ANZ MID-MARKET BUSINESS FORUM: Vanguards of Change

19th – 20th March 2018, Sydney, Australia

ECONOMIC POWERHOUSE: INVIGORATING GAME-CHANGING GROWTH STRATEGIES FOR MID- MARKET PLAYERS

ATTEND THIS UNIQUE FORUM AND GAIN INSIGHTS INTO

KNOWING how to build UNDERSTANDING how to GAINING more support EXPLORING practical tools and business resilience and evaluate the challenges and and collaboration from capabilities needed to help improve effectiveness in opportunities associated with government bodies to boost growing small and medium current economic landscape for growing medium size companies mid-market investment sized businesses succeed mid -market companies and expansion

KEEPING abreast of latest ACQUIRING actionable lessons ACCELERATING the mid- LOOKING to expand middle technology changes from case studies that can market growth with the sized business and peer and perfecting leadership be applied to your own awareness to expand abroad community- Network with management within the business growth premium audience, information middle firms and resources in a five-star environment

WHY YOU SHOULD ATTEND

Medium-sized businesses in Australia are often viewed as the unsung heroes of the Australian economy, because they contribute more to the Australian GDP compared to large corporations and small companies respectively, but are still flying under the radar. Australian Businesses contributes $0.5mil total GDP whilst Mid-Markets contributes $16.5mil total GDP. Many mid-size businesses are either struggling to grow or struggling with growth.

While there is a genuine opportunity to drive a new wave of growth for Australia’s mid-market sector, many businesses are not sure where to begin? Not knowing what to do and how to scale is the major reason why so few mid-market companies break through and become large companies. Unfortunately too many end up falling back and becoming small companies again. It is vital that mid-market business leaders understand how to manage their challenges, capitalize on trends and opportunities, and achieve their growth potential.

Mid-Market Business is Australia’s economic success story • Medium- Sized Businesses keeps the economy strong • Medium- Sized Businesses employee more than a third of all workers in Australia • Medium- Sized Businesses responsible for more than of the revenue earned by Australian companies

Our Mid-Market Business Forum themed around Future Market Growth, Leadership and Productivity provides a great opportunity for leaders across the mid-market sector to learn about and discuss the issues and trends that are shaping the future of medium sized business and are driving it forward. Join your industry peers at this 2 days event, specially crafted to provide you with the necessary tools and best practices around strategic planning, expanding into new markets, changing your leadership and growing your business.

The event includes keynotes from International & Local Experts, Interactive Dialogue and Discussions, Success Stories, and a Coaching Session. All geared towards making this a “must attend” event for those leading mid-sized companies, aspiring to become one, working with or shaping public policy in support of a mid-sized companies.

WHO SHOULD ATTEND

CEOs and MDs of mid-market companies, Entrepreneurial leaders of small companies who want to grow, Accountants and Law Firms working with mid-sized companies, Financing Growth Companies, Industry Associations whose members are mid-sized companies, Public Policy Makers and Staff in State and Federal Departments focused on improving Australia’s economy

Leadership Business Expansion Leading and managing people Strategic Planning Innovation Strategic Planning Risk management Transformation Financing Growth Digital Disruption Innovation Business Planning Business Planning for Growth

From across all industries, including both public and private sectors

MANAGEMENTEVENTS.COM SPEAKER PANEL

YOUR SPECIALISED EXECUTIVE COACH

Rob Nankervis Experienced Business Consultant , Advisor and Executive Coach Robert Nankervis, VIC, Australia Specialised in driving performance in mid-sized organisations

Rob is a business consultant, advisor and executive coach with 30 years’ experience, he has in-depth expertise across a range of sectors, organisation sizes, ownership structures, and lifecycle stages. Strategic planning, organisational review and managing change are Rob’s speciality. He coaches CEOs, Directors, Board members and senior executives, supporting them through business performance challenges, growth periods and company transformations.

