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       “How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                                                          2	
  
       	
  
       	
  


       	
  



       Table of Contents
              Introduction	
  ............................................................................................................................................................	
  2	
  
              Andrew	
  Appleton	
  ..................................................................................................................................................	
  3	
  
              Roger	
  Kasper	
  ..........................................................................................................................................................	
  7	
  
              Mark	
  Tuvey	
  .............................................................................................................................................................	
  9	
  
              Owen	
  Hunnam	
  ......................................................................................................................................................	
   	
  
                                                                                                                                                                                            12
              Mark	
  Hopgood	
  ......................................................................................................................................................	
   	
  
                                                                                                                                                                                            17
                             ...............................................................................................................................................................	
   	
  
              Ed	
  Walker	
                                                                                                                                                                20
                                                                                                                                                                                            23	
  
              Conclusion	
  .............................................................................................................................................................	
  
              How	
  To	
  Claim	
  Your	
  Page	
  In	
  The	
  Next	
  Edition	
  ............................................................................................	
          24	
  
       	
  
       	
  
	
  
       	
  
       	
                                                        	
  




                     Download	
  Your	
  FREE	
  Marketing	
  Report	
  at	
  http://WenlockEdgeMarketing.co.uk	
  
       	
  
“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                         3	
  
	
  

                                                                     	
  
                                           Introduction	
  
In	
  2011,	
  Sevenoaks	
  is	
  the	
  10th	
  richest	
  town	
  in	
  the	
  UK.	
  	
  And	
  a	
  great	
  place	
  to	
  be	
  
running	
  a	
  business	
  catering	
  to	
  the	
  local	
  community.	
  

When	
  you	
  ask	
  successful	
  people	
  to	
  share	
  their	
  expertise	
  in	
  how	
  they	
  did	
  it,	
  you	
  
will	
  normally	
  find	
  them	
  only	
  too	
  happy	
  to	
  talk.	
  	
  So,	
  that’s	
  what	
  we	
  did	
  to	
  bring	
  
this	
  book	
  into	
  being.	
  

This	
  First	
  Edition	
  includes	
  interviews	
  with	
  five	
  of	
  the	
  most	
  successful	
  leaders	
  in	
  
the	
  Sevenoaks	
  business	
  community.	
  	
  And	
  their	
  insights	
  are,	
  well,	
  insightful.	
  

When	
  you’re	
  growing	
  your	
  own	
  business,	
  as	
  an	
  owner,	
  you’ll	
  find	
  yourself	
  
swapping	
  hats	
  regularly.	
  	
  To	
  sustain	
  growth	
  over	
  periods	
  of	
  years,	
  you’ll	
  
probably	
  need	
  to	
  grow	
  your	
  staff.	
  	
  Attitude	
  and	
  aspiration	
  are	
  the	
  most	
  critical	
  
characteristics	
  of	
  motivated,	
  strong	
  performing	
  employees,	
  more	
  so	
  than	
  
relying	
  on	
  what	
  people	
  have	
  done	
  before.	
  

Many	
  of	
  the	
  leaders	
  profiled	
  in	
  this	
  book	
  homed	
  in	
  on	
  client	
  focus	
  as	
  they	
  key	
  to	
  
bringing	
  in	
  the	
  revenues.	
  	
  The	
  more	
  you	
  get	
  out	
  and	
  about,	
  network	
  and	
  meet	
  
potential	
  customers	
  and	
  other	
  business	
  leaders,	
  the	
  more	
  quickly	
  will	
  your	
  
business	
  ramp	
  up	
  its	
  financial	
  performance.	
  

In	
  terms	
  of	
  measuring	
  and	
  keeping	
  an	
  eye	
  on	
  key	
  performance	
  measures,	
  
cashflow	
  and	
  cash	
  collections	
  are	
  fundamental	
  to	
  allow	
  a	
  business	
  to	
  survive	
  
then	
  thrive.	
  

If	
  you	
  are	
  your	
  own	
  business	
  owner,	
  either	
  already	
  or	
  aspiring,	
  our	
  
interviewees	
  encourage	
  you	
  to	
  be	
  ambitious	
  and	
  aggressive.	
  	
  Aggressive	
  in	
  
terms	
  of	
  setting	
  stretch	
  targets	
  and	
  going	
  after	
  them.	
  	
  After	
  all,	
  if	
  you	
  set	
  a	
  huge	
  
target	
  and	
  finish	
  short,	
  chances	
  are	
  you’ll	
  still	
  have	
  achieved	
  more	
  than	
  you	
  
would	
  by	
  chasing	
  a	
  manageable,	
  “realistic”	
  target.	
  

Thank	
  you	
  for	
  taking	
  action	
  and	
  getting	
  your	
  hands	
  on	
  the	
  First	
  Edition	
  of	
  “How	
  
They	
  Did	
  It…”.	
  	
  The	
  advice	
  and	
  expertise	
  shared	
  in	
  these	
  pages	
  can	
  help	
  you	
  to	
  
be	
  the	
  next	
  business	
  owner	
  to	
  crack	
  the	
  nut.	
  

	
  

David	
  Hale	
  

May	
  2011      	
                                           	
  
        Download	
  Your	
  FREE	
  Marketing	
  Report	
  at	
  http://WenlockEdgeMarketing.co.uk	
  
	
  
“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                     4	
  
	
  
                                                                                 	
  


Andrew	
  Appleton	
  
Director	
  at	
  BSR	
  Bespoke	
  Chartered	
  
Accountants	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
BSR	
  Bespoke	
  are	
  a	
  local	
  firm	
  of	
  Chartered	
  Accountants	
  with	
  offices	
  in	
  Hildenborough	
  
and	
  Tunbridge	
  Wells	
  offering	
  a	
  full	
  accounts	
  and	
  taxation	
  service.	
  We	
  are	
  specialists	
  
in	
  business	
  start-­‐ups	
  and	
  are	
  business	
  advisors.	
  	
  There	
  are	
  now	
  about	
  25	
  of	
  us	
  over	
  
the	
  two	
  offices.	
  

Who	
  are	
  you	
  as	
  a	
  person	
  and	
  what	
  did	
  you	
  do	
  before	
  your	
  current	
  business?	
  

Before	
  becoming	
  a	
  director	
  I	
  worked	
  for	
  this	
  business	
  for	
  about	
  twenty	
  years	
  until	
  
November	
  2006	
  when	
  two	
  of	
  us	
  bought	
  the	
  practice	
  (then	
  Bespokes	
  Limited)	
  from	
  the	
  
out-­‐going	
  partner.	
  	
  The	
  business	
  has	
  grown	
  significantly	
  since	
  that	
  date	
  and	
  in	
  April	
  
2011	
  we	
  merged	
  with	
  a	
  practice	
  in	
  Tunbridge	
  Wells,	
  to	
  become	
  BSR	
  Bespoke.	
  	
  We	
  
look	
  forward	
  to	
  continuing	
  to	
  help	
  and	
  advise	
  our	
  clients	
  and	
  to	
  continued	
  growth	
  in	
  
the	
  future.	
  

How	
  did	
  you	
  come	
  across	
  your	
  business	
  idea	
  and	
  what	
  did	
  you	
  do	
  first/in	
  the	
  
early	
  days?	
  

The	
  idea	
  of	
  bringing	
  together	
  our	
  business	
  with	
  another	
  was	
  part	
  of	
  our	
  growth	
  
strategy.	
  	
  From	
  November	
  2006	
  we	
  quickly	
  found	
  that	
  we	
  were	
  attracting	
  new	
  clients,	
  
most	
  of	
  whom	
  came	
  to	
  us	
  through	
  recommendations	
  or	
  through	
  people	
  we	
  had	
  met.	
  	
  

How	
  did	
  you	
  start	
  to	
  grow	
  your	
  business?	
  

It	
  really	
  was	
  through	
  word	
  of	
  mouth	
  and	
  is	
  now	
  by	
  getting	
  out	
  there	
  and	
  meeting	
  
people.	
  	
  Without	
  this	
  the	
  merger	
  would	
  not	
  have	
  even	
  happened.	
  	
  

        Download	
  Your	
  FREE	
  Marketing	
  Report	
  at	
  http://WenlockEdgeMarketing.co.uk	
  
	
  
“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                              5	
  
	
  
If	
  you	
  had	
  to	
  put	
  your	
  finger	
  on	
  just	
  one	
  or	
  two	
  things,	
  that	
  made	
  the	
  difference	
  
between	
  your	
  just	
  trundling	
  along	
  in	
  business	
  and	
  enjoying	
  your	
  current	
  level	
  
of	
  success,	
  what	
  would	
  they	
  be?	
  

I	
  would	
  advise	
  anybody	
  to	
  make	
  time	
  to	
  get	
  out	
  there,	
  meet	
  people,	
  build	
  
relationships	
  -­‐	
  new	
  and	
  old.	
  	
  It	
  is	
  really	
  important	
  to	
  continue	
  to	
  build	
  relationships	
  
with	
  current	
  clients	
  and	
  to	
  find	
  an	
  excuse	
  to	
  pick	
  up	
  the	
  telephone	
  and	
  have	
  a	
  quick	
  
chat;	
  if	
  you	
  care	
  about	
  a	
  client	
  relationship	
  -­‐	
  prove	
  it!	
  	
  	
  

How	
  did	
  they	
  change	
  things	
  for	
  you	
  and	
  how	
  quickly	
  did	
  that	
  happen?	
  

If	
  you	
  can	
  show	
  clients	
  you	
  want	
  to	
  look	
  after	
  them	
  they	
  will	
  not	
  only	
  stay	
  with	
  you	
  
(have	
  a	
  look	
  to	
  see	
  how	
  many	
  customers	
  keep	
  coming	
  back,	
  or	
  worse	
  don’t	
  come	
  
back)	
  –	
  we	
  were	
  surprised	
  how	
  quickly	
  our	
  practice	
  began	
  to	
  grow	
  four	
  and	
  a	
  bit	
  
years	
  ago!	
  	
