Business Growth Programme (BGP) Brochure

Business Growth Programme Creating the future you want for your business and for you

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“From £400k loss to £40 million exit in 7 years”

Jamie Waller CEO, JBW Group

Join Jamie and thousands of other owner-managers and managing directors who have successfully achieved the future they wanted, many of whom have become multi-millionaires as a result of the Business Growth Programme (BGP).

Cranfield has over 30 years of history and experience in providing the highest level of expertise to help business owners transform their businesses.

The Business Growth Programme (BGP) is designed for owner-managers to take the opportunity to step back from the day-to-day demands of running a business and access our exceptionally talented entrepreneurial business experts who can help you achieve your ambitions by delivering clarity for the future. By the end of the programme, you will have the ability and confidence to develop and implement a comprehensive and robust strategy that will take you and your business forward.

Business Growth Programme

BGP is focused on equipping you with the knowledge, confidence, and capabilities to meet your own future ambition, whether you are: • Seeking to grow your business more quickly and achieve increased profits, • A business already growing rapidly where the issue is about controlling the growth, • Needing to develop a robust strategy focused on an exit plan, • Seeking clarification of goals and drivers, • Looking to sharpen your management and leadership capabilities, • Succession planning for your family business.

This programme has the experience, trust and expertise to support you in developing the dynamic capabilities to create the future you want for you and your business.

Who attends? Typically, BGP is for ambitious owner-managers looking to scale and grow their business that has: • Been in operation for at least three years, • A turnover of between £0.5 million and £50 million, • A staff of 5 to 100. In some circumstances, BGP is also appropriate for managing directors and other senior team members of privately-owned businesses who have strategic control, but not necessarily an ownership stake. If you don’t quite meet the criteria but feel your business will benefit from the BGP, please get in touch to discuss your individual situation: mukhthair.badhan@cranfield.ac.uk or +44 (0)1234 754300. The BGP has a strong selection process that aims to ensure businesses that enrol on the programme will see tangible benefits. Upon application you will first talk to an executive development advisor and if necessary may be referred to a BGP counsellor for further guidance.

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Learning outcomes

The Business Growth Programme is centred on the reality of your business – your current challenges, opportunities, future goals and ambitions. Because of this, the benefits you gain will be unique to you and your organisation. During the programme you will: • Engage in our expert-curated content-rich programme led by industry experts and world-class faculty, • Be allocated a business counsellor dedicated to working with you who will visit your business and guide you through the entire process, • Develop a robust strategy and plan for your business, ready for implementation, • Make immediate improvements personally and professionally, • Benefit from a non-competitive peer group, who will input, challenge and support your ambitions, • Become part of a unique, powerful network of like-minded entrepreneurs, • Leave the programme feeling energised and confident to take your business forward, • Have access to market and competitor information.

“Attending the BGP course was the single best investment I made in business. If I had to sum it up in one word, I would say it is…transformational. The insights, shared experience with other participants, and professional knowledge from diverse lecturers had a transformational impact on our business. The net result was four years later I sold the business for a sum far more than anything I could have imagined. Thank you BGP and Cranfield .”

www.cranfield.ac.uk/som/bgp Tony Lowes CEO, Leversedge Telecoms Services

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A track record of success

Here is just a small list of companies we have helped to realise their dream.

Hotel Chocolat Angus Thirlwell, CEO, attended BGP with his company, known then as Chocolate Express. It now has over 100 stores in the UK and Ireland, four in United States and 22 in Japan. Soben Since 2017, Scott Smyth has grown Soben from a one man operation to a global organisation, working on some of the largest construction projects in the world. Soben now employs 250 people worldwide and is on course to reach 1000 by 2028.

Go Ape Since attending BGP, Tristram and Rebecca

Vox Group Brian Leach, CEO, has grown the business five-fold since attending BGP, to over £25 million revenue in 2022. Vox Group has been now acquired by Communisis parent company OSG. Courteenhall Since Johnny Wake attended BGP there has been a strong increase in revenue due to the expansion of the business. BGP helped define what sustainability meant to them, leading to industry-first soil carbon projects and a countryside stewardship programme with Natural England.