FEATURING PRESENTATIONS AND CASE STUDIES DELIVERED BY DISTINGUISHED EXPERTS:

Thomas A. Stewart Executive Director Robert Rowe National Center for the Middle Market, USA Managing Director & Founder An influential thought leader, internationally recognised editor Unita, QLD, AUSTRALIA and publisher, and a best-selling author Awarded Young Entrepreneur of the year 2014

Dr Jana Matthews ANZ Chair in Business Growth Director Andrew Swika Australian Centre for Business Growth Managing Partner UniSA Business School, SA, Australia The Royals, VIC, Australia An international expert on entrepreneurial leadership and business growth

Tanya Cole Chief Executive Cosi De Angelis Hessel Group (Hessel Pty Ltd) General Manager and Hessel International, SA, Australia Transactional Banking & Asset Finance Solutions Awarded 2017 Finalist status in Telstra Business Awards ANZ Bank, QLD, Australia

Professor Roy Green Dean Scott Treatt UTS Business School, University of Technology Partner, Tax Consulting Sydney, NSW, Australia Pitcher Partners, NSW, Australia Chaired the Australian Government’s Innovative Regions Centre, CSIRO Manufacturing Sector Advisory Council and NSW Manufacturing Council, and served on the Prime Minister’s Manufacturing Taskforce

Andrew Clarke Ivan Neville Founder and Chief Executive Officer Branch Manager, Labour Market Research and Analysis CashRewards, NSW, Australia Branch Department of Employment Winner of the Deloitte Tech Fast 50, Winner Westpac Australian Government Department of Employment, Business of Tomorrow ACT, Australia

Vanessa Garrard Founder and Chief Executive Officer Paul Broadfoot SourceHub, QLD, Australia Speaker Author and Mentor Disruption, Innovation and Winner of the QLD Telstra Young Business Women’s Award Intrapreneurship for New Growth Named Australian EY Entrepreneur of the Year for Industry in 2013

Michael Lavilles MAICD Kate Carnell AO Chief Executive Officer Australia Small Business Beyond Travel Group, NSW, Australia and Family Enterprise Ombudsman Finalists Telstra Business Award list 2017 ACT, Ausatralia

Rebecca Burrows General Manager Small Business Australia Post, VIC, Australia Responsible for bringing the best of Australia Post to Australia’s entrepreneurial and small business community

MANAGEMENTEVENTS.COM CONFERENCE DAY ONE Monday 19th March 2018

0800 Registration and Morning Coffee 1245 Networking Luncheon

0830 Chairperson’s Opening Remarks FINANCE AND COST MANAGEMENT STRATEGIES 0845 Peer-to-Peer Introduction (P2P): In this 15-minutes session, delegates and speakers are encouraged to know their peers and exchange business cards 1400 FREE UP MORE CASH Cash Flow Management: Improving Working Capital Management THE FUTURE POTENTIAL FOR MIDDLE- MARKET Cash flow management is at the top of mind for business leaders. According to research by AMEX, more than one-third of mid-sized CFOs admit their business has been delayed or unable to achieve a strategic business 0900 DRIVING THE DRIVER objective due to cashflow pressures. Moving Ahead: Unleashing the Growth Potential • How to effectively address cashflow pressures constrain? of Australia’s Mid-Marker Sector • Using credit as an effective cashflow management tool • Exploring cash flow solutions to assist companies achieve • Reviewing facts, figures, growth projections and prospects for Australia’s their full growth potential middle market companies • Forecasting your cashflow: Monitor and Estimate all cash inflows • Identifying opportunities for the growth of more mid-market companies and outflows of the business • Teaching MDs and CEOs of small and medium-sized businesses how to grow profit as well as revenue Cosi De Angelis, General Manager, Transactional Banking • Developing a culture, capability and strategy that enables a mid-market & Asset Finance Solutions, ANZ Bank, QLD, Australia company to be innovative, resilient, and proactive in response to changing market demands