  

Has	
  your	
  business	
  evolved	
  from	
  the	
  early	
  days?	
  	
  What	
  is	
  your	
  business	
  model	
  
now?	
  

Our	
  model	
  is	
  simply	
  to	
  look	
  after	
  our	
  clients,	
  offer	
  them	
  the	
  best	
  advice,	
  suggest	
  ideas,	
  
listen	
  to	
  what	
  they	
  want	
  and	
  find	
  out	
  where	
  they	
  want	
  to	
  be	
  -­‐	
  and	
  help	
  them!	
  	
  

What	
  is	
  the	
  one	
  biggest	
  mistake	
  you	
  see	
  aspiring	
  business	
  founders	
  make?	
  

Burying	
  their	
  heads	
  in	
  the	
  sand	
  -­‐	
  you	
  really	
  need	
  to	
  react	
  quickly	
  to	
  events	
  around	
  you	
  
in	
  2011,	
  to	
  admit	
  to	
  things	
  that	
  may	
  not	
  be	
  going	
  as	
  planned	
  and	
  be	
  prepared	
  to	
  make	
  
changes!	
  	
  

If	
  you	
  were	
  starting	
  again,	
  knowing	
  what	
  you	
  know	
  now,	
  what	
  would	
  you	
  do	
  
differently?	
  

Fortunately	
  nothing,	
  but	
  that	
  won’t	
  be	
  the	
  same	
  for	
  everyone.	
  	
  I	
  would	
  however	
  like	
  to	
  
meet	
  some	
  clients	
  more	
  often	
  than	
  I	
  currently	
  do.	
  

What	
  do	
  you	
  most	
  love	
  about	
  what	
  you	
  do?	
  

Talking	
  to	
  clients,	
  discussing	
  their	
  businesses	
  and	
  deciding	
  with	
  them	
  the	
  best	
  ways	
  to	
  
set	
  up,	
  grow	
  and/or	
  plan	
  for	
  the	
  future.	
  

What	
  are	
  the	
  best	
  things	
  about	
  running	
  a	
  business	
  in	
  the	
  Sevenoaks	
  area?	
  

I	
  live	
  in	
  Tunbridge	
  Wells	
  and	
  drive	
  to	
  the	
  office	
  through	
  the	
  country	
  -­‐	
  excellent,	
  
especially	
  in	
  the	
  summer!	
  	
  There	
  are	
  also	
  good	
  networking	
  events	
  such	
  as	
  the	
  monthly	
  
Sevenoaks	
  Chamber	
  of	
  Commerce	
  where	
  it	
  is	
  possible	
  to	
  talk	
  to	
  other	
  business	
  
owners.	
  

	
  

	
  


         Download	
  Your	
  FREE	
  Marketing	
  Report	
  at	
  http://WenlockEdgeMarketing.co.uk	
  
	
  
“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                              6	
  
	
  
What	
  does	
  the	
  future	
  hold	
  for	
  you	
  and	
  your	
  business?	
  

Lots	
  of	
  hard	
  work	
  I	
  think,	
  no	
  business	
  owner	
  can	
  sit	
  back	
  and	
  wait	
  for	
  others	
  to	
  do	
  the	
  
hard	
  work	
  these	
  days.	
  I	
  look	
  forward	
  to	
  continued	
  opportunities	
  to	
  work	
  with	
  and	
  
help	
  clients.	
  	
  

What	
  are	
  you	
  most	
  proud	
  of,	
  in	
  your	
  business,	
  to	
  date?	
  

I	
  think	
  that	
  has	
  to	
  be	
  the	
  merger	
  with	
  the	
  very	
  well	
  respected	
  firm	
  in	
  Tunbridge	
  Wells,	
  
earlier	
  this	
  week!	
  	
  

Remind	
  us	
  of	
  where	
  we	
  can	
  find	
  you	
  online:	
  

http://www.bsrbaccountants.co.uk	
                                   e-­‐mail:	
  	
  aappleton@bsrbaccountants.co.uk	
  	
  	
  	
  

	
                                                                   	
  	
  	
  	
  




                                                                                                                                    	
  
	
                                             	
  




         Download	
  Your	
  FREE	
  Marketing	
  Report	
  at	
  http://WenlockEdgeMarketing.co.uk	
  
	
  
“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                               7	
  
	
  


Roger	
  Kasper	
  
Editor of the Sevenoaks Chronicle and brains
behind the Sevenoaks Loyalty Card



                                 	
  




                                                                                                                                        	
  
The	
  Chronicle	
  is	
  based	
  at	
  54	
  High	
  Street,	
  Sevenoaks,	
  next	
  to	
  the	
  Waitrose	
  building	
  site.	
  
We	
  look	
  forward	
  to	
  its	
  opening	
  in	
  September	
  2011.	
  We	
  are	
  a	
  weekly	
  paper	
  with	
  five	
  
reporters	
  covering	
  Sevenoaks,	
  Westerham	
  and	
  Malling	
  area.	
  

Who	
  are	
  you	
  as	
  a	
  person	
  and	
  what	
  did	
  you	
  do	
  before	
  your	
  current	
  business?	
  

I	
  am	
  a	
  journalist,	
  ideas	
  man,	
  have	
  always	
  worked	
  in	
  newspapers	
  and	
  magazines	
  since	
  
leaving	
  school.	
  

How	
  did	
  you	
  come	
  across	
  your	
  business	
  idea	
  and	
  what	
  did	
  you	
  do	
  first/in	
  the	
  
early	
  days?	
  

I	
  can’t	
  claim	
  to	
  have	
  had	
  the	
  Chronicle	
  idea;	
  but	
  the	
  loyalty	
  card	
  is	
  my	
  baby.	
  I	
  heard	
  
about	
  a	
  similar	
  scheme	
  in	
  Wells,	
  Somerset	
  and	
  adapted	
  the	
  idea	
  at	
  a	
  time	
  when	
  there	
  
was	
  a	
  lot	
  of	
  doom	
  and	
  gloom	
  around	
  the	
  retail	
  trade	
  in	
  Sevenoaks	
  town	
  centre.	
  I	
  spoke	
  
to	
  some	
  key	
  retailers	
  in	
  town	
  and	
  presented	
  my	
  idea	
  to	
  them	
  –	
  it	
  was	
  universally	
  
liked.	
  I	
  then	
  presented	
  to	
  the	
  Chamber	
  of	
  Commerce	
  and	
  likewise.	
  I	
  then	
  hit	
  the	
  town	
  
centre	
  and	
  started	
  to	
  sell	
  the	
  idea	
  to	
  retailers.	
  Overall,	
  the	
  response	
  has	
  been	
  fabulous	
  
–	
  with	
  few	
  doubters!	
  

How	
  did	
  you	
  start	
  to	
  grow	
  your	
  business?	
  

By	
  teaming	
  up	
  with	
  the	
  Chamber	
  of	
  Commerce,	
  I	
  was	
  able	
  to	
  get	
  help	
  in	
  targeting	
  
areas	
  of	
  Sevenoaks	
  –	
  thus	
  carpet-­‐bombing	
  the	
  area	
  and	
  trying	
  to	
  get	
  maximum	
  
support	
  for	
  the	
  scheme.	
  Seems	
  to	
  have	
  done	
  the	
  trick	
  as	
  we	
  stand	
  at	
  76	
  sign-­‐ups	
  as	
  of	
  
April	
  7	
  –	
  with	
  a	
  target	
  of	
  100	
  in	
  the	
  next	
  few	
  weeks.	
  

What	
  is	
  the	
  one	
  biggest	
  mistake	
  you	
  see	
  most	
  aspiring	
  business	
  founders	
  make?	
  

Not	
  researching	
  the	
  market,	
  their	
  product	
  etc.	
  


         Download	
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“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                        8	
  
	
  
If	
  you	
  were	
  starting	
  again,	
  knowing	
  what	
  you	
  know	
  now,	
  what	
  would	
  you	
  do	
  
differently?	
  

Re:	
  loyalty,	
  I	
  would	
  have	
  worked	
  with	
  an	
  enthusiastic	
  member	
  of	
  staff	
  to	
  do	
  the	
  initial	
  
legwork	
  on	
  the	
  loyalty	
  card	
  –	
  then	
  hand	
  it	
  over	
  to	
  them	
  to	
  see	
  through/do	
  the	
  nitty	
  
gritty	
  paperwork.	
  

What	
  do	
  you	
  most	
  love	
  about	
  what	
  you	
  do?	
  

All	
  of	
  it,	
  but	
  particularly	
  getting	
  out,	
  meeting	
  people	
  and	
  helping	
  them	
  get	
  stories	
  in	
  
the	
  paper.	
  

What	
  are	
  the	
  best	
  things	
  about	
  running	
  a	
  business	
  in	
  the	
  Sevenoaks	
  area?	
  

Nice	
  area,	
  great	
  people,	
  easy	
  to	
  get	
  around.	
  

What	
  does	
  the	
  future	
  hold	
  for	
  you	
  and	
  your	
  business?	
  

The	
  newspaper	
  industry	
  is	
  challenging	
  at	
  the	
  moment,	
  but	
  we	
  are	
  bucking	
  the	
  trend	
  in	
  
Sevenoaks	
  by	
  doing	
  things	
  differently,	
  and	
  producing	
  a	
  great	
  community	
  paper.	
  

What	
  are	
  you	
  most	
  proud	
  of,	
  in	
  your	
  business,	
  to	
  date?	
  

