West Midlands Autumn 2010 www.iod.com INSIDE New IoD hub receives strong support from IoD members Looking for new markets? Then 4 it’s time you took your products It’s all yours: on the road Francis takes over Hereford Exporting for & Worcester success Join us at a special half-day conference that will encourage and inspire you to seek new business opportunities overseas. Keynote speaker: IoD Director General Miles Templeman October 13 • Eleven Brindleyplace, Birmingham 7 See page 12-13 for details and how to book your place We must catch up or risk region being left behind by John Rider, for inward investment and economic success no one wants the ‘toxic assets’ – the land with Chairman, IoD West Midlands Region – the North East and the North West, for problems. The assets held jointly with private instance – have long recognised the beneﬁts sector organisations will also take some of genuinely working together. Our region unscrambling. Currently, the Government AT THE time of writing, eight proposals must play catch-up and quickly. So how are plans to centralise much of the (reduced) to create Local Enterprise Partnerships we doing? future support for regions back in Whitehall. (LEPs) in the West Midlands have been Well, the LEPs journey thus far in the Most clear-thinking people recognise that presented to the Department for Business, West Midlands has been characterised by ‘Greater Birmingham’ is the natural economic Innovation and Skills for consideration embarrassing displays of vested interests geography of the West Midlands and our to replace Advantage West Midlands. and ‘localism’ of the worst kind with various travel to work and supply chain patterns can Nationally, 56 submissions have made to bodies pitching for LEPs, largely based on easily demonstrate this point. People criss- replace the nine regional development existing local authority boundaries. Bids have cross the region daily as they go about their agencies. been made to control the revenue and assets work and we have members whose businesses Interestingly, our ‘competitors’ in the race from the demise of AWM but interestingly, continued on page 3 » » » TARGET NEW BUSINESS KOMPASS ONLINE – B2B MARKETING SOLUTIONS TAILOR-MADE TO YOUR NEEDS ... Kompass is the leading online B2B database providing high quality, locally sourced company information from all over the world. The Kompass database can be downloaded for use as a sales and marketing tool or used to promote your own company, products & services: > Target new business prospects with our online database > Identify global opportunities & research new markets > Stand out with online promotion > Pin down sales with leads via RFQ (Request for Quote) > Discover tender opportunities with TVK (Tenders Via Kompass) For information call us on 0800 0185 882 or email: firstname.lastname@example.org. www.kompass.co.uk Autumn 2010 IoD West Midlands 05 CHAIRMAN’S MESSAGE ‘ I have major concerns that the proposals coming forward in our region do not have the necessary size, credibility, and logical economic geography to lead the economic renaissance required. The economic challenges that face us are massive and our citizens deserve much better John Rider, Chairman, IoD West Midands CONTACTS Chairman: John Rider e: email@example.com; t: 07867 785350 Regional Director: John Phillips « « « Continued from page 1 The reality is that most businesses are focused e: John.firstname.lastname@example.org; straddle local authority areas (sometimes more on their own problems in these tough times and t: 0121 643 1868 than one) and many hospitals and schools signiﬁcant organisations will be unlikely to get operate with porous boundaries. involved. Regional Administrator: Sue Hurrell I have major concerns that the proposals My views on the need for an overarching e: email@example.com; coming forward in our region do not have the body have strengthened since we sent the t: 0121 643 1868 necessary size, credibility, and logical economic letter to Vince Cable. There are many who geography to lead the economic renaissance believe that the LEPs process in our area has Press oﬃcer: Andy Skinner required. The economic challenges that face us effectively excluded the collective wisdom of e: firstname.lastname@example.org are massive and our citizens deserve much better. major players such as the universities, voluntary IoD West Midlands advertising: This region is a special case and must be sector/charities, most business organisations and Colin Regan treated as such. The only region to suffer a loss many major businesses, as well as leading, well- e: email@example.com of private sector jobs in the recent ‘good times’ known academics. t: 01925 468403 (down 60,000 in 10 years) deserves a structured, IoD, with Business Voice WM, has mobilised well thought-through approach that will make a such a ‘Coalition of Interests’ that would be long-term difference. willing to work with the Government and other The address for IoD West Midlands is: Fragmentation, short-termism and promises partners on such a project. Eleven Brindleyplace, 2 Brunswick Square, that “we will all work together” will not work. Arguably, whatever replaces AWM must be at Birmingham B1 2LP Business conﬁdence is very fragile and the least as effective and I have no real conﬁdence t: 0121 643 7801 private sector has been challenged to create the that this will be the case without a formal much-needed jobs to replace the circa 80,000 mechanism to make this happen. About this publication public sector jobs predicted to go soon in this So, as business anticipates the impact of the region. Supply chains will also come under Comprehensive Spending Review and Whitehall The Institute of Directors West Midlands pressure, putting many more private sector jobs wades through all the LEP applications, we membership magazine is published on at risk. The latest scenarios indicate that regional must wait to see what they decide. However, as behalf of the IoD by: employment may not return to pre-recession Chairman of the IoD in the West Midlands, I Chamber Media Services, levels until 2030. feel very privileged to represent our members 4 West Park Road, Bramhall, Stockport, I was very pleased to have signed the letter in all parts of our region and from all sectors of Cheshire SK7 3JX. to Vince Cable, with the rest of the Business industry. Editor: John Phillips, IoD Regional Director Voice board members, on 16 June in which we I am therefore determined to work with called for an overarching body to undertake the Government and our colleagues on your behalf Editorial compiled on behalf of the IoD by co-ordinating role for LEPs. to ﬁght for the best possible macro-economic John Lamb, Chamber PR The Business Voice solution, wholeheartedly conditions for our region. t: 0121 450 4228 supported by the board, is to create a We face many challenges, none of which Community Interest Company (CIC). This can be successfully dealt with without a strong Advertising sales: Colin Regan, would provide focus and leadership within and proﬁtable private sector. In conclusion, be Chamber Media Services our area as we strive to tackle our deep-seated assured that any action taken by the IoD locally t: 01925 468403 economic problems. Such a company – with will be in the best interests of all our members e: firstname.lastname@example.org about 40 specialist staff (AWM has around 380) equally across our region, would be ideally suited to carry out the RDA which in many ways still Production enquiries: legacy role and to support LEPs cost-effectively. represents the backbone Rob Beswick, CICs have to pass a ‘Community Interest Test’ of British industry. Chamber Media Services and the compulsory ‘asset lock’ provisions t: 0161 426 7957 e: email@example.com would seem appropriate in the circumstances. I also believe that the role of the regulator in continuous monitoring and enforcement Please note... would be an advantage. Narrowly focused on Although every effort is made to ensure the economic regeneration, such a company would accuracy of material contained within this signal a complete change of culture that is in the magazine, neither the IoD, Chamber Media interests of the community at large. Services nor Chamber PR can accept any All the LEP bids and local authorities responsibility for omissions or inaccuracies in acknowledge the need to work together its editorial or advertising content. in a co-ordinated fashion. The views expressed in this publication Solutions range from are not necessarily those of the IoD. The membership of multiple carriage of adverts in this publication does not LEPs and Associate constitute an endorsement of the products or membership of adjoining services advertised. LEPs. I believe that this All articles within this publication are copyright would be a recipe for IoD West Midlands. Editorial consent must be huge, politically led obtained before any are reproduced either in ‘talking shops’ without printed form or electronically. focus. 04 IoD West Midlands Autumn 2010 Autumn 2010 IoD West Midlands 05 IoD NEWS: IOD NEWS Impressed: IoD member Jane Garrard (left) was delighted by the standard of the facilities at the new hub, the entrance to which is dominated by a lounge area bathed in natural light (below) IoD members revel in state-of-the-art facilities at new base John Phillips reports on the “I recommend the walking guide on the IoD IoD’s prestigious new website if you are arriving at New Street Station and visiting IoD for the ﬁrst time.” headquarters at Brindleyplace, The IoD West Midlands Hub is located within and takes a look at some of Brindleyplace, an award winning business and the facilities on offer leisure estate which is increasingly gaining a reputation as the commercial heart of Birmingham. Brindleyplace is located in the heart of WE HAVE very much enjoyed being in our new Birmingham’s Convention Quarter, next door to the surroundings at Eleven Brindleyplace this summer, International Convention Centre, the world-famous as have those many members who have already Symphony Hall and the National Indoor Arena. made use of its excellent facilities. New Street and Snow Hill railway stations are a It’s an impressive building: it is dominated by a 15-minute walk away, providing access to local and lounge area bathed in natural light, with a mezzanine national rail links, and the estate also enjoys level overlooking it, which is where the IoD regional excellent links to the region’s motorway network. ofﬁce is based. There is also a taxi rank immediately outside the Our members can beneﬁt from the use of the IoD’s new ofﬁce, with plenty of parking at the building’s innovative meetings facilities, which Brindleyplace car park opposite. includes a state-of-the-art suite of internally The members’ lounge enjoys fast wi-ﬁ managed meeting rooms. connectivity alongside a stylish bar area. The lounge John Rider, regional chairman for IoD West is available free of charge to members with up to Midlands has been impressed by the new home from three guests, without prior booking, during ofﬁce the outset: “Members have been delighted with our hours from Monday-Friday. new location. In addition members have access to: “Eleven Brindleyplace offers premier facilities • Private meeting rooms and state-of-the art and technology alongside ﬁrst-class support from the conference facilities at discounted rates on-site Argent team. • Refreshments “Whether it is grabbing a quick cup of coffee in • Award winning, secure car park within a minute’s the business lounge, logging on to one of the free walk PCs or hosting a seminar in one of the state-of-the- • Private dining with bespoke catering art meeting rooms, our new location never fails to impress and it is great to be situated within the Meetingspace’s seminar package is available at 50 thriving business community here in Brindleyplace.” per cent discount every Friday until 1 December, John was not alone in his opinions. Former 2010. Available for up to 60 delegates, the seminar chairman of the Young Directors Forum, Muhammad Hasan said: “I was very impressed with my ﬁrst visit to the new base in Brindleyplace. package includes an unlimited supply of tea, coffee and water, all AV equipment (including projector, built-in screen, and microphone), lectern and Annual Members’ Meeting “It is certainly a big improvement on the Victoria stationery. THE Annual Members’ Meeting – Election of branch committees Square offering, with a much higher standard of To ﬁnd out more simply call a member of the (AMM) for IoD West Midlands – Any other business accommodation. It is also nice to see the IoD Meetingspace team on 0121 643 5504 branches will be held on • 1845-1915: Presentation by Steve located in such a well-managed and vibrant and quote ‘Friday Feeling’ or email 6 December at 11 Brindleyplace, Moon, Venturn: Business Turnaround, business quarter.” firstname.lastname@example.org. For 2 Brunswick Square, Birmingham Top Tips for Business Jane Garrard, a career consultant, was another more information on the IoD Hub at B1 2LP. • 1915-2000: Buffet and networking. member to sample the facilities soon after the Eleven Brindleyplace visit www. The evening is of importance to IoD moved in. She meetingspace.co.uk . members, as it will include a review The minutes of the previous commented: “The IoD in Alternatively, email of activities during 2009/10, and also meeting and regional/branch reports Brindleyplace is a perfect email@example.com a look forward to the coming year. will be available on the IoD website, location for me to work. or Rebecca.whitt@ The agenda is as follows: as will details of who is standing for “There is also a huge meetingspace.co.uk • 1730-1745: registration election to the branch committees. choice of places to eat at • 1800-1845: Annual Members’ Any members who wish to attend lunchtime and as an IoD Meeting, for branches to transact the the AMM should contact Sue Hurrell member the impressive following business: on firstname.lastname@example.org, giving private meeting rooms are Improvement: ‘I was very – Apologies their contact details and membership incredibly good value for impressed by the standard – Chairman’s welcome number. money, and IoD members of accommodation,’ – Minutes of the previous meeting Anyone who cannot attend, but also receive a ten per cent commented former Young 30 November 2009 would like a proxy voting form, can discount. Directors Forum chairman – Presentation of chairman’s report also email Sue. Muhammad Hasan 06 IoD West Midlands Autumn 2010 Autumn 2010 IoD West Midlands 07 IoD NEWS: IoD NEWS: Susie picks a Financial advice plum award IoD member and recruitment specialist Susie Ankrett picked up a plum award on behalf of the Institute of No relief for directors Recruitment Professionals (IRP) at a recent ceremony in London. The IRP won the ‘Membership Pack’ category of as legislation hits the Trade Association Forum’s (TAF) Best Practice Awards, in recognition of the organisation’s innovative pension contributions support for professional recruiters. Susie, director of Plum