Ian Smith's Speaking Portfolio

Ian Smith’s Speaking Portfolio

Ten Great Strategies for DowntimesGrow FastBuy CompaniesDrive SalesRaise Money

Motivate Entrepreneurs!

[email protected] www.portfoliopartnership.com

100 Cummings Center, Suite 322J,Beverly, MA 01915, USAOffice: 978.522.4253

100 Cummings Center, Suite 322J, Beverly, MA 01915, USAIan.Smith@portfoliopartnership.comwww.portfoliopartnership.com

Need a keynote speaker?

Ian is an accomplished seminar presenteIan is an accomplished seminar presenter. He has delivered over 100 presentations on creating remarkable

businesses. Material is based on his near 3 decades in business as a finance director, venture capitalist, in-

vestment banker and more recently CEO of an award winning IBM business partner. Ian’s books which are

widely read, and are available through Amazon, cover such topics as acquisitions, how to grow private com-

panies and an insider’s guide to venture capital. His presentations also draw on his experiences as a world

class master’s track athlete.

Specifically the following presentations are available as a keynote or as a workshop style:

Ten Great Strategies for Downtimes

Double-Digit Growth, An Insider’s Guide (turning visions into sales)

An Insider’s Guide to Buying Companies (Successfully)

Sales Leadership – Diagnostic Selling ®

How to Make Presentations Investors Will Love & Fund

Audience Reaction

I was highly impressed with your presentation. It was clear, it gave examples, and it was engaging. I came out knowing more than I knew going in.

I deal with many start-up and emerging business ventures and this presentation really touched upon some very enlighten-ing and practical methods of presenting a business concept to a potential investor. Ian did a great job of making the pre-sentation short, practical and resourceful. Nice job!

I really enjoyed your presentation. Your combination of humor, wisdom, and passion made it easy to stay engaged. Thank you!

Your technique of eliciting questions from the audience before the presentation insured that your audience would get what they came for. And they did. Thanks.

I have been working on Glymetrix since 2006, and have long since lost count of how many “how to raise money” presen-tations I have seen. What stands out about yours? -- Demonstrating the importance of the company being exceptional. We both know that is important, but most people don’t mention it when describing the funding process. The rule for start-ups is that you will not get funded. To be successful you have to figure out how to break the rule.

Ian; I enjoyed your stories and presentation this morning at the 128 Venture North breakfast event. You are very interest-ing, entertaining and knowledgeable.

This was a superb presentation covering a detailed subject clearly.

Excellent tips, very good pace and interesting topic and case studies. More please!

Ian knows his subject with a great balance of facts and humor.


Ten Great Strategies for Downtimes

There are 10 major new POSITIVE themes that will dominate the business landscape over the next 5 years. As

a business leader, are you ready to capitalize on these developments? Do you have the skills to survive and

thrive in this paradigm shift in the economy?

Value to attendees: Attendees will leave with the ability to identify operational actions that will impact the

performance of their company. Executives will learn positive techniques that embrace the new economy

and capitalize on it.

1: More time to create a more focused business – the secret of a compelling story

2: Flight to Quality & Price – how to maximize your product/service at the right price

3: Data Gathering will be key – how to turn Accounts departments into Metrics centers

4: Acquisitions will be cheap – tips for pricing and integrating acquisitions

5: Senior Managers will assist sales – how to use your boss in sales meetings

6: Value Propositions must improve performance – the purchase order fallacy

7: Curious managers will dominate promotions – how to build curiosity into the DN7: Curious managers will dominate promotions – how to build curiosity into the DNA

8: Performance profiles will be created – why job specifications are irrelevant

9: Silo management will continue to fail – cross functional teams

10: Competition will thin out – how to gain market share


Double-Digit Growth, an Insider’s Guide (turning visions into sales)

In this practical, workshop, packed with real life examples Ian Smith will explain simple, operational

blueprints to build scaleable businesses. There are thousands if not millions of companies that are in-

visible. Create remarkable businesses that have momentum; that stand out. Specific modules cov-

ered in this session:

Validating visions and reconciling with shareholder objectives

Transforming visions into operational blueprints

Product line overhaul, creation of new product road maps

Create a sales team that thinks and acts like businessmen

Information: Create simplified, effective dashboards that trap the key metrics

Decision making and organization structures

Smith, will explain techniques he has deployed globally as an adviser and as an operator to help Smith, will explain techniques he has deployed globally as an adviser and as an operator to help

create remarkable businesses. Discover methods to articulate compelling stories that connect with

customers. Bring real life business problems to this workshop and here practical solutions “live”.

Value to attendees: Attendees will leave with the ability to look strategically at their business not

just in their business. They will be exposed to proven models that will help them build robust valuable

businesses. These will include operational tips to close the gap between strategy and execution.


