Empowering Entrepreneurs, Accelerating Growth

Description
Progress Report on the Goldman Sachs 10,000 Small Businesses UK Programme.

EMPOWERING
ENTREPRENEURS,
ACCELERATING
GROWTH
Progress Report on the Coldmen Sechs
10,000 Small Businesses Ul Progremme
November 2014
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 2
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
We are living in the age of the entrepreneur. Now, more than at
any time I can remember, entrepreneurship is being celebrated
by the media and governments around the world. The barriers
to establishing your own business have been lowered by new
technologies and changing consumer behaviour. Some of the
world’s most successful businesses are associated inextricably with
their entrepreneurial roots. Perhaps most notably, becoming an
entrepreneur is no longer considered something for eccentrics or
hopeless optimists – it is aspirational and has become a respectable,
even a desirable, option for some of the best and brightest.
Writing as somebody who started my business at the age of 24, I have no doubt that this cultural
shif is a positive one. For our economies to continue delivering shared prosperity and create
ful?lling opportunities for work, it is essential that innovative ideas and new ways of working are
constantly introduced and tested in the marketplace – and entrepreneurs are critical to this process.
And yet, in all this very welcome celebration of entrepreneurship, sometimes the reality of
what it means to be an entrepreneur can get lost. I am sure that many of the participants
of the 10,000 Small Businesses UK programme struggle to recognize their own experience in
some of the portrayals of entrepreneurship they see around them!
First and foremost, building a business is one of the hardest things you can do. Not only is
it immensely hard work, but almost by de?nition it is a lonely undertaking – the buck really
does stop with the entrepreneur. The undoubted highs (the key milestones reached, the ?rst
big customer won, the ?rst investment secured) are intrinsically tied to the huge challenges
(the radical uncertainty, the constant battling against the odds with limited resources, the
impossibility of ever standing still).
Foreword
Lloyd Dorfman CBE
lounder end Che¦rmen
Travelex
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Yet the 10,000 Small Businesses UK participants who are the focus of this Report are evidence
of how strong the desire is to start your own business, and even more so what can be achieved
when you do. In their diversity, they show how broadly shared the desire to build your own
business is – among people with PhDs and those who lef school early, younger and older
people, men and women, across every sector and in every part of the country. Overwhelmingly,
these individuals have grown their businesses through or founded them during the recent
recession, against all the odds.
The tenacity and resilience that these business leaders demonstrate are surely prerequisites
for business success. Another is the ability to learn and adapt constantly, and the 10,000
Small Businesses UK programme provides the opportunity for accelerated learning from world
class business schools and universities, practitioners in the wider business community and,
critically, from other entrepreneurs. A breakthrough insight and, I am sure, a key reason for
the programme’s impact as demonstrated in this Report, is how it helps entrepreneurs to
tap into one another’s accumulated experience. There is no more credible source of advice or
encouragement than another entrepreneur who has already been down the path that you
are exploring.
Speaking from my own experience, there was no 38 year plan to grow Travelex from a single
shop in 1976 to where it is today and I could not possibly have predicted its evolution. Each
participant in the 10,000 Small Businesses UK programme has their own story and is at a
di?erent stage of their business’s journey, and for each their business’s evolution will be
di?erent. But all are united by the desire to take their businesses as far as they can go and in
this they cannot but bene?t from being part of this unique entrepreneurial community.
Lloyd Dorfman CBE
Founder and Chairman
Travelex
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Executive Summary
Following Stimulating Small Business Growth published in April 2013,
this follow-up Report substantially deepens and strengthens the
evidence base for the impact of the 10,000 Small Businesses UK
(10KSB UK) programme on participating businesses and entrepreneurs.
Most signi?cantly, this Report describes the results of control group analysis designed to
identify programme impact though rigorously comparing participants’ performance with
that of similar but non-participating businesses. This analysis suggests that the 10KSB UK
programme increases participating businesses’ growth by between 10% and 25%, relative to
what their growth would have been without the programme. This boost to growth comes on
top of the relatively high growth that the participating businesses were already experiencing.
This Report also establishes that:
• On average, participants are growing turnover at between 23% and 42% per year afer
participating in the programme, and growing employment between 16% and 26%,
depending on when they graduated;
• The strong revenue growth and job creation exhibited by participants continues well
beyond graduation, with 88% of participants growing turnover three years afer starting the
programme, and 90% of participants growing net employment;
• Relative to the broader UK small business population, participants are heavily skewed towards
the high growth end of the business growth distribution. There are between two and three times
more faster-growing businesses among 10KSB UK participants than in the economy as a whole.
Building on related academic research, this Report studies the 10KSB UK population to shed
further light on entrepreneur characteristics and business behaviours that are associated with
higher growth, including that:
• Key strategic business behaviours associated with higher growth include innovation,
exporting, having a mentor and raising external ?nance;
• High rates of growth among participants are just as likely to be found in any business
sector, and not only in those commonly thought to be associated with high growth such as
technology and the creative sectors;
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• Higher growth ambition, as articulated by participants when they applied to the
programme, is positively associated with actual achieved business growth.
To contextualise these ?ndings, research has established clearly that high growth small
businesses, while small in number, are critical to economy-wide job creation and productivity
growth. While substantial resources are dedicated in the UK to small business support, a
matter of ongoing debate is whether and how these important businesses can be identi?ed
and supported e?ectively.
The ?nding of a signi?cant 10KSB UK programme impact is an important contribution to
this debate, and implies that the programme’s design could inform other e?orts to stimulate
economic growth and job creation by supporting high growth potential businesses.
This Report also includes contributions by leading thinkers on the state of play in small
business and entrepreneurship in the UK, and case studies illustrating di?erent kinds of
strategic change that participants are implementing as a result of the programme.
Programme background
10KSB UK is a comprehensive programme of business development support for small
businesses with high growth potential, designed to help them achieve that potential. Piloted
in late 2010 and launched in early 2011, the programme has to date enrolled more than 800
entrepreneurs across the country. The programme is a partnership between Goldman Sachs,
the Goldman Sachs Foundation and the following leading UK universities:
• Saïd Business School, University of Oxford – national partner;
• Aston Business School – Midlands programme;
• Leeds University Business School – Yorkshire programme;
• Manchester Metropolitan University Business School – North West programme; and
• UCL (University College London) – London programme.
10KSB UK is one of several programmes developed and supported by Goldman Sachs and the
Goldman Sachs Foundation that aim to support the growth of high potential small businesses
and thereby create jobs and grow economies. Building on the success of the 10,000 Women
initiative, which provides a business education to women entrepreneurs in emerging
economies, 10,000 Small Businesses launched in the United States in 2009.
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PR0CRAMMl UPLATl
Progress Since April 2013
The April 2013 Progress Report, Stimulating Small Business
Growth,
1
explained the 10KSB UK programme’s design, set out
early evidence on its impact, and described lessons that the
programme partnership was learning over time. This Report,
published 18 months on, highlights what we can learn from the
10KSB UK population and sets out strong evidence of programme
impact, based on more extensive data and new methodologies.
As described in Stimulating Small Business Growth, participants provide information to
the programme about themselves and their businesses when they apply, in a baseline
survey administered at the beginning of the core programme of modules, and in three post-
programme surveys (approximately 6, 18 and 30 months afer the modules). This provides a
uniquely rich data set covering the characteristics of the participants and their businesses,
and the evolution of these entrepreneurs and businesses over time.
At the time of the ?rst Progress Report, 480 participants had enrolled on the programme, 233
of whom had completed a ?rst (6 month) post-programme survey and 55 participants had
completed a second (18 month) post-programme survey.
As of November 2014:
• 816 participants have enrolled on the programme (of whom 115 are currently undertaking
the programme).
• 438 have completed a frst post-programme survey (approximately 6 months afer
programme completion). This represents an 89% response rate.
• 223 have completed a second post-programme survey (approximately 18 months afer
programme completion). This represents an 86% response rate.
• 57 have completed a third post-programme survey (approximately 30 months afer
programme completion). This represents a 77% response rate.
These high response rates mean we can be con?dent that the data collected and used in this
Report are fully representative of the 10KSB UK population.
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Tll lXPlRT’S \IlW
Mike Cherry
Net¦onel Pol¦cy Che¦rmen
Federation of Small Businesses
What are the main challenges
facing UK small businesses
and entrepreneurs?
The broad economic outlook, including
among the UK’s main trading partners, is
always critical for small businesses and the
present time is no exception.
Looking beyond this to structural factors,
the challenge of ?nding sta? with the
right skills is a perennial problem for UK
small businesses. Addressing this challenge
requires a long-term approach that ensures
our education system is more responsive
to businesses’ needs, and that tackles
skills shortages in areas such as science,
technology, engineering and maths.
Access to ?nance remains di?cult for many
Federation of Small Businesses (FSB) members.
Although conditions have improved, the FSB
believes there remain structural issues in
the market that require a long-term solution,
including the entry of new challenger banks
and growing the non-bank ?nance sector.
What do you think makes for
the most e?ective business
support?
Businesses’ needs vary widely, so there
is not a ‘one size ?ts all’ solution to
business support. However, there are some
fundamentals it is important to get right.
For businesses beyond the startup phase,
which has its own speci?c challenges, business
owners need to be convinced that their
investment in business support will have a
positive impact. Key to this is that the support
is practical so it leads directly to application
in the business, and ideally support should be
ongoing as changes are implemented.
There is also a considerable advantage in
training taking place in a cohort of business
leaders, an approach adopted by 10KSB
UK. This immediately creates a sense of
community, where the entrepreneur can
share ideas and learn from their peers.
What role can business support
play in helping businesses that
are seeking to grow?
Helping businesses that seek to grow to
plan systematically for growth, and to
be prepared for the speci?c challenges
associated with growth, is critical.
Enhancing management skills is also
crucial, and an area in which the UK has
historically lagged behind our competitors.
Better management brings both short term
and dynamic bene?ts, such as improving the
business’s ability to access di?erent types
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of ?nance and support that can enable the
business to achieve its potential.