Personnel, picked up the by Paul Jones, award in her capacity as regional director of the IRP. Chartered Financial It was presented to her by The Institute of Recruitment Planner at Torquil Clark Professionals Nick Hewer, perhaps better-known as Alan Sugar’s right-hand man on The Apprentice, and T Stewart Lee on behalf of TAF. HE axe had to fall Susie said: “The IRP was only launched last June so somewhere, and it is absolutely fantastic to receive this award. It’s a real tax relief on pension boost in the drive towards promoting professionalism Award-winning (left to right): Nick Hewer, Susie Ankrett, Anita Holbrow (director of the Institute contributions is one area and high standards in the industry through the IRP.” of Recruitment Professionals) and Stewart Lee, director of Publications UK from where the new Coalition Government intends to raise Trio ﬂy West Midlands revenue. The cuts to pension INBRIEF contribution tax relief are All yours: Ian Priest (left) hands over the IoD baton in Hereford and unavoidable and already affecting Worcester to Francis Christie signiﬁcant numbers of directors, Qualiﬁcation ﬂag at national awards Francis vows to but by taking advice now, you can minimise damage to your current contributions and ensure your long-term saving safely gained strategy is as tax efﬁcient as possible. by Teresa From the 6 April 2011, new pension regulations will continue work take effect and with it will come a signiﬁcant reduction in Congratulations to IoD West CONGRATULATIONS and the current pension contribution tax relief allowance. For Midlands member Teresa good luck to the West Midlands higher rate tax payers seeking to maximise their pension Budworth, who is the latest ﬁnalists in this year’s IoD Director contributions through tax relief, or company directors who director to qualify as a chartered director. Teresa, a member of the Coventry and Warwickshire of the Year Awards UK Final at the Lancaster Hotel, Hyde Park, London on 1 October. The three Midland ﬁnalists are: of predecessor make irregular contributions into their personal pension from company proﬁts, this change will have a noticeable impact. Similarly, entrepreneurs’ planning to invest the bulk of their pension from the sale of their business may ﬁnd they branch, works at the National Stuart Laight, managing director FRANCIS CHRISTIE has taken married with two children. no longer have the allowance available to tax efﬁciently fund Examination Board in of Aspray Transport Ltd and Jason over as chairman of the Hereford Regional director John Phillips their retirement. Occupational Safety and Wouhra, company secretary and and Worcester branch of the IoD. paid tribute to Francis’ predecessor, The original proposal to cut tax relief available on Health (NEBOSH). director of East End Foods plc, Our winners: From left, He succeeds Ian Priest, who has who he said had put Hereford and pension contributions was made by the Labour Government Achieving chartered who are ﬁnalists in the Family Wesleyan’s CEO Craig Errington, served for three years. Worcester ﬁrmly on the map in the before they lost the election. At that time, to prevent those director status is a superb Business Director of the Year Jason Wouhra of East End The new chairman is already last few years and, with the help of potentially affected from making lucrative additional achievement as it is an Award; and Craig Errington, Foods and Stuart Laight, Aspray known to many in the IoD, as his committee, had made the branch pensions contributions in the run up to 2011, transitional intensive and challenging chief executive ofﬁcer, Wesleyan Transport he has spent the last two years one of the best in the UK. anti-avoidance measures (known as anti-forestalling) were qualiﬁcation, but one that is Assurance Society, who has organising some very successful He said: “I would also like introduced from 22 April 2009. These measures brought a increasingly being recognised reached the ﬁnal of the Director of member events. to thank Ian’s partners at the new tax charge called the Special Annual Allowance charge, across the business world as the Year (large company) Award. Director of the Year 2010; and The former politician and now Francis is a professional Clydesdale Bank, who have taxing higher contributions in the interim. a sign of your standing and Other award categories are Lifetime Achievement Award. media coach, mentor, facilitator and supported him in this important commitment to directorial professionalism. Well done, Teresa. Director of the Year (small and medium company); Young Director of the Year; Global Tickets for this afternoon event are £130 + VAT, which includes a Champagne reception, three- personality Michael Portillo. On a regional level, the IoD will holding its West Midlands Awards consultant, enabling business leaders to transform themselves, their teams and their businesses. role. “He has led the branch at a difﬁcult time in terms of the T he anti-forestalling measures were not scrapped by the new Coalition Government. This means tax relief on pension contributions you have already made from 22 April • If you would like any Director of the Year; Public course meal with wine and coffee in 2011. He has extensive experience of economy but the policy of 2009 running up to 6 April 2011 could be affected. It is likely further details on qualifying Sector/Third Sector Director of and an afternoon of prize-giving If anyone would be interested managing change, as a director and encouraging and motivating our there will be more changes to pension rules after this date, as a Charted Director, the Year; Director of the Year and celebration. in sponsoring a category, please a vice-president at seven European members through challenging times with a cap introduced limiting tax relief on contributions up contact the regional ofﬁce on for Environmental Leadership; The event will be compered by contact John Phillips on companies., and has held high- with among other things visits to a certain amount for all, regardless of income. 0121 643 1868. proﬁle roles with AT&T, Marconi to successful business who were Whichever way you look at it, the changes, both interim plc and Easynet plc. willing to share their stories was and long-term, are complex. If your total earnings from all His many qualiﬁcations just the right approach. sources in this tax year, or the tax years 2009/10 or 2008/9, Ian goes coast-to-coast for charity include an MBA and a master’s level coaching and mentoring qualiﬁcation from the Chartered “He will be a hard act to follow but like all good chairman he has been planning his succession for exceed £130,000, you should seek advice before investing additional contributions into your pension scheme (except the existing level of monthly contributions). IoD member Ian Smith is setting out Bay on the North Sea. way to multiple sclerosis. Sadly, Institute of Personnel & some time, and we expect Francis If you think you may be affected by the forthcoming to walk the breadth of the country At various points Ian will be Ian’s wife Lit suffers from the Development (CIPD), and he to hit the ground running.” change to legislation it is important that you take independent this month to raise money for accompanied by some of his friends, disease, which is treatable but is accredited as a coach by the ﬁnancial advice. To minimise the impact this has on your charity. and the journey will take a fortnight. cannot be cured. European Mentoring & Coaching ‘Ian... will be a hard personal arrangements, it may mean altering your current Ian will be treading in the steps The charity which will beneﬁt Anyone who wishes to contribute Council (EMCC) and the retirement saving plans, as well as considering alternative tax of the famous fell walker Arthur from his arduous efforts will be to Ian’s fundraising effort can visit International Coach Federation act to follow but we efﬁcient routes to saving. Wainwright, and his 190-mile hike Ataxia UK, which supports victims his web site at www.iansmith.com (ICF). expect Francis to hit To ﬁnd out more call Paul Jones, Chartered Financial will see him trek from St Bees Head of ataxia, a neurological disease Walking for charity: Ian is pictured He lives near Worcester and is the ground running’ Planner at Torquil Clark on 0800 294 7199 or see on the Irish coast to Robin Hood’s which affects people in a similar right during a break in training www.torquilclark.com. 08 IoD West Midlands Autumn 2010 Autumn 2010 IoD West Midlands 09 IoD NEWS: CONCERN OVER BUSINESS FINANCE; RICHARD BRENNAN COVENTRY AND WARWICKSHIRE BRANCH NEWS Chief executive urges Cable to Green light for Edgbaston plan take a leaf out of BCRS’s book much-needed boost for region by Lance Taylor, CEO, situation that has a team of local experts with regeneration initiatives to help THE chief executive of a Wolverhampton of lending to SMEs. Paul Kalinauckas: Lending culture must Rider Levett Bucknall shared the risk international experience to identify lead us out of one of the worst business loan fund has called for a change in the “He also warned of a supply change while maintaining the opportunities that existed recessions we have seen in recent UK’s lending culture, in order to help small to problem affecting loans to public account- in and around the cricket club. years. medium enterprises (SMEs). SMEs which would intensify in the way that banks do, we’d require our THE emergency budget saw ability. How In partnership with Advantage Private companies are often Paul Kalinauckas, chief executive of Black when the economy starts to clients to put up all of their assets. But that’s the Government ofﬁcially set attractive is that to West Midlands, Birmingham City more efﬁcient and better run than Country Reinvestment Society (BCRS), said grow, thus blocking economic completely contrary to the BCRS co-operative out how it plans to cut the the government Council and Calthorpe Estates, this bureaucratic public bodies and the that Coalition Government Business Secretary recovery. ethos. We want to back enterprising people, country’s deﬁcit, and we right now?! group worked hard to unlock the management skills and ﬁnancial Vince Cable had promised on several occasions “There is a high degree of not ruin them. have felt the beneﬁts I am talking potential of this site. acumen of the business community to tackle the banks over their lending policy. risk involved in running “Vince Cable claims immediately with the about the The sports-led mixed-use can create better value for money He has now called on Mr Cable to take a a business, whether it’s to be worried about the news that Advantage £30m-plus development uniﬁed a local offer for tax payers. look at the lending policy operated by BCRS, established or a start-up. behaviour of the banks. If West Midlands will cease to exist redevelopment of Edgbaston to improve the infrastructure The ripple effect will be and adopt its principles in his dealings with the “New business owners the Coalition Government in 2012. International Cricket Ground by and parking, affordable housing, signiﬁcant. Jobs will be created and banks. BCRS began in 2002 as a not-for-proﬁt often don’t have secure is serious about helping Combine this with weekly news Warwickshire County Cricket conferencing and events and ofﬁce the economy will be stimulated. In loan fund offering loans to small businesses in assets. BCRS already small enterprises and of major city-led regeneration Club. This will see the delivery of a space. This is a technical, corporate delivering a project such as this, the Black Country. has a proven delivery innovators, they can do schemes in Birmingham and the globally recognised sports stadium and socially sustainable project in we have a world-class facility that Mr Kalinauckas said: “Vince Cable has vehicle in place that worse than looking at wider region being axed and the and tens of millions of pounds all aspects including the method will make a positive impact on accused the banks of not acting in the public can offer loans to SMEs and has been doing so the model we have created in the Black Country. landscape looks bleak. pouring into the local economy. of construction and the use of the Edgbaston, on Birmingham and interest and of charging higher fees and successfully since 2002. And the time is now if we are to encourage However, let us not forget that By committing to such building during its lifetime. further aﬁeld. We had a project that increasing demands for security to cover the risk “If we offered asset-backed guaranteed loans economic recovery.” only a few weeks ago, a group investment, Edgbaston has retained It has been a terriﬁc public and might not have worked but people of people working in and around its status as an international private sector partnership. The made it work. this city succeeded in delivering cricket venue and created a two sectors must work together What a great result. Can Bribery Act 2010: What Sad passing of Ireland’s something that has maintained our presence on the world stage and is state-of-the-art facility that will be enjoyed by thousands. The more cohesively to identify similar opportunities in our region. we unlock a similar potential elsewhere in the city in the face set to kickstart regeneration; a win- club’s chief executive, Colin Combining the strengths and skills of current adversity? I’m up for a it means for ‘champion of Birmingham’ win public and private partnership Povey, successfully galvanised of both can help to spearhead challenge. employers Richard David BHSF is at the heart of its community successfully until 1996. The Government recently Brennan, 58 In 1997 the family moved from announced that The Bribery Hampshire to the West Midlands. Act will not now come into RICHARD David Brennan was Richard became managing director force until April 2011, rather born in 1952 in Dun Loaghaire, at well-known time management Every modern business needs to than later this year. This Ireland, brother to three older ﬁrm TMI. In 2003 he set up his take its CSR duties seriously. John All play...: Community worker gives employers additional sisters, Ailing, Shelagh and Mary- own management consultancy, Karen Cairns supervises the time to prepare - and that Lu. He attended Loretto Convent Strategic Alliance. Phillips reports on an excellent activities in Ladywood time should be well spent. School, Foxrock, St.Conleth’s Once settled in the region he scheme which helps some very The Act introduces rigorous in Ballsbridge and Castleknock became a key member of many deserving local families new anti-corruption College. of its business groups. In 2006 regulations that will affect He began his professional career he accepted the position of chief all employers. Employers working for Paddy O’Connor- executive ofﬁcer of Birmingham PETER MASKELL, the chief executive should therefore review Maguire, a close family friend, who Forward and was a passionate ofﬁcer of BHSF, recently took me to view the their anti-corruption owned a contract cleaning business champion of the city, which he Ladywood Project. procedures and