	
  The	
  loyalty	
  card,	
  and	
  great	
  sales	
  figures	
  last	
  year	
  which	
  put	
  our	
  rivals	
  to	
  shame.	
  

Remind	
  us	
  of	
  where	
  we	
  can	
  find	
  you	
  online:	
  

http://www.thisiskent.co.uk	
  

	
  




                                                                                                                      	
  

	
  

	
                                            	
  




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  Marketing	
  Report	
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“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                                 9	
  
	
  
	
  


                                                                                                Mark	
  Tuvey	
  
                                                                                            Managing Director of Opus Network
                                                                                           Services Ltd and Board Director of the
                                                                                                Sevenoaks & District Chamber of
                                                                                                                      Commerce

                                                                                                                                                    	
  

                                                                                    	
  
	
  

Opus	
  Network	
  Services	
  Ltd	
  based	
  in	
  Sevenoaks.	
  Established	
  in	
  the	
  year	
  2000,	
  we	
  
specialise	
  in	
  voice	
  and	
  data	
  solutions	
  encompassing	
  telephone	
  lines,	
  calls,	
  high	
  speed	
  
broadband	
  	
  dedicated	
  data	
  solutions,	
  inbound	
  numbering,	
  hosted	
  (cloud)	
  telephony,	
  
SIP,	
  VOIP	
  and	
  mobile.	
  Think	
  of	
  us	
  as	
  a	
  genuine	
  and	
  cheaper	
  alternative	
  to	
  the	
  services	
  
that	
  BT	
  provide.	
  We	
  currently	
  employ	
  8	
  highly	
  trained	
  and	
  knowledgeable	
  people	
  	
  in	
  a	
  
mix	
  of	
  full	
  and	
  part	
  time	
  staff.	
  	
  

Who	
  are	
  you	
  as	
  a	
  person	
  and	
  what	
  did	
  you	
  do	
  before	
  your	
  current	
  business?	
  

I	
  decided	
  upon	
  a	
  complete	
  career	
  change	
  in	
  late	
  1999,	
  my	
  core	
  profession	
  being	
  in	
  
Structural	
  Design	
  which	
  I	
  had	
  been	
  doing	
  since	
  leaving	
  school.	
  

I	
  had	
  the	
  privilege	
  to	
  work	
  for	
  some	
  of	
  the	
  major	
  engineering	
  firms	
  including	
  	
  Ove	
  
Arup,	
  Halliburton	
  Brown	
  &	
  Root,	
  Balfour	
  Beatty	
  &	
  BAA,	
  across	
  a	
  diverse	
  range	
  of	
  
projects	
  from	
  The	
  Hong	
  Kong	
  &	
  Shanghai	
  Bank,	
  Terminal	
  3	
  at	
  Heathrow,	
  Oil	
  and	
  Gas	
  
platform's,	
  Marine	
  and	
  Sub-­‐Sea	
  including	
  the	
  Interconnect	
  Project	
  linking	
  the	
  UK's	
  gas	
  
supplies	
  to	
  Belgium,	
  	
  just	
  prior	
  to	
  leaving	
  the	
  industry	
  I	
  also	
  contributed	
  to	
  the	
  
London	
  Eye	
  project.	
  

I	
  also	
  took	
  a	
  brief	
  but	
  enjoyable	
  break	
  in	
  the	
  mid	
  80's	
  to	
  run	
  a	
  business	
  in	
  Sevenoaks,	
  
designing	
  and	
  installing	
  tiles	
  and	
  bathrooms,	
  so	
  I	
  also	
  have	
  experience	
  in	
  running	
  a	
  
High	
  Street	
  business	
  in	
  the	
  town!	
  

I	
  have	
  a	
  variety	
  of	
  personal	
  interests	
  ranging	
  from	
  photography	
  to	
  motorcycling	
  a	
  love	
  
of	
  jazz,	
  keeping	
  fit	
  and	
  I	
  am	
  proud	
  to	
  say	
  I	
  am	
  a	
  Tri-­‐athlete!	
  	
  

How	
  did	
  you	
  come	
  across	
  your	
  business	
  idea	
  and	
  what	
  did	
  you	
  do	
  first/in	
  the	
  
early	
  days?	
  

I	
  was	
  getting	
  itchy	
  feet	
  back	
  in	
  late	
  1999.	
  Having	
  successfully	
  been	
  gainfully	
  employed	
  
as	
  a	
  contractor	
  for	
  a	
  number	
  of	
  years,	
  I	
  didn't	
  feel	
  I	
  was	
  building	
  an	
  asset,	
  and	
  as	
  hired	
  
help	
  you	
  were	
  always	
  at	
  the	
  mercy	
  of	
  the	
  market	
  for	
  employment,	
  it's	
  then	
  I	
  took	
  a	
  
interest	
  in	
  the	
  emerging	
  mobile	
  Market	
  and	
  through	
  this	
  was	
  introduced	
  to	
  what	
  is	
  

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“How	
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  …	
  Local	
  Success	
  Stories”	
                                                                            10	
  
	
  
still	
  the	
  core	
  function	
  of	
  our	
  present	
  business,	
  routing	
  customers	
  telephone	
  calls	
  and	
  
reducing	
  their	
  costs.	
  

How	
  did	
  you	
  start	
  to	
  grow	
  your	
  business?	
  

Hard	
  work	
  and	
  determination!	
  Including	
  any	
  method	
  I	
  could	
  use	
  to	
  engage	
  potential	
  
customers	
  in	
  our	
  products.	
  I	
  have	
  not	
  so	
  fond	
  memories	
  of	
  5:30am	
  starts	
  depositing	
  
mails	
  shots	
  through	
  London	
  Business	
  addresses	
  and	
  arriving	
  back	
  home	
  waiting	
  for	
  
the	
  phone	
  to	
  ring.	
  Latterly	
  this	
  was	
  replaced	
  by	
  more	
  early	
  starts	
  in	
  the	
  form	
  of	
  a	
  BNI	
  
networking	
  meeting,	
  although	
  this	
  was	
  at	
  the	
  slightly	
  more	
  respectable	
  time	
  of	
  7am.	
  
In	
  those	
  days	
  transport	
  was	
  via	
  my	
  50cc	
  scooter	
  (which	
  I	
  still	
  own),	
  which	
  has	
  
thankfully	
  been	
  replaced	
  by	
  something	
  more	
  civilised	
  in	
  recent	
  years.	
  

If	
  you	
  had	
  to	
  put	
  your	
  finger	
  on	
  just	
  one	
  or	
  two	
  things,	
  that	
  made	
  the	
  difference	
  
between	
  your	
  just	
  trundling	
  along	
  in	
  business	
  and	
  enjoying	
  your	
  current	
  level	
  
of	
  success,	
  what	
  would	
  they	
  be?	
  

Employing	
  people	
  with	
  the	
  right	
  attitude	
  &	
  constant	
  measurement	
  of	
  the	
  key	
  areas	
  of	
  
the	
  business.	
  	
  

How	
  did	
  they	
  change	
  things	
  for	
  you	
  and	
  how	
  quickly	
  did	
  that	
  happen?	
  

You	
  cant	
  teach	
  attitude,	
  but	
  you	
  can	
  teach	
  skills	
  -­‐	
  with	
  the	
  right	
  team	
  behind	
  you	
  can	
  
achieve	
  almost	
  anything.	
  I	
  am	
  fortunate	
  in	
  having	
  a	
  great	
  team	
  behind	
  me.	
  Monitoring	
  
the	
  KPI's	
  goes	
  without	
  saying,	
  spotting	
  the	
  shortfalls	
  in	
  key	
  areas	
  certainly	
  helped	
  us	
  
to	
  achieve	
  our	
  goals	
  far	
  quicker.	
  

Has	
  your	
  business	
  evolved	
  from	
  the	
  early	
  days?	
  	
  What	
  is	
  your	
  business	
  model	
  
now?	
  

The	
  business	
  has	
  evolved	
  tremendously.	
  The	
  vogue	
  when	
  we	
  started	
  was	
  a	
  simple	
  
routing	
  of	
  a	
  customers	
  calls	
  away	
  from	
  BT	
  in	
  order	
  to	
  reduce	
  costs.	
  Now,	
  with	
  further	
  
deregulation	
  of	
  the	
  market,	
  we	
  have	
  7	
  major	
  product	
  areas	
  all	
  with	
  a	
  close	
  affinity	
  to	
  
each	
  other;	
  telephone	
  lines,	
  telephone	
  calls,	
  broadband,	
  mobile	
  phones,	
  cloud	
  
telephony	
  (VOIP),	
  non	
  geographic	
  numbering	
  &	
  SIP.	
  So	
  we	
  now	
  truly	
  offer	
  “end-­‐to-­‐
end”	
  connectivity	
  solutions	
  for	
  our	
  clients.	
  

What	
  is	
  the	
  one	
  biggest	
  mistake	
  you	
  see	
  most	
  aspiring	
  business	
  founders	
  make?	
  

3	
  things	
  really,	
  taking	
  their	
  eye	
  off	
  the	
  ball	
  when	
  the	
  business	
  appears	
  to	
  be	
  going	
  
well,	
  not	
  taking	
  cash	
  collection	
  seriously	
  enough,	
  after	
  all	
  cash	
  is	
  still	
  king,	
  and	
  facing	
  
up	
  to	
  the	
  fact	
  that	
  you	
  won't	
  have	
  the	
  skills	
  to	
  necessarily	
  take	
  the	
  business	
  through	
  
it's	
  entire	
  life	
  cycle	
  and	
  will	
  need	
  to	
  address	
  that	
  by	
  bringing	
  further	
  skill	
  sets	
  into	
  the	
  
equation.	
  