An Insider’s Guide to Buying Companies (Successfully)

In this practical, hands-on workshop, packed with real-life examples seasoned business executive In this practical, hands-on workshop, packed with real-life examples seasoned business executive

and entrepreneur Ian Smith explains how to successfully buy companies. Using his proven Acquisi-

tion Approvals Model, Smith shares with his audience his own ‘trade secrets’ to deploying a winning

acquisition strategy, as well as the six key phases for a better way to buy companies and complete

profitable acquisitions.

Phase 1: Strategic Development

Phase 2: Identify Targets

Phase 3: Assessment of Target & Price

Phase 4: Negotiate Price & Structure

Phase 5: Legal Documentation

Phase 6: Post Completion

During this high-octane, interactive session, Smith details the psychology behind the sequence of During this high-octane, interactive session, Smith details the psychology behind the sequence of

each phase, including dozens of practical tips on negotiation, avoiding auctions, underpaying, and

the closing of the deal.

Value to attendees: Attendees will leave with the ability to execute a tried and tested process that

delivers results. Handouts will include practical checklists and diagrams to take the mystery out of

deals. Practical guidance will be given on how experienced acquirers value businesses. There will

even be tips on how to manage your lawyers!


Sales Leadership - Diagnostic Selling®(achieving remarkable sales conversations)

As an experienced business leader Ian Smith recognizes that most sales processes are flawed.

Sales professionals succeed despite the sales process not because of it. Bringing years of negotia-

tion experience at "c" level to the table, Smith explains a more strategic approach to selling. This

practical, high-octane seminar will outline a better way of selling which will:

Value to attendees: Attendees will leave with the ability to hyper-qualify their prospect list, un-

derstand the preparation needed prior to remarkable conversations, learn great diagnostic

questions, and how to interpret the answers. The psychology of change management will be

explained in relation

to sales processes including: how to help prospects put a cost on their problem. A process will

therefore be unveiled that will lead to repeatable success that only a handful of top performing

sales people have ever achieved.

• Significantly reduce the number of time wasting, positive prospects in your pipeline

• Link the strategic, compelling story behind your business and translate it into effective

marketingand sales scripts.

• Teach methodology that grants access to all levels of the decision making process.

• Allow you to explain the value proposition that is specific to each customer.

• Teach proven techniques to achieve the hallowed ground - trusted business adviser.


How to Make Presentations Investors Will Love & Fund

In this practical, hands-on workshop, packed with real-life examples seasoned business executive

and entrepreneur Ian Smith explains how to successfully raise finance. It is never easy raising money

but it just got a whole lot tougher. Are there tried and trusted techniques to turn investors on? Yes

there are. The secret sauce ingredients include: rigorous preparation, a great compelling story, deliv-

ered with passion by a credible management team.

Let's break it down into three parts, preparation, content, and delivery.

Preparation: Do you understand your business? What questions will be asked? Is your Business

Plan succinct?

Content: Do you have an engaging story? What is remarkable about your company? What are you

looking for from an investor?

Delivery: First 60 seconds are key. Who is saying what. Pace and passion are unreasonably impor-

tant. Last 60 seconds can be decisive.

During this high-octane, interactive session, Smith details the secret sauce to help you change the

odds in your favor.

Value to attendees: Attendees will leave with the ability to present their businesses in an investor

friendly, compelling, laconic manner.


The Essential Guide to Buying and Selling Unquoted BusinessesIan SmithEd. 1, Hardback: ISBN 978 185418007 0 | 204 pages

The buying or selling of a business is usually a diThe buying or selling of a business is usually a difficult, complex affair, frequently fraught with risk for both the buyer and seller. This excellent book provides a practical, hands-on approach based on pro-fessional experience. Ian Smith discusses in detail a formal framework for acquirers, the Acquisition Approvals Model, built around six key phases, and the eight-step Covert Controlled Auction Model for vendors.This book is invaluable for anyone involved, or likely to be involved, in a sale or acquisition.

For More Information or to purchase this book: http://www.thorogoodpublishing.co.uk/title.php?id=134

Growing a Private Company: Commercial Strategies for Building a Business Worth Millions Ian Smith(Paperback)

Running a private company is a lonely existence. It is often difficult for owners to discuss the issues facing their company with internal staff, while sometimes the sensitive nature of the subject prevents them from discussing..

For More Information or to purchase this book:http://wwhttp://www.amazon.com/Growing-Private-Company-Commercial-Strategies/dp/0749432802/ref=sr_11_1?ie=UTF8&qid=1215689930&sr=11-1

Techniques for Successful Management Buy-outsBy: Smith, IanPublished By: Thorogood Publishing

Ian Smith's Techniques for successful management buy-outs identifies the various stages of manage-ment buy-outs, highlighting commercial calls to be made, stating benchmarks where appropriate and offering practical guidance on preparing for a management buy-out, sourcing funders and pricing MBOs, negotiating legal agreements and additional considerations for public sector deals

For More Information or to purchase this book:http://www.ebooks.com/ebooks/book_display.asp?IID=309037

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