ensure that in the centre of Dublin. He worked called home. As a business mentor I have long realised that taking an interest in precautions are in place his way up to become a director of he was unrivalled. Unrivalled business mentor: a local community makes good business sense. to tackle bribery in the the company in the late 1970s. Richard loved the sea. He spent Richard Brennan Nevertheless, I came away with a real sense workplace. In 1977, he met his future wife, many a happy hour sailing around of surprise of what an impact Peter’s ﬁrm has This will put them in a Grace, who was also an employee Dublin Bay and even happier hours remembered as a true gentleman, a been able to make on the lives of some very strong position to defend at Cleaning Services. They married socialising at the Thursday night loyal friend, a loving husband and deserving families in an area which is very close any allegations of failing in 1979 and went on to have two ‘sailing supper’. Although never a devoted father. He will be greatly their head ofﬁce. to prevent bribery, and daughters, Vicky and Lise-Ann. an enthusiastic participant in sport missed, but his legacy will live on. Peter explained to me that it is important subsidised lunches at only 50 pence per child. are just so grateful to Peter and BHSF. Without avoid the risk of harsh new Richard left Cleaning Services he was an avid spectator, either at IoD Regional Director John for staff to have a real empathy with corporate As can be seen from the picture, it’s not just their support we just could not afford to employ penalties. in 1981 when he accepted the the rugby ground or watching the Phillips said: “I will really miss social responsibility (CSR), and that can be lunch the children go for: there are plenty of people like Karen and to achieve all we do in For more, see www.iod. managing director’s position Grand Prix on the telly. Richard as I came to know him much enhanced by working in the local area. play activities for children and parents alike, this very deserving area.” com, under Hot Topics. at Contract Cleaners, a rival He was diagnosed with cancer very well during the time we shared Ladywood is very much an inner city area, all organised under the careful supervision of To ﬁnd out more about the project please company. Not long after this he in January 2010 but was adamant together at One Victoria Square. with many families living on beneﬁts but it also community worker Karen Cairns. contact Dot Collins on 0121 464 8635 or contact • The IoD’s website, www. was approached by Group Four that it would not prevent him from “As an IoD member, he borders on to a very afﬂuent business district The project also provides days out to seaside email@example.com iod.com, currently has Securitas to set up a cleaning doing what he loved most and was always with us at our big and it is therefore great to see ﬁrms like BHSF resorts for as little as £2 per person – days out a host of articles related company division for the group in fought a courageous battle against a centrepiece events, giving us every getting involved and making such a difference. that a real tonic for families that have no chance Editor’s note to key business issues, Ireland. very rare form of cancer. encouragement and I will really The project is geared to helping young of affording a summer holiday. Additionally, A typographical gremlin crept in to page 30 including how to develop a It was a very successful venture. Sadly, Richard succumbed miss this warm support. There was families, many of which qualify for free school a special credit union has been set up offering of the Summer issue of IoD West Midlands more efﬁcient management In 1986 Richard decided to move to the disease on 19 July, his a special energy about Richard, and meals. I had not appreciated just how much the banking facilities which include savings and when we referred to BHSF as having been in structure and tax tips from his family to the UK and accepted 58th birthday. He passed away you could feel his enthusiasm and long school holidays place an extra ﬁnancial low-cost loans. A debt advice and a free bill operation since 1973. the last Budget. Bookmark a position with an environment peacefully with his wife and two he had a way of encouraging the burden on them. paying scheme is also available. However, this should have read 1873 it now. corporation where he remained daughters at his side. He will be same trait in others.” The project helps with this, by providing Dot Collins, project co-ordinator, said: “We – apologies to all concerned. 10 IoD West Midlands Autumn 2010 IoD NEWS: CHANGES IN THE CHAIR Getting into bed with a rival has its charms... and its ﬂaws AT THE time of writing, political commentators in the UK were Jean Pousson offers some assessing the ﬁrst 100 days of the current political alliance guidance to directors about of Conservatives and Liberal to enter into a strategic Democrats in Government. While alliance or joint venture the discussion is largely political, there are many lessons that this alliance can learn from business. Alliances and joint ventures take aligned and that this fusion makes Every ﬁre ofﬁcer gets taught to be about growth (although they many forms and shapes. Some are strategic sense. The respective very early on that when entering often are). They can also be about project speciﬁc, ie a consortium is business models must not be a building on ﬁre, “know your costs reduction, risk containment put together to build a new road prejudiced by this and similarly, way out!” and strategic learning. link, while others are more strategic the relationship(s) with the The same applies to this. Get Good luck! and enduring, such as Camelot, The major stakeholders must not be a pre-nup! Alliances can be Star Alliance. Alliances and joint prejudiced. very costly to get out of, not to ventures have over the years had Be clear about the deal breakers mention the management time • Jean Pousson is the lead mixed successes. When they work, from the ﬁrst minute. Draw up and distraction involved. ﬁnance course leader, IoD great! But when they do not they a scenario of potential problems Your choice of partner. The professional development and become costly exercises. that the alliance may face to term ‘Co-opetition’ (see note) one of the Institute’s leading Here are some ideas: establish very early on whether refers to co-operating with your consultants. By their very nature, the choice this is worth pursuing or not. competitors. This is often done, For further information to enter into an alliance is rarely Culture. This is passion-killer for example, to share logistics on the IoD’s professional the ﬁrst choice. That strategic number one! The deal may platforms, to use spare capacities. development products and choice is made because of ﬁnancial look great on the Powerpoint These are well-worth thinking services, including our strategic constraints – risk, legal or political presentation with all the arrows about as well, as long as the risks business direction course, please obstacles, but to name a few. In pointing in the right direction but are well understood. contact us on 020 7766 2601 or other words, if a business could it ultimately it is people who will Joint ventures and alliances do visit www.iod.com/development would almost always go it alone. make it work (or fail). So go and not only have So there can be almost a sense of meet the family. Make sure that resentment from the outset which you are all likely to get questions the real commitment on. Do you share the and energy that will be devoted. same values and This can also be accompanied by a ethics? strategic undercurrent to buy out, to acquire the new partner’s share at the ﬁrst possible opportunity. Indeed, this happens a lot. Alliances can be extremely time consuming to set up and this is often underestimated. Make sure that, in the ﬁrst instance, all other strategic options have been well considered and thought through. Always make sure, therefore, that each party’s vision and intentions are perfectly Co-operating over a spot of co-opetition Co-opetition (sometimes spelled “coopetition” or “co-opetition”) is a neologism coined to describe co-operative competition. Co-opetition occurs when companies work together for parts of their business where they do not believe they have competitive advantage and where they believe they can share common costs. For instance, the arrangement between PSA Peugeot Citroën and Toyota to share components for a new city car – simultaneously sold as the Peugeot 107, the Toyota Aygo, and the Citroën C1 (pictured above in Citroen guise) – qualiﬁes as co-opetition. 12 IoD West Midlands Autumn 2010 Autumn 2010 IoD West Midlands 13 EVENTS: REGIONAL CONFERENCE FOCUS ON EXPORTING EVENTS: REGIONAL CONFERENCE FOCUS ON EXPORTING IoD West Midlands Conference: Exporting for Success, 13 October Conference highlights include: Exporting for success • IoD Director General Miles • UKTI representatives on hand Why Date: Wednesday, 13 October Time: 8:30-13:00 Venue: IoD Hub, 11 Brindleyplace, Templeman to issue rallying call for business to embrace a for free, impartial advice export? Brunswick Square B1 2LP new era of exporting our • Spotlights on India and the There’s plenty of Cost: £45 + VAT (£52.88) Members goods and services Gulf States reasons why now is the £60 + VAT (£70.50) Non-members best time to take your • Access to China: how to open • Advice from SMEs who have a business overseas T HE highlight of the year for up the world’s largest market proven track record on exports the Institute of Directors West THERE’S never been a better time Midlands will be a major to trade internationally – so says the conference being staged in experts at UK Trade and Investment Birmingham, ‘Exporting for Success’. The half-day conference is planned Conference sponsor (UKTI). And whether you’re completely for 13 October, and is aimed at inspiring, encouraging and motivating anyone who is currently an exporter, or considering the Exporting new to exporting, have some experience, or are looking to expand a well established range of global can put you opportunities presented by new overseas markets and services, there’s always markets. more you can do to increase your The conference will be opened by Miles bottom line. Templeman, director general of the IOD. on the road IoD regional director John Phillips Why should I export? T said: “We had fantastic feedback from our HE conference is sponsored by RSM Tenon, Academic research conﬁrms ‘Competitive Edge Conference’ in June and the ﬁrm’s international director, Philip that exporting companies are more which followed a similar format and I want Coleman, will lead a session looking at some productive than non-exporters, to business us to replicate that success so that everyone of the risks businesses face, and how they can be achieve stronger ﬁnancial can return with some really useful practical mitigated. performance, and are more likely to tips. Phil is an extremely experienced business adviser, stay in business. “I also hope that we can spark off some having worked in the private and public sectors with However, it is daunting to take your success innovative ideas and thinking with our extensive international experience ﬁrst steps trading overseas, which is delegates who may not have previously RSM Tenon is one of the UK’s leading why IoD and ICAEW organised this considered overseas markets. entrepreneurial providers of services to international conference. UKTI has a host of other “This is so important because British business. information available at its website, businesses must export to survive – yet latest This conference is heavily subsidised and www.ukti.gov.uk/export. ﬁgures show a slow-down in foreign trade. represents fantastic value for money at £45 per ticket You should take some time to From the Prime Minister down, small and to include lunch. consider the realities of exporting medium-sized companies are being urged However, members need to book early to avoid and their implications for all aspects to expand their horizons and conquer new disappointment. of your business, and to be aware markets.” of any assistance you may need. The conference will be opened by Miles The UKTI website has country-by- Templeman, who will be followed by Brian country proﬁles full of tips for new Shaw, managing director of UK Trade exporters, as well as advice for ﬁrst- and Investment (UKTI), and Clive Parritt, time exporters from people who have President, ICAEW, who will speak on global already traded successfully overseas. enterprise. Other top speakers will include It may be you don’t want to go Stephen Phillips, chief executive ofﬁcer of too far to begin exporting. To help the China-Britain Business Council, Philip companies take advantage of the Coleman, international director of RSM top European destinations a walking guide on our website from New Street enormous opportunities for trade Tenon, and Vipul Sheth of Advance Track If anyone would like to learn a few words of Station for delegates arriving by train. offered by the European Single Outsourcing, who will speak on India. Mandarin, or brush-up on any existing foreign Lunch will be provided by our neighbours, Market, both the UK Government As part of the conference, UKTI will be language skills, some high quality free taster City Inn hotel, and there will be an opportunity and the European Commission holding one-to-one sessions, which will offer sessions can be arranged with the Brasshouse to network with a large business audience. provide guidance on trading very detailed personal advice, free-of-charge. Language Centre. The conference is being held in partnership in Europe as well as support to These can be pre-booked from lunchtime onwards. The conference will take place on one of the top ﬂoors of the IoD’s prestigious new hub with the ICAEW (Institute of Chartered Accountants in England and Wales), many of To reserve your place at this businesses to overcome barriers they might face in accessing this important There will also be an opportunity to win free ﬂight tickets with Flybe to a choice of at Eleven Brindleyplace. There is a taxi rank outside, easy parking on the doorstep and there is whose members serve on boards as NEDs or FDs. major event market. View guidance, resources and useful links on the BIS website: www.bis.gov.uk/ ‘British businesses must export to survive – yet latest ﬁgures show a TO BOOK: EUMarketAccessUnit, while there is also a helpful booklet Go online to www.iod.com/home/local-network/ slow-down in foreign trade. From the Prime Minister down, small and west-midlands/events or contact the IoD West Midlands you can download called How to tackle regulatory barriers when doing medium-sized companies are being urged to expand their horizons regional ofﬁce via Sue.firstname.lastname@example.org, or see the business abroad; (PDF, 1.5 Mb) you can ﬁnd it at www.ukti.gov.uk/export/ and conquer new markets.’ booking form with this issue enclosed in this issue. aboutexporting. John Phillips, regional director, IoD West Midlands 14 IoD West Midlands Autumn 2010 Autumn 2010 IoD West Midlands 15 EVENTS: EVENTS: Events Diary Stop monkeying about.... I’m a lemur from Dudley Young Directors Forum Business support Enjoy the wildlife at Dudley Zoo YDF: Education Series will introduce you to the key elements Date: Thursday, 23 September Peter Suddock, The way ahead: How Managing the money: required to plan a successful communications campaign, how to set effective and measurable Time: 1700 - 1930 Venue: Dudley Zoological Gardens, CEO, will welcome us and to capitalise on the Best-practice ﬁnance communication objectives and identify the 2 The Broadway, Dudley give a short presentation about the successes end of the recession resource needed to bring the campaign to life. DY1 4QB and challenges faced by the zoo. This will be and fundraising This two-hour session will be supported by Cost: £15 + VAT (£17.63) members followed by a buffet, wine and soft drinks, with Date: Wednesday, 17 November Birmingham Business School and chaired by £20 + VAT (£23.00) plenty of time for networking. Time: 08.30 - 1000 Date: Wednesday, 20 October Michelle Leavesley from the MSc Marketing non-members TO BOOK: Venue: Birmingham Botanical Gardens, Time: 18.00 - 20.30 Communications programme. We are invited to arrive from 1700 to walk Go online to www.iod.com/home/ Birmingham B15 3TR Venue: IoD Hub, 11 Brindleyplace, around the wonderful zoo grounds before local-network/west-midlands/events Cost: FREE OF CHARGE Brunswick Square B1 2LP TO BOOK: meeting at the Queen Mary Restaurant at 1800. or contact Sue.email@example.com We look forward to welcoming you to our Cost: £40 + VAT (£47.00) Members Go online to www.iod.com/home/ FREE event, kindly sponsored by SAP, £50 + VAT (£58.75) Non-members local-network/west-midlands/events the world’s leading provider of business Take IoD’s Alpine Team Challenge or contact Sue.firstname.lastname@example.org software. We will cover topics on the Mike Collis and Rob Walker present a theme of how companies can capitalise on seminar on the key elements to ﬁnancing and the end of the recession, for example: reﬁnancing businesses effectively to structure YDF: The Breakfast Series Date: Friday, 29 October After all this exertion, we’ll sample some • The growing importance of the social for success and align with strategic objectives. Time: 15:00 - 20:00 ‘Alpine gastronomy’ where members will enjoy network in business Mike Collis trained to be a chartered people. Non-members are welcome to attend ... with Gary Taylor Venue: NEC the best of Alpine food and wine. • Beneﬁts of outsourcing non-core activities accountant with Arthur Andersen and spent ﬁve the Social Series to ﬁnd out more about the IoD Cost: £75 + VAT (£88.13) per team of 4 Will your team be crowned IoD Alpine • Expertise and experience for hire: the years in senior ﬁnance roles. Rob Walker has and the 2011 events calendar. Drinks and light Date: Wednesday, 10 November £6.50 + VAT (£7.64) spectator champions 2010? pros and cons of outsourced professional spent 27 years with Lloyds Banking Group, buffet provided. Time: 7.30-9.00am The IoD West Midlands Alpine Team Challenge Book early to avoid disappointment. services mostly within the business support division. Venue: Cobbetts, 1 Colmore Square returns to Birmingham NEC, hosted by the TO BOOK: Come and join us at our fantastic new hub at TO BOOK: B4 6AJ British Ski & Board Show 2010. Each team will TO BOOK: Go online to www.iod.com/home/ Eleven Brindleyplace. Go online to www.iod.com/home/ Cost: £20 + VAT (£23.50) members compete in a series of snow-related challenges Go online to www.iod.com/home/ local-network/west-midlands/events local-network/west-midlands/events £40 + VAT (£47.00) non-members - included Alpine cross-country, shooting, ice local-network/west-midlands/events or contact Sue.email@example.com TO BOOK: or contact Sue.firstname.lastname@example.org wall climbing, ski/board relay. or contact Sue.email@example.com Go online to www.iod.com/home/ The YDF welcomes guest speaker Gary Taylor local-network/west-midlands/events in the third of its new breakfast series. Gary’s The relationship YDF: Education Series or contact Sue.firstname.lastname@example.org presentation is entitled: “A Journey to Paradise (via Brindleyplace!)”. between business Communication Gary was the ﬁrst winner of Birmingham and education Social evening at choices: Converting Young Professional of the Year (BYPY). His Metro Bar the plan to reality success continued as he became the youngest director of Argent Group. Gary played a crucial Date: 2 February, 2011 Time: 1730-1930 Date: Thursday, 11 November part in the recent selling of eight buildings at Venue: Ashley Building, Time: 18:30 Date: Thursday, 18 November Brindleyplace. The deal worth close to £200 Leek Road, Stoke on Trent, Venue: Metro Bar, 73 Cornwall Street, Time: 18.00 - 20.30 million which clearly surpasses the previous Staffs ST4 2DF Birmingham B32DF Venue: IoD Hub, 11 Brindleyplace, biggest commercial property deal in the city. Cost: FREE Cost: £10 + VAT (£11.75) Brunswick Square B1 2LP We hope to see you there. Miles Templeman, Director Cost: £40 + VAT (£47.00) Members General, IoD, will give a An informal event arranged for those wanting £50 + VAT (£58.75) Non-members TO BOOK: lecture and take questions in to meet each other in a relaxed informal Go online to www.iod.com/home/ a joint event Staffordshire environment to grow business networks, share IoD West Midlands is proud to host and local-network/west-midlands/events University. The IoD values ideas and, most importantly, meet like-minded continue The Education Series. This session or contact Sue.email@example.com its relationship with the university. The local economy has had to face many challenges including the Visit the Air Ambulance transition from traditional industries and the resulting need to create new Date: Tuesday, 5 October operations that Air Ambulance opportunities. The Business School, in our Time: 08:00-0930 undertakes and the emergency opinion, has been particularly innovative Venue: WNAA, Hazel House, care in our area. We will also in building bridges with the business Burnthurst Lane, have the chance to view a founded in 1985 by ex-Guinness brewer, Peter community. Princethorpe CV23 9QA helicopter and talk to the crew about the life saving work in Wye Valley Amor. Now celebrating its 25th anniversary, we This event will be an opportunity to Cost: £15 + VAT (£17.63) which they do. Brewery Visit look forward to tasting the beer and meeting our host, Peter’s son, Vernon Amor. You are also listen to a thought-provoking lecture, meet fellow directors located in the north of our members There will be bacon/sausage/ Date: Tuesday, 19 October welcome to join us for networking and food at region and most importantly to network £20 + VAT (£23.50) vegetarian baps and hot drinks Time: 1830-2000 The Plough in Stoke Lacey following the event. with our colleagues from the university non-members provided. Venue: Wye Valley Brewery, Stoke Lacey, and Business School. Herefordshire HR7 4HG TO BOOK: TO BOOK: COME and see what Air TO BOOK: Go online to Cost: £15 + VAT (£17.63) members Go online to www.iod.com/home/ Go online to www.iod.com/home/ Ambulance does and how www.iod.com/home/ £25 + VAT (£29.38) non-members local-network/west-midlands/events local-network/west-midlands/events it works in partnership with local-network/west-midlands/ Hereford & Worcester committee has arranged or contact Sue.firstname.lastname@example.org or contact Sue.email@example.com the NHS. We will ﬁnd out events or contact Sue. a trip to the family-run Wye Valley Business about the overall strategy and firstname.lastname@example.org 16 IoD West Midlands Autumn 2010 Autumn 2010 IoD West Midlands 17 EVENTS: EVENTS ROUND-UP Events Diary Sparkling event under the Networking at university auctioneer’s hammer Irwin Mitchell offers the expert’s Forward planning: Dates for 2011 IoD Coventry and Warwickshire offers some valuable tips enjoyed a fascinating and view at mock tribunal YDF: The Breakfast informative evening when the Knowle branch of the world- famous auctioneers, Bonhams, A COVENTRY University-hosted Date: 16 November Series presents... kindly hosted a members’ event. members’ evening in June heard a number Venue: Birmingham Bonhams was founded in of speakers give short presentations. Dr Botanical Gardens Meet Tim Pile 1793, making it one of the Gideon Maas, director of the university’s & Glasshouses, Westbourne Road, world’s oldest companies. Institute of Applied Entrepreneurship, Edgbaston, Birmingham B15 3TR Date: Thursday 13 January, 2011 Today the business operates a explained how it was nurturing new Time: Registration and breakfast: Time: 7.30-9.00am worldwide network and has a businesses started by students and 8.45am to 9.30am Venue: Cobbetts, 1 Colmore Square base in 25 countries. appealed for more IoD members to act as Finish and coffee: 12.00pm B4 6AJ The ofﬁce visited by IoD mentors to them. Cost: £25.00 – please make cheques payable to Irwin Mitchell Solicitors. Cost: £20 + VAT (£23.50) members members is based in a 16th Susie Ankrett, director of Plum £40 + VAT (£47.00) non-members century farmhouse in the centre Personnel related the history of her The IoD West Midlands has joined forces with We hope that you and your colleagues will We are delighted to welcome guest of Knowle. Regular auctions business. The recruitment industry was national law ﬁrm Irwin Mitchell Solicitors to join us for what promises to be an interesting speaker Tim Pile, CEO of Cogent Elliot. take place there for silver, extremely sales orientated, but Susie was present a Mock Employment Tribunal. and thought provoking morning. All bookings Founded in Coventry in 1936, it is one ceramics, glass, decorative arts, passionate about building a culture that The event will be an ideal opportunity and payments to be received by 5th November of the earliest advertising agencies in antique maps, paintings and was customer-centric in every way. for delegates to witness “live” Employment 2010. the UK or indeed the world. Tim Pile furniture. She wanted to change the perception Tribunal proceedings, which will be based on has signiﬁcant experience across a wide The sale that took place Polished event: John Goodman, IoD Coventry and of the recruitment industry as a whole, a real case presided over by our Employment To book: range of markets and market disciplines, during the IoD visit included Warwickshire committee, with Tarn Harrison, head of and has recently been asked to sit on a Tribunal Judge. This will be of particular See the form inserted into this magazine and including roles as CEO of Sainsbury’s pictures, furniture and works of silver and jewellery at Bonhams board to help new businesses operate in interest to anybody who is involved in fax it back to 0121 643 4665 or email Bank, retail director of Alliance & art and was a great opportunity an ethical manner. disciplinary procedures as an insight into the email@example.com. Leicester, marketing director of Lloyds to gain an insider’s view of how is usually obscure items hidden to those IoD members who won Stephen Moon, of Venturn Ltd, judicial process that might follow a dismissal. Please send your cheque by 5 November, TSB, MD of Dewe Robertson and the antiques business operates. away in dusty corners that cause prizes. spoke about two successful examples of The Mock Tribunal will be supplemented made payable to Irwin Mitchell Solicitors, deputy MD of DMBB – the latter two It’s a fascinating business: the most excitement. “My thanks particularly go business turnarounds that he has recently by additional input from Irwin Mitchell’s for the attention of Rebecca Bowman, Irwin being large marketing communications members learnt that it is not John Goodman, representing to Tarn Harrison for helping to orchestrated, one for a sub-contractor expert team of employment lawyers, who Mitchell Solicitors, Imperial House, 31 agencies. uncommon for a family to the IoD said: “I am very grateful organise the event, and to Mark to NHS trusts, and the second for a will provide further advice on adopting Temple Street, Birmingham B2 5DB. treasure an item handed down to our friends and colleagues Jones, director of Bonhams, for company servicing the brewery sector. best practice to maximise the prospects of For payments by debit or credit card TO BOOK: the generations, believing it to at Bonhams for providing such hosting the evening and running He described the common causes of succeeding in a Tribunal, and to further call 0114 274 4444 and quote reference Go online to www.iod.com/home/ be of real value. an interesting and entertaining the auction.” business distress. It was often caused by explain some of the practices and procedures 168146.137 local-network/west-midlands/events However, in many cases such evening. a lack of clarity within an organisation, which the Tribunal process entails. If you have any further queries about this or contact Sue.firstname.lastname@example.org items can in reality turn out to be “The mock auction was great • For further details please which could lead to poor accountability. There will be a chance to put questions to seminar, contact Rebecca Bowman via email: of very little monetary value – it fun and many congratulations visit www.bonhams.com Directors often failed to act early solicitors from Irwin Mitchell’s employment email@example.com enough either through a reluctance law team during the course of the morning. or tel: 0121 214 5269 Managing your to recognise problems, or by basing Director Development with the IoD career as a director Brewery trip successfully organised... decisions on poor quality information. The third major cause occured when Date: Tuesday 25 January, 2011 large cash expenditures don’t yield Time: 17.30-19.30 IoD Coventry and Warwickshire committee member the anticipated return, such as capital Venue: Financial Solutions Centre, James Holden had a memorable day out a local expenditure projects, new products that The IoD West Midlands Director Development team will be running the Leading strategic Yorkshire Bank, 1 Temple Row, brewery recently – his recollections are below fail or acquisitions that don’t deliver. Birmingham B2 5YB James Holden, IoD Coventry and following courses over the coming months. change Cost: £15 + VAT (£17.63) members WELL, there you have it massive variation that there its business with concern for Warwickshire committee member For more information on the services Date: Wednesday 27 October £25 + VAT (£29.38) non-members - the IoD Coventry and can be between different kinds the environment. and MD of Leader Communications, provided by the IoD, see pages 10 and 11. Warwickshire branch’s July of hops. The IoD is a great champion spoke about the perfect storm that, in Change is something every business and organisation has to be prepared to face on a This enjoyable and thought-provoking meeting at Purity Brewery, More than all this though, of responsible business and the his opinion, has occurred in the