If	
  you	
  were	
  starting	
  again,	
  knowing	
  what	
  you	
  know	
  now,	
  what	
  would	
  you	
  do	
  
differently?	
  

Always	
  a	
  tricky	
  question,	
  who	
  will	
  ever	
  admit	
  to	
  making	
  mistakes	
  along	
  the	
  way!	
  In	
  
summary	
  having	
  hankered	
  after	
  starting	
  my	
  own	
  business	
  from	
  an	
  early	
  age	
  I	
  wish	
  

         Download	
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  Marketing	
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“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                         11	
  
	
  
had	
  the	
  acumen	
  to	
  start	
  much	
  younger,	
  if	
  I	
  had	
  I	
  would	
  have	
  probably	
  been	
  writing	
  
this	
  from	
  somewhere	
  in	
  the	
  Caribbean.	
  

What	
  do	
  you	
  most	
  love	
  about	
  what	
  you	
  do?	
  

The	
  challenges	
  of	
  running	
  a	
  business,	
  and	
  the	
  fact	
  that	
  every	
  day	
  is	
  different.	
  

What	
  are	
  the	
  best	
  things	
  about	
  running	
  a	
  business	
  in	
  the	
  Sevenoaks	
  area?	
  

	
  Without	
  doubt	
  the	
  business	
  community,	
  I	
  think	
  we	
  often	
  underestimate	
  the	
  sheer	
  
diversity	
  of	
  business	
  in	
  the	
  area,	
  and	
  as	
  was	
  recently	
  pointed	
  out	
  to	
  me	
  the	
  collective	
  
value	
  of	
  business	
  here	
  is	
  equal	
  to	
  the	
  value	
  of	
  Tunbridge	
  Wells	
  and	
  Tonbridge	
  
combined.	
  

What	
  does	
  the	
  future	
  hold	
  for	
  you	
  and	
  your	
  business?	
  

Without	
  a	
  crystal	
  ball	
  that’s	
  hard	
  to	
  predict,	
  but	
  if	
  we	
  adhere	
  to	
  our	
  plan	
  and	
  achieve	
  
our	
  objectives,	
  we	
  are	
  aiming	
  to	
  treble	
  the	
  size	
  of	
  the	
  business	
  in	
  the	
  next	
  5	
  years.	
  

What	
  are	
  you	
  most	
  proud	
  of,	
  in	
  your	
  business,	
  to	
  date?	
  

Successfully	
  	
  completing	
  10	
  years	
  in	
  business,	
  being	
  able	
  to	
  continuously	
  grow	
  in	
  the	
  
midst	
  of	
  one	
  the	
  worst	
  recessions	
  in	
  history	
  and	
  doubling	
  our	
  turn	
  over	
  in	
  less	
  than	
  2	
  
years.	
  

Remind	
  us	
  of	
  where	
  we	
  can	
  find	
  you	
  online:	
  

http://www.opus-­‐connect.co.uk/	
  

follow	
  us	
  on	
  “twitter”	
  @opusconnect	
  http://twitter.com/Opusconnect	
  

or	
  hook	
  up	
  via	
  LinkedIn	
  http://uk.linkedin.com/pub/mark-­‐tuvey/14/467/863	
  

	
  




                                                                                                                      	
  
	
  
	
                                            	
  




         Download	
  Your	
  FREE	
  Marketing	
  Report	
  at	
  http://WenlockEdgeMarketing.co.uk	
  
	
  
“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                         12	
  
	
  
	
  


Owen	
  
Hunnam	
  
	
  
Publishing	
  Director	
  of	
  Vine	
  
Publishing	
  Limited	
  based	
  in	
  
Sevenoaks.	
  
	
  

                                                                                                                                               	
  
	
  

We’re	
  a	
  full	
  service	
  communications	
  agency	
  handling	
  brand	
  strategy,	
  marketing,	
  PR,	
  
website	
  design	
  and	
  development.	
  	
  Probably	
  what	
  we’re	
  most	
  famous	
  for	
  is	
  our	
  
regional	
  publishing	
  product	
  called	
  Vine	
  which	
  is	
  a	
  regional	
  glossy	
  lifestyle	
  magazine	
  
based	
  in	
  Sevenoaks.	
  	
  We	
  also	
  do	
  a	
  whole	
  host	
  of	
  other	
  products.	
  

Who	
  are	
  you	
  as	
  a	
  person	
  and	
  what	
  did	
  you	
  do	
  before	
  your	
  current	
  business?	
  

My	
  story’s	
  a	
  bit	
  strange	
  actually.	
  	
  I	
  went	
  to	
  university	
  for	
  3	
  months	
  back	
  in	
  January	
  
2007.	
  	
  Dropped	
  out	
  after	
  3	
  months.	
  	
  I	
  was	
  doing	
  a	
  business	
  management	
  degree	
  up	
  in	
  
Birmingham	
  at	
  Aston	
  Business	
  School.	
  	
  It’s	
  a	
  really	
  good	
  business	
  school	
  but	
  I	
  wasn’t	
  
really	
  enjoying	
  it	
  and	
  decided	
  that	
  instead	
  of	
  sitting	
  in	
  a	
  lecture	
  hall	
  learning	
  about	
  
business,	
  I’d	
  rather	
  run	
  a	
  business.	
  	
  

So	
  I	
  came	
  back	
  to	
  Sevenoaks	
  and	
  looked	
  at	
  what	
  I	
  knew	
  about	
  which	
  was	
  the	
  town.	
  	
  I	
  
looked	
  at	
  my	
  background	
  which	
  was	
  graphic	
  design,	
  print	
  based	
  media	
  and	
  
journalism.	
  	
  And	
  I	
  spotted	
  an	
  opportunity	
  in	
  Sevenoaks	
  for	
  a	
  high	
  quality,	
  hyper-­‐local	
  
editorial	
  based	
  product,	
  free	
  and	
  Vine	
  was	
  born.	
  	
  After	
  about	
  5	
  months	
  of	
  
development,	
  it	
  launched	
  in	
  June	
  2007	
  and	
  since	
  then	
  we’ve	
  developed	
  and	
  grown.	
  

How	
  did	
  you	
  come	
  across	
  your	
  business	
  idea	
  and	
  what	
  did	
  you	
  do	
  first/in	
  the	
  
early	
  days?	
  

It	
  was	
  all	
  about	
  research	
  and	
  development	
  and	
  looking	
  at	
  the	
  market	
  and	
  what	
  was	
  
out	
  there	
  at	
  the	
  time.	
  	
  We	
  discovered	
  very	
  quickly	
  a	
  lot	
  of	
  products	
  locally,	
  in	
  
Sevenoaks,	
  Kent	
  and	
  regionally.	
  	
  They	
  tended	
  to	
  be	
  ad	
  rags	
  really,	
  not	
  a	
  lot	
  of	
  content	
  
in	
  them	
  –	
  wall	
  to	
  wall	
  adverts	
  which	
  were	
  not	
  really	
  offering	
  the	
  advertisers	
  an	
  
environment	
  in	
  which	
  they	
  were	
  likely	
  to	
  get	
  responses.	
  	
  

So	
  we	
  looked	
  at	
  developing	
  a	
  product	
  that	
  was	
  editorially	
  focused,	
  about	
  places	
  and	
  
faces	
  that	
  they	
  knew,	
  news	
  events,	
  art	
  culture,	
  history,	
  fashion,	
  science,	
  technology	
  
and	
  so	
  on	
  and	
  built	
  an	
  editorial	
  product	
  around	
  that.	
  	
  We	
  did	
  a	
  lot	
  of	
  research	
  into	
  
what	
  people	
  enjoyed	
  looking	
  at,	
  reading	
  and	
  amalgamated	
  all	
  those	
  ideas	
  and	
  that	
  
became	
  the	
  basis	
  for	
  the	
  launch	
  issue.	
  	
  The	
  feedback	
  was	
  good	
  and	
  we’ve	
  developed	
  it	
  
from	
  there.	
  
         Download	
  Your	
  FREE	
  Marketing	
  Report	
  at	
  http://WenlockEdgeMarketing.co.uk	
  
	
  
“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                          13	
  
	
  
How	
  did	
  you	
  start	
  to	
  grow	
  your	
  business?	
  

The	
  business	
  has	
  grown	
  fairly	
  organically	
  over	
  the	
  last	
  four	
  years.	
  	
  

Essentially	
  in	
  our	
  business	
  it’s	
  all	
  about	
  building	
  the	
  advertising	
  revenue	
  so	
  it’s	
  about	
  
having	
  clients	
  booked	
  on	
  a	
  series	
  over	
  a	
  number	
  of	
  months	
  and	
  building	
  a	
  sustainable	
  
business	
  model.	
  	
  

Over	
  the	
  last	
  four	
  years,	
  we’ve	
  developed	
  really	
  deep	
  insights	
  into	
  a	
  lot	
  of	
  out	
  clients’	
  
businesses,	
  really	
  understanding	
  them	
  inside	
  out,	
  looking	
  at	
  their	
  entire	
  marketing	
  
mix,	
  the	
  full	
  spectrum	
  of	
  what	
  they’re	
  doing.	
  	
  

Having	
  a	
  really	
  good	
  idea	
  of	
  what	
  they	
  do,	
  we’ve	
  been	
  able	
  to	
  offer	
  them	
  other	
  things	
  
such	
  as	
  website	
  design	
  and	
  development,	
  positioning	
  their	
  brands	
  on	
  the	
  web,	
  online	
  
and	
  offline,	
  advising	
  them	
  on	
  social	
  media.	
  	
  

So	
  a	
  whole	
  host	
  of	
  things	
  have	
  sprung	
  and	
  been	
  born	
  from	
  the	
  Vine	
  product	
  which	
  is	
  
good	
  for	
  us.	
  