Support can also help raise awareness of
the range of opportunities that are available
to growing businesses, for example the
variety of ?nance providers in the market,
including non-traditional providers.
What role can larger
businesses play in helping
small businesses?
Where larger businesses have a good
collaborative relationship with smaller
businesses, particularly in their own supply
chain, it can create real bene?ts for both
sides. For instance, there are good examples
of apprentices from large ?rms working in
their supply chain. Some large businesses
have introduced their supply chains to new
export markets. In these and similar areas
there are examples of best practice and
opportunities for more widespread adoption.
Knowing that their large customers
are going to pay on time is invaluable to
small businesses, for whom cash?ow can
be a life or death issue. The best businesses
know the importance of the whole business
ecosystem, recognising that all businesses,
small or large, have a role to play.
How can entrepreneurs support
each other?
One of the main reasons our members
join the FSB is their belief in the power of
networks. Being able to work and speak
with fellow entrepreneurs inevitably leads
to valuable insights, and ofen to business
opportunities.
10KSB UK recognises this – we believe
it is a key factor behind the programme’s
success. Whatever problems a business is
experiencing, you can be sure that there are
many others in the same boat, and many
more who have already worked through the
issue. Entrepreneurs’ combined experience is
a formidable – and barely tapped – resource,
and ?nding ways to open it up to others can
be very powerful.
Which one piece of advice
would you give to an aspiring
entrepreneur?
Perseverance and openness to learning are
key attributes for any entrepreneur. Every
business leader makes mistakes and su?ers
setbacks, ofen for reasons beyond their
control. The key di?erentiator is how you
respond to the mistakes and the setbacks.
People ofen talk about the culture of
enterprise in the US. One area where there
does appear to be a striking di?erence is the
acceptance in the US that business failure
is a fact of life, and the knowledge that
entrepreneurs can come back stronger as
a result.
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2 See lor exemple. lert, M., end Anyed¦keLenes, M. (2014), “Mov¦ng on lrom the ‘\¦tel 6+’”, lRC Ins¦ghts Peper No. :, lRC,
Coed, A., end lolzl, W. (2010), “l¦rm growth. lmp¦r¦cel enelys¦s”, Pepers on lconom¦cs end lvolut¦on, No. 1002, lenrekson,
M., end ¦ohensson, L. (2010), “Cezelles es ¦ob Creetors – A Survey end Interpretet¦on ol the lv¦dence,” Smell Lus¦ness
lconom¦cs, :S.22/244.
SlCTI0N 1 – PARTICIPANT PR0lIll
The 10,000 Small Businesses
UK Participants
OVERVIEW
Section 1 explains why the 10KSB UK participants can
provide insight into the UK’s high growth potential
small businesses.
Using a rich data set, it describes who the 10KSB
UK businesses are and how they compare with the
broader UK small business population.
In recent years research has established convincingly that
high growth businesses are small in number but are vitally
important, because they are the economy’s jobs engine.
2
But
little is understood about what, if anything, can in fact be done
to identify high growth potential businesses and support them to
succeed. Because 10KSB UK is a concerted e?ort to do just this, it
can provide insight into these important questions.
Our starting point is understanding the characteristics of the 10KSB UK participants
themselves, and where they sit within the broader UK small business population.
Participant recruitment is a critical element of the 10KSB UK programme. Recruitment and selection
is managed regionally by the programme partners and is targeted at the leaders of established
small businesses and social enterprises with typically between 5 and 40 employees. Beyond these
basic requirements the selection process aims to identify participants whose businesses have
the potential to grow signi?cantly and whom the programme can help to achieve this growth.
There are no restrictions with respect to other characteristics of the business or the applicant,
for example business sector, education experience, business age,
3
family business and so on.
By virtue of this selective recruitment process, the 10KSB UK participant base has some
speci?c characteristics that distinguish it from the broader small business population:
• Eligibility criteria: Participants have to be established businesses with employees. They
cannot be sole traders without employees or startups.
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 10
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: 0ther then thet the bus¦ness must demonstrete thet ¦t ¦s estebl¦shed end hes e tred¦ng h¦story.
• Self-selection: Clearly, a prerequisite for participating in the programme is applying in the
?rst place. Though motivations for applying likely vary, all applicants must at least be open
to the idea of taking on this form of business support. Some entrepreneurs are surely not,
and they may be systematically di?erent from those who are.
• Selection process: A thorough selection process aims to identify the business leaders and
businesses from among those who apply who will bene?t most from the programme,
speci?cally in terms of helping the business leader to grow their business substantially.
This combination of characteristics clearly means that the 10KSB UK population is not
straightforwardly representative of the broader UK small business population. But given the
immense diversity of this broader population, which numbers almost 5 million, the notion of
the ‘average’ small business is unlikely to be a useful one in most contexts. The small business
population can be usefully disaggregated in many di?erent ways, depending on what we want
to investigate. So the crucial question is not whether 10KSB UK participants are representative
of the wider small business population, but whether they are representative of a subset of
that population that is useful to understand better.
C»si S:Uur. liv:N L»v:s, Tni \:Ni TrUs: CroUr
Making a
bigger di?erence
A headline announcing, “Dry pub opens
for business,” 25 years ago, signalled the
launch of the Vine Trust in Walsall.
Local philanthropists turned a
previously notorious local, the Vine,
into a non-alcoholic community pub.
Their aim was to create a space for
disadvantaged young people, where they
could get support with education, jobs
and family life.
Current CEO Kevin Davis joined the
Vine Trust in 1997 to help it realise its
vision to regenerate this industrial town
in the Black Country. “We want the whole
community to learn, live, work and play
together, almost like a new village for the
twenty-?rst century,” Kevin says.
However, the Trust has had to
think creatively about how to fund its
activities. “Social entrepreneurs can ?nd
it di?cult to ?nd capital, because banks
don’t understand what the social economy
is about,” Kevin explains, “so revenue has
to come from other sources”.
The Goldman Sachs 10KSB UK
programme helped Kevin to write a
growth plan that he could share with
commercial backers. This included
helping him to work out new ways to
measure social value.
As a result, the Trust has grown its
four principal revenue streams: Vines, a
pro?t-making restaurant, where young
people can train as chefs, now has
two new branches; two schools, which
prepare students for work, are growing
their annual surpluses; partnerships with
businesses such as Ikea, who pay the
Trust to ?nd apprentices, are growing
into a national business; and the Trust
is generating revenue from renting
managed workspace to small businesses.
Recently, Kevin led a delegation to
Bilbao, Spain, to share the Trust’s vision
for a Black Country social enterprise zone
with Basque politicians and business
leaders. The organisation has come a long
way from its takeover of “the worst pub
in Walsall”.
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4 From Department for Business,
Innovation & Skills (BIS) statistics.
5 Derived by subtracting Business
Structure Database (BSD) private
sector 2013 births from above ?gure.
6 Derived by subtracting 1 to 3 and
50+ employee businesses, from
BSD private sector ?gure.
7 Derived by subtracting Wales,
Scotland and Northern Ireland
?rms, from BSD, from above ?gure.
8 Derived by subtracting declining or
unchanged ?rms, from BSD, from
above ?gure.
9 Restricting to those with 2008-10
employment growth rate within
interquartile range of 10KSB UK
participants’ growth rate.
The UK Small Business Population
All UK small businesses, 2013
4
4,900,000
1,210,000
…Less businesses with no employees
4
…Less startups (businesses founded 2013)
5
1,190,000
510,000
…Less businesses with 1 to 3 employees
6
440,000
…Less businesses outside 10KSB UK regions
7
160,000
…Less businesses that did not grow in 2012
8
…Less businesses without similar historical
growth to 10KSB UK participants
9
65,000
small businesses with similar pro?le to
10KSB UK population
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 12
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10 lor exemple ¦n lnglend two mejor support progremmes lor estebl¦shed smell bus¦nesses ere the Crowth Acceleretor end
Crowth \ouchers schemes.
We believe that the 10KSB UK participants are representative of a subset of the small business
population that is an important one for two key reasons:
• Because high growth small businesses are well established as being critical to job creation,
in addition to having other important economic spillovers;
• In most economies, including the UK, signifcant resources are dedicated to supporting
small businesses. Furthermore over time there has been an increasing focus by
policymakers on attempting to support small businesses with growth potential.
10

Apart from the intrinsic interest of the small and unusual group of small businesses that
experience high growth, there is therefore a practical importance to understanding more about
who they are and whether and how business support can help them.
11
10KSB UK participants and UK small businesses compared
Here we consider the characteristics of the 10KSB UK participants and their businesses as
they enter the programme, while in later sections we will consider their trajectories
post-programme and evidence of the impact that their participation has had on them and
their businesses.
C»si S:Uur. \:cr:» lork:Ns, lork:Ns C»:ir:Nc

Family values
Hopkins Catering has been in the Hopkins
family for three generations. Victoria
Hopkins, from the third generation,
joined the Goldman Sachs programme at
a time when her father Chris was in the
process of handing over the running of
the business to her.
“The programme helped me to build
my con?dence and set a vision for the
business,” Victoria says. “I wanted to take it
from being a family business to something
a bit more professional. I focused on
creating clear strategy, KPIs, product
development and getting sta? involved.”
In particular, Victoria wanted to
collaborate with suppliers to create
more innovative catering equipment,
furnishings and services for her business
catering clients.
“I wanted to take our beautifully
crafed products and make them
contemporary and at the same time
bene?t the customer by incorporating
modern technology,” she explains. “The
Goldman Sachs programme gave me
the con?dence to negotiate exclusive
agreements with a company in Germany
to do this.”
The business is starting to reap the
rewards of Victoria’s e?orts, having
beaten all its targets for turnover and
pro?tability in the last year, including
transforming a loss of £200,000 into a
pro?t of £150,000.
As well as helping Victoria, the
programme gave her father Chris the
con?dence to let go. “The programme
stopped me having a constrained view.
Seeing that, my Dad was happier to hand
the business over,” she says.
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C»si S:Uur. 0i:vir L»kir, lox W:ri
Not just a young
person’s game
Oliver Baker bought Fox Wire, a wire
manufacturing company, aged 47, afer a
career in banking, with a view to turning
the business around.