Dr Jana Matthews 1445 DIALOUGE SESSION I ANZ Chair in Business Growth Director RED TAPE and TAX RELIEF Australian Centre for Business Growth UniSA Business School, SA, Australia Regulation Reform: New Tax Relief Policy and Breaking Red Tapes • Reducing the tax burden on small businesses 0945 FLASH OF INSIGHT • Setting a clear, concise and cohesive plan for the middle market players Secrets of Middle Market Growth Champions • Injecting confidence-cutting unnecessary bureaucracy and regulation that is seen as a roadblock for expansion Mid-sized companies occupy a sweet spot between resilience runway: Small • Simplifying tax administration by introducing tools to build sustainable enough to have plenty of room to grow, they’re also big enough to withstand policies adversity. But some middle market companies grow significantly faster than their peers, regardless of industry, geography, or other factors. What sets Scott Treatt, Partner, Tax Consulting these growth champions apart? Drawing on more than five years of data Pitcher Partners, NSW, Australia from the U.S. middle market, Tom Stewart reveals profiles of four distinct types of growth champions, and the strategic and operational approaches that each type employs to beat the market--and their peers.

Thomas A. Stewart Afternoon Networking and Coffee Break Executive Director 1530 National Center for the Middle Market, USA 1600 DIALOUGE SESSION II 1030 Morning Networking and Coffee Break PRODUCTIVITY IMPROVEMENT Calibrating Global Value Chains: What It Means to 1100 FUELING FINANCE GROWTH Digitise Your Business Along with the Industry 4.0 Access to Capital Fund: Exploring Diverse Ways Mid-Market Companies Can Access Alternative • How can Australian middle-sized companies build Industry 4.0 capabilities and participate in the global value chains of major market leaders? Finance Modes • Why small and medium companies need to take the leap to digitise? Mid-market companies also need more day-to-day access to capital. This • Bringing things together: Rebuild the mid-market through collaborative session seeks to discuss how small and middle market firms raise capital, relationships their strategy for debt, factors that drive their decisions about financing and • Combining foreign-direct investment in technology companies and the their outlook for expansion. This includes: growth of domestic supply chains

• Examining the different debt options available for medium sized Professor Roy Green, organisations DeanUTS Business School, University of Technology Sydney, NSW, Australia • Attracting investors: Showcasing mid-size business excellence and high return of investment • Connecting medium-sized businesses to the capital that can fuel their growth ambitions DRIVING BUSINESS SUCESS AND STRATEGIC PLANNING

Kate Carnell AO, Australia Small Business and Family Enterprise Ombudsman, ACT, Ausatralia 1645 SUSTAINABLE GROWTH STRATEGY Setting Up Succession Planning: To Drive Long Term Expansion and Success SUCCESS STORY SHARING As many medium-sized organisation are successful family owned and 1145 operated businesses. Having succession plan is vital to growing the business BUSINESSES CAN LEARN FROM EACH OTHER and enhancing the capacity of employees. Reaching Heights: Zooming into The Journey of A Successful Mid- Market Company • How should organisations harness expansion opportunities and address short and longer-term threats? This inspiring case study sharing session, will gather a few key leading mid- • Analysing the importance of having a comprehensive succession plan market players to highlight their success journey and recipe for success as to maintain long term improvement well as how they managed to overcome the pitfalls along the way. Michael Lavilles, MAICD • How do you identify who are your customers and the right channel Chief Executive Officer to pursue them? Beyond Travel Group, NSW, Australia • What and how to accelerate opportunities and growth? • How do you think of product roadmap? 1730 Closing Remarks by Chairman- End of Day One • Breaking the obstacles faced by mid-sized firms to prosper

MANAGEMENTEVENTS.COM CONFERENCE DAY TWO Tuesday 20th March 2018

0800 Registration and Morning Coffee BITE SIZED COACHING SESSION- GETTING READY TO SCALE UP 0845 Chairperson’s Opening Remarks 1400 BUILT TO SCALE DRIVING BUSINESS SURGE & EXPANSION How to Scale Up Your Business?

