3 Solid Steps for Defining Your Sales Process

There are three major steps for defining your sales process. First, there’s the type of contact. Second, there’s the milestones reached. Finally, there are helpful tools you can use to improve the sales process and optimize the sales cycle.

Type Of Contact

There are many types of contacts out there.

The Suspect
The suspect is a person’s name only. This is not really a hot prospect but rather someone who might be interested in listening to what you have to offer if they don’t have anything better to do. They might be interested in your product or service, but you’ve no idea and they’ve expressed no interest, so it’s anyone’s guess.

The Prospect
A prospect is a suspect that has engaged with you in one way or another. You might have handed them a business card. They might have called in about information about your service. Maybe you took them out to lunch, or maybe they know you through a friend or associate. At this stage, your job is to qualify them to see if it makes sense to do business with them.

The Lead
The lead is when a prospect becomes an actual lead – someone you could sell to. There’s a definite need there, but he or she hasn’t made a commitment yet for whatever reason. Maybe the person doesn’t have the money right now, or they have to wait until the spring or fall for additional funds to clear up.

The Customer
A customer is someone who has already bought something from you.

Milestones In The Sales Process

Milestones are stages in the sales process that are significant.

Engage
This is where you reach out to them and send them information about your company, your product or service, and your personal contact information. Provide them something of value during this stage so that you can qualify them.

Qualify
Qualification is nothing more than figuring out whether this person is a high-probability sale. A high-probability sale is one that won’t require too much effort to close and the person has the money, the interest, and the need for your product or service.

Assess
Assess whether you can really meet the person’s objectives and needs. Make sure you understand the key factors driving their decision. Are you speaking with the decision-maker? Do they really understand your value proposition, and are they looking at the competition and, if so, who?

Propose
Make a proposal. This is your offer for a sale. It includes quotes, and a formal offer to sell.

Close

If you’ve qualified the prospect properly, you shouldn’t have too much work to do in the close. Leads naturally want to buy from you when they have an immediate interest, and the money, to buy what you’re selling.

Helpful Tools

Some of the most helpful tools that will make your job easier include sales lead management tools, like this mortgage software. Basically, you want tools that will help you capture leads, followup with them, remind you to contact them, and store precious information about where the lead is in the sales cycle.

You also want your tools to simplify, rather than complicate, your life. Use that as the standard by which you judge them. Some tools won’t be worth the money, even when they cost thousands of dollars. Sometimes, free tools are your most valuable lead management asset.

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Funding for Startups – 4 Options Having an Impact in 2015

Let’s take a look at funding for Startups with 4 alternative options in 2015. Keeping any business competitive is a challenge for anyone involved at the sharp end of managerial strategy and financing will always play a key part in decision making processes that really matter in that context.

In fact, without working capital and ready access to cash, it is easy for financial constraints to squeeze the life out of even very viable and vibrant businesses. But with mainstream lenders broadly reluctant or unwilling to provide credit to enterprises at present, new alternatives are increasingly being made available in the UK and elsewhere.

Here’s a look at 4 such alternatives that are having a real impact on the way businesses are making their finances work in 2015.

1. Crowdfunding and peer-to-peer finance funding for startups

You may only have heard of crowdfunding in the context of somewhat gimmicky start-up scenarios through platforms such as Kickstarter. But the scope of these processes and peer-to-peer (P2P) financing more generally has radically expanded in recent years.

Indeed, in the scale of loans being accessed through P2P platforms in UK doubled to a value of £1.2 billion in 2014, during which time 90 per cent more borrowers made use of the financing processes involved. Every expectation is that there will continue to be fast-growing interest and a much expanded reliance on P2P funding among enterprises of all sizes over the course of 2015 and beyond.

2. Invoice finance

For businesses facing a potentially very damaging squeeze on their finances, the key focus tends to be squarely on accessing cash quickly and affordably. With traditional loans and other credit facilities notoriously difficult to make use of for SMEs, invoice finance solutions have been emerging as viable and appealing options.

As with P2P services, the processes involved in invoice financing are being streamlined and simplified by new online platforms that make it possible for businesses to quickly turn their unpaid invoices into upfront cash. There are fees and strict terms involved but the popularity of these processes is continuing to grow in 2015 as it has been for the past several years.