“I wanted to do my own thing,” he
explains. “I’d seen my kids through
education and paid o? the mortgage, so I
felt I could take the risk.”
Unfortunately, he acquired the
business in 2007 and, as the recession
kicked in, the gentle self-funded
turnaround process Oliver originally
envisaged had to be accelerated.
Participating in the Goldman Sachs
10KSB UK programme helped Oliver to
get through tough ?nancial times.
“Because I’m older and had a lot
of experience, for me the programme
wasn’t so much about acquiring speci?c
knowledge, it was more about helping me
get perspective and articulate and talk
through the issues I was facing,” he says.
The programme helped Oliver
to sharpen up his business plan in
preparation for approaching funders.
In particular, it made him focus on
where exactly growth would come from.
“I decided to focus on developing new
products,” he says, “and that is working
out”.
As a result, in 2013 Fox Wire secured
investment of £1 million from Finance
Yorkshire’s Equity Linked Fund, alongside
£3.2 million debt and working capital
facilities from HSBC, which will now allow
the company to execute its growth plan.
“I didn’t go into it thinking it would
be a sprint, but the recession made the
turnaround into a marathon,” Oliver says.
“The experience I’d gained previously, and
the experience and stamina you gain with
maturity, have de?nitely been helpful.”
Despite the challenges, Oliver has
enjoyed the transition from employee
to owner. “The business is totally
absorbing in a way that advising other
people wasn’t,” he says. “It’s life lived in
technicolour.”
Figures 1 to 15 set out information about these businesses and their leaders, and compares
these, where recent data is available, with the broader small business population (excluding
sole traders, start-ups and businesses with 50 or more employees). The data is broken down
into three broad categories:
• Characteristics of the business;
• Characteristics of the entrepreneur leading the business; and
• Strategic behaviour of the business.
In some areas the 10KSB UK population is broadly similar to the wider population of small
business employers, but in other there are notable divergences. Some key points to highlight
from the data are as follows:
• 10KSB UK participants are recruited from a wide range of business sectors. The proportion
of manufacturing and information & communication businesses is higher than in the
broader population.
11 Whether the 10KSB Ul populet¦on does ¦n lect represent th¦s group depends on the e?ect¦veness ol the recru¦tment process,
¦n pert¦culer whether ¦t succeeds ¦n ¦dent¦ly¦ng end recru¦t¦ng entrepreneurs end bus¦nesses w¦th h¦gh growth potent¦el.
‘l¦gh growth potent¦el’ ¦s ol course not object¦vely meesureble end e poss¦ble object¦on could be thet ‘p¦ck¦ng w¦nners’ ¦n
th¦s wey ¦s not poss¦ble. Lesed on the postprogremme perlormence ol progremme pert¦c¦pents relet¦ve to compereble
bus¦nesses set out ¦n Sect¦on 2 ol th¦s Report, ¦t seems however thet the recru¦tment process ¦s successlul ¦n th¦s respect.
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• In terms of business size, the 10KSB UK population is skewed towards larger businesses.
Approximately half of them are micro-enterprises according to the standard de?nition (fewer
than 10 employees), compared with 89% of the broader population. Within the 10KSB UK
population social enterprises, which make up 11% of participants, tend to be smaller.
• The business age pro?le of the businesses is similar to the broader population – among
both populations there is a roughly equal split between businesses less than and greater
than 10 years old.
• Family businesses account for 13% of 10KSB UK participants. They tend to be older and
somewhat larger than the non-family businesses.
• Women entrepreneurs make up approximately a third of 10KSB UK participants, a
signi?cantly higher proportion than in the wider population.
• In terms of participant age, 74% of participants are between 30 and 49 years old. Perhaps
surprisingly, only 7% are younger than 30. The age pro?le of participants is broadly similar
between men and women.
• On average, although there is a wide range, participants have a somewhat higher
education level than the broader UK population, with 63% of participants having at least
undergraduate education.
• 74% of participants are founders or co-founders of their businesses. Approximately a
third of participants have led previous businesses.
• 70% of participants own a majority shareholding in their business, with a quarter owning
the business outright (excluding social enterprises).
The overwhelming message in this data is the sheer diversity of the types of entrepreneurs
and businesses identi?ed to have growth potential. Although there are regularities in the data,
which will be further investigated in Section 3 and which suggest certain characteristics and
behaviours are associated with business growth, it is clear that there is no single archetype of
the high growth potential business or entrepreneur.
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 15
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
Tll lXPlRT’S \IlW
Kevin Daly
Ch¦el Ul lconom¦st
Goldman Sachs Global Investment Research
Credit availability is key for
small business growth
The fortunes of the UK economy in the afermath of the ?nancial crisis
have been intrinsically linked to developments in credit availability.
In the ?ve-year period from the start of the
recession in early 2008 until early 2013,
credit was in short supply: the amount of
outstanding loans to UK households and
businesses fell and, for those who were
lucky enough to be able to obtain a loan, the
spread on bank lending rates over o?cial
interest rates rose signi?cantly.
UK economic growth
exceptionally weak until 2013
Growth in the economy during this period
was exceptionally weak. At the start of
2013, ?ve years afer output began to fall,
it remained 1 per cent below its pre-crisis
peak and 7 percentage points below where
it was at an equivalent stage of the cycle
in the (average of) the three previous
recessions (early-1990s, early-1980s and
mid-1970s). It was also 6 percentage
points below that of the US and broadly
comparable with the output pro?le for the
Euro area, notwithstanding the crisis in
the region.
Yet, since early 2013, the UK economy
has undergone a remarkable transformation:
output has accelerated sharply and has
grown faster than in any other major
economy in the 18 months since then.
Easing in credit availability
was key turning point
The key turning point for the UK economy, in
our opinion, occurred six months earlier, in
mid-2012, when the Bank of England (BoE)
launched its Funding for Lending Scheme (FLS)
to encourage banks to lend and ECB President
Mario Draghi’s “whatever it takes” commitment
to save the Euro area resulted in a signi?cant
reduction in the funding costs of UK banks.
Within six months of these initiatives
being taken, there was a tangible easing
in the availability of credit in the UK. The
nationwide advertising campaigns launched
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 16
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
by most of the major UK banks at the start of
2013 were the most visible evidence of this.
Less conspicuously, the cost of new lending
began to ease and the amount of outstanding
lending began, slowly, to recover.
Easing credit conditions have
most bene?ted households
to date
Most of the easing in credit supply was initially
skewed towards the household sector and, in
particular, towards mortgage lending: lending
to households has picked up more sharply
than lending to businesses and the average
interest rate on new loans to households has
fallen by more than business rates.
In our view, whether the UK economy
continues to perform strongly will depend,
to a large extent, on whether the easing
in the availability of credit experienced by
households to date can now be extended
to businesses. Such an easing would be
particularly bene?cial to small businesses,
which are more dependent on bank credit than
large businesses, and for which interest rates
on new borrowing remain relatively high.
Because UK banks’ funding costs have
continued to decline, banks have a strong
incentive to continue to increase lending.
Given that secured mortgage lending is
administratively simpler and ofen involves
less risk for banks than lending to small
and medium enterprises, one might expect
this expansion to remain skewed towards a
further easing in mortgage availability.
However, earlier this year, as house
prices were rising sharply, the BoE sent a
reasonably clear signal that it would limit
any additional easing in the availability of
mortgage credit.
Prospects for UK business
sector lending are improving
With banks facing a signi?cant market
incentive to increase lending, but with
the BoE keen to ensure that there is
no additional easing in the availability
of mortgage credit, we now think it is
more likely that UK banks will ease the
availability of credit to businesses over time.
There have been tentative signs in
the past 3 to 6 months that the easing
in credit availability is beginning to shif
from households to businesses: gross bank
lending to small and large ?rms has picked
up strongly this year (although net lending
remains broadly ?at, re?ecting continued
high levels of debt repayments); the BoE’s
Credit Conditions survey for Q3 reported a
small easing in the availability of corporate
credit but a material tightening in the
availability of mortgage credit; and fewer
small businesses now report a lack of
credit availability as a major constraint
on expansion.
Whether this easing in credit availability
to businesses is maintained, and if so by
how much, remains to be seen. Helping to
ensure that it does remains a key challenge
for UK policymakers.
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 17
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
SlCTI0N 2 – PlRl0RMANCl
How are 10,000 Small
Businesses UK Participants
Performing?
OVERVIEW
Section 2 describes the growth performance of
10KSB UK participants following their participation
in the programme.
This growth is then compared with the broader
population of UK small business employers.
This con?rms that the programme participants are
indeed, on average, on a high growth trajectory.
It also describes the range of strategic changes that
the business leaders describe taking place in their
businesses following the programme.
The April 2013 Progress Report set out data about early
10KSB UK participants’ post-programme trajectories (in
particular business turnover and employment) and strategic
changes happening in their businesses, based on participant
surveys. 18 months later, we are able to update this analysis
based on a signi?cantly larger population of participants and
for a longer post-programme period. This is important both to
establish whether the trends identi?ed in the April 2013 Report
continue over time, and whether the 10KSB UK population does
indeed exhibit high growth relative to the broader small
business population.
Data collected from participants by (phone-based) survey is particularly useful in that it
provides more timely, rich and consistent data than is available through any other means.
For example, the information collected on the strategic changes participants are making and
changes in attitudes (for example, to ?nancial management) provide an almost real time
picture of change during the growth process. Furthermore, while it is not of course possible to
verify the accuracy of all the data collected by survey, the design of the survey process means
that there is little reason to expect a systematic positive (or negative) bias in the data.
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 18
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
As shown in Figures 16 to 21, 10KSB UK participants are growing revenues and net
employment to a signi?cantly greater extent than the broader small business population.
Over three quarters of alumni are increasing net employment and approximately the
same proportion are growing revenues, versus 29% and 38% of the small business
population respectively.
On average, alumni are growing net employment by 16% to 26% per year (depending on
when they graduated), against 4% on average among small businesses. Alumni are increasing
turnover by between 23% and 42% on average, versus 8% for the small business population.
