B4 Buckinghamshire Issue 2

BUCKINGHAMSHIRE EDITION

B4

Magazine

ISSUE 2 AUTUMN 2012

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CO N F E R E NC E

N ET W O R K I N G

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E DU C AT IO N

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CO M M U N I C AT I O N

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M A R K ET I NG

P R O P E RT Y

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Turning Recession into Opportunity We hear how Risk Management Security Services are thriving in a difficult economy

Sideburns, Chimps and Marginal Gains British Cycling’s Lessons in Business with Fairweather Insurance Services

The Business of Dreams Blood, sweat and tears and then what? We ask Mike Clare what comes after a massive business triumph

B U I L D I N G

B R I D G E S

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B U S I N E S S E S

B4 FORTHCOMING EVENTS 2012 / 2013 OCTOBER SEPTEMBER

THURSDAY 11th

THURSDAY 27th

B4 Berkshire Ambassadors Event

B4 Oxfordshire Non Members Event

at Oakley Court, Windsor 6pm to 8pm

at malmaison, Oxford Castle Quarter 6pm to 8pm Open To All

Open to B4 Ambassadors And MembersOnly Plus One Guest Each

NOVEMBER TUESDAY 13th B4 Platinum Ambassadors Event at Rhodes House, Oxford 6.30pm to 8.30pm

SEPTEMBER THURSDAY 27th B4 Oxfordshire Workshop at The Kings Centre, Oxford 12.30pm Open To All

SPONSORED BY

Open to B4 Platinum Ambassadors Only Plus One Guest Each

DECEMBER WEDNESDAY 19th B4 Christmas Lunch at Pembroke College, Oxford 12pm to 4.30pm This Is A Paid Ticket Event

MAY THURSDAY 23rd - MONDAY 27th 2013 B4 Bike Ride Edinburgh to Blenheim Palace, Oxford

DECEMBER

Open To All But Please Note There Is A Charge For This Event

DATE TBC

SEPTEMBER TUESDAY 18th

B4 Oxfordshire Ambassadors Event

The 2012 Oxfordshire Restaurant Awards

at Williams F1 Conference Centre 6pm to 9pm

at malmaison, Oxford Castle Quarter 6pm to 10.30pm

Open To B4 Ambassadors And Members Plus Guests

This Is A Paid Ticket Event J > ; EN < E H : I > ? H ;

RESTAURANT

AWARDS SEPTEMBER THURSDAY 6th The B4 / MGroup Golf Cup Final at Studley Wood Golf Club 12pm Qualified Teams Only

To register for all events see the B4 FORTHCOMING EVENTS link on the www.b4-business.com home page.

If you need assistance registering or would like to find out more about B4 Events, please call us on 01494 373183.

Interested in becoming a B4 Member from as little as ÂŁ150+vat per annum? Call Us Now On 01494 373183

B U C K I N G H AM S H I R E

B E R K S H I R E

B4 Platinum Ambassadors We would like to thank our B4 Platinum Ambassadors for supporting B4 Buckinghamshire, Oxfordshire and Berkshire. To find out more about joining them and over five hundred B4 Member companies, please call us on 01494 373183.

OX F O R D S H I R E

Residential Letting · Property Management

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meet oxfordshire

With annual memberships starting at £150+VAT*, entitling you to a business directory listing and unlimited press release, event, job vacancy and offer uploads, it’s no wonder our membership is increasing daily.

Members are also invited to events in all B4 areas, up to 12 per annum. Call us now on 01494 373183 to book your membership or e-mail sales@b4-business.com for more details.

The B4 Website – the most efficient way to network your business from your PC! *Quoted rate is Membership for single person businesses. Rate increases for 2 to 5 employees to £250+VAT, 6 to 20 employees to £375+VAT per annum, £500+VAT for 21 to 50, £900+VAT for 51 to 100 and £1200+VAT for over 100 employees. The Ambassador scheme is separate and subject to a different charge.

B4

Base Camp for Team GB Rowing and Canoe Sprint Teams

An inspired choice of venue The Oakley Court Hotel has vast experience of hosting major conferences in stunning surroundings making it an inspired choice of venue. Hold your conference at Oakley Court and you’ll impress, captivate and inspire your delegates.