3. Growth loans

For ambitious small or medium-sized businesses in any field, growth is usually the essential aim being targeted year-on-year and financing is very often designed primarily to fuel that expansion as much as is possible. So for those companies that succeed in achieving that growth, a lack of finance at crucial moments can be a real source of frustration, which is why growth loans are increasingly playing an important role.

These loans tend only to be available to companies that can demonstrate consistently growing revenues and a solid business case for the future. So not all operators will be able to access finance through growth loans but they are increasingly being turned to by businesses keen to continue an upward operational trajectory.

4. Merchant cash advances

Our final non-bank finance option making an impact in 2015 is merchant cash advances, which won’t be suitable for all types of business but for those that use card terminals can be a real game-changer. The process involves merchants being advanced a lump sum amount by a lender on the basis of turnover likely to be derived through a payment card machine. The simplicity and all-important accessibility of cash advances as a financing solution is helping to make it an increasingly popular option in 2015.

John Baird is a personal finance and insolvency expert from Scotland Debt Solutions. He specialises in advising people on how to manage their money and deal with their personal debt problems.

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Calling all Innovators & Entrepreneurs, we need your help & your green VOTE !!

As with any Irish technology company, we all suffer unique challenges when growing business internationally. As a country we have a small population so we struggle when trying to make as much noise as our International competitors. Even places we assume are tiny states such as Haiti & Togo have twice and three times our population.

Hence we need your help…

One of our company’s, Surface Power HONE which has developed a revolutionary “daylight” powered Nano-heat engine technology is short-listed (final 18 was judged by experts) for the 2Degrees Champions Award –  “Innovation of the Year” which is the world’s leading collaboration platform and service for sustainable business with over 46,500 members from 177 countries. https://www.2degreesnetwork.com/

Surface Power HONE has nearly 7,000 installations of this patented technology over 8 countries to date and it has been kept fairly secretive until recently. The technology was field tested in the West of Ireland & New Zealand as the daylight levels are some of the lowest in the OECD. In short, it replaces the use of oil and gas for heating and cooling with free daylight. Have a look at LIVE customers on our website such as the UK National Health Service running their hospital’s central heating on free “daylight” (sounds mad but true !!)

The next phase of the 2Degrees “Innovation of the Year Awards” is a voting stage which will reduce the final 18 to 5 for the big awards ceremony and we need your help and your vote. 

Although already in the short-list of 18, we are the only Irish Technology company in this shortlist and are up against huge players such as Nestle, General Motors & B&Q.

You can vote for us by clicking the link below to get us into the final 5 and we thank you in advance for that vote. Be sure to tweet it afterwards using the link so we can personally send you a thank you tweet. Go raibh maith agat as do chabhair.

Best Regards, John Quinn, CEO. (Twitter – @johnquinn_irl )

Read our story and VOTE from below.

https://www.2degreesnetwork.com/groups/2degrees-community/resources/surface-powers-nano-engine-harvests-light-generate-heating-and-cooling/

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Top 5 Ways the Government is Supporting SME Growth

Here are 5 of the most important ways in which the UK government is supporting SME growth around the country. A vast majority of businesses in the UK fall into the small to medium-sized enterprise (SME) category and few people would doubt the extent to which their prospects are linked to the potential for growth in the wider economy. Without a vibrant and optimistic SME sector, any economy will struggle to sustain any measure of expansion and to continue creating jobs.

Here are 5 of the most important ways in which the UK government aims to support and encourage SME growth around the country:

1 – Opening up SME access to public procurement

Perhaps the most direct way in which the government seeks to support SMEs is through the procurement system, which has been reformed in recent years in an effort to make it much more accessible to smaller companies. The government procures roughly £230 billion worth of services from third party vendors every year and until recently it was very difficult indeed for SMEs to access any part of that or to compete with large companies in that context.

Key reforms aimed at opening up more SME access to public service contracts have included the elimination of pre-qualification questionnaires for deals worth less than £100,000 and the insistence upon greater transparency around advertising and the allocation of all public contracts. Individual government departments also now have to reveal just how many of the contracts they sign with service providers involve SMEs.

2 – Employment allowances

In an effort to encourage small businesses to take on new employees and pursue growth, the government announced in April 2014 that every company in the UK would be entitled to a £2,000 Employment Allowance. The allowance enables mostly small businesses to reduce their National Insurance Contributions and in many cases avoid having to pay any at all for the year. According to the government’s own estimates, over a million companies with fewer than 250 employees will benefit from the allowance in 2014-15 tax year.