Interestingly, employment and turnover growth rates moderate the longer the time since
graduation, perhaps re?ecting an initial growth boost during and immediately following
the programme.
Figures 20 and 21 compare the distribution of growth rates, and illustrate that a far larger
proportion of 10KSB UK participants have high growth rates (20%+) than is the case among
the small business population. For example, 44% of 10KSB UK participants are growing net
employment at over 20% per annum versus 13% for the wider population.
C»si S:Uur. ¦onN M:iiir, L»si CroUr
Exporting: a winning
formula
Base Group started life in 2002 as a
single company, Composite Materials,
sourcing materials and components for
the Formula 1 manufacturing process.
Twelve years on, the Group comprises
three companies, its clients span the
automotive, aerospace, motorsport and
white goods sectors, and its turnover has
risen to £6.5 million.
In the coming ?nancial year, group
managing director John Miller con?dently
expects the percentage of sales from
exports to rise from 22% to 32%. He
recognises the role that the Goldman
Sachs 10KSB UK programme
played in helping him to identify key
export opportunities and di?erent routes
to market.
“As a result of the business plan
created during the programme, we are
now operating across Europe through
a network of distributors and agents
supported by our own sales team,” John
says. “This expansion has seen our sales
e?ort increase across, Germany, Italy,
Switzerland, Russia and the UK; and we
are now in the ?nal stages of negotiations
on agreements that will see our products
promoted across the Benelux region, China
and the USA.”
The 10KSB UK programme also
put John in touch with contacts in
government and banking who could
support the expansion of his business.
“In order to secure the overseas
opportunities, we had to invest,” he says.
“The programme put us in touch with
contacts from UK Trade & Investment,
Santander, and the Technology Strategy
Board, who could help us.”
As a result of building relationships
with these contacts, Base Group has
secured three Technology Strategy
Board grants worth £375,000 to support
research and development into innovative
new manufacturing processes.
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 19
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
It is notable that the strong performance of 10KSB UK participants persists over time. For
example, of the earliest participants in the programme (those who participated in the second
half of 2010 and ?rst half of 2011):
• 90% report having increased net employment in the past 12 months, at an average rate of
16% per year
• 88% report having increased revenues over the past 12 months, at an average rate of 23%
per year.
Although they represent a small group (44 participants), those early participants who have
completed all three of the post-programme surveys to date report a 94% net increase in
employment and an 89% increase in turnover between 2010 and 2013.
What changes happen to participants and in their businesses
following the programme?
As shown in Figure 22, the larger data set available for this study con?rms the earlier Progress
Report’s picture of extensive change taking place among participants and in their businesses
following their participation in the programme. For example:
C»si S:Uur. Ciz W»isn, :NNircr CroUr
Thinking big,
acting big
innergy Group, which started trading in
2008, is the fastest growing independent
supplier of LPG and industrial gases in
the UK. Since the company was launched,
annual turnover has grown from zero
to £2.5 million. But managing director
Gez Walsh has ambitions to grow the
company further – ambitions which the
Goldman Sachs 10KSB UK programme is
helping him to achieve.
For Gez, many of the changes he
made to the business as a result of
participating in the programme were
around corporate governance.
“I realised that if we want to be big, not
only do we need to think big, we need to act
big,” Gez says. “Corporate governance is not
only about rules, regulations and structures.
For an ambitious SME it is also about
sending a message to investors, customers,
supply partners and employees that we
are serious and credible in our ambitions.”
Since completing the programme, Gez
has brought in two new non-executive
directors who bring expertise in ?nance,
mergers and acquisitions to the board. He
has re-structured his management team,
promoting three internal candidates to
more senior roles. He has introduced a
“customer delight philosophy” which is
clearly de?ned and strictly measured.
He has improved succession planning,
and put in place a comprehensive
HR structure, which starts from a
commitment to each individual employee.
“Before, we were quite good at growing,
but not very good at supporting that
growth,” Gez says. “We now not only
have an infrastructure that gives us a
competitive advantage, we also have the
support structure in place to be able to
achieve signi?cant growth.”
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 20
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
• Con?dence: 93% of participants report that they are more con?dent in their ability to
successfully grow their business. It is reasonable to assume that con?dence in one’s
ability is an important contributing factor for successful business growth. This ?nding is
particularly notable given that the selection process is already likely to have ?ltered out
some less con?dent applicants, so that the baseline con?dence of participants is already
likely to be high.
• Changed processes: Almost all participants (92%) report having changed internal
processes or systems following the programme, perhaps re?ecting the impact of the core
programme module on “Growth Through Operations”.
• Innovation: Among various indicators of innovative behaviour, 85% of participants report
having improved product or service quality.
• Financial understanding: 82% report having better integrated ?nancial information
into their business decision making. The programme partners’ experience is that ?nancial
capability varies widely among participants, and is ofen lacking even in small ?rms that
have enjoyed success to date. The 10KSB UK programme therefore addresses signi?cant
resources to tackling this, including modules dedicated to “Money & Metrics” and “Finance
for Growth”. This statistic suggests that 4 in 5 participants are implementing changes to
their ?nancial management as a result.
• Human capital: 68% of participants increase training opportunities for employees post-
programme. The programme seems to convince participating entrepreneurs of the business
bene?ts of investing in their employees, perhaps re?ecting the impact of the “It’s The
People” module in the core programme.
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 21
Business characteristics
12 l¦gs 1:. Source. M°l survey end LSL (20121.
Business sectors
Participants are recruited from a broad range of business sectors. Manufacturing and Information & Communication are
strongly represented among participants relative to the broader small business population.
12
Fig 1
All small businesses
10KSB UK participants
15%
9%
INFORMATION &
COMMUNICATION
6%
13%
MANUFACTURING
18%
21%
PROFESSIONAL,
SCIENTIFIC AND
TECHNICAL
42%
28%
OTHER
16%
14%
WHOLESALE
AND RETAIL TRADE
ADMINISTRATIVE
AND SUPPORT SERVICES
10%
9%
Business size – turnover
The median turnover of businesses joining the
programme is £690,000, with an interquartile range of
£340,000 to £1,520,000.
12
Fig 2
1-99 1000-4999 500-1000 100-449
30%
20%
5000+
10%
40%
SIZE OF BUSINESS (TURNOVER £000s)
10KSB UK participants
All small businesses
Business size – employees
The median number of full time employees of businesses
joining the programme is 8, with an interquartile range
of 5 to 16.
12
Fig 3
1-9 30-39 20-29 10-19
60%
40%
40-49
20%
80%
SIZE OF BUSINESS (EMPLOYMENT)
10KSB UK participants
All small businesses
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 22
Business characteristics (continued)
Business age
The majority of the participating business are less than 10 years old when they join the
programme, and the median age is 8.
13
Fig 4
YEARS
1-4 10-19 5-9 20-30 30+
21%
26%
29%
25%
36%
29%
8%
12%
6%
9%
10KSB UK participants
All small businesses
0-4 5-9 10-19 20-49 50+
30%
20%
10%
40%
EMPLOYMENT
Fig 5
Business size – social
enterprises/small businesses
Social enterprise participants tend to be smaller
than other businesses.
13
Social enterprise
Small business
Total
Fig 6
1-99 100-249 250-499 500-999 5000 1000-4999
30%
20%
10%
40%
SIZE OF BUSINESS (TURNOVER £000S) BY FAMILY BUSINESS
Business size – family/non-family
businesses
Family businesses, which account for 13% of 10KSB UK
participants, are somewhat larger than non-family business
participants.
14
Family business
Non-family business
Total
1: l¦gs 4,S. Source. M°l survey end LSL (20121.
14 l¦g 6. Source. M°l survey.
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 23
Entrepreneur characteristics
Women entrepreneurs
Approximately a third of 10KSB UK participants are
female, whereas 19% of the small businesses population
are led by women (SBS, 2012).
15
32% 10KSB UK participants
19% All small businesses
UK WOMEN-LED
SMALL BUSINESSES
32%
19%
Participant age
Almost three quarters of participants
are aged between 30 and 50, and the
median participant age is 42.
16
AGE OF OWNER
(WHEN STARTING PROGRAMME)
20-29 30-39 40-49 50-59 60-69
7%
33%
41%
1%
17%
Fig 7 Fig 8
1S l¦g /. Source. M°l survey end Smell Lus¦ness Survey (SLS) 201:.
16 l¦gs S10. Source. M°l survey.
NUMBER OF YEARS LEADING
THE BUSINESS
0-4 5-9 10-14 15-19 20+
35%
38%
14%
5%
7%
Fig 10
Tenure as leader
More than a third of participants
have been leading their businesses for
less than ?ve years, and almost three
quarters have been leading the business
for less than 10 years.
16
20-29 30-39 40-49 60-69 50-59
30%
20%
10%
40%
AGE OF OWNER (WHEN STARTING PROGRAMME) BY GENDER
Age by gender
The age pro?le of men and women business leaders participating in the
programme is very similar.
16
Fig 9
Female
Male
Total
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 24
Highest education level
63% of participants have undergraduate
or postgraduate education. This
compares with 38% of the UK
population aged between 21 and 59 (64
for men).
18
45% Undergraduate degree
18% Postgraduate degree
23% Sixth form/FE
14% O level/GCSE
18%
45%
14%
23%
Fig 15
Fig 13
OWNERSHIP STAKE (%)
0-24 25-49 50-74 75-99 100
11%
19%
37%
24%
9%
Majority stake
Non-majority stake
Ownership stake
70% of participants have a
majority stake in the business they
lead, with a quarter owning the
business outright.
17
OWNERSHIP STAKE BY GENDER (%)
0-24 25-49 50-74 75-99
30%
20%
100
10%
40%
Fig 14
Ownership stake by gender
The ownership stakes of men and women business
leaders are broadly similar, with women somewhat more
likely to own a majority stake in their business.
17
Female
Male
Total
37% Led previous business
63% Not led previous business
63%
37%
Fig 12
Previous business
experience
Approximately a third of
participants have led previous
businesses.