If	
  you	
  had	
  to	
  put	
  your	
  finger	
  on	
  just	
  one	
  or	
  two	
  things,	
  that	
  made	
  the	
  difference	
  
between	
  your	
  just	
  trundling	
  along	
  in	
  business	
  and	
  enjoying	
  your	
  current	
  level	
  
of	
  success,	
  what	
  would	
  they	
  be?	
  

Definitely	
  being	
  client	
  focused.	
  	
  We	
  put	
  clients	
  at	
  the	
  heart	
  of	
  what	
  we	
  do.	
  	
  We	
  go	
  
above	
  and	
  beyond	
  to	
  really	
  understand	
  what	
  they’re	
  looking	
  to	
  achieve,	
  what	
  they	
  are	
  
as	
  a	
  business,	
  who	
  their	
  prospects	
  are	
  and	
  drilling	
  down	
  and	
  finding	
  out	
  their	
  ideal	
  
prospect.	
  	
  All	
  so	
  that	
  we	
  position	
  everything	
  we	
  do	
  marketing-­‐wise	
  around	
  them	
  to	
  
ensure	
  that	
  everything	
  is	
  focused	
  on	
  finding	
  them	
  that	
  perfect	
  prospect.	
  	
  Then	
  it’s	
  up	
  
to	
  them	
  to	
  turn	
  that	
  into	
  business.	
  

Second	
  thing	
  is	
  just	
  being	
  as	
  creative	
  and	
  imaginative	
  as	
  possible	
  all	
  the	
  time.	
  	
  It’s	
  
amazing	
  how	
  creative	
  ideas	
  and	
  creativity	
  can	
  turn	
  into	
  profit	
  quickly	
  if	
  you	
  learn	
  how	
  
to	
  channel	
  it.	
  

How	
  did	
  they	
  change	
  things	
  for	
  you?	
  

Initially	
  we	
  had	
  made	
  the	
  mistake	
  of	
  not	
  being	
  as	
  client-­‐focused	
  as	
  we	
  should	
  have,	
  
thinking	
  that	
  our	
  product	
  was	
  so	
  good	
  and	
  people	
  would	
  flock	
  to	
  it	
  and	
  buy	
  it	
  left,	
  
right	
  and	
  centre.	
  	
  But	
  that	
  wasn’t	
  the	
  case	
  so	
  that	
  was	
  a	
  very	
  arrogant,	
  foolish	
  
approach,	
  to	
  be	
  honest.	
  	
  	
  	
  	
  

You	
  have	
  to	
  go	
  out	
  and	
  actively	
  convince	
  people	
  of	
  how	
  your	
  products	
  can	
  help	
  them	
  
and	
  ultimately	
  increase	
  their	
  bottom	
  line	
  net	
  margins,	
  which	
  is	
  what	
  we’re	
  all	
  
about.	
  Everything	
  we	
  do	
  is	
  focused	
  on	
  making	
  businesses	
  more	
  profit	
  as	
  a	
  result	
  of	
  
investing	
  in	
  us.	
  	
  And	
  we	
  kind	
  of	
  thought	
  that	
  business	
  would	
  just	
  come	
  to	
  us	
  initially.	
  

The	
  creativity	
  has	
  developed	
  over	
  time.	
  	
  You	
  get	
  better	
  at	
  what	
  you	
  do.	
  	
  As	
  the	
  
business	
  grows,	
  you’ve	
  got	
  more	
  money	
  and	
  more	
  resources	
  to	
  bring	
  in	
  better	
  
creative	
  talent	
  to	
  help	
  in	
  all	
  areas.	
  


         Download	
  Your	
  FREE	
  Marketing	
  Report	
  at	
  http://WenlockEdgeMarketing.co.uk	
  
	
  
“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                          14	
  
	
  
How	
  quickly	
  did	
  that	
  happen?	
  

It	
  was	
  a	
  process	
  over	
  time.	
  	
  We	
  just	
  quickly	
  realised	
  that	
  the	
  more	
  you	
  engage	
  with	
  
your	
  clients,	
  the	
  more	
  you	
  know	
  about	
  them,	
  then	
  the	
  better	
  position	
  you	
  are	
  in	
  to	
  
offer	
  them	
  something	
  of	
  genuine	
  value	
  to	
  them.	
  

It	
  was	
  a	
  learning	
  process	
  over	
  time	
  to	
  become	
  more	
  client-­‐focused,	
  doing	
  less	
  
business	
  over	
  the	
  phone	
  and	
  more	
  face-­‐to-­‐face.	
  	
  

What	
  is	
  the	
  one	
  biggest	
  mistake	
  you	
  see	
  most	
  aspiring	
  business	
  founders	
  make?	
  

We	
  see	
  hundreds	
  of	
  businesses	
  come	
  into	
  our	
  offices	
  every	
  month,	
  ranging	
  from	
  very	
  
successful	
  businesses	
  that	
  have	
  been	
  trading	
  for	
  years	
  and	
  years,	
  decades	
  sometimes,	
  
right	
  through	
  to	
  people	
  who	
  just	
  come	
  into	
  our	
  offices	
  with	
  an	
  idea	
  and	
  just	
  looking	
  to	
  
make	
  that	
  happen.	
  	
  

The	
  main	
  thing	
  we	
  see	
  happening	
  wrong	
  again	
  and	
  again	
  is	
  people	
  not	
  seeing	
  the	
  
importance	
  of	
  cashflow.	
  	
  They	
  think	
  they	
  have	
  a	
  great	
  idea	
  but	
  if	
  they’re	
  not	
  getting	
  
the	
  money	
  in	
  quickly	
  enough	
  to	
  pay	
  their	
  suppliers	
  then	
  that’s	
  how	
  most	
  businesses	
  
go	
  bust.	
  

And	
  probably	
  just	
  a	
  lack	
  of	
  understanding	
  of	
  the	
  absolute	
  importance	
  of	
  sales	
  –	
  that’s	
  
absolutely	
  crucial	
  in	
  business.	
  	
  A	
  lot	
  of	
  companies	
  just	
  sit	
  there	
  waiting	
  for	
  the	
  phone	
  
to	
  ring	
  but	
  that’s	
  not	
  how	
  we	
  do	
  business,	
  we	
  never	
  have	
  done,	
  we	
  never	
  will	
  do.	
  	
  	
  

You	
  have	
  to	
  go	
  actively	
  out	
  there	
  and	
  be	
  passionate	
  and	
  pursue	
  your	
  business	
  and	
  
show	
  people	
  why	
  you’re	
  different	
  and	
  how	
  it	
  can	
  make	
  a	
  difference	
  to	
  their	
  net	
  profit	
  
margins.	
  

So,	
  sales	
  is	
  something	
  we	
  see	
  wrong	
  again	
  and	
  again	
  and	
  again	
  and	
  we’re	
  often	
  
restructuring	
  that	
  for	
  people	
  –	
  telling	
  them	
  “you	
  really	
  need	
  to	
  be	
  doing	
  this,	
  this	
  and	
  
this	
  in	
  order	
  to	
  drive	
  your	
  sales”.	
  	
  

But,	
  doing	
  the	
  whole	
  marketing	
  mix	
  is	
  one	
  thing.	
  	
  Unless	
  you’ve	
  got	
  passionate	
  people	
  
who	
  are	
  selling	
  for	
  your	
  company,	
  that’s	
  where	
  the	
  problems	
  arise.	
  

	
  If	
  you	
  were	
  starting	
  again,	
  knowing	
  what	
  you	
  know	
  now,	
  what	
  would	
  you	
  do	
  
differently?	
  

I	
  certainly	
  would	
  grow	
  the	
  business	
  quicker	
  –	
  when	
  I	
  started	
  the	
  business	
  I	
  was	
  quite	
  
cautious,	
  a	
  lot	
  of	
  youthful	
  naivety	
  really.	
  	
  So,	
  I	
  would	
  scale	
  up	
  the	
  business	
  quicker	
  
which	
  we’ve	
  done	
  in	
  the	
  last	
  year	
  or	
  so	
  but	
  I	
  would	
  probably	
  have	
  done	
  that	
  in	
  Months	
  
One	
  to	
  Twelve.	
  

There’s	
  so	
  many	
  other	
  things	
  I	
  would	
  have	
  done	
  differently	
  but	
  that’s	
  probably	
  the	
  
main	
  thing	
  –	
  just	
  looking	
  for	
  growth	
  a	
  bit	
  quicker	
  and	
  being	
  more	
  client	
  facing	
  earlier	
  
on	
  as	
  we	
  have	
  been	
  over	
  the	
  last	
  few	
  years.	
  

	
  


         Download	
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  Report	
  at	
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“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                           15	
  
	
  
What	
  do	
  you	
  most	
  love	
  about	
  what	
  you	
  do?	
  

So	
  many	
  things.	
  

I	
  live	
  10	
  metres	
  from	
  my	
  office,	
  which	
  is	
  quite	
  convenient.	
  	
  I’m	
  in	
  and	
  out	
  of	
  London	
  
on	
  business	
  and	
  various	
  other	
  things	
  and	
  I	
  don’t	
  envy	
  people	
  sitting	
  on	
  a	
  packed	
  tube	
  
–	
  it’s	
  just	
  horrendous,	
  I	
  can’t	
  bear	
  it.	
  	
  I	
  don’t	
  envy	
  having	
  to	
  commute	
  into	
  London	
  or	
  
very	
  far	
  at	
  all.	
  	
  

I	
  enjoy	
  working	
  with	
  a	
  hugely	
  talented	
  group	
  of	
  young	
  people	
  who	
  are	
  very	
  
passionate	
  and	
  understand	
  my	
  vision	
  and	
  what	
  I	
  want	
  to	
  achieve	
  with	
  the	
  business.	
  