3 – Support, advice and resources

A key aspect of the government’s strategy around encouraging start-up and SME growth is its provision of support, advice and online resources. The website Great Business is one such resource, which is designed to give entrepreneurs and SME bosses access to information, guides and case studies that might help them pursue their ambitions. The site is officially backed by the government, as is its Business Support Helpline, which allows business men and women around the country to speak directly to an expert advisor on issues relevant to SMEs and their development.

4 – Creation of a ‘prompt payment code’

Anyone who has every created a company or operated as a small scale service provider in any industry will understand the importance of being paid on time and as promptly as possible. Indeed, failing to maintain cash flows can be the difference between survival and insolvency as far as many SMEs in the UK and around the world are concerned. With this in mind and in collaboration with a variety of business groups, the government has drawn up and invited signatories to the Prompt Payment Code, which is now administered by the Institute of Credit Management. The code is designed to encourage organisations of all kinds to pay SME service providers on time and in line with pre-agreed terms, and also to encourage SMEs themselves to become more aware of their rights when their invoices go unpaid.

5 – Alternative finance proposals

Few, if any, issues more greatly concern SMEs than access to finance. Traditionally, funding and finance have typically only been sought by applying for loans or other lines of credit from familiar banking institutions. However, in the future, more and more SMEs will be funded in alternative ways and through processes such as invoice factoring, peer-to-peer lending and asset refinancing.

It’s no secret that traditional lenders have retreated from the SME sector in large part in recent years, much to the frustration of the government, which has long been seeking to encourage banks to lend more readily to viable small businesses. The government’s latest efforts to improve matters in this context recently saw legislation drafted that will oblige banks to point their rejected SME loan customers in the direction of alternative funding options and information on finance providers available outside the mainstream.

A thriving SME sector is what virtually every government would want and certainly the UK’s coalition is no exception. Making sure small companies can access finance and find a way to flourish is not easy but it is vitally important to our economy that efforts to that end should continue to be made. Above are 5 important ways the government is aiming to support SME growth around the country but hopefully this list will be added to and expanded upon considerably in years to come.

Conrad Ford is the founder of Funding Options, which provides a range of online tools to help firms and their trusted advisers to manage funding and cash flow.

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Economic Indicators at a glance – April 2015

Appears in Belfast Telegraph Business Month published 13th April 2015.

January saw the annual rate of UK consumer price inflation (CPI) ease to a record low of 0.3%. The February figures eclipsed that record with UK consumer prices unchanged relative to the corresponding month last year. However, the headline rate of 0% concealed diverging inflationary trends when looking at the price of goods and services. Within these two categories, it is a case of goods deflation (falling prices) and inflation (rising prices) for services. The price of consumer goods fell by 2% year‐on‐year in February which compared with a decline of 1.5% in January.

February’s 2% fall represented the fastest rate of decline since June 2002 and compares with a long‐term average rate of inflation of 1.7%. Meanwhile service price inflation has remained broadly unchanged at 2.4% over the last six months. This compares with a long‐term average of 4.4%. UK consumers are benefiting from the huge fall in oil prices since the middle of 2014. This has fed through to falling petrol prices.

The latest figures note that Transport, Fuels & Lubricants (petrol & diesel) category reported annual price falls of 16.6% in February. This represented a record rate of decline. Meanwhile food prices fell by 3.5% y/y last month which also represents the steepest decline on record. It is noted that the annual rate of core CPI inflation, which excludes food and energy prices, eased from 1.4% in January to 1.2% February. This is a more meaningful indicator to gauge deflationary fears within the UK economy. In the months ahead the headline rate of CPI is expected to go into negative territory which will keep the Bank of England from raising interest rates in 2015. If as we expect one or two sub‐zero readings materialise, we should prepare for a flurry of ‘UK enters deflation’ headlines.

While such a statement would technically be true the UK is not expected to enter the economically damaging deflation that afflicted the Japanese economy. The latter was characterised by falling demand whereas the disinflation in the UK is due to the huge fall in oil prices and falling food prices and not a fall in demand. This will pass with CPI expected to rise towards 2% over the next 2 years. Therefore genuine deflationary concerns within the UK should only materialise if core CPI goes into negative territory.

