1. About PWG
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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.
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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 events
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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 Budget
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5. PWG – The Big Picture
Hands-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
Advisory
Thought Entry points, Key Player introductions, planning and strategy,
Work operating methods, market sweet spots, talent, tactics
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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 1
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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 staff
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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 engagement
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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
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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 relationship
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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 work
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© 2012 Preston 11

12. Some Clients
Xiris Technologies
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