We specialise in Growth Strategy, Scal Up of Businesses, Scale Up Start Up Plans, Corporate Strategy, Market Entry Strategy, Non User Markets

1. 1
Scaling up for Growth

2. Change is certainty One thing is clear
We have to Grow
Grow
Grow
&
2

3. What is less clear
3
How will our
business grow???

4. Sustained abnormal growth with a clear vision &
focus is a necessity
4

5. Before you realize the market re-organizes
itself
5
Need gap /
Idea gets
identified
Few players
build size
and teams
Others
participate in
consolidation
by selling out
or JV‟s /
Alliances
Large
organized
players
entering to
market
Entry of
global majors
If market is growing
and we don‟t then our
“Relative Market Share”
will come down

6. Why should we grow our Business?
6
1. Capitalize on Economies of scale, volume discounts
2. Beat inflation and industry growth averages
3. Utilize available spare capacity
4. Attract and retain Top Professional Talent
5. Increase Profit Volumes and Cash Chest for future Innovation
6. Build Competitive Advantages and Entry Barriers
7. Grab and Retain Market Share
8. Increase Market Cap and Enterprise Value to reward Investors
9. Build Fund raising capability and grow further ● ● ● ● ● ●
To be able to:

7. Where will growth come from???
7
Growth Strategy
Matrix
Products
Existing New
Market
Existing
•Current products to existing
customers
•Product innovation
•Market the new product to
existing customers
New
•Find more customers for
existing product
•Geographical expansion,
exports
•Market new product to new
customers
•Diversification into related or
unrelated business

8. „Chicken & Egg‟ Dilemma
8
 Funding is required for
Executing the Business
Plan
&
 Hiring better people for
building a big organization
 However investor like to
fund to after generating
revenues
 Large organization can
attract better “Talent”
In order to hire better people , motivate
them and give equity in the company
and its success

9. “Action is the foundational key to all success”
9
 Planning
o Roadmap
o Milestones
o Realistic targets
 Understand
o Market
o Customer needs
o Competitors
o Issues and Challenges
 Team
o Hire the best and pay professionals
o Import expertise and domain experts
 Monitor performances
Pablo Picasso
Build a culture of
execution capabilities

10. Important to get…
10
Right People on the Right Seats

11. Transformation: Professionalism to Corporatization
11
Ownership
 Independent Legal Entity
 Perpetual Succession
 Limited Liability
 Easy Transferability of Shares
 Separation of Ownership and Management
Operational
 Accountability and Responsibility
 Attract better people
 Allow Business to grow beyond Capacities
 Enabling the organization to smoothen the
operations
 Separation of Board responsibilities from
individual responsibilities
Corporate Governance
 Helps in building internal transparency
and communication
 Democratic way of doing business
 Security of Share-holder‟s money
Valuation
 Better Valuation
 Greater Multiplier as company grows
 Easy access to Capital and Equity Market
 Easy to raise the fund

12. Three Rings of Transformation
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Vision Architecture
Leadership
Change
• Mission
• Fundamental Purpose
• Core Values and Belief
• Distinctive Capabilities
• Expectation about the
future
• Management Processes
• Management Information
Systems
• Performance Matrices
• Performance Tracking Systems
• Continuous Improvement
• Responsibilities and
Accountabilities
• Organization Structure
• Vision Creation
• Coherence/ Consistency
• Change in Attitude
• Motivation and Inspiration

13. What is keeping us from growing our business to the next level?
13
• Vision & Focus
• Strong Core Values
• Market Knowledge & Customer
Insights
• Differentiated Products
• Effective Growth Planning
• Customer Acquisition
• Brand Management
• Robust Processes
• Ability to Execute- Team
• Access to Funds

14. 14
Another Hindrance to Growth
Some Entrepreneurs are satisfied with their
lifestyle and there is little motivation for
growth.
The
Lifestyle
Businesses
Expensive
regular
vacations
Fine Dining
Club
Memberships
Magnanimous
Weddings
Expensive
Cars
2nd Home
Good Quality
Education

15. Speak to Growth Strategy Consultants
• We have extensive experience in building successful businesses in the areas of:
15
Consumption Story Vendor + 1 Building India
• Retail
• E –Commerce and Internet
• Hospitality
• Travel & Tourism
• Quick Service Restaurants
• Food & Food Processing
• Media & Entertainment
• Manufacturing
• Construction Equipment
• Capital Goods
• Power
• Machine Tool
• Automobile, auto
components
• Pharma, Wellness, Life
sciences
• Textile
• Infrastructure
• Construction
• Education
• Agriculture
• Healthcare

16. D‟Essence Consulting Services
Services
• Market Entry & Growth Strategy
• Business Plans & Financial Projections
• Start-up Acceleration Services
• Feasibility Studies
• Enterprise & Business Valuation
• B2B Market/Consumer Insights
• Transformation-Corporatization
• Senior Level Talent (Executive Search)
D‟Essence Consulting is a Management Consulting, Business Strategy and M&AAdvisory firm
Build Grow
Remain
Competitive
M&A
Advisory
303, Aar Pee Center, 11th Road, MIDC, Andheri (E), Mumbai- 400093
www.dessenceconsulting.com
+91 22 28347425
chandni@dessenceconsulting.com