This in-depth coaching clinic is designed to assist business owner 0900 to scale up their business to the next level? So how can ambitious, hungry DIGITAL TRANSFORMATION leaders continue to scale up their business without breaking down? Be Gearing Australian Mid-Market Business Sector equipped with the tools needed to scale over time at each stage of growth for The Digital Economy from startup to small business, to mid-sized and finally a large-scale, global company This session will better understand the barriers and benefits to adopting digital technologies for medium businesses across Australia. Rob Nankervis Experienced Business Consultant, Advisor and Executive Coach Robert Nankervis, VIC, Australia • Analysing the middle market digitisation trends and how your firm measures up • Recognising how innovation can assist in driving efficiencies and cutting costs MID-MARKET TALENT GAP

Rebecca Burrows, General Manager Small Business, Australia Post, VIC, Australia 1445 DIALOUGE SESSION III Winning the Talent War: How Mid-Market 0945 GOING GLOBAL Companies can Improve Talent Planning Thriving Into New Markets–Opportunities and Talent is a puzzle, every medium-sized company can and must solve! Middle Threats in International Expansion market companies’ employees 1/3 of all works in Australia. Yet talent recruitment and retention remains one of the key challenge facing middle Small- Medium Business have traditionally focused on domestic markets, market businesses. but we are seeing a shift as these businesses are starting to globalise. This global expansion presents exciting growth and diversification opportunities How the mid-market sector can attract and retain the best talent to help but it can also come with challenges: • the operation grow and thrive Embracing flexibility: Changing traditional workspace practices to appeal Examining the potential threats to SME’s in global expansion • • to millennials Having strategic risk management practise in place • • What does it take for middle-sized organisation to compete against • Understanding of the local economy, regulatory compliance framework larger companies?

• The Impact of AI tools as an ideal recruiting strategy for mid-market Tanya Cole, Chief Executive, companies Hessel Group (Hessel Pty Ltd) and Hessel International, SA, Australia Panelists: Andrew Clarke, Founder and Chief Executive Officer, CashRewards, NSW, Australia Morning Networking and Coffee Break 1030 Ivan Neville, Branch Manager, Labour Market Research and Analysis Branch Department of Employment, Australian Government Department of Employment, ACT, Australia CHANGE IN LEADERSHIP

1530 Afternoon Networking and Coffee Break 1100 PARADIGM SHIFT A Breakthrough in Mindset: Coming Out of Small EMBRACING CHANGE AND INNOVATION Business Mentality Leadership 1600 TO HAVE, OR NOT HAVE, AN AGENCY? • How changing your mindset could help you grow your business globally The mid-market(ing) dilemma • Facilitating strategic thinking: Transforming the role of CEO from functional and operational to strategic planning Blockchain is said to disrupt any size of business. It drives significant • Instilling a growth-mindset: Taking middle-market companies evolution across business process .The mid-market sector must start to to the next level prepare for the change in the nature of business that blockchain technology • Adopting a people-first mindset to fuel in advancing middle-sized will bring. businesses • Has the digital revolution made it easier or harder for mid-market Vanessa Garrard marketing functions? Founder and Chief Executive Officer • Has the proliferation of marketing technologies democratised marketing SourceHub, QLD, Australia and communications or just served to confuse the hell out of people. • What functions or services should you outsource? Which ones should you bring in? And how best to use these platforms to gain a competitive RISK ASSESSMENT advantage.

Andrew Swika, Managing Partner, The Royals, VIC, Australia 1145 CONTROL YOUR RISK 1645 The Art of Risk Control: Implementing Risk GETTING IT RIGHT Control Tools for Mid-Sized Businesses Pick Right: Choosing the Right Digitisation Partner for You In many ways, the success of a business relies on the strength of its risk management strategy. Medium businesses are exposed to risks all the time, Digital business transformation is a process that many medium sized there are many types of risks that all businesses face, some of which are companies are still grasping with. This session will serve as a guide to overlooked or ignored. business leaders in choosing the right vendor for its transformation journey:

• Identifying potential risks to your business • Gauging prospective partners on their ability to work cross-functionally • Implement your risk management plan effectively • Integrating across channels and different silos of the organisation to serve different customer journeys • Establishing a crisis management plan for business continuity process Ensuring the partner has expertise on social, mobile, cloud and Big Data Devising effective plan for handling each risk to limit the impact • • technologies • Ensuring IT investments generate greater value 1230 Networking Luncheon 1730 Closing Remarks by Chairman- End of Conference

MANAGEMENTEVENTS.COM SPEAKER ACHIEVEMENTS

Dr Jana Matthews Named one of 18 Women Business Gurus in the world – the only one ANZ Chair in Business Growth Director focused on entrepreneurial leadership and business growth Australian Centre for Business Growth UniSA Business School, SA, Australia An international expert on entrepreneurial leadership Jana has been a Global Thought Leader for SAP, was a monthly columnist and business growth for Dow Jones’ Startupjournal.com, is frequently quoted in Investor Business Daily, Inc. magazine, The Australian, AFR, Boss, BRW and Smart Company

In 2004, developed a program to tech companies to grow for the New Zealand government

Professor Roy Green Chaired the Australian Government’s Innovative Regions Centre, CSIRO Dean Manufacturing Sector Advisory Council and NSW Manufacturing Council, UTS Business School, University of Technology and served on the Prime Minister’s Manufacturing Taskforce Sydney, NSW, Australia Chaired the Australian Government’s Innovative Regions Centre, CSIRO Manufacturing Sector Advisory Council and NSW Manufacturing Council, Published widely in the areas of innovation policy and management, and and served on the Prime Minister’s Manufacturing Taskforce has undertaken multi-country projects with the OECD and European Commission

Contributed to publications on productivity, skills and innovation, including a major report for the Senate Innovation System inquiry.

Was recently invited to join the BCA Innovation Taskforce and CSIRO-NAB National Outlook project.

Thomas A. Stewart An influential thought leader, internationally recognised editor and Executive Director publisher, and a best-selling author National Center for the Middle Market, USA An influential thought leader, internationally recognised editor and publisher, and a best-selling author He was for six years the Editor and Managing Director of Harvard Business Review, leading it to multiple finalist nominations for a National Magazine Award.

Stewart is a summa cum laude graduate of Harvard College and holds an honorary Doctor of Science degree from Cass Business School, City University London.

Ivan Neville Leads the Labour Market Research and Analysis Branch and has Branch Manager, Labour Market Research and responsibility for identifying and monitoring trends in the contemporary Analysis Branch Department of Employment labour market and identifying the current and future demand for skills. Australian Government Department of Employment, ACT, Australia He has also given many presentations around the country on a broad range of labour market issues.

Rebecca Burrows Responsible for bringing the best of Australia Post to Australia’s General Manager Small Business entrepreneurial and small business community Australia Post, VIC, Australia Responsible for bringing the best of Australia Post to Australia’s entrepreneurial and small business community Rebecca is well respected as an innovative and highly authentic leader, with a genuine passion for entrepreneurship complemented by strong commercial and operational acumen.

Tanya Cole Becoming the largest in-home care operator in South Australia Chief Executive Hessel Group (Hessel Pty Ltd) Awarded in 2011 Finalist status in Ernst and Young Entrepreneur of the and Hessel International, SA, Australia Awarded 2017 Finalist status in Telstra Business Awards Year and Telstra Business Women

Awarded 2016 Finalist status in Impact Awards

Awarded 2017 Finalist status in Telstra Business Awards

Requested by State and Federal Governments to be involved in training and development Assessment and Leadership Groups for Early Learning Sector

MANAGEMENTEVENTS.COM SPEAKER ACHIEVEMENTS

Vanessa Garrard Winner of the QLD Telstra Young Business Women’s Award Named Founder and Chief Executive Officer Australian EY Entrepreneur of the Year for Industry in 2013 SourceHub, QLD, Australia Winner of the QLD Telstra Young Business Women’s Award Named Australian EY Entrepreneur of the Year for Industry Vanessa is an Australian entrepreneur, and a leader in the consumer in 2013 electronics industry

1 in 2 Australians owns a product developed by her group of companies.

