CMR was originally created with two primary objectives:

1)       To provide small to medium-sized companies with the resources they need for profitable growth and in particular the funding, management and specialist expertise not normally available to them.

2)       To provide high-ability senior executives with the opportunities and support network to enable each to optimise their potential as independent business people.

CMR's organisation was designed to be particularly attractive to those executives who want to be pro-active in building business activity, and importantly, have the personal skills and ability needed to be successful.

Obtaining business and revenue through CMR is not automatic;  success does require the input of effort and ability.  CMR provides the most comprehensive range of resources for small to medium sized companies in the UK and Ireland.  Those CMR members who are able to relate to clients, understand their problems, formulate solutions based on all the resources and expertise available within CMR and effectively communicate with the client, will be really successful.  Those CMR members who do not have the ability to do this will find it more difficult, but will nevertheless be able to work and earn alongside other colleagues.  CMR provides every assistance to help new members become effective through training/mentoring programmes.  The bottom line is ultimately dependent on how active and how effective the executive is personally.  An entrepreneurial streak is a positive benefit!

Business comes to CMR through four main channels:

1) Companies approach CMR Centre directly for funding or for the other specialist resources we offer.

2) Marketing and networking connections made locally by CMR Regions, Affinity Groups or Special Business Groups.

3) Propositions referred by CMR members from contacts they have made privately.

4) CMR has an alliance with the UK's largest online business angel network and most of the many propositions handled each month are passed to CMR for executive support and assistance to the entrepreneurs and companies involved. 

Some executives who join CMR from senior positions in major companies may find it personally difficult to relate to the different environment of independent business life and the operating modes of smaller companies.  The need to personally create and develop opportunities has not necessarily been part of their career experience and there are some who cannot make the change successfully.  CMR membership is therefore not a guaranteed path to riches.  Whilst many will earn substantial incomes through CMR, it is a reality that some members will fail to earn the level of income they anticipate or get as much from their membership as others.  CMR membership benefits are however wide-reaching and because of the low cost of membership, happily there will be few who do not find it worthwhile.

As a policy, the cost of being a member of CMR is kept to a minimal level, not just for the monthly membership subscription, but also for the training programmes and other facilities, which are all provided at or below actual cost.  Those taking advantage of CMR’s Private Healthcare Scheme with BUPA will find their CMR membership is actually at negative cost!  Even the least able CMR member should find CMR to be good value for money, whilst those with real ability will find CMR to be the springboard to many superb opportunities.   Do not confuse CMR with some of the 'consulting' companies who advertise nationally and who ask extremely high joining fees - see the exposé in the Daily Telegraph. - re the IIB business model.

There are two main caveats concerning CMR executive membership:

1) To be successful a CMR executive must have an entrepreneurial skills base and the ability to empathise with and understand business situations - and importantly to be able to see and communicate solutions to the client.   Not everyone has those skills at the required level - and those that do not will find dealing with clients and earning good fee income more difficult, but will find many helping colleagues to help the process along.  Most members find CMR membership to be of great value - some spectacularly so.  We have many members who have been with us for well over a decade.

2) Whilst many of CMR's clients will initially make contact with us because they seek funding support (it is THE best door opener to new clients) - the reality is that many will be unfundable in their present state and often funding is not the best way forward for them.  Even for those suitable for a funding solution, the national statistics produced by the bbaa (British Business Angels Association - of which CMR is a member) show that only 2.8% of applicants get funded.  Those who have watched Dragons Den (and bear in mind that extensive filters have been applied by the BBC) will know this to be the case.  Incidentally, CMR provides the BBC with some of the propositions they screen.  For CMR members this generally low percentage means we cannot rely just on funding success fees to make us wealthy - we have to develop our business by helping clients in other ways too.  Our biggest fees usually come from doing important things like turning them around, merging or selling them, licensing intellectual property, providing senior management, etc.

So a summary of the pros and cons for CMR and why you should join if you are suitably qualified by seniority and experience:

CMR will give you:

A superb business base, both by you handling CMR’s direct clients and also by enabling you to acquire new clients using CMR’s considerable resource and product range of essential business services.  We receive a constant stream of businesses and entrepreneurs looking for business and funding support, which are then handled by our executive members.  For those members with good motivation and ability there is absolutely no lack of opportunity to develop good business and an excellent independent career.

Each one of these potential clients will be seen by a CMR regional executive to discuss their needs.  Invariably we find their business proposition is not viable as it stands, and not likely to attract investor interest because of deficiencies in their strategy or operational arrangements, and often not having an adequate business plan that properly communicates to investors the reasons why they should invest.

So the first stage is for the CMR executive to discuss the plan with the owner/client covering the above points and more.  There is a big advantage for the CMR executive in that the client will view us as a potential investor and will usually act in a somewhat deferential way, often with the coffee and choc biscuits out on the table! 

The CMR executive is effectively pre-vetting the company on behalf of our investors and can ask all the questions and see all the things that an investor would want to do.   That process will lead into examining all the weaknesses and problems the company has.  That in turn will lead into how to eliminate the weaknesses and how to solve the problems.  Clearly a proposition cannot be presented to investors until those weaknesses and problems have been properly addressed.  This of course, is the perfect opportunity for the CMR executive to propose the way forward to the client – if handled correctly, then business for us will almost always follow.

Whilst we expect (and will only recruit) joining executives to have many of the business skills and experience already onboard, we do give all new CMR executives comprehensive training in CMR’s products and operations – and on how to handle clients in the best way.

Of course, we know as indicated above, that even perfectly presented propositions will often fail to attract investor interest.  So during the discussions we will also try to identify other routes forward for the client if funding proves not possible.  In fact quite often we find that funding is not the best way forward and we will advise the client accordingly.  We will usually develop a Plan A and Plan B approach – Plan A being looking for the funding, and Plan B is looking at the best way forward if funding fails to materialise.

I hope this gives you a good feel for how we work with clients to obtain the best outcome for them.  It’s important to understand that this is not a selling operation for us, but is a process where we discuss a client's business with them from a point of strength and influence (as potential investors) and then jointly work out the way forward.

You can probably see that this process puts our executive on the inside track with the client - and handled properly will normally result in business being obtained.  I cannot emphasise enough the importance of the word properly.  The CMR executive handling must have the personal experience and gravitas to handle this conversation.  Whilst our training will cover this process, much of the ability to handle clients in this way will be drawn from the ability the CMR executive has already acquired during their own business career. 

One very important aspect is the availability within CMR of all the specialist skills needed to properly handle a client's business.  Even if you personally do not have the particular expertise needed, there will be other CMR members who will help – we have a number of ‘Special Business Groups’ comprising members who will help handle those clients with special, expert needs.  It means you will be able to handle EVERY client you come across irrespective of whether you personally have all the skills required.

Finally, I want to close by repeating the essential personal attributes you must have to be successful in CMR.  They are motivation - made from determination, get up and go, hunger for business, preparedness to put real effort in, and ability to accept occasional disappointment and bounce back.  The other essential attribute of course, is the ability to handle a client’s business.

Most executives joining CMR will find it a very rewarding organisation with many business opportunities and a great network of similarly experienced senior executives.  It's that combination that makes CMR such a happy and worthwhile company to be with.  I am sure you will find it very beneficial.

Best wishes for your future with us,

Mike Downey

Managing Director