17
Entrepreneur characteristics (continued)
36% Co-founder with others
38% Founder
26% Did not found the business
Fig 11
Founder status
Three quarters of participants are
either founders or co-founders of
the businesses they lead.
17
38%
36%
26%
1/ l¦gs 1114. Source. M°l survey.
1S l¦g 1S. Source. M°l survey end Smell Lus¦ness Survey (SLS) 201:.
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 25
38%
67%
69%
88%
8%
29%
42%
23%
Fig 18 Fig 19
Turnover growth rate, previous
12 months (6/18/30 months)
Participants’ reported turnover growth in the previous 12
months ranges between 23% and 42%, depending on the
length of time since the participants graduated.
20
Percentage of participants growing
turnover (6/18/30 months)
As for net employment, a large majority of participants
report growing turnover over the previous 12 months.
19
Participant performance and strategic change
77%
75%
THOSE SURVEYED
UP TO 18 MONTHS
ONLY
THOSE SURVEYED
UP TO 18 MONTHS
ONLY
THOSE SURVEYED
UP TO 6 MONTHS
ONLY
THOSE SURVEYED
UP TO 6 MONTHS
ONLY
THOSE SURVEYED
UP TO 30 MONTHS
THOSE SURVEYED
UP TO 30 MONTHS
ALL SMALL
BUSINESSES
ALL SMALL
BUSINESSES
90%
THOSE SURVEYED
UP TO 18 MONTHS
ONLY
THOSE SURVEYED
UP TO 18 MONTHS
ONLY
THOSE SURVEYED
UP TO 6 MONTHS
ONLY
THOSE SURVEYED
UP TO 6 MONTHS
ONLY
THOSE SURVEYED
UP TO 30 MONTHS
THOSE SURVEYED
UP TO 30 MONTHS
ALL SMALL
BUSINESSES
ALL SMALL
BUSINESSES
29%
4%
23%
26%
16%
Fig 16 Fig 17
Percentage of participants growing
net employment (6/18/30 months)
A large majority of participants report growing net
employment over the previous 12 months, with almost
all participants (90%) from the ?rst three cohorts
reporting growth.
19
Employment growth rate, previous
12 months (6/18/30 months)
Participants’ reported net employment growth in the previous
12 months ranges between 16% and 26%, depending on
the length of time since the participants graduated.
20
19 l¦gs 16, 1S. Source. M°l survey end SMl Lus¦ness Lerometer leb 2014.
20 l¦gs 1/, 19. Source. M°l survey end LSL.
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 26
Fig 22
YOU INTRODUCED NEW
INTERNAL PROCESSES
OR SYSTEMS
HAS THE PROGRAMME
HELPED TO ENHANCE YOUR
BUSINESS NETWORK IN
ANY OF THE FOLLOWING
AREAS?: NEW SUPPLIERS
YOU IMPROVED THE
QUALITY OF AN EXISTING
PRODUCT OR SERVICE
YOU ARE MORE CONFIDENT
IN YOUR OWN ABILITY
TO SUCCESSFULLY GROW
YOUR BUSINESS
YOU USE FINANCIAL
DATA TO DRIVE BUSINESS
DECISIONS MORE THAN
YOU DID PREVIOUSLY
INCREASED TRAINING
OPPORTUNITIES FOR
EMPLOYEES
93% 82% 92% 85% 68% 43%
Strategic change (based on 6 month responses for all respondents)
Participants report signi?cant change taking place in their businesses in the six months following programme participation,
including process and product innovation, improved ?nancial management, enhanced networks and new approaches to
people management.
22
Employment growth rate
distribution comparison
A much higher proportion of 10KSB UK participants (44%)
grew net employment by over 20% in the previous year
than among the broader small business population (13%).
21
Turnover growth rate distribution
comparison
Twice the proportion of 10KSB UK participants (37%)
grew turnover by over 20% in the previous year than
among the broader small business population (18%).
21
Fig 20
20 to 49%
50%+
1 to 9%
-1 to -19%
10 to 19%
0%
-20%+
ALL SMALL
BUSINESSES
10KSB UK
PARTICIPANTS
ALL SMALL
BUSINESSES
10KSB UK
PARTICIPANTS
Fig 21
Participant performance and strategic change (continued)
21 l¦gs 20, 21. Source. M°l survey end LSL.
22 l¦g 22. Source. M°l survey.
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 27
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
SlCTI0N : – LRI\lRS 0l CR0WTl
Understanding Growth
Taken as a group, the 10KSB UK participants are clearly
exceptional in terms of how their growth compares with that
of the wider private sector business population. We can see this
clearly by comparing the growth rate distribution of participants
with that of the wider small business population (see Figures
20 and 21). First, there are between two and three times more
faster-growing businesses among 10KSB UK participants than
in the economy as a whole. Second, fewer participants record no
growth in 2012-13 than in the small business population, where
we ?nd the majority of small businesses do so.
But even within the 10KSB UK population there is considerable variation in growth
performance and there are a number of participants whose businesses perform well above
average. Given the well-established importance of high growth businesses to the economy,
investigating which factors drive this variation could yield useful insights.
For example:
• If specifc characteristics or strategic behaviours are associated with high growth, this may
help guide the allocation of business support resources and investment.
• If specifc characteristics or strategic behaviours are associated with low growth, this could
indicate an underlying issue that requires attention.
• The data may provide a counterview to prevailing assumptions about what kinds of
entrepreneur or business exhibit high growth.
OVERVIEW
Section 3 investigates whether, among programme
participants, speci?c characteristics or strategic
behaviours are associated with high growth. The
results from this analysis are compared with
those from other research on the drivers of small
business growth.
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 28
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
2: See the Techn¦cel Annex ol th¦s Report lor lurther dete¦ls ol th¦s enelys¦s.
Of course, it is possible that observable characteristics or behaviours have no systematic
predictive power for business growth. It could be, for example, that growth is the outcome of
a random process, is overwhelmingly determined by factors external to the business (e.g. the
local economic environment or wider macroeconomic in?uences) or that those factors that
do in?uence growth are not readily observable or measurable (e.g. “entrepreneurial talent”).
Because of the importance of the topic, unsurprisingly there is a large research literature
that investigates whether and to what extent business attributes and behaviours – that is,
characteristics internal to the ?rm as opposed to the external environment – can help to
explain or predict business growth.
Based on the extensive data set built from participants’ application forms and post-
programme surveys, we can investigate the same relationships – between business attributes
and behaviours and growth – among 10KSB UK participants. This is an interesting population
to study because the participants have diverse characteristics, they have been selected to
participate in 10KSB UK on the basis of their growth potential and we know that, on average,
they ?t within what is widely known as a ‘high growth’ category of businesses.
The analysis
Data from participants’ application forms and from post-programme surveys was categorized into:
• Basic characteristics of the frm – for example, frm size, business sector;
• Individual attributes of the business owner – for example, age, gender, previous business
ownership; and
• The strategies adopted by the business – for example, whether the frm exports, innovates
or has accessed external ?nance.
Using regression analysis
23
we investigated the relative importance of these factors in terms
of driving both turnover and employment growth, with growth measured from participants’
baseline survey (when they begin the programme) to their six month post-programme survey,
representing approximately one year of growth.
The results of this analysis are broadly consistent with what previous studies have shown,
and are summarized in the graphic shown on pages 30 to 31.
Firm characteristics
The key ?nding is that growth is faster for smaller ?rms and those with lower previous
growth. The size variable suggests that a 10% increase in size reduces turnover growth by
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 29
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
24 “Crowth emb¦t¦on” ¦s meesured by pert¦c¦pents’ ?ve yeer turnover growth project¦on es prov¦ded ¦n eppl¦cet¦on lorms.
around 0.7%, other things being equal, whilst a 10% increase in past growth reduces current
turnover growth by 1%. Interestingly, the impact of business age although negative was not
signi?cant, suggesting in this instance – and contrary to ?ndings in the broader literature on
business growth – no negative relationship between ?rm growth and age.
Business owner characteristics
The characteristics that are associated with growth among 10KSB UK entrepreneurs include
younger owners (as opposed to those aged 50 or older), those with a higher education level
and those with high growth ambition. Owners aged 18 to 29 had 54% faster turnover growth
than owners aged 50 or older. Those owners with a high growth ambition
24
had 17% faster
turnover growth than the less ambitious owners, and 13% faster employment growth.
Amongst programme participants gender was not signi?cant suggesting no di?erence in
growth between male and female owners.
Strategic choices
Those ?rms working with a mentor and those who have external ?nance tend to experience
faster growth. Exporting and innovation activities also have a positive in?uence, although
only when both activities are undertaken together. Business owners working with a mentor
had 14% faster growth than those without. Similarly, those who had secured external ?nance
had 16% faster growth than those who received none. It is notable however that being in
receipt of external ?nance prior to programme participation had no impact on subsequent
growth, suggesting the e?ects were limited or short-term in nature. Combining exporting and
innovating led to 61% faster turnover growth and 63% faster employment growth than those
?rms that did neither activity, with the activities undertaken on their own having either no or
negative impacts.
Overall, these results paint a prototypical picture of a high growth business on the 10KSB
UK programme being a smaller business led by a younger owner who is ambitious for their
business, with the business engaged in business improvement practices and trading outside
the UK. Those are the businesses which record the highest growth rates on the programme.
But it is important to stress that this describes a tendency rather than destiny – for example,
within the 10KSB UK population there are certainly older business owners who did not
undertake higher education whose businesses are enjoying high growth. This is underlined
by the divergences between the growth drivers found among the 10KSB UK population and
research ?ndings based on di?erent populations.
Strategy
Business
Business
Leader
Innovation
Innovation in its broadest de?nition
is positively associated with growth
as it is seen to build competitive
advantage in the marketplace.
Exporting
Operating in international
markets is positively
associated with ?rm growth.
Apart from the obvious
increase in the number of
potential customers it exposes
the business to a wider set of
competitive pressures that can
spur productivity.