Mayhew have grown their business from just five sites in the UK in 2004 to 35 UK sites and a dozen more in the US today. It is now an employee-owned business. Adoptionplus As a res ult of BGP, Joanne Alper and seven business leaders and peers set up a funding circle to support Adoptionplus called Holding Hope, bringing in fund raising for the first time ever. They have also recruited their first finance manager.

Previous companies also include:

Thatchers Cider, JBW Group, Cobra Beer, Pooch & Mutt, Scudamores Punting - Cambridge, Usborne, Hugh Lowe Farms,

Livity, Aerospace 2000, Wisdon Hall, Copas Turkey, Magic Words, Ravensden plc, Fifosys

Cool Milk Trust, Foundocean, Novacroft, Sheild Medicare, Riviera Travel, ICS Communications, Foundocean.

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Programme content

The BGP is a modular programme built around a core process whereby you develop a growth strategy for your business and a plan to implement that strategy, using a simple, yet rigorous structure.

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Making it happen

Some of the topics covered are:

Where are we now?

Where are we going?

How do we get there?

• Leadership and purpose, • Competitive strategy, • Economic outlook, • Financial position, • Management team capability, • Business process improvement, • Customer profit analysis, • Value propositions, • Marketing channels.

• Understanding

• Tax management, • Business planning, • Measuring success, • Planning your cash, • Recruitment, • Sales management, • Employee engagement, • Innovation portfolio management.

strategic assets, • Digital marketing, • Defining personal destination, • HR, • Vision and values for the business, • Organisational design, • Sustainability.

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Programme content

Where are we now?

In order to grow your business, you need to be very clear where you are today. You’ll work through all the disciplines of business to ensure that your business is fit for growth and minimise risk. These include: • Strategy - understand your market niche, your competitiveness, your capabilities and where and how to grow. • Leadership - assess leadership styles and highlight strengths to benefit the organisation. • Operations - review existing processes, systems and technology to help optimise the business to deliver as you scale in the face of rapid automation and AI changes. • Team - review your existing team as individual roles as well as team dynamics and culture. • Finance - understand the business models you have and the financial consequences ready for growth. • Sales and marketing - optimise these functions to ensure a scalable engine for growth and revenue.

Where are we going?

Having gained clarity about the current state of your business and identified opportunities for profitable growth, you’ll look at future aspirations and where you want to take your business. You’ll explore: • Personal ambition for your business, life balance and beyond your business., • The ambition for your business and what you want to achieve in the world, • The culture and values of your business, • What the financial impact could be on your business growth and potential investment implications, • How to organise your future organisation structure in order to support your growth.

How do we get there?

You’ll explore how your business achieves the vision you are creating for it. We cover critical areas including: • B usiness planning, • Measuring and monitoring success, • Recruiting into growth, • Sales management, • Getting your team onboard, • Setting yourself up for success.

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Case study Philip Gibson Managing Director, Reverberate PR

I co-founded Reverberate, an agriculture, food and countryside PR and marketing agency, with my wife Mel in 2007. A few years ago we’d just got to that point where I felt I needed some space and external input to focus on what we were going to do with it. It had been growing steadily and I felt I was a bit trapped in working in the business, rather than being able to focus on the business and move it forward. It had got too big for that to be the case. The common golden thread through all the people on BGP was that we were all running our own businesses. So, you found that not only in the counselling groups but also in informal conversations over a beer in the evening or over lunch you would speak to people who would be talking about something in their business, and you would realise you have the same issue and that you’re not alone. I think sometimes it can be quite lonely running your own business. Knowing that all those things that you worry about, other business owners are worrying about too, does help. It’s very easy to get imposter syndrome a little bit and think: ‘Everyone else appears to be doing this without any hassle and I’m here fretting about it’. “I’d definitely recommend the BGP. I had been to Cranfield before, I knew Cranfield was great, and this programme was exactly what I was looking for. I would say that anyone running their own business ought to be doing it at some point.” I think what I gained most from BGP, personally, was just that space to actually sit back and really explore what we want from the business in the future. What I enjoy about my role and what I don’t enjoy about my role, what I’m good at and what I’m perhaps not so good at, and really think about what is the best thing for the business. But also what is the best thing for us and where I fit in that space in the future. I also have more motivation, having had the time to stand back and take a breather – not that BGP is a breather by any means – away from the day job you were able to think. It reinvigorated me. BGP has given us a clear focus and we’re delivering on our plan. I think the team has realised that we’re serious about it and I think it’s changed their views a bit in terms of how we communicate, because we refer back to the plan, we’re delivering the plan, and some of the things we’ve put in place I think they will see a benefit from. Now we have a five-year plan; we know where we want to be in five years, and I think that has helped us in our decision-making and in just having a bit more energy in the business and moving it forward.

