Don’t let the Greece issue fool you. Don’t let the UK referendum on the EU fool you. As the UK Government’s Dealmaker responsible for India, Malaysia, Singapore, Southern China (but also dealing with companies from Europe, US, Australia) these are the key lessons of success from a decade of Dealmaking for all companies wishing to go global from a UK base:
Lesson 1: Are you ready?
Being ready, willing and able means you don’t need a ‘grant’ to move and build. Let’s be clear grants and free money are in short supply, even if they exist. If you are pitching for capital it will be against a lot of competition and it will be to crowdfunding, angel, HNWs or VCs.
The biggest weakness I see in companies is that they are simply not ready, ready to raise money, to sell. If the product needs money to start for sales, then get the financing pitch document ready. If the product has sales, then improve the sale pitch deck.
Lesson 2: Understand Money Pitches
Pitching for money is not about money. It is about a partnership. To truly understand what benefit the partner gets and why you’re both a great fit beyond the capital; for instance to their goals, portfolio companies – why it’s a no-brainer for them other than the great returns you are promising.
Lesson 3: Pitch the investment
Don’t ramble – if you cannot explain it, why the world needs it, in a 60 seconds, you’re not ready. Pitch by analogy – are you the Uber of Asset management? You must also tell me after you’ve spent the money, what then? Another raise? Think beyond the immediate sums.
Lesson 4: Focus on what you want, money, deals, skills: with precision
How much do you need, for what? It needs to be specific. The pitches that don’t get funded are the ones which ask for more than they immediately need, don’t stage their funding needs, and are not clear in terms of what the money will be used for, how it will lead to sales and a return for the investor.
Lesson 5: Why the UK is best according to the most profitable there
For Indian companies the UK is the most popular location in Europe for them to setup. The reasons I am told most successful, profitable companies I have brought to the UK are:
a. Ease of business, access to Dealmaker networks to open doors to customers, advise on pitching for capital
b. Access to R&D specialists for their business needs, at Universities
c. Access to specialist incubators eg Cybersecurity
d. Access to networks for business development
e. Access to growth capital through loans, equity, angels
f. Help with exports through business net works, communities, mentors, UKTI
It is critical you maximise the opportunities presented to you when in the UK. Reach out to the mentors, the funding sources, advisors such as the Dealmakers to help with deal structuring from shareholder agreements to due diligence overview on an acquisition.