world Effective marketing regular basis. Spotting the time to alter your event will help you manage your career for 2011 and beyond. deep in the heart of rural Warwickshire, proved beyond managing director Paul Halsey gave us a positively inspiring way that Purity has created a new wildlife marsh as a of communications, marketing and PR with the advent of the internet and social corporate strategy can be the difference strategies between business success and failure. Attending the event will enable you question that we can organise talk on how he has fought to by-product of its commercial networking. James looked at the last Date: Thursday 22 September This course deﬁnes the board’s role in to think tactically about your career, the proverbial in a brewery make his vision for a high- activities was genuinely ‘perfect storm’, the advent of the printing leading the organisation and creating a culture maximise opportunities and proactively – and how! quality micro-brewery that uplifting. Watching swallows press in the 1440s and how that led in It’s never been more important to make sure of change. It will describe the strategic issues, tackle any career challenges or threats. If It was the sort of meeting produces great products with hawking for insects in the many ways to the Reformation. your business’s marketing strategy is well opportunities and pressures for change which you have been too busy doing your job to that being a member of the real brand clout come true. twilight of a summer’s evening The changes we are seeing today are a targetted and is delivering real results. This exist within organisations. think about your career, then this session IoD should be all about - a Paul took us on his journey, was a wonderful way to end kind of Reformation as well, according to course will give you some priceless tips that is a wonderful opportunity. great chance to network, a nice shared some of the issues and our evening. James, and change on this scale presents will pay dividends. Venue: All three courses take place at Our speaker, Corinne Mills, meal and a ﬁrst-class learning some of the successes - but, My ﬁnal words: thanks to major threats – and opportunities. IoD Hub, 11 Brindleyplace, managing director of Personal Career experience on several levels. perhaps most important of Paul and his team and look out James has produced a small booklet People mean business Brunswick Square B1 2LP Management, is a regular contributor I for one now know a lot all, he revealed the driving for the UBU in your pub. It’s a that looks at these issues – email him at Date: Tuesday 26 October to the BBC, Sky, ITV and the national more about how a great beer passion that lies behind Purity cracking pint. firstname.lastname@example.org for your free copy. Details and to book: press. is brewed. How, for example, and the success of its range • There is another networking event This course will demonstrate how to gain a different types of barley malt of beers, beers which are now planned for 11 November at breakfast competitive advantage for your business Please contact Stan Woster on 0207 766 8816 or email at TO BOOK: can make all the difference, converting scores of drinkers ‘This was the sort of time. More details to follow. through your people, and will deﬁne the role Go online to www.iod.com/home/ how yeast cultures can to the Purity brand. meeting that being a • Join us at Linked-in. The branch has and responsibility of the director and the board Stanley.email@example.com Alternatively, contact Sue Hurrell at local-network/west-midlands/events massively impact upon brand Above all this, it was good to member of the IoD a listing: see www.linkedin.com/groups? in integrating HR strategy with corporate or contact Sue.firstname.lastname@example.org quality and consistency and the see how Purity was managing mostPopular=&gid=3068807 business strategy. Sue.email@example.com is all about’ 18 IoD West Midlands Autumn 2010 KNOWLEDGE TRANSFER PARTNERSHIPS No trouble’s too tough when you’re backed by a KTP Knowledge Transfer Partnerships are an ideal way to expand your business’s knowledge base and tap into the experience. The company is beneﬁting from access to university facilities, such as rapid prototyping, while specialist Mark Hayward is currently 14 months into a two-year Marketing KTP and is partnered by Paul Hopkinson, 11 months into a two-year Project ������������ ������������������� talents that lie within our universities training in photography and Photoshop Management KTP. Part way through without stretching your ﬁnances, as two has improved its in-house sales and both programmes, the company is companies in the region can testify marketing output. already experiencing a considerable The partnership is clearly successful, return on investment. as Tough Furniture recently won the Mark has made a real impact on the SMALL BUSINESSES face a number Technology, Enterprise and Innovation branding and marketing of Malthouse ������������ of tough challenges in the current Award at the prestigious Shropshire since he joined them in June last year. economic climate. One problem that Business Awards. David Vesty was From a total redesign of the ABDN is commonly overlooked is that of an delighted with the award, and the website, utilisation of digital marketing established and successful business support provided through the KTP. and a £800 Google Adwords campaign, which is doing well, but has limited He said: “The recognition of he has already generated over £110,000 manpower and expertise to drive winning an award is a real boost for the of potential new business. He is also forward the next stage of its business company. What we are able to achieve providing digital marketing knowledge � plan. in a competitive marketplace is being and training to members in the network, Tough Furniture Ltd in Craven greatly assisted and accelerated by the passing on his skills and building Arms, Shropshire, is one such graduate, and professional skills and capacity. successful business. resources made available to us from the Meanwhile, Paul has worked on ���������������������������������������������������������������������������������������������� The company specialises in strong university through the KTP scheme.” the operational side of the business ���������������������������������������������������������������� but attractive furniture to suit the KTP is a UK-wide initiative and by implementing a Lean Training special needs of environments where is open to businesses in all sectors. programme for production staff, ��������������������������������������������������������������������� abuse, carelessness or challenging Partnerships are formed between a improving ﬁle transfers between sites behaviour can occur, such as bail company, a recently qualiﬁed graduate and network infrastructure. This has hostels, residential homes and hospital and a university in order to develop and led to more efﬁcient use and speed of �������������������������������������������������������������������������� wards. see through a speciﬁc, strategic project internet connections. He is currently ���������������������������������������������������������������������������������������������� Led by managing director David for the company. developing a manufacturing resource Vesty, the team wanted to accelerate It may be a short 10-week KTP planning/management information ��������������������������������������������������������������������������������������������� their development plan and harness new or a longer partnership lasting 36 system, which will greatly beneﬁt the months. Businesses in the West business. ����������������������������������������������������������������������������������� Midlands are particularly well The company has beneﬁted from Thanks for the served by a consortium of 12 their partnerships with both universities, ��������������������������������������������������������������������������������������������������� help: Roy Taylor, universities delivering KTPs, which are estimated to have saved them ��������������������������������� MD of Malthouse allowing projects to be matched over £50,000 by accessing the skills and Engineering to the most relevant university resources through the KTP. Ltd, with KTP expertise and resources. Roy Taylor, managing director of ������������������������������������������������������������������������������������������������ Associate Mark Malthouse is a keen advocate of KTPs. ������������������������������������������������������������������������������ Hayward Double success “KTPs are a most effective way for Another enterprising employers and potential employees company, Malthouse to get to know each other while each ���������������������������������������������������������������������������������������������������������������� Engineering Co. Ltd has contributes to the other’s development ��������������������������������������������������������������������������������������������������������� chosen to take advantage of two and expertise. I would recommend them ���������������������������������������������������������������������������������������������������������������� KTPs, tapping into the skills in the right circumstances to both small technologies to draft and design new and knowledge at both Birmingham and large companies. All it needs is products. City University and the University of enthusiasm and commitment from both Wolverhampton. As the UK’s leading sides.” Award-winning partnership steel proﬁler, it leads a partnership of To ﬁnd out more about how ���������������������������������������������������������������� This is where a Knowledge Transfer 17 companies known as the Advanced your company could beneﬁt from Partnership (KTP) with the University Business Development Network a Knowledge Transfer Partnership ��������������������������������������������������������������������� of Wolverhampton came in. Rhys (ABDN). The network operates please call: 0800 068 5023, email: Thomas, a graduate who studied product design, is currently employed as a one-stop shop for buyers and procurement managers with engineering firstname.lastname@example.org or visit: www.wlv. ac.uk/wmktp or alternatively contact ������������������������������������ on a two-year KTP where the transfer of needs. your local university. his expertise and technical knowledge is helping to increase skills within the workforce. He is mentored by an expert ‘KTPs are a most effective way for employers and ������������ �������������� from the university: Rob Cooksey, a furniture design and development potential employees to get to know each other while specialist from the School of Art each contributes to the other’s development and & Design with strong commercial expertise’ Roy Taylor, Malthouse Engineering 20 IoD West Midlands Autumn 2010 Autumn 2010 IoD West Midlands 21 FEATURE: BUSINESS SKILLS IT SPOTLIGHT: ENTERPRISE DATA SOLUTIONS Simple tips on how to win Keep on top of your IT with EDS pitches and inﬂuence people IT is increasingly difﬁcult for SMEs to keep up with the constant evolution in information “IT is a fast-evolving world and our team has to be working constantly technology – and with the economic slowdown to keep up with the changes in IT provisions and equipment, so how, Having trained in engineering and IT, pitch doctor and executive speech forcing many businesses to strip their workforce coach Melanie Smart cut her teeth presenting to dignitaries such as Lord say, an accountant, solicitor or dentist can be expected to keep up, down to only those needed to deliver services Prior. Her pitching skills have won major contracts across Europe with blue directly to their customers, there are few that while staying on top of their own discipline, I have no idea.” chips such as Airbus. In 2008 she represented the West Midlands in UK/ can afford to hold an IT professional on their Andy Bailey MBE, MD, Enterprise Data Solutions Ireland public speaking ﬁnals. She is also an after-dinner speaker and keeps books. her skills sharp as a comic on the stand-up comedy circuit. Yet IT cannot be a peripheral part of any business: few if any organisations would be able “With the bonds scheme customers ‘buy’ interests at heart, and it isn’t just maintenance to function properly without their network of chunks of our engineers’ time and support and and support that the company offers. “Our THE ability to speak coherently and remembered, begin with a bang; don’t say, PCs and servers. The facts are stark for many then cash them in when they need us. It means if consultancy service is geared up to planning persuasively in business is a vital skill, proving “Good morning, it’s nice to be here.” Save businesses: you could not function without your you pay, say, £1,000 for bonds, but don’t use your IT systems in the most cost-effective and credibility and conﬁdence. Why then do so greetings until you’ve captured their attention IT infrastructure; if it ceased to work properly, them for a while, you don’t have the feeling that efﬁcient as possible,” said Andy. many otherwise competent business people fall with your opening line. so your business would also struggle to you have wasted your money. The support is “I am often approached by companies short, when it comes to delivering a speech or Begin with a phrase that instantly connects, function. there, waiting to be tapped in to at a moment’s asking for guidance on what equipment to presentation? a personal story or maybe a quotation. Be But with the economy as it is, it is hard to notice.” buy, particularly when businesses are just Pericles, the great orator and statesman of creative. If your audience has not heard your justify a permanent on-site IT presence. That immediacy of response is key to the starting up, and I’m often concerned that they ancient Greece, observed: “Those who can quotes before, your message will seem fresh and It’s almost the perfect lose-lose situation, to bonds scheme. “Bond holders are treated in the are not buying the right equipment to meet their think, but cannot express what they think, place more original. Even pitches can begin this way, turn a well-known phrase on its head. And that’s same way as annual maintenance contract needs effectively. themselves at the level of those who cannot setting the scene and relaxing your audience why many SMEs in the West Midlands are holders when it comes to getting an engineer out “We don’t act as a bargain place to buy think.” – and oh so refreshing, particularly after your turning to Andy Bailey, managing director of to you: they get priority treatment and we PCs and other equipment: what we offer is Most people begin preparation for a pitch competitor’s 76-slide presentation. Enterprise Data Solutions (EDS), for support. guarantee a response within eight hours – a professional consultancy service whereby in PowerPoint. Whether your aim is to win When you see a doctor, you spend most EDS offers tailored IT support packages to though it is usually far less than that.” customers get the right equipment, which