Mentor
Working with a mentor (such as a 10KSB UK
Programme Tutor) is positively associated
with ?rm growth. This is due to the wide
range of skills, connections and experience
they can draw on to help the business
owner with strategic decision-making.
External ?nance
In order to expand, ?rms will normally have to
invest. Growth is likely to be associated with
a willingness to introduce gearing into the
?rm (increase the debt to equity ratio) or seek
additional equity. The attitude to outside ?nance
is a gauge of the motivation to grow the business.
Education
A higher education level of the business owner tends to be
associated with higher growth, perhaps because education acts as a
proxy for knowledge, skills and networks developed by individuals
who undertake post-school education (irrespective of subject area).
Size
Small ?rms grow faster than larger ?rms
due to their greater ?exibility and their
need to achieve a minimum e?cient size.
Past growth
From year to year small ?rm growth is ofen
characterised by negative autocorrelation whereby
past recent growth negatively in?uences current
growth. Firms who previously grew at a slower rate
now have faster growth.
Age
There is a strong relationship
between the age of the business
owner and growth ambition, with
younger owners ofen having a
higher growth ambition. This may
be due to the younger owner’s
initial goal of growth, attitude
to risk or due to a higher energy
level and willingness to make a
fundamental strategic change in the
direction of the business.
High growth ambition
There is a positive relationship
between individuals who have a
high ‘need for achievement’ and
entrepreneurial activity. This can
be expressed through a strong
ambition to grow the ?rm.
Drivers of Growth Among 10,000 Small Businesses UK
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 30
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Tll lXPlRT’S \IlW
Andrew Devenport
Ch¦el lxecut¦ve
Youth Business International
What are the main challenges
facing UK small businesses
and entrepreneurs?
In the UK and other developed countries, the
?rst major barrier that entrepreneurs face is
an internal one: that of con?dence. Everyone
has had their own “what-if” moment, when
they dream of creating a business that
would address a particular problem or make
something easier; however, for most people,
these moments remain as dreams, because of
a lack of con?dence to make their idea happen.
What are the particular
challenges that young
entrepreneurs face? And what
are the advantages they have?
Young entrepreneurs need to feel con?dent
enough to take a chance, embrace the risk
of failure and do something which many
of their friends would not want to do. This
can be done through networking with peers,
and learning that other similar people have
taken the plunge and lived to tell the tale.
And once an entrepreneur has started up,
a mentor can play a key role in providing
moral support and guidance.
But young people do of course have an
advantage here over the rest of the population,
because many young people do have much
more con?dence. Taking a chance in your
twenties could be much less stressful than
doing so in your forties, when you may have a
family and a mortgage to contend with.
How can entrepreneurship be
best nurtured in young people?
There needs to be a more positive view of
entrepreneurship as something that can be
attained by anyone, given the right kind
of support.
In many countries, entrepreneurship
is presented as a poor career choice –
something you do if you can’t get a “proper
job”. In the UK, on the other hand, we have
found that entrepreneurship can be overly
glamourised, and presented as a high-
risk activity rather than a normal career
option. So we believe that presenting a
more accurate, balanced picture of what
it means to run your own business is
vital for developing entrepreneurship, and
this is in part what activities like Global
Entrepreneurship Week aim to achieve.
How does the UK compare
with other economies as
an environment for young
entrepreneurs? What lessons
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 32
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
can the UK learn from other
countries, and what can it
share with them?
Research that we conducted in
2013, in partnership with the Global
Entrepreneurship Monitor, showed that one
in ?ve young people consider themselves to
be potential entrepreneurs, but only one in
27 actually starts a business. This conversion
ratio of potential to actual is far behind
countries such as Singapore and China – so
it’s clear to us that, whilst awareness of
entrepreneurship is high in the UK, more
practical support needs to be provided.
We also found that in the UK young
people lag behind on high growth business
and that fear of failure stands in the way of
many young entrepreneurs. On the positive
side, however, young business owners were
much more positive about how innovative
their businesses were, compared to young
entrepreneurs in Germany, Singapore and
the Netherlands.
Are there any gaps in the support
for young entrepreneurs?
We believe that a major challenge in the
UK, as well as in many other countries such
as Italy, where we recently launched Youth
Business Italy, is developing coordinated
support. There is a lot of assistance available
for young people, but it can be quite
fragmented. More joined-up support would
mean more e?ective support, in our view.
There appears to be resurgence
in entrepreneurship amongst
young people. What factors are
driving that?
In the UK and in many parts of the world, this
resurgence has in part been driven by need
over the past few years. With close to a million
young people in the UK out of education,
employment or training, young people have
needed to be creative and devise their own
means for bringing in cash. In Spain and Italy,
youth unemployment has been around the
50% mark for several years, forcing young
people to consider starting their own business.
Awareness about entrepreneurship is
also de?nitely increasing, and this is leading
to more young people deciding to become
self-employed. Not just in the UK, but all
over the world, entrepreneurship is being
championed by governments, businesses,
NGOs and the media as an amazing
opportunity for young people. We need to
harness this increased awareness, to ensure
that the next generation makes full use of
their entrepreneurial potential.
Which one piece of advice
would you give to a young
person considering becoming
an entrepreneur?
My advice is simply to go for it. It is not
going to be easy – there will be ups and
downs, but you will learn a lot, gain
freedom and take control of your life.
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 33
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
2S “lxternel ?nence” ¦s de?ned here es ?nence prov¦ded to the bus¦ness by outs¦de ¦nvestors, es opposed to ¦ns¦ders (¦nclud¦ng
the bus¦ness’s current owners, d¦rectors, lr¦ends end lem¦ly, end the bus¦ness’s own cesh ?ow).
26 S¦nce et leest the Mecm¦llen Report ol 19:1, end more recently ¦n the Rowlends Report (2009).
• External fnance can help accelerate
growth by providing investment funds that
would otherwise have to be built up slowly
through retained pro?ts.
• The pool of investment funds available from
outsiders is clearly much larger and more
varied than that available from insiders.
• The process of seeking validation of and
buy-in to a business plan by outsiders can
in itself support growth – outsiders may
bring specialist knowledge, information and
networks to the business that help it to grow.
As shown earlier in this Report, among 10KSB
UK participants, securing external ?nance is
associated with higher growth.
While the potential bene?ts of external
?nance for growing small businesses are
clear, in practice there are problems on
both the supply and demand side of the
market for small business growth ?nance.
On the supply side, a ‘growth ?nance gap’
has long been recognized.
26
On the demand
side, meanwhile, the potential bene?ts of
external ?nance and how to secure it are not
always well understood, and even ambitious,
growing businesses with good capabilities
ofen exhibit a strong reluctance to take on
external ?nance that may re?ect a limited
assessment of both the risks and rewards
associated with di?erent types of ?nance.
Participants’ attitudes to
external ?nance
Participants are surveyed on their attitudes
towards and knowledge about external
?nance when they begin the programme and
in the post-programme surveys. Comparing
their responses at these two di?erent
times shows that the programme improves
participants’ understanding of external
?nance, but does not change their appetite to
take on external ?nance or their perception
that ?nance is available (see Figure 23). This
suggests that participants have deeply rooted
perceptions about the desirability of external
?nance that do not change even with
improved understanding.
Which participants seek and
secure external ?nance?
From survey data, in the previous 12 months
10% of participants reported having sought
external equity, 18% a bank loan, 6% a
mortgage, and 25% leasing or hire purchase
?nance. 72% of those that said (at baseline)
External Finance
A particularly important form of strategic behaviour for a
growing business is accessing external ?nance:
25
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 34
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
2/ l¦g 2:. Source. M°l survey.
they intended to seek ?nance within the
following 12 months did so, and 92% of those
who sought ?nance actually received it.
Given that external ?nance is one of the drivers
of faster growth a model was developed to
understand the types of ?rm and business
owner that engaged with external ?nance.
The analysis was undertaken separately for
each of three groups of participants:
• Those that sought fnance;
• Those that secured fnance; and
• Those that planned to seek fnance.
Key ?ndings from this analysis are as follows:
• Larger frms, those frms that were not
family businesses and those owners with a
higher ownership stake were all more likely
to both seek and secure external ?nance.
• Gender was also a key factor in seeking
external ?nance, with men more likely to do so,
but there was no di?erence between men and
women in their likelihood of being successful.
• Age was also important for successfully
obtaining ?nance, with younger business
owners more likely to secure ?nance than
their older (50 or older) counterparts.
Participant understanding of, and attitudes towards, external ?nance
A signi?cant proportion of participants report improvements in their understanding of external ?nance as a result of the
programme, but there is less evidence of change in their attitudes to external ?nance.
27
88%
53%
I HAVE A GOOD UNDERSTANDING
OF HOW TO WIN EXTERNAL
FINANCE FOR MY COMPANY
I HAVE A GOOD UNDERSTANDING
OF WHAT EXTERNAL FINANCE
OPTIONS ARE AVAILABLE TO A
BUSINESS SUCH AS MINE
100%
80%
47%
EXTERNAL FINANCE IS
AVAILABLE FOR GROWING MY
BUSINESS SHOULD I NEED IT
62%
67%
SECURING APPROPRIATE
EXTERNAL FINANCE IS CRITICAL
TO GROWING MY COMPANY
56%56%
I PREFER TO FINANCE
MY COMPANY FROM
INTERNAL FUNDS
71%
73%
Fig 23
Before Afer
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 35
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
C»si S:Uur. Cric McLoN»iu, Cooui:sn
From asset ?nance
to alternative ?nance
“Manufacturing’s coming home,” says
Greg McDonald, managing director of
Good?sh, a plastics manufacturer based
in Cannock, Sta?ordshire.
Since 2010, Greg has turned what
was once a loss-making business into a
thriving enterprise with an annual gross
pro?t of over £700,000. In the process, he
has won manufacturing business away
from competitors in Southeast Asia, and
believes other UK companies can do the
same. “We can be more ?exible and more
responsive,” he says.
Ironically, the former corporate
professional has succeeded despite, rather
than with, the support of mainstream
small business lenders. In common with
many entrepreneurs, he used debt capital
to buy his business. Afer high street
lenders turned him down, he secured
asset funding from an unregulated lender
with excessive and opaque fees.