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Case study Joanne Alper Director, Adoptionplus

I’m founder of a therapeutic adoption agency for older children who have experienced trauma. As a not for profit, I have to focus on the work we do, as well as the business side; and sometimes it’s a challenge doing both. My team is focused on the important work we do (rightly so!) and I’m the one focused on the business. The business information on the programme was incredibly helpful, there wasn’t one weekend when I didn’t have an “oh my goodness, of course,” moment, when information fell into place that made so much sense that I couldn’t believe I didn’t realise this before. My notebook was organised into “what I need to do now”, and “what I need to plan for next”. I felt productive, and clear about what I needed to do. This in turn energised me and I felt so much more hopeful. I love the saying “see a situation differently and you see a different situation,” and that really was the case. As a result of understanding my business better, I restructured and recruited our first Finance Manager. This really has been transformational, because every decision I make is now based on a much clearer picture. This has assisted me in being able to turn the ‘business’ around, and we have a very clear and achievable strategy for the future, we know where we are going and how we will get there. On a personal note, I now sleep at night!. As a not-for-profit in the charity sector, my ‘business’ was a little different from the others. People were interested in finding out more about what we were doing, so I gave a little presentation at the end of the programme to the other business leaders on the BGP course, the response was humbling! To cut a very long story short, 7 ‘superstar’ BGP business leaders have set up a funding circle to support us, called Holding Hope. Together, we have formed a clear plan for exactly how they are going to help us fund therapeutic support for the children that we care for. We meet regularly and work together to find solutions. I’m no longer alone! I can’t put a value on their belief in me and the work of the agency. I believe this partnership is going to make such a positive difference to children’s lives, and I love the fact that we are doing this together. They get to hear about the impact their support makes, and their staff and customers get to see that too. While it was clear from participating in the BGP course I would learn many things that would help my team and my leadership, I had no idea of the importance of the network and relationships I have built with many other the businesses. “Sometimes the best things in life are stumbled upon when you least expect it. BGP was definitely that for me!”

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Programme leads

Stephanie Hussels - Professor in Entrepreneurship Programme Director Stephanie teaches at executive, graduate, and doctoral levels on entrepreneurship, entrepreneurial finance, family business and quantitative research methods. Besides working with entrepreneurs, she cooperates with charities and firms on how to encourage and implement entrepreneurship. Stephanie has a passion for early stage and growth companies, particularly family businesses. As part of her role as Head of Bettany Center at Cranfield School of Management she is the Director of the Business Growth Programme (BGP), the longest established owner-manager programme in the UK. Previously, Stephanie was the Director of the full-time MBA programme at Cranfield.

Carol Foussat , Programme Leader

Carol leads the Business Growth Programme and has worked with ambitious growth companies for nearly twenty years following a career in strategy, economics and marketing for KPMG, the AA and Centrica. She is the Director of a ticketing software business, the non exec of a global construction consultancy firm and works with many owner managers who are growing their businesses in the role of Board facilitator or MD Coach. Carol is a Visiting Fellow at Cranfield School of Management.

