11/05/2011

By Robert Craven, MD Of The Directors' Centre

I recently worked with some European VCs (Venture Capitalists) on an awards process for biotech companies etc., in Copenhagen. What I found fascinating was the set of criteria used to evaluate each company presentation.

Companies were scored out of 10 on the following criteria:

1. General business idea

2. Key technology

3. Product pipeline

4. Competitive advantage

5. International strategy

6. Sales and distribution channels

7. Management team

8. Financial situation

9. Exit strategy

These criteria - big broad issues and criteria - are an alternative to the FiMO and RECoIL scores used in 'Kick-Start Your Business' (where you look at a business's 'performance to date' and 'potential to grow'). FiMO and RECoIL are used by several leading institutions in the banking and business support industries in the UK.

Remember, an attractive business (to an investor) has the following attributes (consistent with the list above!):

• Underlying, repeatable, sustainable profits

• Reference and trophy clients

• Distinctive capabilities — things that make you unique

• Core competences or strategic assets — what you are really good at

• A senior team to take it to the next stage.

Do score yourself on a scale of 1 to 10 where 1 is a low score and 10 is a high score... What are you going to do now, today, to improve your scores? Stop messing around at the edge of your business and start to make the tough decisions to take the business to the next stage.

Read more from Robert Craven's article Getting Off To A Flying Start

To find out more about increasing sales and profits in your business, please visit our website www.directorscentre.com or contact me at rc@directorscentre.com 01225 851044.

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