International Expansion Graeme Read CEO 3R Partnership

Who are 67 + Combined Years Experience 67 + Combined Years Experience £ 104 m Deal Value Businesses Transacted £ 104 m Deal Value Businesses Transacted 125+ Offices & Businesses Launched 125+ Offices & Businesses Launched 32 Countries Operated & Worked In 32 Countries Operated & Worked In Advise, Assist, Advance Enabling Recruitment Entrepreneurs Specialist Corporate Finance

Going Global Why? Challenges Packing List Practicalities

Why? Be honest, what’s the strategy ? Ego driven Planned Demanded Bob Biller is moving there.. It’s a nice venue for a holiday

Why? There ARE some Hot Markets Asia The Americas Sub-Saharan Africa Europe and CEE Clear fundamentals in markets

Why? Affect on Fee Rates / Better Margins? Positive effect on staff & growth Client relationships enhanced Potential buyers may value it To overcome domestic pressure It’s fun !

Challenges Clear Strategy Know your expectations Don’t overlook domestic market Timing - Not a quick fix Could leaves value on the table Orphan Client Syndrome

Challenges Prepare to be challenged Red tape Don’t cut corners It is frustrating Do your research

Challenges Prepare to be challenged By new staff By clients “We do it differently here” Basics & Commissions do differ

Packing List Capacity Funding / Investment Cashflow / Resources Leadership Team Back Office Team

Practicalities What entity? Virtual Rep Office Acquire Permanent Entity Joint Venture or Partner

Practicalities Don’t be a Me2 firm What do competitors do? Specialist v Generalist Don’t overpay for Staff Rent Property

Packing List Referral scheme between offices Expect delays Travel Set up Licenses / Permissions

Practicalities Home & Abroad Advisors Finance, Tax & Legals Withholding Tax Repatriation of Profits Local advisors driven by HQ Grouping or linked entity?

Practicalities Don’t let the tail wag the dog Advisors Staff Negotiate Insurance It cheaper when its small

Practicalities Compliance – It’s different! HR Legislation Licencing / Permissions Temps / Contractors Client agreements

Practicalities Incubate new team/ Office Assimilate culture both ways Transferring Staff: Clear reasons Staying power

Practicalities Be bold, Be different Be flexible Share your values Is Cloud Tech suitable? Invest in & Train people

Practicalities Respect & know the culture Don’t let tail wag the dog again Don’t us colloquialisms! Relish in the diversity Don’t be a Brit outpost

Practicalities Travel early / late Travel often 18 years 1.2 million miles 3 round trips to the moon

Advise, Assist, Advance Enabling Recruitment Entrepreneurs