Lau (right) sharing insights on business growth and market expansion with Sheng and Azalina during the panel discussion.
KOTA KINABALU: Sabah businesses seeking to expand into national and regional markets need more than access to financing, with strong management, capable teams and clear business strategies equally important to achieving sustainable growth, said Kim Teck Cheong Consolidated Berhad (KTC) Executive Director Datuk Dexter Lau.
He said businesses must first establish a clear direction, understand their capabilities and develop realistic plans before seeking capital to finance their expansion.
“You must have a plan,” Lau said during Kembara Borneo 2026 – Sabah on Oct 14.
Lau, who is also a Federation of Public Listed Companies Berhad (FPLC) Executive Committee member and Malaysia-China Chamber of Commerce (MCCC) Sabah President, shared practical lessons from KTC’s journey from a Sabah-based business to a company with a national presence.
Organised by the Securities Commission Malaysia (SC) and Capital Markets Malaysia (CMM), the event brought together business leaders and capital market participants to discuss growth opportunities and financing options for local enterprises.
The panel discussion, titled “Building Sabah’s Next Growth Champions: Capital, Scale and Market Access”, was moderated by Capital Market Advisory Committee (CMAC) member Tan Sri Andrew Sheng, with SC Managing Director Datin Paduka Azalina Adham as the other panellist.
Lau cautioned entrepreneurs against focusing solely on raising funds or attempting to replicate the success of high-profile business figures, stressing that every business had different circumstances and growth requirements.
He said a credible business plan backed by sound fundamentals could attract banks, investors and potential business partners.
Rather than chasing funding, businesses should concentrate on building a strong proposition that demonstrated their potential and gave investors confidence in their ability to deliver results, he said.
Lau urged entrepreneurs to understand their business figures, including revenue streams, gross profit margins, operating expenses, financing costs and bottom-line performance.
They should also have a clear understanding of their competitors, business networks and the people responsible for driving the company forward.
He highlighted the importance of maintaining a stable and capable workforce as businesses expanded, warning that growth could become difficult to sustain if key employees left or management teams failed to keep pace with changing business needs.
Such instability could disrupt operations and raise concerns among potential investors, he said.
Lau noted that investors looked beyond growth projections and the amount of funding a company intended to secure, with attention also given to consistency in business planning, operations, resources and management.
Companies must demonstrate their ability to use capital effectively, maintain operational stability and deliver sustainable results, he said.
Reflecting on KTC’s experience in preparing for its public listing, Lau said the process involved rigorous scrutiny and extensive questioning by the SC.
Although challenging, the process pushed the group to examine its business practices, strengthen its leadership and improve operational management.
These demands ultimately helped KTC become a stronger organisation and laid the groundwork for its continued expansion, including its regional ambitions, he said.
For Lau, going public was about more than raising funds, as the process also prepared a business to operate with greater discipline and accountability through stronger corporate governance and more structured management practices.
He encouraged Sabah entrepreneurs to make full use of platforms such as Kembara Borneo by engaging directly with regulators and capital market professionals, asking questions and seeking advice on preparing their businesses for the next stage of growth.
Business owners should use such opportunities to identify operational gaps and understand investor expectations before pursuing financing.
Access to guidance and industry networks could help them make better-informed decisions and prepare for the challenges of expansion, he said.
Lau added that the programme was intended not only to introduce financing options but also to help businesses build the capacity to grow and withstand future competition.
Meanwhile, Andrew highlighted the importance of networking in business, noting that Sabah companies had opportunities to connect with global markets.
Building relationships across industries and regions could open doors to new partnerships and commercial opportunities, he said.
Kembara Borneo 2026 – Sabah aims to raise awareness among micro, small and medium enterprises (MSMEs) and mid-tier companies (MTCs) of capital market financing opportunities, showcase initiatives supporting business growth and competitiveness, and strengthen collaboration among government agencies, investors, financial intermediaries and industry stakeholders.
The discussion highlighted the importance of understanding business fundamentals, having a clear plan and building the right team to achieve sustainable expansion.
With these elements in place, Sabah companies would be better positioned to secure financing, enter new markets and compete beyond the State.