approval, an argument or a sale, your success of the time explaining what’s wrong, the ﬁrms – predominantly small SMEs with fewer There are other beneﬁts, too. will match their needs, both now and in the will depend on how well you connect with your symptoms, how it affects your life. Consider Pitching the message right: Pitch doctor and than 20 PCs on site – and delivers the kind of IT “We have a set tariff for all our engineers for immediate future. audience. Therefore, focus on the spoken word the same approach – build up the problem, stand-up comic, Melanie Smart support and service that larger companies take people who approach us for help when their “We don’t want to just deliver a list of kit: and let your passion out. Use PowerPoint to make it a major part of what you say, prove you for granted. systems are down, but bond holders ‘buy’ in the we ask why you think you need the equipment, reinforce your spoken message. understand and empathise with your audience’s “We’re part of your team,” said Andy. “In a engineers at a lower rate – and we charge in and what your requirements for it are and then The ﬁrst and last 30 pain. comfortable with silence, and you’ll be less way, your virtual IT manager. half-hourly increments rather than by the hour, help you draw up an IT system that meets your seconds have the Like taking a pill, you don’t need the research tempted to ﬁll it with ‘erms’. “We can tailor the support package to match which is another major saving.” needs. “This dialogue is crucial: we only deliver most impact on behind it, just the knowledge that it works. Many speakers and presenters close with, your needs, and your budget, to make sure Bond holders can use their bonds to access an IT infrastructure that’s ﬁt for purpose.” your audience. When prescribing your solution, make it simple “Are there any questions?” Instead, say, “Before whatever happens, your IT doesn’t fail you. ” telephone and remote support services, too. EDS has been delivering this standard of To grab and memorable, use success stories to prove I close, are there any questions?” Answer them. How does the support service work? There “And another increasingly popular option is to service since 1991, and there are plenty of attention your point. Then deliver your killer closing message and are a number of options, Andy said. “What is use them for preventative work,” said Andy. SMEs who can testify to its quality. Andy has and be Rather than a monologue, think dialogue, end on a high note. proving popular at the moment is our Bonds “Clients can specify a set number of bonds to seen many changes in the industry in that time, so it feels like a conversation. When I’m Even highly experienced speakers feel scheme. Like many companies in this ﬁeld, we be cashed in every month for our engineers to and admits to feeling sorry for senior managers working with a client, as we organise nervous beforehand. Feeling butterﬂies in the offer ﬁxed price annual maintenance contracts work remotely on their systems, ﬁxing minor and directors in non-IT-related SMEs as they and hone ideas, although we may end stomach is natural. You don’t want to kill the but if nothing went wrong with the IT during the problems before they grow into larger ones that try to keep up with changes in the world of up with a script, the words evolve out butterﬂies – rather, get them ﬂying in formation. year, customers would often question whether impact on your work.” information technology. of our chats and represents a cleaned- Bill Gates once said: “When you lose a they could have managed without it. It’s clear that EDS has its customers’ IT “IT is a fast-evolving world and our team up conversation, more appealing to customer, you lose two ways. First, you don’t has to be working constantly to keep up with listen to and far easier to deliver. get their money. And second, your competitor “In all these years, they have never once let us down. When equipment the changes in IT provisions and equipment, so As you deliver your key does.” was needed, it’s always been the right equipment for the job, provided how, say, an accountant, solicitor or dentist can points, pause... pause... and pause It’s not always the best solution that wins quickly, efﬁciently and at competitive prices” be expected to keep up, while staying on top of again. Give the audience time the argument, or sale, it’s the best pitch. Get – Patsy Musto, French Encounters their own discipline, I have no idea.” to digest what you’ve just said. professional advice: after all, you wouldn’t “EDS is here to ﬁll the obvious gap in your As you pause, make eye contact consider do-it-yourself law or accounting. workforce: we are your IT department.” with the audience – let them feel One- to-one advice is available even for those your sincerity and passion. Become on lower budgets. “EDS provides that Want to know more? quintessential quality that To ﬁnd out more about Enterprise Data allows other businesses Solutions (EDS), call Andy and “Those who can think, but cannot express what the team on to successfully tackle they think, place themselves at the level of those and expand their 0845 6444774, email him at who cannot think...” business by helping email@example.com or see Pericles, Athenian general and statesman, 495-429BC them to successfully www.edsuk.co.uk. deploy, ‘big boy’s solutions’ on a small EDS are based at business budget” Enterprise House, - Mr D. Smith Beng MD, 130-134 Bristnall Hall Mycroﬁt Networks Road, Oldbury, West Midlands B68 9TX 22 IoD West Midlands Autumn 2010 Autumn 2010 IoD West Midlands 23 LEGAL MATTERS: LOOKING AFTER YOUR STAFF FINANCIAL SUPPORT FOR BUSINESS This is not the time to lose RECENT research by NatWest reveals encouraging signs as Britain looks to recover from the recession. Lending still your grip on key staff Despite difﬁcult trading conditions, top of agenda 33 per cent of SMEs surveyed see growth as an immediate priority for their company, according to research conducted in THERE is a scene in the ﬁlm Ofﬁce Space February 2010 by Continental Research Companies struggling to ﬁght off the effects of the amongst a nationally representative sample at NatWest where a fed up ofﬁce worker takes a baseball economic downturn can ﬁnd themselves vulnerable bat to the ofﬁce printer – a frustration that of 501 GB businesses. many workers will be able to relate to. to raids on their key staff by more successful rivals – Inadequate IT support is perhaps one of the so it’s never been more important to make ROB BAILEY, NatWest Managing Director, most common complaints of ofﬁce workers, sure your team is happy, says Midlands, reiterated the importance of receiving and while this might not seem like a big deal, Fergal Dowling, Partner in the Employment the right ﬁnancial support and highlights that it can lead to the loss of leading lights in the team at national law ﬁrm Irwin Mitchell lending is still available for the right business business. proposition looking to expand. NatWest and RBS have provided nearly half SME Knowledge Hubs can be accessed via: In one case an employee took a pay cut Rob explains: “At NatWest we continue to of all loans drawn with the EFG scheme,” he http://support.natwest.com/ & http:// to move to a competitor simply because his supported and secure they are less likely to look Recent statistics for 2009/10 show that in just listen and work with our business customers added. support.rbs.co.uk. employers had a sub-standard IT network. elsewhere. one year the number of employment tribunal and we are committed to providing ﬁnance to NatWest also continues to participate in the As part of a wider initiative to offer a one- Instead of offering him a new laptop it ended Simple things such as team drinks can go a claims has risen by 56 per cent. commercially sound business ideas. The money EIB scheme designed to deliver cost-effective stop-shop of online support to SMEs, NatWest up costing them a senior member of staff and long way in recognising the effort being put in. But this is not just a symptom of the recession is there to be given to companies that can loans to SMEs in the UK, which was recently has also teamed up with entrepreneurs and six months paid leave for him to get his lawn It’s a cliché but people just want to feel valued and people losing jobs. The majority of the demonstrate strong business credentials and a enhanced with an additional £300million from business website Smarta to offer free, live and up to scratch and tend to his allotment. by employers and a little pro-activity can help to increase is made up of “multiple claims”, where well thought-out business plan. EIB to support SMEs. Additionally, the bank interactive webinars to businesses looking for And where some businesses are feeling the encourage them that the grass on the other side a number of individual claimants lodge separate “We understand that many SMEs remain has launched a number of its own initiatives in advice. Online support varies from live video squeeze more than others with pay freezes, is rarely greener, simply a different shade. claims arising out of similar circumstances. cautious and seek economic stability before support of UK businesses including a £1 billion streaming, audios and presentations covering a bonus cuts and smaller entertainment budgets; Multiple employment claims have nearly investing, but our dedicated locally-based teams manufacturing fund, an SME Customer Charter wide range of topics raised in the SME survey. successful businesses have the funds and Tribunals doubled in the past year alone, with the major can offer sound support to help businesses and a customer support helpline amongst many The ﬁrst webinar was held in May. It was structure in place to be able to offer attractive On a similar note, the number of employment culprit being the gender pay gap. For example, looking to grow. They will provide information other initiatives. run by one of TV’s Dragons, entrepreneur and packages. Because of this, people that will tribunals is rising rapidly and can be an several females might all claim for equal pay on ways businesses can trade their way out of In support of this activity the bank continues Smarta investor, Deborah Meaden; Marcus have an instant impact by bringing with them intimidating prospect for businesses. against the same employer if they ﬁnd out they recession and plan for the challenges ahead. to develop new initiatives that are accessible Peffers, the account director at M&C Saatchi; market share and an established client base are are not being treated equally. “Our recently released lending ﬁgures speak and tailored to suit each business’ requirements. and NatWest Chairman of Small Business, Peter increasingly in demand. This increase is why we have joined forces volumes and highlight that we are indeed Recent initiatives include a free interactive Ibbetson. The trio focused on what businesses We have seen a rise in activity by businesses with the Institute of Directors West Midlands open for business. RBS and NatWest have led business review, which can be found on the need to do to win new customers. to prevent key people moving on and attempts “In one case an employee to present a Mock Employment Tribunal for the ﬁeld to date in distributing funds via the NatWest online SME Business Knowledge Businesses can register in advance to view to stop them from gaining a competitive took a pay cut to move businesses. Government’s Enterprise Finance Guarantee Hub. Businesses can use the review to answer and participate in past and future webinars via advantage through enforcement of any to a competitor simply This is an ideal opportunity to witness “live” (EFG) scheme. We have offered £437.9m of questions on topics such as cash ﬂow and risk to www.natwest.com/businessknowledgewebinars. restrictive covenants. employment tribunal proceedings, which will loans, of which £399.4m has drawn. download an instant report. The report provides Such covenants are being tested more because the old employer be based on a real case presided over by our “Recent ﬁgures from the Department for guidance on how to plan ahead, with the Security may be required. Product fees may apply. Over 18s frequently than in previous years and we had a sub-standard IT own tribunal judge. It will give an insight to Business Innovation and Skills (BIS) conﬁrm option of further support from an experienced only.Your home or property may be repossessed if you do not have seen a marked increase in the number of network...” businesses into disciplinary procedures and the that of the total EFG lending across the industry, relationship manager. keep up repayments on your mortgage injunctions this year – well above the average judicial process that might follow a dismissal. over the past few years. The Mock Tribunal will be supplemented A well-drafted restrictive covenant can prevent former employees taking clients, contacts, colleagues and conﬁdential by additional input from our expert team of employment lawyers, who will provide further advice on adopting best practice to maximise Dunns’ growth plans information with them. However, it is vital that they are professionally prepared to ensure that they are robust enough to withstand a Court the prospects of succeeding in a tribunal, and to further explain some of the practices and procedures which the tribunal process entails. backed by NatWest challenge. We have seen an entire department We hope that you and your colleagues will hand in their notice on the same day to set up join us for what promises to be an interesting NATWEST Customers in the moving from consumer their own niche consultancy, able to take clients and thought-provoking morning. Midlands have been growing and photographic developing for and business with them because of inadequate The Mock Employment Tribunal takes taking advantage of the various chemists to a processing service employment contracts. place on 16 November 2010 at Birmingham initiatives launched by the bank. supporting professional The underlying issue for businesses is Botanical Gardens & Glasshouses, starting at A great example of this is Dunns photographers, especially to keeping hold of their key performers in the 9am until around 12pm, and costs £25. Imaging Group Ltd. schools and event photo- ﬁrst place. Staff engagement has long been If you have any further queries about this The successful and long- graphers where there is a need the buzzword of many HR departments but seminar, please email standing photographic company for volume processing it remains true that if an employee feels firstname.lastname@example.org. from Cradley Heath has acquired combined with packing services. School Diaries Limited after To take it on further, the About Irwin Mitchell securing ﬁnance from NatWest and the EFG scheme. directors approached NatWest Business and Commercial Banking It’s in my diary: Mike Elphick of NatWest, with Dunn’s Gary Denham and Alan Dunn Dunn’s was formed in 1906 by to support the purchase of School IRWIN MITCHELL was established more and Shefﬁeld as well as a consulting ofﬁce Responsibility Index. Other accolades include WH Dunn – the grandfather of the Diaries Limited – the UK’s leading history where we have not only We will ensure we continue a than 95 years ago and is one of the largest in Leicester and two in Spain. The ﬁrm being listed among the top ﬁve Most Diverse present managing director Alan school diary production company – delivered what our customers have tradition of producing a unique law ﬁrms and the leading personal injury was ranked in the Top 50 litigators in the Law ﬁrms in the UK by the Black Solicitors Dunn – to provide a photographic and secured a ﬁnancial package wanted, we have also evolved and range of diaries at the best value practice in the UK. The ﬁrm employs around world by The Lawyer magazine and in 2010 Network and found by The Legal Sector and processing service from his which included using the EFG developed to ensure we adapt to and quality on the market in 2,100 staff and more than 100 partners was named as one of the leading companies Alliance to have the 2nd Lowest Carbon barber’s shop in Lower High scheme. market conditions and trends. By Britain, while using our on-line helping over 200,000 clients a year. There in the country for commitment to local Footprint of any UK law ﬁrm. Street, Cradley Heath. Over the Alan Dunn, managing director purchasing School Diaries Ltd we image handling experience to are ofﬁces in Birmingham, Glasgow, Leeds, communities in the prestigious Business in For more information, past 104 years the company has of Dunns Imaging Group Limited, are deﬁnitely moving forward as a expand the range of printed London, Manchester, Newcastle, Bristol the Community’s (BITC) annual Corporate see www.irwinmitchell.com evolved with market conditions, said: “Dunns has a very proud business. products we can offer to schools.” 