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“BGP is having a huge impact; we have changed the basic structure of how the business works and cut costs by 28%. We’ve had the best February we’ve ever had since starting the business - it’s 110% up on this time last year.” Geeta Sidhu-Robb Nosh Detox 95% of BGP participants said 95% of BPG participants said they would recommend Cranfield’s BGP to another business owner* they experienced new ways of thinking from attending BGP*

*Stats taken from BGP cohorts over the last 2 years, which surveyed 117 owner-managers.

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Programme details

BGP is designed to allow you to continue to run your business while you participate. The main part of the programme runs over 11 weeks. During that time. 1. Four two-day modules at Cranfield University. 2. In between the modules, you will be working on developing your own strategy for your business and you will be making immediate improvements. 3. Five weeks after the fourth module is the Business Plan Review, where you will present your strategy and plans to a panel made up of the BGP team and independent advisors. 4. About six months later we reconvene for the Progress Review Day when we review actual progress against your plan.

The programme structure

Where are we now?

Pre

Module 1

Module 2

Face-to-face sessions

Pre-work/assignment

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During the course you will receive nine days of teaching with our business experts, which includes; • O ne business plan review day, plus a 100-day business review, • A 1-2-1 site visit from your dedicated counsellor, • Continuous support and interaction with your counsellor to assist with your independent learning, • Access to all the Business Growth Programme experts including speakers and all presenters as well as all the counselling team during the programme. Throughout the programme, you will be supported by an experienced and trusted BGP counsellor, who will work with you on a 1-2-1 basis, and within a small peer group. This will ensure that you are developing the best possible plan that will enable you to achieve your business ambitions and get the maximum value from your BGP experience. The panel is made up from a hand picked group of people who will be able to give insight based on their sector or skills expertise, and often includes successful entrepreneurs.

Where are we going?

How do we get there?

Module 3

Module 4

Business plan review day

Progress review day

Counsellor

Business plan review day

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The benefits of BGP

The benefits you achieve from your BGP experience will depend on your particular situation. Here are some of the typical benefits that past participants have reported:

For your business • A faster and more managed growth, • A more valuable business, • Improved profitability, • A robust and rigorous plan, • Improved management and skills, • Succession planning, both family businesses and management buyouts, • A team that is aligned with business strategy.

For yourself • More confidence, focus and energy, • More effective leadership capabilities, • Work-life balance improvements, • Greater confidence in the future, • Less stress, more time off and more fun! • An exit plan (if desirable), • A life-changing and inspirational experience.

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The role of our counsellors

Central and unique to BGP, you’ll work closely with one of our counsellors in a small, non-competitive, peer-to-peer mentoring group of owner-managers.

BGP counsellors are highly experienced and hand-picked experts who all have experience of running and working with SMEs. The counsellor will: • Be with yo u from start to end, • Facilitate your group of owner-managers, • Ensure you get the most out of your BGP experience, • Share their expertise and experiences of challenges and opportunities, • Act as a ‘flat mirror’, • Ensure you stay focused on your priorities, • Protect confidentiality. The BGP counsellor plays a key role in the development – and indeed the lives – of the participants that they mentor. In many cases the relationship does not end when the programme ends, but often continues well into the future, as does the bond formed between the delegates themselves.

BGP aims to create a community of inspired owner-managers committed to developing themselves and their businesses.

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Counsellors

During the programme you will be allocated a business counsellor dedicated to working with you and who will visit your business.

Peter Swanson - Counsellor Peter has over 30 years of SME management experience, founding his main business in the early 80s supplying materials and related products to high technology manufacturing companies. He is an award winning technical author and seminar presenter. Yvonne Quinn - Counsellor A serial entrepreneur, SME owner/investor and leadership coach, Yvonne has worked at board and director level, driving the effective achievement of operational, financial, marketing and sales goals. Yvonne also runs one of the BGP Business Growth Clubs. Jerry Sandys - Counsellor In the last 30 years Jerry has started and grown four successful companies. TDC, a technical component distributor was started in 1993 and following impressive growth turnover increased from £330,000 to £6.5m. In 1998 TDC was named the 86th fastest growing company in the Sunday Times Fast Track 100. John Kerr - Counsellor John runs his own management consultancy business, and has over 25 years of business experience, previously holding middle and senior management posts in telecommunications, banking, and upstream oil and gas.