And	
  seeing	
  the	
  clients	
  succeed	
  and	
  seeing	
  them	
  make	
  more	
  money	
  as	
  a	
  result	
  of	
  
working	
  with	
  us	
  is	
  very	
  rewarding,	
  definitely.	
  

What	
  are	
  the	
  best	
  aspects	
  of	
  running	
  a	
  business	
  in	
  the	
  Sevenoaks	
  area?	
  
	
  	
  
The	
  Sevenoaks	
  business	
  community	
  is	
  definitely	
  thriving	
  .	
  	
  You	
  scratch	
  under	
  the	
  
surface	
  and	
  there’s	
  and	
  awful	
  lot	
  flourishing	
  and	
  going	
  on	
  in	
  Sevenoaks.	
  	
  
	
  	
  
There’s	
  a	
  lot	
  of	
  committed	
  and	
  exciting	
  businesses	
  run	
  by	
  passionate	
  owners	
  and	
  
although	
  it’s	
  small	
  compared	
  with	
  London,	
  where	
  we	
  have	
  operated	
  in	
  the	
  past,	
  
there’s	
  a	
  great	
  sense	
  of	
  community	
  that	
  you	
  don’t	
  always	
  get	
  in	
  some	
  business	
  arenas.	
  
	
  	
  
And	
  as	
  the	
  10th	
  richest	
  town	
  in	
  the	
  UK,	
  it’s	
  a	
  good	
  place	
  to	
  be	
  doing	
  business.	
  

What	
  does	
  the	
  future	
  hold	
  for	
  you	
  and	
  your	
  business?	
  

We’ve	
  got	
  very	
  ambitious	
  expansion	
  plans	
  into	
  different	
  areas	
  of	
  what	
  we	
  want	
  to	
  
do.	
  	
  And,	
  inevitably	
  when	
  you’re	
  working	
  on	
  your	
  business	
  every	
  day,	
  my	
  
business	
  	
  partner	
  and	
  I	
  are	
  constantly	
  bouncing	
  around	
  new	
  ideas	
  that	
  have	
  synergies	
  
with	
  our	
  existing	
  product	
  or	
  services.	
  	
  There’s	
  always	
  things	
  on	
  the	
  back	
  burner	
  that	
  
we’re	
  working	
  on.	
  

But,	
  in	
  the	
  medium	
  term,	
  it’s	
  to	
  grow	
  the	
  magazine,	
  roll	
  out	
  further	
  products,	
  keep	
  
doing	
  more	
  of	
  what	
  we’re	
  good	
  at	
  and	
  what	
  clients	
  like	
  us	
  for.	
  	
  

And	
  push	
  heavily	
  into	
  web	
  design	
  and	
  development	
  and	
  positioning	
  brands	
  
online.	
  	
  Because	
  	
  	
  print	
  based	
  media	
  is	
  a	
  sunset	
  business	
  and	
  although	
  it’s	
  got	
  some	
  
degree	
  of	
  longevity	
  over	
  the	
  next	
  15-­‐20	
  years,	
  certainly	
  it’s	
  not	
  a	
  growing	
  sector.	
  	
  	
  

So	
  we’re	
  hedging	
  ourselves	
  by	
  making	
  sure	
  that	
  we’ve	
  got	
  products	
  and	
  services	
  in	
  
other,	
  growing,	
  markets	
  and	
  industries	
  

What	
  are	
  you	
  most	
  proud	
  of,	
  in	
  your	
  business,	
  to	
  date?	
  

It	
  stills	
  fills	
  me	
  with	
  a	
  huge	
  sense	
  of	
  real	
  excitement	
  when	
  I	
  walk	
  past	
  Sevenoaks	
  
station	
  and	
  you	
  see	
  people	
  picking	
  up	
  your	
  magazine	
  and	
  reading	
  it	
  –	
  and	
  suddenly	
  
think	
  that	
  was	
  an	
  idea	
  that	
  was	
  in	
  your	
  head	
  and	
  was	
  born	
  from	
  a	
  bedroom	
  4	
  years	
  
ago.	
  	
  It’s	
  quite	
  bizarre	
  and	
  rewarding	
  when	
  you	
  think	
  of	
  it	
  like	
  that.	
  	
  

         Download	
  Your	
  FREE	
  Marketing	
  Report	
  at	
  http://WenlockEdgeMarketing.co.uk	
  
	
  
“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                                         16	
  
	
  
Other	
  than	
  that,	
  it’s	
  working	
  with	
  a	
  great	
  group	
  of	
  people	
  and	
  helping	
  clients	
  make	
  
more	
  money.	
  

Remind	
  us	
  of	
  where	
  we	
  can	
  find	
  you	
  online?	
  

Our	
  main	
  website	
  is	
  http://VineDigital.co.uk	
  

It’s	
  got	
  a	
  huge	
  range	
  of	
  feature	
  highlights	
  from	
  our	
  complete	
  archive	
  dating	
  back	
  4	
  
years,	
  information	
  about	
  who	
  we	
  are	
  and	
  what	
  we	
  do;	
  it’s	
  got	
  Twitter	
  feeds	
  and	
  links	
  
to	
  various	
  other	
  things	
  that	
  relate	
  to	
  us.	
  	
  It’s	
  a	
  bit	
  of	
  a	
  destination	
  if	
  you’re	
  a	
  fan	
  of	
  Vine	
  
and	
  what	
  we	
  do	
  

	
  




                                                                                                                                                            	
  

	
  
	
                                                 	
  




          Download	
  Your	
  FREE	
  Marketing	
  Report	
  at	
  http://WenlockEdgeMarketing.co.uk	
  
	
  
“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                           17	
  
	
  
	
  


                                                                                                                 Mark	
  
                                                                                                              Hopgood	
  
                                                                                                       	
  
                                                                                                               Social	
  Networking	
  
                                                                                                               Entrepreneur	
  and	
  
                                                                                                                 business	
  owner	
  	
  	
  
                                                                                                       	
  




                                                                                         	
  
	
  
	
  
I	
  have	
  worked	
  with	
  CEOs	
  for	
  large	
  organisations	
  in	
  transforming	
  their	
  businesses	
  
through	
  developing	
  and	
  executing	
  transformational	
  plans.	
  	
  I	
  now	
  head	
  up	
  Team	
  Of	
  
Amazing	
  People,	
  a	
  Community	
  Business	
  that	
  helps	
  businesses	
  and	
  communities	
  grow	
  
by	
  connecting	
  people	
  using	
  technology.	
  	
  His	
  current	
  project	
  enables	
  business	
  to	
  
market	
  their	
  goods	
  and	
  services	
  more	
  effectively	
  using	
  the	
  current	
  internet	
  Social	
  
Networking	
  sites	
  such	
  as	
  Twitter,	
  Facebook	
  and	
  Linkedin.	
  He	
  has	
  over	
  40	
  partners	
  in	
  
the	
  UK,	
  USA,	
  Kuwait,	
  Dubai,	
  Philippines	
  and	
  Indonesia.	
  
	
  
Who	
  are	
  you	
  as	
  a	
  person	
  and	
  what	
  did	
  you	
  do	
  before	
  your	
  current	
  business?	
  

My	
  main	
  passion	
  is	
  in	
  empowering	
  people.	
  I	
  love	
  to	
  help	
  people	
  define	
  their	
  dream,	
  
set	
  goals	
  and	
  work	
  towards	
  them.	
  Before	
  I	
  started	
  my	
  business	
  I	
  was	
  a	
  school	
  teacher	
  
and	
  an	
  IT	
  trainer.	
  I	
  have	
  a	
  joint	
  honours	
  degree	
  in	
  physics	
  and	
  computing.	
  
	
  
How	
  did	
  you	
  come	
  across	
  your	
  business	
  idea	
  and	
  what	
  did	
  you	
  do	
  first/in	
  the	
  
early	
  days?	
  

I	
  was	
  initially	
  headhunted	
  from	
  being	
  an	
  IT	
  trainer	
  and	
  in	
  order	
  to	
  take	
  the	
  position	
  I	
  
had	
  to	
  start	
  a	
  business	
  and	
  become	
  a	
  consultant.	
  	
  Initially	
  for	
  the	
  first	
  7	
  years	
  of	
  my	
  
business	
  I	
  travelled	
  the	
  world,	
  troubleshooting	
  and	
  developing	
  business	
  systems	
  to	
  
help	
  transform	
  teams.	
  
	
  
How	
  did	
  you	
  start	
  to	
  grow	
  your	
  business?	
  
	
  
I	
  was	
  working	
  at	
  PwC	
  in	
  1998,	
  helping	
  them	
  to	
  break	
  into	
  web	
  and	
  e-­‐commerce.	
  I'd	
  
been	
  charged	
  with	
  finding	
  a	
  way	
  of	
  broadcasting	
  motivational	
  messages	
  across	
  12	
  of	
  
their	
  UK	
  sites.	
  There	
  wasn't	
  any	
  software	
  that	
  would	
  do	
  it.	
  As	
  I'd	
  been	
  called	
  "captain	
  
inventive"	
  by	
  the	
  team,	
  they	
  took	
  me	
  up	
  on	
  my	
  offer	
  of	
  developing	
  new	
  software.	
  The	
  
broadcast	
  software	
  part	
  of	
  my	
  business	
  had	
  been	
  born.	
  

         Download	
  Your	
  FREE	
  Marketing	
  Report	
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“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                        18	
  
	
  
	
  
If	
  you	
  had	
  to	
  put	
  your	
  finger	
  on	
  just	
  one	
  or	
  two	
  things,	
  that	
  made	
  the	
  difference	
  
between	
  your	
  just	
  trundling	
  along	
  in	
  business	
  and	
  enjoying	
  your	
  current	
  level	
  
of	
  success,	
  what	
  would	
  they	
  be?	
  