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Housing starts rebound off a 36‐year low

The number of new housing starts (public & private) in Northern Ireland fell to a 36‐year low of 5,100 in 2013. In the same year the number of private sector starts hit their lowest level (4,200) since 1981. Last year, however, housing starts increased for the first time in 4‐years. Although the overall 14% y/y rise concealed a 24% increase for the private sector but a 35% fall in public sector housing starts. Last year’s overall housing starts total of 5,750 is just over half (56%) of the long‐term average (1978‐2007) and 38% of the level that prevailed in 2006 (15,260). House completions hit a record low (series began in 1978) of 5,400 in 2013. Last year marked NI’s first annual rise in house completions in 8 years albeit the 2% increase to 5,500 units was marginal. House completions have stagnated around 5,500 for the last 4 years. This is half of NI’s stated annual need and 70% below the 2006 peak of 18,000 units.

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Private car driving tests rise for the first time in 6 years

There are significantly fewer ‘R‐plates’ on our roads today than there were before the recession. The number of private car driving tests conducted in Northern Ireland peaked at 68,444 in 2008. This followed an increase of 28% between 2005 and 2008. Following five years of decline, with a cumulative fall of 37% (or 25,511 tests) driving tests hit a low of 42,933. An R‐plate recovery now appears to have taken hold with 2014 posting the first rise in 6 years. Despite the modest 2% rise (+989 tests), last year’s total remains 36% (24,522) below the 2008 peak. The number of individuals aged 17‐24 years of age also peaked in 2008 and has been falling ever since. This age‐group accounts for the vast majority of driving tests. Even allowing for demographic changes it is clear that economic factors largely explain the decline. The 18‐24 years of age cohort have borne the brunt of the downturn in terms of pay cuts and unemployment. For many, learning to drive is not a necessity. The preponderance of R‐plates can therefore be viewed as a visible sign of consumer confidence amongst the younger generation.

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Improve Your Networking Skills: May 13th All-Ireland Business Summit

Want to improve your networking skills? As our daily lives and work practices become more digitised it can be easy to forget or ignore the importance of face to face networking, which is still the most effective form of communication.

Will Kintish who is the leading U.K. authority on networking is a strong advocate of traditional networking methods primarily face to face, he passionately cries: “With the ubiquitous use of social media and email as the default form of communication, I worry that so many people are losing sight of the most effective and powerful form of communication”.

In today’s highly competitive world, being a confident and effective networker sets you apart from the crowd. You become more visible, feel in control and will always create more career and business opportunities than the average person. Yet a lot of people still consider networking to be daunting and struggle to network effectively, which is why we have enlisted the help of Will Kintish who is on a mission called ‘Operation Network’ aimed at destroying your networking fears in order to make you a more confident and effective at networking.

Accept Will’s challenge and Improve Your Networking Skills

Join Will on May 13th at the All-Ireland Business Summit in Croke Park, for a high-energy facilitated networking session to learn and put into practice these networking skills with fellow attendees on the day:

  • The secrets to help you destroy all those fears of working the room
  • How to be in control, break the ice and start the conversation with strangers
  • How to approach the appropriate people, break into groups and move on with ease and consideration
  • What to talk about and how to be interesting
  • The process for following up; ensuring you leave every event with a potential business opportunity
  • How to raise your profile and meet more people

Fear is temporary; regret is permanent. Destroy all your fears.

An opportunity not to be missed, book your place today – http://bit.ly/1LQuAkD

The post Improve Your Networking Skills: May 13th All-Ireland Business Summit appeared first on Small Business Can.

Fighting in the Workplace

Most readers will be aware of the heavily publicised issue of Jeremy Clarkson’s recent bust-up with the BBC. It this alleged that Clarkson had punched and bloodied the face of an Irish BBC Producer working on the Top Gear show after allegedly not receiving his dinner. While clients may only be interested in this story from an entertainment perspective, there is employment law in the very foundation of this issue, and the BBC will follow procedures and come up against disciplinary issues that most clients will encounter at some point in their business.