Mike Meldrum - Counsellor Mike is an independent consultant, working with a range of organisations, providing marketing, strategy and developmental services. Mike was also a Lecturer at Cranfield for 18 years.

Andy Haworth - Counsellor Following an MBA from Cranfield, Andy spent several years in consultancy. He has a strong background as an educator, teaching all aspects of financial and non-financial analysis.

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Mike Stiles - Counsellor Mike is Director of MD Consulting, a management consultancy that provides coaching, consultancy and interim management services for UK and international clients.

Paul Rutt - Counsellor Developing his business, B2, with Cranfield University, Paul made two business acquisitions and put in place a brilliant management team. He then went on to sell the business in 2016. He now devotes his time to working with the team at Cranfield (a long-held ambition) and as a magistrate. John McGillivray - Counsellor John runs a management and consulting business focussing on the SME sector. His particular interest is in the people dimension of organisations and helping his clients to operate more effectively through intelligent recruitment and people development. Richard Parsons - Counsellor Richard thrives on the variety of a portfolio career encompassing ownership of a property group with multiple divisions, providing real-world consulting and coaching to aspirational owner/managers across a variety of industry sectors. He is currently the part-time joint CEO of a London Fintech software company. Emma Simpson - Counsellor Emma has spent her career working within and with SMEs, across multiple sectors such as: catering, engineering and healthcare. Her love for SME life stems from the belief that the greatest innovation and challenges to conventional business thinking is born from the creativity, agility and entrepreneurial thinking of business owners.

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Continued support

There is continuing support available to BGP participants through a range of groups, events and programmes.

Support Programmes

The BGP offers you a chance to fully plan your growth strategy, but you also need to equip your team with the skills and tools to achieve your goals. We have three complimentary programmes for growing businesses which are ideal for your senior team.

Essential Management Essential Management provides new and experienced managers with the tool kit of skills to become commercially focused, confident members of your senior team, who will contribute more to the future success of the business. www.cranfield.ac.uk/som/em

Finance Fundamentals Finance Fundamentals is for managers who need some familiarity or a refresher in financial concepts that are required by every owner-managed business. www.cranfield.ac.uk/som/ff

Sales Management Sales Management for Growing Business is for those responsible for building, managing and motivating your sales team. www.cranfield.ac.uk/som/ses

BGP boards The BGP boards provide a network of support and mentoring which builds on the unique Cranfield approach to owner-managed businesses. The network consists of a number of regional groups, each chaired by a facilitator who is an experienced BGP business counsellor. BGP events Designed specifically for the BGP Alumni, including Venture Day on Cranfield campus. BGP network Join over 3,000 like-minded owner-managers who have completed the BGP.

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Find out more

Contact the BGP team or join us at a free Business Growth Briefing Event. These events take place online and face-to-face, providing a great opportunity for you to meet members of the BGP team, talk to some past participants of the programme and take away key insights and knowledge that you can put into action immediately.

To book your BGP place or attend a free Briefing Event, contact: Cranfi eld Executive Development team Tel: +44 (0)1234 754500

Email: execdev@cranfield.ac.uk For more information visit: www.cranfield.ac.uk/som/bgp

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Learning and courses for the decade ahead. Our business development team are waiting to talk to you. T: +44 (0)1234 754500 E: execdev@cranfield.ac.uk www.cranfield.ac.uk/som/bgp

The solution described in this document is provide by Cranfield Management Development Ltd, a wholly owned subsidiary of Cranfield University. Every effort is made to ensure that the information in this leaflet is correct at the time it is printed. Please check www.cranfield.ac.uk/som/executive for the latest details.

Terms and conditions can be found at www.cranfield.ac.uk/som/executivetc

Version 2. July 2023.

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