It was only later, through
participating in the Goldman Sachs
10KSB UK programme, that Greg
discovered the plethora of other ?nance
options available to SMEs.
“It sounds strange that an experienced
professional should learn about ?nance
on a Goldman Sachs programme,” he
says, “but initially I knew little about SME
?nance. On the course, I was exposed to
people who have found alternative ways
of ?nancing their businesses. I found out
that there are people you can borrow from,
if you’ve been turned down by the banks,
that don’t have punitive exit penalties.”
Since completing the Goldman Sachs
programme, Greg has taken advantage
of some of these alternative sources
of funding. He recently crowd funded
£15,000 through Kickstarter for a sister
business to Good?sh called Stique. And
he is now looking to raise £120,000 to
support further product development
for Stique through Seedrs, an equity
crowdfunding platform for European
start-ups.
“I now advise other small business
owners to be wary of unregulated loans,”
Greg says. “I have even been back to the
10KSB UK programme to speak about
small business ?nance.”
• Participants who own other businesses
and those owners who were not the
founder had a higher probability of
receiving external ?nance.
• Amongst larger frms (£250,000+ turnover)
those with high growth ambition were less
likely to secure ?nance.
These results are consistent with previous
studies, with more established businesses
with owners who had invested quite heavily
in terms of an ownership stake being more
likely to both seek and obtain external
?nance. The roles of gender and age are
interesting, with being male and young
associated with seeking external ?nance but
having no impact on likelihood of securing it.
The ?nding that larger ?rms with high
growth ambition were less likely to receive
external ?nance is also noteworthy. Possible
interpretations are that these ?rms were
either over-ambitious with their plans or that
?nance providers consider these businesses
too high risk to ?nance in the current
economic climate.
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 36
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SlCTI0N 4 – PR0CRAMMl IMPACT
Measuring the 10,000 Small
Businesses UK Programme
Impact on Participant Growth
– Early Evidence
Drawing together the lines of enquiry considered earlier in
this Report, this Section considers the question: What impact
does participation in the 10KSB UK programme have on these
businesses’ growth?
As stated in the April 2013 Progress Report, “the aim of the 10KSB UK programme is
ultimately to help generate business growth and employment creation that may not have
otherwise happened.” So answering this question is important from a narrow perspective
to know whether the programme is meeting its core aim. More broadly, if it is successful
in stimulating business growth there may be opportunities for other business support
interventions to learn from the experience of delivering this programme.
A signi?cant challenge is that, before the 10KSB UK programme’s impact on the growth of the
participating businesses can be assessed, we need to ?nd ways to control for selection bias
which a?ects:
• Which frms apply to the programme; and
• Which frms are eventually accepted onto the programme.
OVERVIEW
Section 4 describes control group analysis
undertaken to identify and quantify the impact of
the 10KSB UK programme on participants’ growth,
over and above what they would have achieved
without the progamme.
Based on early programme data, this analysis ?nds
that 10KSB UK increases participants’ growth by
between 10% and 25%.
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 37
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
2S It ¦s worth not¦ng thet ¦t would ¦n ¦tsell be en ¦nterest¦ng result ¦l the progremme were successlul ¦n recru¦t¦ng bus¦nesses
thet subsequently exh¦b¦ted h¦gh growth, even ¦l the progremme ¦tsell hed no e?ect. It would ¦mply thet the 10KSB
Ul select¦on process wes successlul ¦n ‘p¦ck¦ng w¦nners’ emong smell bus¦nesses, wh¦ch ¦s commonly essumed to be
d¦?cult or ¦mposs¦ble. The eb¦l¦ty to systemet¦celly ‘p¦ck w¦nners’ lrom emong smell bus¦nesses could heve ¦nterest¦ng
¦mpl¦cet¦ons ¦n ver¦ous ?elds, ¦nclud¦ng econom¦c pol¦cy end smell bus¦ness ?nence.
To clarify this point, while Section 2 demonstrated that 10KSB UK participants exhibit
high growth relative to the population from which they are drawn, this could in principle
simply re?ect the nature of the businesses selected to participate in the programme, which
might have grown anyway. Indeed, given that the recruitment process speci?cally aims to
select participants who have the potential to generate signi?cant growth in the future with
the programme’s support this selection bias is a design feature of the programme. The key
question is whether the programme is helping them to grow above and beyond what they
would have achieved without participating in it.
28
This selection bias can be abstracted from by comparing the performance of participants
with that of “control groups” of similar small businesses that did not participate. The aim in
selecting these control groups is to choose businesses that, in so far as possible, di?er from
10KSB UK participants only in whether they participated in the programme or not.
The ideal approach would be to perform a randomized control trial of su?cient size, in which
at the very ?nal stage of the programme recruitment process applicants were randomly
assigned to participate or not participate in the programme. For a number of reasons – ethical,
practical and economic – a randomized control trial was not undertaken in this case.
The following control groups were instead identi?ed and constructed for this analysis:
• Businesses that applied to the programme and were selected for interview, but were not
ultimately selected to participate (‘near-misses’). While obviously not directly comparable
with successful applicants, this control group has the strength of having self-selected to
apply to the programme and reaching the interview stage.
• Businesses drawn randomly from the wider business population (from the ONS
longitudinal ?rm-level dataset – the Business Structure Database) whose prior turnover
growth distribution (2008-10), business age, size and sector were similar to that of the
programme participants. Two control groups were created using this method.
These four groups (10KSB UK participants plus three control groups) were tracked over the
period 2008 to 2013 using o?cial ONS data.
29
The use of ONS data ensures that the data for
employment and turnover is consistent and authoritative across the four groups, though it
means that the latest data available for analysis was for 2012-13. This limits the analysis to
10KSB UK cohorts that began in 2010, 2011 and early 2012 (165 participants in total
30
).
Figure 24 shows the performance of these four groups of small businesses relative to one
another in terms of turnover and employment growth.
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 38
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
29 lor th¦s reseerch perm¦ss¦on wes grented by the InterLepertmentel Lus¦ness Reg¦ster teem ¦n the 0NS to l¦nk the
progremme pert¦c¦pents end ‘neerm¦sses’ to the o?c¦el detesets held by the secure Ul Lete Serv¦ce. See the Techn¦cel
Annex ol th¦s Report lor lurther dete¦ls.
:0 There were 2:S pert¦c¦pents ¦n totel ¦n these cohorts but th¦s reduced to 16S when restr¦cted to those hev¦ng employment
end turnover dete beck to 200S.
:1 l¦g 24. Source. M°l survey end LSL.
It shows that all four groups exhibited cumulative turnover growth between 2008 and 2010
(i.e. before programme participation), with programme participants falling between the two
random control groups. By 2013 it is clear that a large cumulative growth gap has opened up
between 10KSB UK programme participants and all three control groups. It is notable that
programme participants overall exhibit consistent year-on-year growth over the period, while
the control groups’ growth varies substantially from year to year afer 2010. Figure 24 also
shows employment growth for the same businesses, and it is notable that while programme
participants overall grow employment consistently over the period, for the other control
groups the relationship between turnover growth and employment growth is weak.
To identify whether there is a statistically robust 10KSB UK programme e?ect, Ordinary Least
Squares (OLS) regressions were run with employment and turnover growth as the dependent
variables, using the three separate control groups. Each model includes a range of control variables
for ?rm characteristics and business owner characteristics, with fewer such variables available
for the randomly selected control groups.
32
The models include a variable to identify programme
impact, and the regression identi?es the size of this impact and its statistical signi?cance.
Index of employment growth for
2011 and 2012
Cohort participants (n=165); near-misses (n=69); control
group 1 (n=151) and control group 2 (n=289).
31
Index of turnover growth for 2011
and 2012
Cohort participants (n=165); near-misses (n=69); control
group 1 (n=151) and control group 2 (n=289).
31
10KSB UK participants
Near-misses
Control group 1
Control group 2
Fig 24
I
N
D
E
X

(
2
0
0
8
=
1
0
0
)
140
120
100
160
180
2008 2009 2010 2011 2013 2012
YEARS
+61%
+31%
+14%
+11%
2008 2009 2010 2011 2013 2012
YEARS
+86%
+60%
+10%
+3%
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 39
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
:2 lor the ‘neerm¦sses’ control group, ?rm cherecter¦st¦cs controlled lor ere prev¦ous growth, s¦ze, sector, lem¦ly bus¦ness end
bus¦ness ege, end the bus¦ness owner cherecter¦st¦cs controlled lor ere ege, educet¦on, gender, lounder end growth emb¦t¦on. lor
the ‘rendomly selected’ control groups, ?rm cherecter¦st¦cs controlled lor ere prev¦ous growth, s¦ze, ege, prev¦ous growth end sector.
:: These models heve e reduced number ol control ver¦ebles wh¦ch w¦ll tend to g¦ve h¦gher est¦metes ol progremme ¦mpect.
:4 l¦g 2S. Source. M°l survey end LSL.
The results from this analysis are summarized in Figure 25.
The results for employment growth are compelling, with analysis using each of the three
control groups showing a positive and signi?cant e?ect of programme participation on
employment growth in 2012-13. The results from the random control groups suggest that
employment growth is approximately 25% higher as a result of programme participation.
For turnover growth, the two random control groups ?nd a positive and signi?cant e?ect, while
the ‘near-misses’ control group was inconclusive, not ?nding a statistically signi?cant e?ect.
• The lack of a signifcant programme efect on turnover with the ‘near-misses’ control group
could re?ect a timing e?ect, with jobs created in the ?rst instance in the expectation of
future revenue growth. This ?nding is not unique to the 10KSB UK programme and is a
common result in almost all evaluations of business support which are undertaken shortly
afer the intervention.
• However, it is signifcant in the other models using randomly selected controls suggesting an
average turnover growth impact of between 12% and 24%.
33
Using
‘near-miss’ control group
Using
random control group 1
Using
random control group 2
Employment growth +10% +23% +26%
Turnover growth Model inconclusive +24% +12%
Participant growth
Average e?ect of participation in 10KSB UK programme on participants’ growth.