Intoxicants at Work

Firstly this issue allegedly arose from Clarkson and his Top Gear co-presenters James May and Richard Hammond, arriving back to work after enjoying drinks at lunch. That alcohol, violent behaviour, high ranking status within the company, and much publicised previous media expose comes into play, the BBC must ensure their reputation is not damaged further by this incident. Returning or arriving to work while under the influence of alcohol is something that every company should take a zero tolerance approach to and each employer should have a specific written policy on intoxicants in the workplace. Regardless of the severity of the incident, or level of affect the alcohol has had on the employee, investigations should always be looked at so as to stamp out any repeats of such behaviour, and show how serious the company views such issues. Whilst dismissal is always a potential with gross misconduct cases, a first and final written warning can be an alternative if mitigating circumstances were to come to light where the employee advises of alcohol issues, as failure to consider such mitigating circumstances would lead to a strong case for unfair dismissal due to equality areas (alcoholism being classed as a disability) coming into play.

Disciplinary Process

That Clarkson is a high ranking employee within the company would mean that like any high level disciplinary issue, the company may find it difficult to find the appropriate investigating officer who has not been involved in the case to date. Therefore, it could be a case that the company go with an external third party investigator to come in and deal with the disciplinary case from start to finish. The benefits of this are that there can be no argument of any biased opinion due to work relationships involved, and that there is no damaging of work relationships after the end of the process due to the investigations which took place. The external investigator(s) can simply come in as unknowns, and leave having fully and impartially investigated the incident and made their decision on the outcome to the company. From their own option, this impartiality would be key in their decision and tabloid coverage as well as misleading information on the case must all be avoided, nor form any part of the investigation itself.

Paid Suspension

One key learning aspect from the Clarkson case is the speed with which the BBC suspended the employee in light of the allegations. As with any case of gross misconduct, the speed of suspension is key. Allowing employees to work on in their roles after a gross misconduct issue has come to light will only significantly weaken the company’s defence that the gross misconduct dismissal was warranted when the employee was allowed to work on for even a short period of time. The argument for this is that the employment trust could not be breached irrevocably if the employee was allowed to work on after the incident.

Witness Statements and Evidence

Witness statements, like any serious incident, will prove key in this case and the validity of witness statements will be closely scrutinised due to the friends and co-workers present at the time. Should there be CCTV footage of the incident the company will have to use this as a key part of their investigation. BBC’s CCTV policy would no doubt outline that CCTV footage can be used as evidence in disciplinary cases and Clarkson would have to be allowed to view this footage prior to any formal disciplinary investigation.

Negative Publicity

Finally the recent media coverage would also suggest that Clarkson will indeed pursue legal action against the company should he be dismissed. This news, along with the onslaught the BBC has received from previous cases of failure to address employee issues correctly, would mean that this case, will put all the more pressure on the company to be procedurally perfect in their approach to this case from an employment law perspective. How much employers can learn from the case will come to light as the case progresses further but at the minute, aside from the publicity and media profiles involved, its employment law roots are no different than any other gross misconduct investigation. This matter is also a prime example of how internal disciplinary matters can result in negative publicity for an employer, particularly if the matter proceeds to a tribunal and a publically available decision is issued.

If you encounter any alleged fighting in the workplace, intoxicant issues, etc. then please seek advice from our 24 Hour Advice Service on 01 855 50 50.

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26 counties involved in Climate Launchpad

26 countries (and counting)

We are growing. Fast. ClimateLaunchpad is now up and running in 26 countries. Aspiring entrepreneurs with an idea to tackle climate change can enter in their own country. Our cleantech business idea competition takes them on a rousing ride, with a 2-day Business Boot Camp, 6 follow-up Coaching Sessions and a National Final. It all leads up to the thrilling European Final in the Netherlands in September. Europe’s top-8 ideas win direct access to Climate-KIC Accelerator, the only EU business acceleration programme focused on cleantech commercialisation. The European Final top-3 win money prizes ranging from € 2,500 to € 10,000.

Open for applications

Does your business idea tackle climate change? Even if the idea is still on the back of a napkin, you could be the next cleantech hero. Closure dates in Ireland and Slovenia have passed, but we’re still open in 24 countries. Don’t miss out, check the application deadline for your country now. For Ireland you have until Monday. Contact ron@smallbusinesscan.com.

Spread the word

Please share this e-mail with all your friends, colleagues and former classmates. ClimateLaunchpad could be their ticket to European and global success.

