About PWGDouglas & Myers © 2012 Preston Willis Group, LLC 1
Preston Willis Group (PWG) Professional Management Company: we provide insight, expertis...
PWG Business Focus Market Entry – Product market/entry strategies ...
PWG – How We Can Assist Generally We can assist in several areas. Examples: • General advisory services: market, contac...
PWG – The Big PictureHands-on Work Capital ...
What’s Typical? – A 2-Phase Approach Every client’s needs are unique, as is each engagement. This is an example of a t...
What’s Typical? – A 2-Phase Approach Phase 2 – Complete & Scale Up From 4 – 18 months ...
Fees & Term– Elastic Range 1. Phased engagements: PWG provides for an exit after completion of the 1st phase with...
Profile of a PWG Partner • Experienced senior business executive • Multi-disciplin...
PWG Client Relationship Our philosophy: 1.Do excellent work ...
Engagement Process Find a Fit • Iterate through some options to find ...
Some Clients Xiris TechnologiesDouglas & Myers © 2012 Preston Willis Group, LLC 12
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Preston Willis Group

Published on: Mar 4, 2016
Published in: Business      Economy & Finance      
Source: www.slideshare.net


Transcripts - Preston Willis Group

  • 1. About PWGDouglas & Myers © 2012 Preston Willis Group, LLC 1
  • 2. Preston Willis Group (PWG) Professional Management Company: we provide insight, expertise and operation know- how to enable our clients to a win, scale and achieve desired business outcomes. Multi-location: Partners and Principals in San Francisco, Boston, Austin & Toronto. Worldwide Network of Professionals: We maintain a network of contemporaries and business specialists around the globe. Operational know-how and accountability: We don’t merely recommend winning moves, but put them into play to achieve results.Douglas & Myers © 2012 Preston Willis Group, LLC 2
  • 3. PWG Business Focus Market Entry – Product market/entry strategies – International Sales channel distribution – In-country management Market Growth and Competitive Strategies – Establishing channels and routes to market – Competitive positioning, Value Propositions – Tactics and counter-competitive tactics Achieving Growth, Scale & Investment Aims – Go-to-market strategies – Management operating systems – Liquidity eventsDouglas & Myers © 2012 Preston Willis Group, LLC 3
  • 4. PWG – How We Can Assist Generally We can assist in several areas. Examples: • General advisory services: market, contacts, strategy, tactics • Nurturing near-term partnerships and channels • Developing and executing market entry and go-to-market strategies • Bootstrapping in the U.S., and managing its operations • Raising capital The ‘big picture’ on next slide. Specifically Must iterate this with the client. Depends on client objectives and view of: 1. Performance expectations and targets 2. Desired timeframes 3. Financial objectives and BudgetDouglas & Myers © 2012 Preston Willis Group, LLC 4
  • 5. PWG – The Big PictureHands-on Work Capital Sourcing Liquidity events Management Bootstrapping, Go-to-Market, Business/Sales development, Interim Management Planning and Strategy Market testing, market entry, channel strategy, SWOT, competitive tactics, marketing strategy AdvisoryThought Entry points, Key Player introductions, planning and strategy, Work operating methods, market sweet spots, talent, tacticsDouglas & Myers © 2012 Preston Willis Group, LLC 5
  • 6. What’s Typical? – A 2-Phase Approach Every client’s needs are unique, as is each engagement. This is an example of a typical undertaking. Phase 1 – Country roll-out plan Within 90 – 120 days • Market entry: targets and strategy • Channel strategy and implementation plan • Competitive pricing/market testing • Initial bootstrapping, e.g. contacts number • Secure agile outsourcers • Promote Client to key markets • Support and HelpDesk capability • Management reporting system • Financial forecast Either party can exit for any reason at the end of Phase 1Douglas & Myers © 2012 Preston Willis Group, LLC 6
  • 7. What’s Typical? – A 2-Phase Approach Phase 2 – Complete & Scale Up From 4 – 18 months • Manage & liaison of distribution network • Investigate and secure other favorable partnering opportunities • Execute go-to-market, marketing and sales strategies • Recruit and manage required channels • Identify, recruit, hire and train staff • Transition day-to-day management to permanent in country staffDouglas & Myers © 2012 Preston Willis Group, LLC 7
  • 8. Fees & Term– Elastic Range 1. Phased engagements: PWG provides for an exit after completion of the 1st phase without further obligation. 2. Work Fees: Normally a deliverable appropriate work fee applies to the 1st phase after which a negotiated fee/revenue/equity share arrangement applies. 3. Revenue Sharing: A cash flow effective way to defer up-front fees and offset risk by tying fees to performance using an agreed risk/reward payout formula. 4. Equity: PWG is prepared to consider an equity arrangement in partial lieu of fees after 120 days into the engagementDouglas & Myers © 2012 Preston Willis Group, LLC 8
  • 9. Profile of a PWG Partner • Experienced senior business executive • Multi-disciplined, International • Entrepreneurial • Experienced hands-on leader – CEO, COO, Country Mgr• Track record of success solving problems, and overcoming obstacles• Large and small company know-how• Networked, Independent Douglas & Myers © 2012 Preston Willis Group, LLC 9
  • 10. PWG Client Relationship Our philosophy: 1.Do excellent work 2.Deliver value and earn trust 3.Manage as if it was our money invested • Perform beyond client’s capability and expectations • Depth of service offerings – able to come back to help on new situations • Regular contact after initial assignment • Build a company life cycle relationshipDouglas & Myers © 2012 Preston Willis Group, LLC 10
  • 11. Engagement Process Find a Fit • Iterate through some options to find what works best for the client Proposal • PWG comes back with a firm proposal: specs, deliverables, outcomes, fee arrangement. Decision • If acceptable to the client, an agreement is executed and workDouglas & Myers begins Willis Group, LLC © 2012 Preston 11
  • 12. Some Clients Xiris TechnologiesDouglas & Myers © 2012 Preston Willis Group, LLC 12

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