Listening	
  to	
  others,	
  using	
  my	
  ears	
  to	
  really	
  understand	
  what	
  people	
  want	
  and	
  to	
  
understand	
  their	
  needs.	
  Once	
  this	
  is	
  done,	
  the	
  results	
  can	
  be	
  unlocked.	
  Another	
  
important	
  revelation	
  for	
  me	
  was	
  that	
  the	
  more	
  you	
  invest	
  on	
  marketing,	
  the	
  more	
  you	
  
can	
  influence	
  customers.	
  The	
  internet	
  has	
  allowed	
  me	
  to	
  do	
  this	
  on	
  a	
  much	
  grander	
  
scale.	
  
	
  
How	
  did	
  they	
  change	
  things	
  for	
  you	
  and	
  how	
  quickly	
  did	
  that	
  happen?	
  

Once	
  I	
  realised	
  this,	
  it	
  enabled	
  me	
  to	
  relax	
  into	
  my	
  role	
  and	
  increase	
  my	
  confidence.	
  I	
  
suppose	
  over	
  the	
  last	
  5	
  years	
  or	
  so,	
  I've	
  improved.	
  	
  But	
  I	
  never	
  stop	
  learning	
  or	
  
growing,	
  either.	
  

Has	
  your	
  business	
  evolved	
  from	
  the	
  early	
  days?	
  	
  What	
  is	
  your	
  business	
  model	
  
now?	
  

In	
  the	
  early	
  days	
  it	
  was	
  very	
  much	
  me	
  for	
  myself.	
  Now	
  I	
  rely	
  on	
  my	
  partners	
  and	
  
realise	
  that	
  I	
  can't	
  do	
  everything	
  by	
  myself.	
  I	
  make	
  sure	
  everyone	
  has	
  lasting	
  value	
  
and	
  that	
  there's	
  a	
  potential	
  long	
  term	
  relationship.	
  
	
  
What	
  is	
  the	
  one	
  biggest	
  mistake	
  you	
  see	
  most	
  aspiring	
  business	
  founders	
  make?	
  
	
  
Expecting	
  too	
  much,	
  too	
  soon.	
  Burning	
  out	
  is	
  a	
  real	
  threat,	
  but	
  it	
  can	
  be	
  prevented.	
  I	
  
spent	
  time	
  with	
  a	
  business	
  coach	
  and	
  this	
  was	
  invaluable.	
  I	
  learned	
  how	
  to	
  be	
  a	
  coach	
  
and	
  be	
  coachable,	
  too.	
  You	
  never	
  can	
  afford	
  to	
  stop	
  learning.	
  
	
  
If	
  you	
  were	
  starting	
  again,	
  knowing	
  what	
  you	
  know	
  now,	
  what	
  would	
  you	
  do	
  
differently?	
  
	
  
Rely	
  less	
  on	
  what	
  people	
  have	
  done	
  before,	
  but	
  look	
  at	
  their	
  personalities	
  from	
  an	
  
integrity	
  perspective.	
  This	
  would	
  have	
  helped	
  me	
  on	
  a	
  few	
  deals	
  that	
  didn't	
  work	
  out	
  
for	
  me.	
  
	
  
What	
  do	
  you	
  most	
  love	
  about	
  what	
  you	
  do?	
  
	
  
Doing	
  something	
  that	
  is	
  connected	
  with	
  achieving	
  my	
  dreams.	
  Helping	
  others	
  to	
  
connect	
  with	
  theirs	
  and	
  making	
  money	
  along	
  the	
  way.	
  
	
  
What	
  are	
  the	
  best	
  things	
  about	
  running	
  a	
  business	
  in	
  the	
  Sevenoaks	
  area?	
  
	
  
It's	
  so	
  convenient	
  for	
  London,	
  but	
  there	
  are	
  so	
  many	
  lovely	
  places	
  to	
  go	
  for	
  meetings	
  
in	
  Kent	
  too!	
  
	
  
What	
  does	
  the	
  future	
  hold	
  for	
  you	
  and	
  your	
  business?	
  
	
  
I'm	
  working	
  on	
  a	
  more	
  global	
  basis	
  now,	
  because	
  you've	
  got	
  to	
  be	
  aware	
  of	
  the	
  way	
  
things	
  are	
  going.	
  There	
  is	
  always	
  opportunity	
  and	
  others	
  are	
  looking	
  too.	
  
         Download	
  Your	
  FREE	
  Marketing	
  Report	
  at	
  http://WenlockEdgeMarketing.co.uk	
  
	
  
“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                   19	
  
	
  
	
  
What	
  are	
  you	
  most	
  proud	
  of,	
  in	
  your	
  business,	
  to	
  date?	
  
	
  
Helping	
  40	
  people	
  to	
  start	
  their	
  own	
  business	
  and	
  solving	
  a	
  major	
  headache	
  for	
  the	
  
IBM	
  CEO,	
  Lou	
  Gerstner	
  in	
  the	
  90's.	
  
	
  
Remind	
  us	
  of	
  where	
  we	
  can	
  find	
  you	
  online:	
  
	
  
Google:	
  Team	
  of	
  Amazing	
  People	
  
	
  
	
                                          	
  




        Download	
  Your	
  FREE	
  Marketing	
  Report	
  at	
  http://WenlockEdgeMarketing.co.uk	
  
	
  
“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                            20	
  
	
  
	
  
                                                                         	
  

Ed	
  Walker	
  
	
  
Director	
  and	
  Owner	
  of	
  Sevenoaks	
  
Business	
  Centre	
  (SBC)	
  
	
  




SBC	
  provides	
  a	
  variety	
  of	
  serviced	
  and	
  vacant	
  possession	
  office	
  space	
  along	
  with	
  retail	
  
footage	
  –	
  currently	
  across	
  two	
  buildings,	
  with	
  the	
  main	
  serviced	
  office	
  building	
  and	
  
Reception	
  located	
  on	
  Lime	
  Tree	
  Walk	
  and	
  the	
  other	
  at	
  145	
  High	
  Street.	
  As	
  well	
  as	
  for	
  
office	
  clients	
  we	
  provide	
  secretarial	
  and	
  business	
  support	
  services	
  to	
  virtual	
  
customers	
  including	
  business	
  mailing	
  address	
  and	
  personalised	
  telephone	
  answering	
  
services	
  through	
  our	
  experienced	
  and	
  dedicated	
  Reception	
  Team.	
  

Who	
  are	
  you	
  as	
  a	
  person	
  and	
  what	
  did	
  you	
  do	
  before	
  your	
  current	
  business?	
  

I	
  am	
  a	
  local	
  resident	
  and	
  businessman	
  in	
  Sevenoaks	
  and	
  previously	
  worked	
  for	
  
various	
  blue	
  chip	
  companies	
  in	
  a	
  commercial	
  capacity	
  starting	
  with	
  M&S	
  as	
  a	
  graduate	
  
trainee	
  in	
  1992	
  and	
  most	
  recently	
  with	
  Group4Securicor	
  until	
  2004.	
  

How	
  did	
  you	
  come	
  across	
  your	
  business	
  idea	
  and	
  what	
  did	
  you	
  do	
  first/in	
  the	
  
early	
  days?	
  

Once	
  I	
  decided	
  to	
  take	
  the	
  step	
  into	
  acquiring	
  and	
  developing	
  my	
  own	
  business	
  in	
  
2004,	
  it	
  was	
  primarily	
  a	
  coincidence	
  that	
  I	
  acquired	
  SBC	
  having	
  taken	
  on	
  a	
  language	
  
training	
  company	
  and	
  re-­‐located	
  this	
  from	
  London	
  to	
  Sevenoaks.	
  The	
  previous	
  
landlord	
  wished	
  to	
  sell	
  up	
  and	
  retire	
  and	
  so	
  I	
  then	
  took	
  a	
  further	
  leap	
  in	
  2005,	
  and	
  SBC	
  
was	
  formed.	
  

How	
  did	
  you	
  start	
  to	
  grow	
  your	
  business?	
  

Identifying	
  the	
  business	
  strengths	
  and	
  requirements	
  for	
  change	
  to	
  keep	
  up	
  with	
  
customer	
  expectations.	
  	
  Recognising	
  these	
  needs	
  has	
  led	
  to	
  new	
  products	
  and	
  services	
  
with	
  a	
  flexible	
  and	
  tailored	
  approach	
  for	
  our	
  clients.	
  

If	
  you	
  had	
  to	
  put	
  your	
  finger	
  on	
  just	
  one	
  or	
  two	
  things,	
  that	
  made	
  the	
  difference	
  
between	
  your	
  just	
  trundling	
  along	
  in	
  business	
  and	
  enjoying	
  your	
  current	
  level	
  
of	
  success,	
  what	
  would	
  they	
  be?	
  

Identifying	
  and	
  seizing	
  new	
  opportunities	
  for	
  growth	
  and	
  change.	
  Doing	
  your	
  research	
  
and	
  seeking	
  good	
  counsel	
  from	
  colleagues	
  and	
  business	
  associates	
  proves	
  invaluable	
  
to	
  driving	
  any	
  business	
  plan	
  forward.	
  


         Download	
  Your	
  FREE	
  Marketing	
  Report	
  at	
  http://WenlockEdgeMarketing.co.uk	
  
	
  
“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                        21	
  
	
  
How	
  did	
  they	
  change	
  things	
  for	
  you?	
  

As	
  a	
  client	
  occupying	
  an	
  office	
  I	
  then	
  had	
  the	
  opportunity	
  to	
  acquire	
  a	
  second	
  business	
  
and	
  seek	
  to	
  develop	
  new	
  products	
  and	
  services	
  along	
  with	
  valuable	
  asset	
  acquisitions.	
  

