconoclastic leadership has influenced the structure, culture and motivation of the workforce towards world leading performance.

Visit the Exchange website for full speaker biographies: www.entrepreneurial-exchange.co.uk

Programme of Events Autumn 2004 to Summer 2005

MAY
SUPPER CLUB
Date Thursday 5 May, 2005 Venue Kama Sutra Restaurant, Glasgow

The right finance for growth

advice on how to manage the deal process to get you the maximum value on exit. Paul built Quality Street to become one of the UK’s largest private landlords before selling out.Well known for his travel business, John is a major investor in Scottish businesses. Who should attend? Entrepreneurs with an advanced exit strategy.

MASTERCLASS
Date Wednesday 15 June, 2005 Venue Strathclyde Hilton, Bellshill

Masterclass with Scottish Enteprise

Chair

Angela Paterson, Kite
Presenters

SUPPER CLUB EVENING EXCHANGE
Date Wednesday 25 May, 2005 Venue River House, Stirling Date Tuesday 21 June, 2005 Venue Tapas Tree, Edinburgh

• Graham Bucknall, Adventi

Image masters – PR

Your choice of early stage finance, whether debt, retained profits, angel or VC, can have major implications for the future of your business.This session gives you the chance to learn what finance is right for you. Graham runs one of Scotland’s fastest growing IT service companies. In his previous life as a corporate finance professional he gained great experience in early stage funding. Who should attend? Any growth-focused entrepreneur looking for growth finance.

Acceleration!
Chair Chair

John Anderson, The Entrepreneurial Exchange
Presenters

Bill Fleming, Welby Healthcare
Presenters

• Pamela Caira, Catchline • John McGlynn, Airlink Group

• Robert Graham, Graham Dairies • John Scott, Scott Timber

MASTERCLASS
Date Wednesday 11 May, 2005 Venue Strathclyde Hilton, Bellshill

Masterclass with 3i

Do you want to push the accelerator of rapid growth for your business? Then don’t miss this lively exchange with two of Scotland’s most irrepressible entrepreneurs. Since taking the helm of the family business Robert has grown it from £3m to £18m and staff to 190. John took over the loss-making family sawmill at 18. It is now the UK’s top pallet maker, having increased turnover from £96k to £32m and staff from four to 400! Who should attend? We can all benefit from being fired up and inspired.

Many entrepreneurs are naturals at PR. Many more are guilty of hiding their light under a bushel.This session looks at using the media to get across the right messages, and outlines pitfalls for the unwary. Pamela had a long career as a journalist before launching her agency. Her approach is simple; “everything you do or say is PR”. John has demonstrated that you don’t always need to hire a professional, generating a terrific amount of good press for himself and his business. Who should attend? Entrepreneurs keen to get the most from the media.

FOCUS DINNER
Date Thursday 19 May, 2005 Venue Howard Hotel, Edinburgh

The right deal, at the right price

SPECIAL EVENT

JUNE
MASTERCLASS
Date Wednesday 8 June, 2005 Venue Hilton Edinburgh Airport Hotel

Date Saturday 25 June, 2005 Venue Hilton, Glasgow

Annual Ball

Chair

Alison Loudon, FWB Non-Executive
Presenters

Masterclass with Aon

• John Boyle, Hamilton Portfolio • Paul Mugnaioni, Quality Street

This advanced session will pass on

Programme of Events Autumn 2003 to Summer 2004

Visit the Exchange website for full speaker biographies: www.entrepreneurial-exchange.co.uk
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