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Integration of buyer’s and Venture Capital companies in match-making events EEN Financial Training Stockholm 26t

Integration of buyer’s and Venture Capital companies in match-making events EEN Financial Training Stockholm 26th of September 2013. l lg Carina de la Tajada Lahall Enterprise Europe Network/Almi Mälardalen . Experience from two mayor events.

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Integration of buyer’s and Venture Capital companies in match-making events EEN Financial Training Stockholm 26t

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  1. Integration of buyer’s and Venture Capitalcompanies in match-making events EEN FinancialTraining Stockholm 26th of September 2013 l lg Carina de la Tajada Lahall Enterprise Europe Network/Almi Mälardalen

  2. Experience from twomayor events Subcontractorconnectat Elmia Subcontractor, Jönköping Sweden – mainsectorsmetalworking, mechanicalengineering and automotive. Baltic Business Arena – organised in Stockholm, Copenhagen and Riga – mainsectors; Cleantech, renewableenergy, life science, sustainableconstruction and ICT

  3. Subcontractor Connect Development and new ideas 2006 Poor result from the evaluation of the event from 2005 2007 Discussions with trade fair organizer about integration of buyers 2007 Merge of two existing projects – b2fair and Automotive Supplier Days by FKG 2008 Same concept as 2007 2009 - 2010 Buyers from the General Industry – assistance from the trade fair organizer and new third party 2010 The Trade mark – Subcontractor Connect is launched 2011 -2012 Same concept as 2010

  4. How to recruit the buyers • Large buyers – often contacted by suppliers ( spoiled) • Co-operate with buyers organization • Purchaser speak purchasers language – use a former purchaser from the selected industry • Use the network of the consultant/former purchaser - knowledge and contacts within the sector • Work with a trade fair that attracts buyers • Follow a realistic plan and present the concept • well in advance

  5. ….howtorecruitbuyers • Present a professional material • Unique opportunity to meet many suppliers at one place in a very short time • Stress that they can select the suppliers already filtered • Efficient pre-scanning of new suppliers • Use good examples of buyers that have participated before • Be patient

  6. Success factors of the event • Same vision as the trade fair organizer • Close co-operation with other relevant organizations • Co-operation with buyers organizations such as FKG • Define the different roles, who recruits who? • Financing, search for external financing, sponsors

  7. Baltic Business Arena Baltic Business Arena has been organized in 2011 - Stockholm 2012 - Copenhagen 2013 - Riga Baltic Business Arena offered the companies a platform to develop new business opportunities in the Baltic Sea Region, a highly competitive region with a huge potential of sustainable growth. Main sectors Cleantech Renewableenergy Life science Sustainableconstruction ICT 2013 – weadded technologiesfor the food industry and Creativity industries

  8. Howtorecruit Venture capitalcompanies • SVCA - The Swedish Private Equity & Venture Capital Association is the industry association for the private equity industry in Sweden • Selection on the webpage to find the right contacts – right sector • Selection of Private equity associations in other countries • Send the info to partners in the event together with proposal of invitation letter • Special invitation to selected companies – follow up by phone

  9. Arguments toparticipate • Present a professional material • Be clear about what you offer and the benefits • Unique opportunity to meet many suppliers at one place in a very short time • Stress that they can meet qualified and innovative companies in the selected sectors • Opportunity to combine invest possibilities in new technology and at the same time find contacts for own portfolio ( objects) • Efficient pre-scanning of new suppliers and technology • Use good examples of Venture Capital companies that have participated before • Be patient

  10. Statements …. • Johan Eskengren from Agera Invest participated in BBA 2011 • Main arguments to participate: • To be able to study the catalogue in advance to select the interesting ones • Time efficient • The combination – invest and find contacts for portfolio • Structured and well-organized event –very important at international events

  11. Thanks for your attention! Carina de la TajadaLahall carina.lahall@enterpriseeurope.almi.se Almi Företagspartner Mälardalen AB/ Enterprise Europe Network lg www.eenorebro.se

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