24 IoD West Midlands Autumn 2010 TRAVEL MATTERS: CHILTERN RAILWAYS, THE ALTERNATIVE MAINLINE TO LONDON FOR BUSINESS The convenient, reliable way to Delivering regional business support programmes at a local level cut the cost of trips to London With West Midlands Chambers of Commerce Chambers of Commerce LLP (WMCC) point a contact of contact and contracting The the full support of the IoD locally, the West MidlandsLLP (WMCC) provides a singleprovidesofsingle pointand contracting on on behalf of the six Chambers of Commerce in the West Midlands region. the ambition is to be the ﬁrst choice behalf of the six Chambers of Commerce in the West Midlands region. Our ambition is to beOurﬁrst-choice partner for the delivery of specialised and targeted front-line specialised and partner for the delivery of business support. targeted front line business support. By offering a single regional By oﬀering a single regional point of contact, consistent local delivery and a huge huge market reach, WMCC is the ideal model for the point of contact, a consistent localaapproach to approach to delivery and a market reach, WMCC is the ideal model YOU’VE probably heard of Chiltern delivery delivery of dependable specialist regional business for theof dependable specialist regional business support at a local level. support at a local level. Railways. You may even be aware that they You’ve probably heard of Chiltern Railways... know we run run from Moor Street station, right by the from Moor Street... and that our service to London is more Bullring, to London Marylebone, just a few reliable than the competition... but you may not know just UKTI International Trade Services “The West Midlands Chambers is a minutes walk from the West End. development on the long established and You probably know that the service is not as how much money we can save you... UK Trade & Investment is the ﬂagship government organisation which helps UK based companies succeed in the global economy. UKTI proven formula of delivering business fast as the New Street to London Euston trains. provides support through a global organisation of over 2300 staff But that it is considerably more reliable. support through local Chambers of There are also extra beneﬁts like the Chiltern Moor Street taking just 100 minutes to reach and advisers in UK Embassies, High Commissions, Consulates and What you may not be aware of is just how Commerce. Our success in winning Carnet - 12 open return tickets to London London. Trade Ofﬁces. In the West Midlands region local services are provided much money you, or your company, could save and successfully delivering specialised Marylebone for the price of 10. Carnet saves and overseas services accessed through a dedicated team of 29 by using Chiltern Railways for business travel to London. you, and your company, money, time and This follows the £250 million ‘Chiltern International Trade Advisers and additional support staff. government supported programmes is expenses claims as you don’t have to queue or Mainline’ project, one of the biggest private testimony to the viability of our business model. Over the Huge cash savings book up each time you travel. You can even investments in railway improvement works The West Midlands model of delivery is unique to UKTI and has the share the tickets around different people! since the second world war. coming years we hope to expand on this success. Our goal From Birmingham Moor Street, you can leave added value of combining UKTI core services with the complementary at 0815 and pay just £36.20 same day return, With at least two trains an hour to London, Chiltern Railways are managing this upgrade services of the Chambers. is to establish WMCC as the ﬁrst choice delivery partner for and that even includes your tube and bus travel and a regular service back from Marylebone on themselves and are promising business as usual specialist and targeted programmes for business in the West while you’re in London! the hour and at half past, each evening Mondays for the vast majority of travelers whilst the The range of UKTI services provided under the contract is wide and to Fridays, you don’t need to worry about the works take place. Weekend services will be Midlands.” There are no restrictions on which train you varies from adviser services to running overseas trade missions, can use to get home. And no extra costs to come timetable either! affected, but for most passengers it will be the Allen Matty – Managing Director seminars and events plus we undertake a full range of marketing back at a popular time. The Chiltern Clubman trains are spacious normal, reliable Chiltern service. West Midlands Chambers of Commerce LLP and comfortable with power points and tables For more information about your new activity to recruit new businesses onto UKTI programmes. Unlike the Euston line, Chiltern trains all have plenty of table seats with power points. allowing a laptop at every seat meaning your Mainline to London, visit That means time spent on the train can be travel time can be really productive working www.chilternrailways.co.uk/mainline. International Cluster Programme “The West Midlands Chambers of Commerce have a very productive working time. So Chiltern Railways time. The objective of the West Midlands International Business Clusters strong and long standing association with International really do offer great value ‘Quiet Zones’ are available for those who initiative is to promote cooperative actions by companies and their for money for want an extra snooze in the morning or some ‘You can leave at 0815 from suppliers so more international contracts can be secured by acting Trade. Their membership comprises many of the region’s peace and quiet after a hard day in London. exporters and they have always provided a range of Warwickshire Birmingham and pay just £36.20 together than by acting alone. Engaging in the cluster project has in business. complementary services to those of UKTI. The delivery of Faster journey times for 2011 same day return, and that even many cases led to tangible increases in sales with 31% of companies From 2011 journey times on the Chiltern supported enjoying a ‘signiﬁcant impact’ on turnover and a further UKTI services through the Chambers of Commerce across route will be reduced by a massive 20 per includes your tube and bus 22% a ‘noticeable impact’. Over 80% of businesses supported by the the region has provided an integrated service with one cent, with trains from Birmingham travel while you’re in London!’ project have secured new contracts. point of contact to the beneﬁt of companies interested in international trade.” Business Engagement Programme WMCC is pioneering this programme on behalf of Advantage West Doug Mahoney – Regional International Trade Director Midlands targeting over 600 strategically important businesses across UK Trade & Investment the region. The programme seeks to ensure that the key decision makers in these businesses are fully engaged with regional economic “AWM understands the signiﬁcant beneﬁts to the region policy and effectively accessing business support services across the of working closely with strategically important businesses. region. These companies have major potential for growth and are The key aim of this programme is to embed these companies in the a key part of our regional economy. We are committed to region, to nurture and grow their investment and hopefully encourage supporting them to maximise their opportunities. Engaging them to expand their presence. with these companies requires a highly credible and This is being achieved by identifying their strategic and operational professional approach. The Chamber brand has excellent needs, and providing access to whatever advice/support/lobbying is credibility with business and transcends regional, national necessary in terms of meeting their requirements. Our goal is to form and international boundaries. Using WMCC as our delivery long term working relationships that beneﬁt both the companies and partner has opened the doors in a way no other organisation the West Midlands region. could offer.” Richard Hutchins, Deputy Chief Executive Advantage West Midlands WMCC working in partnership with: Check out your new Mainline to London at www.chilternrailways.co.uk/mainline. West Midlands Chambers of Commerce LLP 75 Harborne Road Birmingham West Midlands United Kingdom B15 3DH 0845 074 3515 email@example.com www.wmchambers.co.uk 26 IoD West Midlands Autumn 2010 RECRUITMENT MATTERS: ROBERT WALTERS Trust Robert Walters to get your executive recruitment right Senior level recruitment is notoriously fraught with difﬁculties, which is why you need to engage a consultant who can deliver candidates that are both technically competent and capable of providing real added value to your business ROBERT WALTERS is one of the Understanding world’s leading specialist recruitment your needs: Steve consultancies with 39 ofﬁces in 18 Randall, managing countries. The business was founded 25 director, UK Regions, years ago and has become renowned for believes senior level providing exceptional service to both recruiters have to companies and candidates – service consider issues far which was recognised in 2010 when the greater than just a company won the coveted ‘Best technical suitability International Recruiter’ award at the to do the role. Recruiter Awards for Excellence. The Midlands ofﬁce of Robert Walters, based at 11 Brindleyplace, Specialist: Jo Wake, Birmingham – the same address as the associate director, IoD in the West Midlands – has become heads up Robert established as a premier recruiter in the Walters HR & IT ﬁelds of accountancy, ﬁnancial services, recruitment teams in human resources, information the Midlands technology, the legal profession and executive support. Steve Randall, managing director, UK Regions, has built a team of senior operationally ineffective’ is sure to lead In addition to Robert Walters recruitment managers and experts who to failure. consultants having ‘product recruitment recruit from board level down to “That’s why, when recruiting at expertise’ (eg, accounting and ﬁnance) business support functions. While senior level, it’s vital that you engage its consultants also have ‘sector based’ Robert Walters is proud to be the with a recruitment consultancy that will knowledge (such as manufacturing , ‘recruiter of choice’ for many leading take time to understand your business, distribution and ﬁnancial services), corporate clients (such as Deutsche it’s culture, challenges, opportunities ensuring that when companies engage Bank, HSBC, Bombardier, Unipart, and aspirations, to ensure that the short- Robert Walters to recruit at senior level, Pinsent Masons, McDonalds and list of candidates from which you select we are able to both understand the Rentokil) the ﬁrm recruits extensively from comprises of candidates that are product and sector speciﬁc requirements Law angle: (below) for SMEs throughout the Midlands, not only ‘ﬁt for purpose’ but will help to of the client. Robert Walters also Richard Bailey, particularly at senior management and drive you and your business forwards.” regularly arranges sector-based director, heads up board level. No two recruitment exercises are the networking events for clients, providing the legal recruitment Typically, staff recruited by Robert same, particularly when hiring at senior the opportunity to network among like- practice at Robert Walters on behalf of its clients in the level. Robert Walters has proven minded business professionals and Walters Midlands Midlands include: methodologies that can be applied to debate the challenges and opportunities • Finance director ensure a rigorous and high-professional that exist within their respective • Human resources director service is delivered, but each campaign business sectors. • IT director is tailored to the speciﬁc needs of the • Business transformation / client, from the agreement of the Want to know more? change manager recruitment process to the structure of • Head of legal fees and how to market the role most For further information on how • Chief operating ofﬁcer effectively. Robert Walters could assist you when • PA to managing director Of paramount importance is that the you are next recruiting, please candidates considered for any role contact Steve Randall for a “When recruiting at senior level into receive a positive experience, which in conﬁdential discussion on any organisation, it is essential to get it turn reﬂects positively on the client and 0121 260 2500 or 07771 507036 or right,” says Steve. “Not only do you just might lead to a business referral firstname.lastname@example.org. need to be conﬁdent of the competency and recommendation! See also www.robertwalters.com of the candidate to do the job, you need to consider their cultural ﬁt, personal “When recruiting at senior level, it’s vital that you engage with a recruitment chemistry, commercial acumen and their ability to really add value: these consultancy that will take time to understand your business, it’s culture, are attributes that are of equal challenges, opportunities and aspirations, to ensure that the short-list of importance. candidates from which you select from comprises of candidates that are not “To be ‘technically brilliant but only ‘ﬁt for purpose’ but will help to drive you and your business forwards.” 