More recently Vanessa was named in the Australian Financial Review &; Westpac 100 Women of Influence.

Scott Treatt A tax specialist since 1997 with clients in the corporate and SME market Partner, Tax Consulting space. Pitcher Partners, NSW, Australia Key advisor on major business and transaction projects

Finalist ‘Corporate Advisor of the year’ - The Tax Institute’s Tax Advisor of the Year Awards 2015

State Councillor, French Australian Chamber of Commerce and Industry

Andrew Swika Andrew is passionate about understanding the SMB market in Australia. Managing Partner He drives the Small Heroes initiative, a study into Australian SMBs The Royals, VIC, Australia Director in charge of the B2B division of the Royals looking after Clients such as Google G-Suite, Sensis White Pages, Mercedes Benz Commercial vehicles.

Michael Lavilles MAICD Finalists Telstra Business Award list 2017 Chief Executive Officer Beyond Travel Group, NSW, Australia Finalists Telstra Business Award list 2017 Has 25 years of experience in the travel industry and has worked for large global companies in Europe, the US and Australia and privately-owned companies.

A member of the Australian Institute of Company Directors, American Chamber of Commerce, was a member of the Institute of Directors UK and follower of the Growth Faculty’s Future Thinkers.

Andrew Clarke Andrew is a serial entrepreneur and a finalist in the 2017 EY Entrepreneur Founder and Chief Executive Officer of the Year awards. CashRewards, NSW, Australia Winner of the Deloitte Tech Fast 50, Winner Westpac Business of Tomorrow Winner of the Deloitte Tech Fast 50, Winner Westpac Business of Tomorrow.

Andrew has been an integral part of the development of many highly successful online sales presences that have achieved major market penetration throughout Australia.

Robert Rowe Robert was awarded Young Entrepreneur of the year 2014. Managing Director & Founder Unita, QLD, AUSTRALIA Awarded Young Entrepreneur of the year 2014 Rewarded for his years of perseverance and determination to see his company succeed.

The founder of Tú Projects and the Unita Group - a project services group that has doubled turnover this past year to $80 million

MANAGEMENTEVENTS.COM SPEAKER ACHIEVEMENTS

Paul Broadfoot Paul develops Intrapreneurship in forward thinking organisations focused Speaker Author and Mentor on launching new areas of growth. Disruption, Innovation and Intrapreneurship for New Growth He is Author of the book Xcelerate; innovate your business model, disrupt your market and fast-hack into the future.

Paul speaks at conferences and events to get people thinking differently about ‘future business’ for their roles and their companies, inspiring them to act.

Cosi De Angelis Cosi has over 28 years of banking experience, he joined ANZ in 2007 as General Manager Head of the Third-Party Asset Finance business. Transactional Banking & Asset Finance Solutions ANZ Bank, QLD, Australia Prior to ANZ, he spent a couple of years as the Head of the Third-party channel for Bank of Queensland.

Has an MBA from the University of New England and holds a Diploma of Financial advising from the Securities Institute of Australia.

Kate Carnell AO Kate was appointed an Officer of the Order of Australia in 2006 for Australia Small Business her services to the community through contributions to economic and Family Enterprise Ombudsman development and support for the business sector, knowledge industries, ACT, Ausatralia the medical sector and medical technology advances.

Ran her own small businesses for 15 years before becoming ACT Chief Minister in 1995 for a five year period.

Held the position of CEO of the Australian Chamber of Commerce and Industry, which represents more than 300,000 businesses across Australia.

Also served two years as CEO of beyondblue, four years as CEO of the Australian Food and Grocery Council, four years as CEO of the Australian General Practice Network (AGPN) and three years as CEO of the National Association of Forest Industries (NAFI).

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ANZ MID-MARKET BUSINESS FORUM : Vanguards of Change 19th – 20th March 2018 | Sydney, Australia

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