STRENGTH OF THE

MANAGEMENT TEAM
- THE KEY TO ATTRACTING INVESTORS

NIGEL A.L. BROOKS

THE BUSINESS LEADERSHIP DEVELOPMENT CORPORATION

Article reprint
 STRENGTH OF THE MANAGEMENT TEAM
- THE KEY TO ATTRACTING INVESTORS

Potential investors in entrepreneurial enterprises place significance on

the ability of the management team to enact change in receptive markets
as to earn a multiple of their original investment. It is the ability of the
management team to generate confidence that they can deliver results that
makes the difference to investors. They must be able to demonstrate their
ability to deploy people to execute processes that deliver products and/or
services to large markets.

Potential investors will more readily finance an entrepreneurial enterprise

on the basis of the strength of its management team, and when the market
is large, ready and aware of its products and/or services, than the
underlying benefits and features of the products and/or services
themselves.

A successful management team may be able to repeat their successes as

serial entrepreneurs by knowing how to entertain, inform, convince,
persuade, and negotiate with people, and manage processes.

The management team must be able to demonstrate that they can enact
change, both by being able to cause it or respond to it depending upon
opportunities and conditions (especially crises). Causing change affects
competitors, but being able to respond to change caused by competitors is
essential to sustainability also.

The acceptance of new products and/or services in existing markets, or

existing products and/or services in new markets is based upon employee,
customer, and even supplier constituencies being willing to change their
behaviors.

Hence management must play the leadership role in order to establish an

environment that motivates specific constituents to change. This means
being able to communicate both aspirational and inspirational messages
that cause others to change their behaviors to adopt a product and/or
service, either de novo or as a substitute. Such change occurs by
understanding the difference between what people need and what they
want, and creating emotional messages that cause them to act with
urgency.

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Therefore, a management team seeking financing is likely to lose their
investor audience if they focus solely on presenting a products and/or
service. This rule generally applies even if the value propositions offer
strong benefits and features.

Effective leadership and management techniques are enterpriship

(entrepreneurship, leadership, and management) competencies.

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For more information...

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About Nigel A.L Brooks...

Nigel A.L Brooks is a management consultant to entrepreneurs, business

enterprise owners, executives, and managers, and the enterprises they
serve. He specializes in developing the entrepreneurial, leadership, and
managerial competencies that build sustainable advantage from vision to
value. He is an author and a frequent speaker.

He obtained his professional experience as a partner at Andersen

Consulting (now Accenture, Ltd.), as a vice president at Booz Allen
Hamilton, Inc. (now Booz and Company), as a senior vice president at the
American Express Company, as president of Javazona Cafes, Inc., and as
president of The Business Leadership Development Corporation. He has
been a contributing editor for the Bank Administration Institute magazine,
and has served on boards of entrepreneurial networks. He was educated at
the University of Exeter, Devon, United Kingdom.

His clients are in the financial services, food services, high-tech,

manufacturing and distribution, pharmaceuticals, oil and gas, professional
services, retail and wholesale, transportation, and government industries.

He has experience in North and Latin America, Europe and Asia-Pacific.

www.nigelalbrooks.com

About The Business Leadership Development Corporation (BLD)...

The Business Leadership Development Corporation is a professional

services firm that works with entrepreneurs, lifestyle business enterprise
owners, executives, and managers, and the enterprises they serve.

BLD develops entrepreneurial, leadership, and managerial competencies

that achieve performance excellence by building sustainable advantage
from vision to value through:

 Strategic Management Consulting

 Executive Coaching and Mentoring
 Professional Training via The Center For Business Leadership
Development (CBLD)
 Motivational Speaking

www.bldsolutions.com

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 THE BUSINESS LEADERSHIP DEVELOPMENT CORPORATION
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PHOENIX, ARIZONA 85032 USA
www.bldsolutions.com
(602) 291-4595

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