34
Fig 25
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 40
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
These results o?er strong evidence of a programme impact on the growth of participants’
businesses. It should be stressed that the percentage numbers in Figure 25 represent additional
growth associated with programme participation, over and above any growth that would have
happened without programme participation, and we know that participants have already been
selected because of their growth potential. So the results suggest that the programme helps
businesses that are already growing (or have growth potential) to grow even faster than they
otherwise would have. In other words, the programme does appear to be accelerating growth.
This analysis is certainly not the ?nal word on programme impact. In particular, it will
be important to continue similar analysis using a longer time series of data and including
more programme participants. If the programme does increase participants’ growth, as this
preliminary analysis suggests, it is reasonable to expect that impact to become increasingly
evident over time and increasingly identi?able in the data.
Further, although this analysis provides evidence that the 10KSB UK programme overall has an
impact on participant business growth, it does not explain how the programme has that impact,
or whether there are speci?c elements of the programme that are responsible for the impact.
C»si S:Uur. At»Nu» L»ii, AL Srr:Nkiirs

Picturing success
Amanda Ball decided to set up her own
business in 2006 afer a successful career
in the sprinkler industry.
By 2013, when she started the 10KSB
UK programme, AD Sprinklers was
doing well. Turnover was £1.5 million,
but growth had ?at lined, and Amanda
felt she had “fallen out of love with the
business a bit”.
The process of applying for the
Goldman Sachs programme and meeting
other entrepreneurs reminded Amanda
just what a great business she had.
“When I talked to other people about
their businesses, I realised how good my
own business was,” she says. “The biggest
thing the programme gave me from day
one was con?dence.”
As Amanda worked on her growth plan,
she started to see a bigger picture of her
industry. “When I created a competitor map
and looked at the half a per cent market share
I had, I realised we could do more,” she says.
She also started to imagine what her
business needed to look like in order for
turnover to double.
“I drew an organogram on the train
afer one of the modules,” she says, “and
it became the focus for doubling our
turnover to £3 million in three years. I
need pictures to focus on!”
A signi?cant element in Amanda’s
re-structuring was handing over the
day-to-day running of the business to a
general manager, which freed her up to
focus on the future.
It was a decision that has paid
o?. Amanda’s initial plan to double
turnover to £3 million in three years was
achieved in one year. She now has a new
organogram on the wall, which envisions
how she will increase turnover to £5
million in the next two years.
“We’re on track to do it,” she says.
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 41
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
A possibility is that the programme has its impact on di?erent participants through di?erent
channels including, for example, the various channels discussed in Section 2 of this Report.
For some, the impact on con?dence may be critical; for others, learning speci?c new skills may
be the underlying driver; and for others still, the deepening and expansion of their business
networks. The 10KSB UK programme is deliberately broad, holistic and integrated in its
approach to providing support, and a hypothesis would be that it is not possible to identify in
a robust way the impact of individual components of the programme.
Which elements of the programme design, or combination of elements, do we anticipate are
particularly critical to its e?ectiveness?
• The selection process which, perhaps most critically, is e?ective at recruiting
entrepreneurs who are both committed to growing their businesses and open to learning.
• Facilitated peer-to-peer learning, which provides an e?ective structure within which
experienced entrepreneurs can learn from one another.
• The holistic curriculum around growth issues for small businesses, which enables each
participant to work on their business in its entirety, rather than on individual functions
in isolation.
C»si S:Uur. R»,iis Lir, lN:irNsn:rs

A ?ying start
Rajeeb Dey set up his ?rst organisation aged
17, an association to give secondary school
students a voice. He has since founded
Enternships, a service connecting students
and graduates to work placements, and
Start-up Britain, a campaign to promote
entrepreneurship in Britain, launched by
David Cameron in 2011.
So even though Rajeeb was the
youngest participant on his cohort of the
10KSB UK programme, he wasn’t lacking
experience. For him, the bene?t of the
programme was that it gave him the
time and space to re?ect on Enternships,
which is currently his main focus.
“I’ve always just done stu?. I’ve
never had the opportunity to take a step
back and assess di?erent aspects of the
business,” he says. “It was good to work on
the business rather than in the business.”
In particular, Rajeeb was able to focus
on people issues, such as assessing the
skillsets of his core team, understanding the
gaps and identifying how to re-structure
to prepare for growth.
Rajeeb enjoyed working with other
entrepreneurs of di?erent ages with
di?erent levels of experience from
diverse industries. “Having people who
are further down the line with you is
really helpful,” he says. “They give you
di?erent perspectives.”
“I’ve never considered age to be a
barrier to success,” he adds. “You are less
likely to have capital to invest. But with
internet-based ventures you don’t need
much capital. People are ofen more willing
to support you and help you. Also, there’s
less fear of failure and less pressure!”
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 42
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
• Flexible programme management that ensures responsiveness to the needs each new
group of participants and enables the programme to evolve over time.
• The university/business school setting, which places the programme in credible
learning environments that are deeply networked into the local and regional economies.
Anecdotally, participants’ descriptions of how the programme has a?ected them, including
in the case studies laid out in this Report, would seem to support these hypotheses. The
implication is that the holistic approach to supporting entrepreneurs and businesses with high
growth potential, as exempli?ed by the 10KSB UK programme, can be particularly e?ective.
Estimating potential economic impact
The analysis in this Report has shown a clear impact of the 10KSB UK programme on the
subsequent performance of the participants, over and above what would have happened
anyway. This is substantial and adds signi?cant additional Gross Value Added (GVA) to the
local economies from which the participants come.
The 10KSB UK participants are drawn from a relatively small group of perhaps 65,000
businesses from the wider business population who resemble them in many respects. It is
possible to estimate the additional added value to the UK economy on the assumption that
this group all had the opportunity to access a similar programme.
Using the most conservative estimate, the control group analysis established a boost to
employment growth of 10% afer one year and this would lead to an additional 60,000
employees in these businesses; using an average GVA per ?lled job ?gure of £45,000 this
would correspond to an additional GVA of £2.7billion in the UK economy afer only one year.
EMPOWERING ENTREPRENEURS, ACCELERATING GROWTH – 10,000 SMALL BUSINESSES UK 43
EXECUTIVE SUMMARY PROGRAMME UPDATE PARTICIPANT PROFILE PERFORMANCE DRIVERS OF GROWTH PROGRAMME IMPACT
35 The analysis of M&E survey data and econometric modelling described here was led by Karen Bonner (Senior Research
Fellow, Enterprise Research Centre, Aston University).
Technical Annex
Drivers of growth (Section 3)
The modelling approach used to estimate the
determinants of business growth was an Ordinary
Least Squares (OLS) regression. The dependent
variable was ‘growth’ measured as the log di?erence
in employment (and separately turnover) between
programme start (baseline) and six months afer
completion. The explanatory independent variables
included a range of business owner characteristics,
?rm-level characteristics, prior growth, and business
strategy characteristics. The model identi?ed those
factors associated with higher growth rates.
Seeking external ?nance (Section 3)
To estimate the likelihood of a participant business
seeking, securing or planning to seek external ?nance
probit models were used. Probits are used where the
dependent variable can only take two values – in
this case sought or did not seek external ?nance (and
similarly for securing and planning to seek external
?nance). The probit model estimates the probability
that businesses/owners with particular characteristics
would seek (secure or plan to seek) external ?nance six
months afer programme completion. The explanatory
variables used included owner characteristics and
general business characteristics.
Programme impact (Section 4)
To identify the 10KSB UK impact on turnover and
employment growth a series of OLS models were used
to estimate the impact between 2012 and 2013 for a
group of participants who had already completed the
programme. Growth was measured as the log di?erence
in employment and turnover. The programme impact
variable was measured as a dummy variable taking the
value of 1 for a participant and 0 for a non-participant.
There were three groups of non-participants (i.e.
control groups): those ?rms who applied and were
interviewed for the programme but were unsuccessful
in gaining a place (‘near-misses’); two randomly
selected control groups of non-participants from the
wider small business population who had a similar
turnover growth distribution (between 2008-10) as
the 10KSB UK participants. In all models the growth
data on employment and turnover was taken from
an o?cial ONS longitudinal dataset – the Business
Structure Database (BSD) which is based on annual
snapshots from the Inter-Departmental Business
Register (IDBR) – as well as data on ?rm characteristics
(size, sector, age) and prior growth. Additional variables
in the OLS estimation using the ‘near-miss’ control
group included personal characteristics of the owner
(such as age, gender, education level, and ownership
stake amongst others) and ?rm characteristics (such
as size, age, type of business and sector). In discussions
with the ONS IDBR team it has emerged that there
may be lags in some of the turnover data for individual
businesses due to the timing of the upload from
sources used to provide data for the IDBR. This may
mean that for some of the businesses in the analysis
turnover performance in 2012-13 is underestimated.
Econometric treatment models, which are widely used
in evaluation studies, were also run as an alternative
means of estimating programme impact. These
models follow a two-step procedure to correct for any
selection bias in the pre-existing di?erences between
participants and non-participants. Due to the nature of
these models there is a heavy requirement for a wide
range of variables so it was only possible to run the
model for the participant and ‘near-miss’ control group.
The results indicated no selection e?ect in operation
and therefore the OLS regression was used as the
preferred way of estimating programme impact.
For monitoring and evaluation purposes standardised
interviews are conducted with participants by BMG Ltd
when they begin the programme (the ‘baseline’ survey)
and then approximately 6, 18 and 30 months afer
core programme completion. Interviews are conducted
by CATI (telephone), which has proven to deliver the
highest response rates and best data quality.
M0LlllINC LUSINlSS CR0WTl ANL PR0CRAMMl IMPACT
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For more information about the 10,000 Small Businesses UK programme, visit www.gs.com/10ksb-uk
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This work contains statistical data from ONS which is Crown Copyright. The use of the ONS statistical data in this work does not imply the endorsement of the ONS
in relation to the interpretation or analysis of the statistical data. This work uses research datasets which may not exactly reproduce National Statistics aggregates.

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