Last year’s winner

In 2014 Sara West and Alexander Torstenfeldt won the spectacular European Final in Valencia. Wavetube is their venture based on the idea to produce renewable energy from the motion of ocean waves. Sara tells us what happened since they won the 2014 edition:

‘ClimateLaunchpad has opened up a vast network and expertise that we can easily access as we accelerate our development. Right now we are entering a very critical stage where we are refining the design of our wave power solution in order to maximise the efficiency. We will perform experimental tests in Northern Ireland during the summer before we move on to demonstrating the Wavetube solution in its real environment: the ocean.’ Read the whole story.

Curious about the other winners?

Stay tuned on Facebook and Twitter and follow the updates.

A ClimateLaunchpad glimpse

Check this video for a flashback to the 2014 edition and to get an idea of what to expect for this year’s competition.

The post 26 counties involved in Climate Launchpad appeared first on Small Business Can.

26 countries involved in Climate Launchpad

26 countries (and counting)

We are growing. Fast. ClimateLaunchpad is now up and running in 26 countries. Aspiring entrepreneurs with an idea to tackle climate change can enter in their own country. Our cleantech business idea competition takes them on a rousing ride, with a 2-day Business Boot Camp, 6 follow-up Coaching Sessions and a National Final. It all leads up to the thrilling European Final in the Netherlands in September. Europe’s top-8 ideas win direct access to Climate-KIC Accelerator, the only EU business acceleration programme focused on cleantech commercialisation. The European Final top-3 win money prizes ranging from € 2,500 to € 10,000.

Open for applications

Does your business idea tackle climate change? Even if the idea is still on the back of a napkin, you could be the next cleantech hero. Closure dates in Ireland and Slovenia have passed, but we’re still open in 24 countries. Don’t miss out, check the application deadline for your country now. For Ireland you have until Monday. Contact ron@smallbusinesscan.com.

Spread the word

Please share this e-mail with all your friends, colleagues and former classmates. ClimateLaunchpad could be their ticket to European and global success.

Last year’s winner

In 2014 Sara West and Alexander Torstenfeldt won the spectacular European Final in Valencia. Wavetube is their venture based on the idea to produce renewable energy from the motion of ocean waves. Sara tells us what happened since they won the 2014 edition:

‘ClimateLaunchpad has opened up a vast network and expertise that we can easily access as we accelerate our development. Right now we are entering a very critical stage where we are refining the design of our wave power solution in order to maximise the efficiency. We will perform experimental tests in Northern Ireland during the summer before we move on to demonstrating the Wavetube solution in its real environment: the ocean.’ Read the whole story.

Curious about the other winners?

Stay tuned on Facebook and Twitter and follow the updates.

A ClimateLaunchpad glimpse

Check this video for a flashback to the 2014 edition and to get an idea of what to expect for this year’s competition.

The post 26 countries involved in Climate Launchpad appeared first on Small Business Can.

Event: Cork Regional Briefing for the Startup Gathering 2015

Startup Ireland & Cork innovates invites you to attend a briefing session & discussion forum on the Startup Gathering 2015 #SG2015 – Start, Scale, Succeed from Ireland.

Mission

Mission of this event is to make Ireland a global startup hub by 2020 by maximising Ireland’s entrepreneurial talent pipeline and the clusters that accelerate them.

Vision

Vision of the Startup Gathering 2015 is that international scale up companies choose the cities of Ireland as their location of choice based on the industry strengths present in each city and to have the information, contacts and supports to accelerate their plans. These scale-ups will in turn have positive spill-over benefits to indigenous startups.

#SG2015

The 2015 Startup Gathering is an inaugural national expo showcasing Ireland’s startup sector both nationally and internationally across five industries in five cities during five days from October 5th – 10th next. To hear more about what is proposed and to get involved please join us on 27 April. Please RSVP to hello@corkinnovates.com

Date: Monday 27 April
Time: 3.00 pm – 5.30 pm
Location: Convention Centre, Silver Springs Moran Hotel, Cork
Room: Tara Suite
Access: Enter the main hotel entrance, take the road on the left and follow the road to the back of the hotel right to the front door of the Convention Centre.
Parking: Available behind the centreThe Startup Ireland Partnership is not-for-profit alliance of key public and private sector stakeholders dedicated to the goal of making Ireland a global startup hub by 2020.

The post Event: Cork Regional Briefing for the Startup Gathering 2015 appeared first on Small Business Can.