28 IoD West Midlands Autumn 2010 Autumn 2010 IoD West Midlands 29 TRANSPORT & LOGISTICS TRANSPORT & LOGISTICS ARGOS Cargo Respected European logistics expert System brings gives green light to hi-tech system transport and BEFORE ARGOS TRT began marketing this new service, they talked at length to Ramon Tremosa, Positive support: Spanish MEP and Professor at Barcelona University, Ramon Tremosa, logistics sector member of the European believes the ARGOS Cargo System Parliament and a member of the will help drive Europe into a period Commission for Transportation. of economic growth into the Ramon is also a University Professor at Barcelona University and the author of several books about logistics. ARGOS has consulted him 21st Century about the eﬀects of the utilisation of the service in the economies of the countries where the service is economic recuperation. It is clear to experts such as Mr Tremosa that ARGOS will improve being oﬀered. the quality service in the logistics According to Mr Tremosa, the and transport industries. COMPANIES looking for the next generation of type of service ARGOS will deliver Companies will be assured by the transport and logistics operations now have will help the internationalisation of correct drafting of contractual the chance to embrace 21st century the businesses involved thanks to agreements on behalf of the technology with a new, state-of-the art online the reduced costs in logistics and companies to beneﬁt that much more from transport companies, the increase service from ARGOS Cargo Systems. the guarantee of hiring the services of their operations. They will be able to increase in internationalisation that ARGOS will bring, After four-and-a-half years of development transport companies which deliver real quality. their market and improve the quality of their and the use of the latest in IT technology and and studies and an investment of just over a For Mr Tremosa, ARGOS will have a positive logistic operations. As Europe continues to the improvements to the environment. It million euros, ARGOS will oﬀer its new logistics eﬀects in each country in which it operates: emerge from diﬃcult economic conditions, would not be surprising if the European and haulage service from October 1 across the cutting out the middle man enables ARGOS will be a real bonus in aiding this Commission became interested in this service, UK, Spain, France, Italy and Germany. Transport and logistics throughout Europe can follow the load’s progress online – which is their proﬁtability by eliminating the middle- will never be the same again. particularly useful if you need to make an men in the logistics industry who don’t add ARGOS Cargo System is a market place of urgent decision over the load during transit. any value to the service. logistics and transport companies that allows The ARGOS system has a ﬁltering system In addition, making their vehicles available businesses to contact carriers of proven quality through the internet. For the ﬁrst time in the which allows users to see the service quality delivered by carriers, as well as the economic to ARGOS Cargo System clients should ensure an end to empty return loads: full return loads YOU DECIDE... you are either in or you stay in the 20th Century logistics and transport world it will be possible health and solvency of the companies you will should be possible as the system links hauliers to contract a carrier with quality data via a be dealing with. At a stroke this gives you the up to new clients and helps to really marketplace website. peace of mind that the companies entrusted internationalise their business. The online system allows the user to track their chosen carrier’s vehicles; arrange them in with your logistics will be able to deliver, and eliminates companies that do not meet the ARGOS has had meetings with the various Chambers of Commerce and transport THE ARGOS CARGO order of their average grade of quality service; and be able to negotiate with suppliers service standards required. The ARGOS Cargo System is an essential tool associations throughout the United Kingdom in the run-up to the system’s launch, and they SYSTEM GIVES YOU without using the telephone – the complete for all companies looking for quality logistics at have oﬀered their support as they can see the use of online technology. a fair price. It is estimated that by cutting out huge advantages of this new system. Already But how can you contract a transport the logistics mediators who usually organise ARGOS has signed up a number of companies » » Online connection between companies such things for companies, you can see keen to make full use of this new, and carriers company in a foreign company when you don’t speak the language? One of the biggest logistics costs reduced by 10% - 40%. advantageous system. » » Evaluation of the service quality and advantages of the ARGOS Cargo Systems Furthermore, the system will have a positive ARGOS believes future clients of this system economic viability of both parties marketplace is that users contact, negotiate inﬂuence on the environment as one of the will be those companies concerned about the » » Signiﬁcant cost savings on logistics and close transport operation contracts in their principal aims of the ARGOS Cargo System is to environment, those interested in making sure operations own language direct with companies in other avoid empty vehicle loads and incorporate the they pay a fair price for their logistics and countries thanks to a simultaneous translator IT technology that permits a continuation of furthermore, incorporating the CIT technology. » » Instant onscreen translation in whichever on the system into whichever language is tracking the time and resources. At the same On the behalf of the transport associations, language is used by either party required. time, it will help companies looking to enter they have indicated that all of the companies » » Latest CIT technology Transport companies can eliminate their new markets for the ﬁrst time as it will give operate with quality service. administrative tasks as the ARGOS Cargo them the logistics back-up they need at a fair What makes ARGOS stand out is that any » » View companies’ quality standards before System team will sort it out automatically, price. transport company that publicises its services you contract them, ensuring only easing your workload. For the carriers who will be transporting the via the system will be assessed on their service companies concerned with high-quality As soon as order has been placed, the client goods, this is a unique opportunity to increase quality. Having the evaluative system for the logistics are in ARGOS transport companies in each country, the user Register by October 5 at will be able to compare the information through the website from 1st October 2010. REGISTER... on OCTOBER 1ST and use the system FREE until 31st October, whether www.argostrt.com to You can access the system and all the oﬀering either a vehicle or a cargo load. claim your FREE use of advantages through the website at www.argostrt.com. the system until As a special oﬀer, all companies that register on 1 October will be able to use the system October 31 – worth €150 free until 31st October, oﬀering either a Telephone 0203 318 2586 Email: email@example.com vehicle or a cargo load. (£125 at time of press) 30 IoD West Midlands INTERNSHIPS... and THE PROBLEMS OF NON-FINANCE AWARE MANAGERS Autumn 2010 chilternrailways.co.uk Graduate sees value of intern programme Work, rest AFTER three years of hard work – and even harder socialising – at university, I was eager for the In May, graduate Steven Mroczkowski joined John Phillips and Sue Hurrell in the IoD “I have employed a number of young people on work experience but this was a ﬁrst in terms of and pay less with an Off Peak West Midlands ofﬁce as a graduate intern. He real world. employing a graduate and it has Not really understanding the relates below some of his experiences and been great to have a bright young stark reality of the job market – aspirations for his future, and talks about the person working in our small team. like many other graduates, I presume – I expected the transition from graduate to good employment value he has gained from the programme the IoD itself, which was happy to My internship ﬁnishes shortly “For example, Steven was able to make detailed ofﬁce plans for our new hub and I felt comfortable Travelcard. to be straightforward. participate in a programme it was and with that in mind, I need to delegating this important project. Whether this was brainless urging others to back. secure a starting point for my “The regional ofﬁce has recently naivety on my part, or the failure In my time at the IoD, I have career, and I remain very open- gone through an extremely busy of the university to prepare me for met many interesting people, and I minded to all business time with our move to a prestigious the state of the real world, is a can understand why John and Sue opportunities which may present. new ofﬁce in Brindleyplace, a topic up for debate. But very enjoy their jobs. series of events to organise and quickly a feeling that the business Every day is different and there • John Phillips, regional director continuing commitment to world had bigger things on its are many challenges. I’ve received for West Midlands, writes: “This supporting our members through mind than taking on recent some great advice and support, for scheme has been really successful, hard trading times. graduates became very clear. The which I am extremely grateful, and with around 500 graduates placed. “In return for Steven’s enthus- realisation of the need to obtain developed skills in event manage- More than half of them found full- iasm and help, I have committed to more business-world experience ment, marketing and customer time employment with SMEs who support him with his job search. and a desperate need for purpose service as well as put my would not normally consider “Therefore, if any readers made me research internships. computing skills to practical use. taking on a graduate. require a ﬂexible, willing young Thanks to the West Midlands The IoD is very much a people- “Sadly, funding for the scheme graduate able to hold his own in a graduate internship scheme, which business centred on its members, has now closed but all those busy ofﬁce environment you could was so enthusiastically supported and I feel my degree in computing involved can look back on the save all the uncertainty and by IoD West Midlands and its and business studies has enabled project with pride, and Advantage expense of the job selection chairman, John Rider, I was lucky me to understand at least some of West Midlands should take the process by contacting Steven at our enough to ﬁnd a placement – with the challenges faced by them. major credit for making it happen. regional ofﬁce on 0121 643 7801.” Visit London Everyone needs to ‘get’ ﬁnance for less with A RECURRING theme I’m getting from my Non-ﬁnancial managers more worryingly, sometimes at higher levels clients centres on the role of their operational managers and their ability to perform back- have to get to grips with their impact on the too) that needs covering off is the difference between a proﬁt and loss item and a cash item Chiltern Railways. ofﬁce functions as well as their other duties. – for non-ﬁnancially trained people, this can To me, an effective operational/area/regional business’s ﬁnancial position, often be quite confusing. Travel direct to London from 0815 for manager should operate as any business person and understand their And as for the balance sheet – I’ve seen the would and have a full grasp of at least the role within it, says very mention of them cause some managers’ just £36.20, including Tube travel, then return spectrum of business basics. Paul Hooper-Keeley eyes to glaze over in an instance. Unfortunately, it seems that far too often, Operational managers should be encouraged any time the same day at no extra cost. some people operating at this management level to perform a basic reality check on their Whether travelling for business or pleasure, want to focus solely on the operational delivery My solution would be to visit these managers business unit’s monthly activity. Is the revenue of a service or product line and avoid the in their ﬁeld centres and give them a basic stream at the expected level? If not, why not? with generous space, more tables, plug points paperwork and administration associated with business grounding in proﬁt and loss, cash, Have all the costs gone through in the this management role. budgets and forecasts, etc, and perhaps even the period and been recorded in the proﬁt and loss at every seat and with more of our trains This lack of back ofﬁce focus leads to basics of what a balance sheet is. account? Have HR been informed about any running on time, you’re sure to purchase orders not being raised or raised in A formal head ofﬁce training course doesn’t new starters and/or leavers? arrears, invoicing left until the end of the month allow you to gauge the level of knowledge The aim of ﬁnance training for operational enjoy a comfortable trip. (the company is losing out on the collection transferred to this mass gathering. Small, local managers is not to produce a multitude of of cash in a timely manner) and paperwork groups allow you to tailor learning requirements accountants all around the business – it’s to have returned for amendment of basic errors or left in to the manager’s level of knowledge and needs, all-round business-savvy operational managers ‘in-trays’ for long periods of time. who can use the IT at their centre to demonstrate managing effectively at the sharp end of the These are all common causes of month- that the training received has been properly business. end issues in revenue recognition, payment absorbed to the trainer’s standards – or an For a professional manager in an enlightened applications and the late collection of debt, immediate refresh delivered if required. business, that should not be too much to ask. adversely impacting on the working capital. It also gives the managers the chance to ask £36 The easy responses to these issues include: • Paul Hooper-Keeley is the IoD’s 25th .20 questions in a more informal setting (which “Do nothing – they need to remain focused they may not ask in a more formal head ofﬁce chartered director and MD of Intervallum Ltd, BIRMINGHAM MOOR STREET TO FROM solely on operational output”, or, at the other training room) and brush up on other areas that a provider of interim ﬁnance director services extreme: “Get them on a structured head ofﬁce they may not be quite up to speed on. (www.inter vallum.co.uk). LONDON MARYLEBONE course on ﬁnance for non-ﬁnance managers”. Another frequent grey area in the ﬁeld (and, Contact him at firstname.lastname@example.org Prices correct at time of going to print. Travel time restrictions apply Monday to Friday only.