How	
  quickly	
  did	
  that	
  happen?	
  

Every	
  2-­‐3	
  years	
  there	
  has	
  been	
  a	
  significant	
  step	
  change	
  to	
  the	
  business	
  model,	
  
whether	
  through	
  asset	
  acquisition,	
  the	
  launch	
  of	
  a	
  new	
  service	
  or	
  product	
  and	
  the	
  
need	
  for	
  re-­‐organising	
  in	
  order	
  to	
  shape	
  the	
  business	
  and	
  its	
  outlook	
  for	
  the	
  future.	
  

Has	
  your	
  business	
  evolved	
  from	
  the	
  early	
  days?	
  	
  What	
  is	
  your	
  business	
  model	
  
now?	
  

Yes,	
  as	
  previously	
  mentioned	
  the	
  key	
  to	
  the	
  change	
  has	
  been	
  identifying	
  the	
  
opportunities	
  for	
  growth	
  and	
  expansion	
  and	
  being	
  flexible	
  in	
  order	
  to	
  respond	
  to	
  
customer	
  needs	
  and	
  adapting	
  to	
  the	
  market	
  conditions.	
  

What	
  is	
  the	
  one	
  biggest	
  mistake	
  you	
  see	
  most	
  aspiring	
  business	
  founders	
  make?	
  

Don’t	
  just	
  think	
  short	
  term	
  –	
  look	
  ahead	
  and	
  shape	
  your	
  business	
  for	
  the	
  future	
  and	
  
always	
  contemplate	
  the	
  medium	
  to	
  long	
  term	
  strategy.	
  It	
  is	
  easy	
  to	
  be	
  constrained	
  by	
  
your	
  immediate	
  issues.	
  

If	
  you	
  were	
  starting	
  again,	
  knowing	
  what	
  you	
  know	
  now,	
  what	
  would	
  you	
  do	
  
differently?	
  

Don’t	
  assume	
  business	
  will	
  continue	
  ‘as	
  is’.	
  Never	
  presume	
  you	
  can	
  retire	
  on	
  a	
  certain	
  
date!	
  Business	
  and	
  the	
  times	
  in	
  which	
  we	
  live	
  have	
  changed	
  and	
  will	
  continue	
  to	
  do	
  
so...	
  

What	
  do	
  you	
  most	
  love	
  about	
  what	
  you	
  do?	
  

Being	
  local	
  with	
  my	
  business	
  and	
  for	
  my	
  family.	
  Being	
  able	
  to	
  take	
  decisions	
  and	
  make	
  
a	
  difference	
  –	
  even	
  if	
  they	
  don’t	
  always	
  work	
  out!	
  

What	
  are	
  the	
  best	
  aspects	
  of	
  running	
  a	
  business	
  in	
  the	
  Sevenoaks	
  area?	
  
	
  
Being	
  part	
  of	
  an	
  evolving	
  town	
  that	
  has	
  ongoing	
  investment	
  for	
  the	
  people	
  living	
  and	
  
working	
  in	
  the	
  town.	
  	
  

What	
  does	
  the	
  future	
  hold	
  for	
  you	
  and	
  your	
  business?	
  

More	
  of	
  the	
  same	
  –	
  and	
  by	
  that	
  I	
  mean	
  change!	
  More	
  calculated	
  risk	
  taking,	
  
considering	
  new	
  products	
  and	
  services	
  and	
  ensuring	
  the	
  business	
  is	
  sustainable	
  as	
  
much	
  as	
  being	
  able	
  to	
  grow	
  in	
  the	
  future.	
  

	
  

	
  
        Download	
  Your	
  FREE	
  Marketing	
  Report	
  at	
  http://WenlockEdgeMarketing.co.uk	
  
	
  
“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                22	
  
	
  
	
  

What	
  are	
  you	
  most	
  proud	
  of,	
  in	
  your	
  business,	
  to	
  date?	
  

The	
  customers	
  we	
  have	
  obtained,	
  retained	
  and	
  their	
  loyalty	
  over	
  the	
  years	
  –	
  this	
  has	
  
been	
  due	
  the	
  ongoing	
  commitment	
  and	
  hard	
  work	
  of	
  all	
  the	
  people	
  involved	
  in	
  
running	
  SBC.	
  

Remind	
  us	
  of	
  where	
  we	
  can	
  find	
  you	
  online?	
  

http://www.sevenoaksbusinesscentre.com	
  or	
  even	
  better	
  call	
  us	
  on	
  01732	
  746600	
  or	
  
pop	
  in	
  to	
  SBC	
  at	
  Lime	
  Tree	
  House	
  

	
  




                                                                                                                         	
  
	
  
	
  




        Download	
  Your	
  FREE	
  Marketing	
  Report	
  at	
  http://WenlockEdgeMarketing.co.uk	
  
	
  
“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                               23	
  
	
  

	
  
                                                  Conclusion	
  
	
  
Thank	
   you	
   to	
   all	
   the	
   local	
   business	
   leaders	
   who	
   kindly	
   allowed	
   themselves	
   to	
   be	
  
interviewed	
  for	
  this	
  book.	
  
	
  
What	
   shines	
   through	
   all	
   of	
   the	
   success	
   stories	
   is	
   a	
   passion	
   for	
   their	
   product,	
   an	
  
aptitude	
  to	
  innovate	
  continuously	
  and	
  an	
  unwavering	
  commitment	
  to	
  doing	
  whatever	
  
it	
  takes	
  to	
  solve	
  problems	
  and	
  overcome	
  obstacles.	
  
	
  
In	
  its	
  simplest	
  terms,	
  a	
  business	
  comprises:	
  
	
  
             • A	
  Product.	
  	
  This	
  can	
  be	
  your	
  own,	
  unique	
  product	
  or	
  service	
  or	
  one	
  created	
  
                and	
  manufactured	
  by	
  someone	
  else.	
  
                	
  
             • A	
   System.	
   	
   Or	
   a	
   set	
   of	
   systems	
   for	
   the	
   various	
   business	
   processes	
   (such	
   as	
  
                Production,	
  Sales	
  &	
  Marketing,	
  Distribution,	
  Administration)	
  
	
  
             • A	
  Team.	
  	
  Many	
  businesses	
  start	
  with	
  one	
  or	
  two	
  people	
  so,	
  in	
  the	
  early	
  days,	
  
                the	
   wider	
   team	
   may	
   include	
   expert	
   advisers	
   and	
   specialists	
   to	
   help	
   with	
   a	
  
                specific	
  area.	
  	
  In	
  time,	
  as	
  a	
  business	
  grows,	
  the	
  expertise	
  may	
  be	
  brought	
  in-­‐
                house	
  in	
  the	
  form	
  of	
  a	
  team	
  of	
  employees.	
  
	
  
             • Customers	
   and	
   Clients.	
   	
   Every	
   business	
   needs	
   customers	
   who	
   require	
   the	
  
                product	
  or	
  service	
  and	
  get	
  to	
  know	
  the	
  business	
  via	
  conventional	
  marketing	
  
                channels,	
  attraction	
  marketing	
  or	
  work	
  of	
  mouth.	
  
	
  
             • A	
   Winning	
   Mentality.	
   	
   Any	
   new	
   venture	
   will	
   encounter	
   obstacles	
   and	
  
                unplanned	
  events	
  to	
  challenge	
  the	
  ambition	
  and	
  staying	
  power	
  of	
  the	
  people	
  
                behind	
  it.	
  	
  What	
  distinguishes	
  successful	
  businesses	
  is	
  the	
  ability	
  to	
  stay	
  the	
  
                course,	
  to	
  avoid	
  or	
  overcome	
  difficulties	
  and	
  to	
  make	
  timely	
  decisions.	
  
	
  
If	
  you	
  have	
  enjoyed	
  the	
  book	
  and	
  want	
  to	
  feature	
  in	
  the	
  next	
  edition,	
  turn	
  the	
  page	
  for	
  
information	
  on	
  how	
  you	
  can	
  submit	
  your	
  entry.	
  
	
  
                	
                                                    	
  




         Download	
  Your	
  FREE	
  Marketing	
  Report	
  at	
  http://WenlockEdgeMarketing.co.uk	
  
	
  
“How	
  They	
  Did	
  It	
  …	
  Local	
  Success	
  Stories”	
                                                                            24	
  
	
  
	
  


       How	
  To	
  Claim	
  Your	
  Page	
  In	
  The	
  
                     Next	
  Edition	
  
	
  
Thank	
  you	
  for	
  reading	
  this	
  edition	
  of	
  “How	
  They	
  Did	
  It…”	
  
	
  
If	
  you	
  are	
  part	
  of	
  a	
  successful	
  local	
  business	
  and	
  want	
  to	
  claim	
  your	
  free	
  pages	
  in	
  the	
  
next	
  edition,	
  it’s	
  simple.	
  	
  Please	
  enter	
  your	
  contact	
  details	
  at	
  this	
  link:	
  
	
  
                                                  http://bit.ly/HowTheyDidIt	
  
                                                                      	
  
You’ll	
  receive	
  an	
  email	
  with	
  a	
  set	
  of	
  questions	
  for	
  you	
  to	
  answer	
  in	
  your	
  own	
  words.	
  
	
  
Type	
  in	
  your	
  answers	
  and	
  return	
  by	
  email	
  along	
  with	
  any	
  imagery	
  and	
  artwork	
  that	
  
you’d	
  like	
  to	
  offer.	
  
	
  
	
  




         Download	
  Your	
  FREE	
  Marketing	
  Report	
  at	
  http://WenlockEdgeMarketing.co.uk	
  
	
  

				
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posted:11/6/2011
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