We guarantee the very best in service standards offering conference suites and executive boardrooms within a prestigious location. Our unique rooms range from original rooms in the Mansion House which are over 150 years old with high ceilings and original features, to a purpose built function room called The Boathouse on the banks of the River Thames.

It’s not only the picturesque riverside setting that creates the wow factor; extensive leisure facilities, fine dining and impeccable service all play their part in creating a memorable conference.

At A Glance UÊDedicated Meeting and Conference Coordinators UÊ virence facilities for up to 170 UÊExecutive boardrooms for 4 – 30 UÊExtensively equipped to meet your requirements

UÊ ÕÃ iÃÃÊÃiÀÛ ViÊÃÕ«« rt Complimentary water UÊ UÊ Õ ÞÊÃÌ V i`ÊÃÌ>Ì iry kit Use of leisure facilities for overnight UÊdelegates – indoor pool, gymnasium, tennis and 9 hole par 3 golf course

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The Oakley Court, Windsor Road, Water Oakley, Windsor SL4 5UR. 01753 609988 www.principal-hayley.com/theoakleycourt

www.b4-business.com Contacts If you want to contact B4 Magazine Telephone: 01494 373183 info@b4-business.com Publisher B4 Magazine is published by Designs On Ltd, The Firs, Headington Hill, Oxford, OX3 0BT Chairman Colin Rosser colin@designs-on.co.uk Editor Richard Rosser editorial@b4-business.com Art Editor Keith Simpson artwork@b4-business.com Assistant Art Editor Rob Scotcher rob@b4-business.com Assistant Editor Lorna Dodson assistanteditor@b4-business.com B4 Events Tina Rosser events@b4-business.com Proofreader Sue Rosser Editorial contributors Jess Houtby Laurence Cruse Louise Esplin Lucy Holmes Michael Barratt Phil Strachan Sue Rosser

welcome to B4 Welcome to Issue 2.

It’s funny how major events can be used as an excuse not to make decisions, held up as the big hope for a surge in business, yet blamed for poor trade, and more decision making delays once they’ve been and gone. At the time of going to press, a large local event was cancelled, claiming that it had been hit hard by the Olympics. Do me a favour! How many people went to the Olympics? If it’s true that the rest of the country was on the web with me trying to unsuccessfully get tickets most evenings, then there’s a fair amount of disposable income still waiting to be disposed of!

Blaming a fantastic Olympic games for poor trading is, quite frankly, lazy. Ridiculed by many as an accident waiting to happen, a poorly organised, overly bureaucratic machine doomed to failure, the Games were also seen, apparently, as an opportunity to treble business, to lure in stray tourists……believe me, they’d have to have been pretty dozy to wander from the heart of the East End to the extremes of the Thames Valley!

Studio Photography Gleed Photography www.gleedphotography.co.uk Subscriptions For free Subscription, please contact: Telephone: 01494 373183 info@b4-business.com

As the B4 community expands, places at events will be at a premium, so if you want to take advantage of the excellent connections that B4 can provide your business with and you’re not yet a member, please give me a call on 01494 373183.

www.stonestheprinters.co.uk

32. A Good Time for Business Growth With Urban Media

With First Move

Each business with a Buckinghamshire postcode is entitled to one free copy per issue.

For additional copies and for businesses outside of Buckinghamshire, there is an annual subscription charge of £25.

B4 Magazine is printed by

With Fish Partnership

36. An Engaging Bottom Line

Enjoy B4!

© Designs-on Ltd and B4 Magazine.

Whilst every attempt has been made to ensure that the content of this publication is accurate and correct in every way, the publishers cannot be held responsible or liable for any inaccuracies or errors within the publication. Information reproduced from this publication is permitted with the express permission of the publisher and the advertiser, where relevant. All information is correct at time of going to press.

26. Sitting Comfortably with your Accountants?

But this epitomises a British mentality that we are, hopefully, casting aside as we endeavour to come out of recession. Let’s get on with it and not fabricate excuses where it suits; let’s enjoy these events, not get deflected by them; let’s feed off the incredible surge of goodwill generated by the Olympics, not blame something that happened over one hundred miles away for a dip in trade; let’s aim to deliver like Lord Coe did, in spades, and not allow the procrastinators to slow us down. Look at India, Brazil, China all increasing their share of the world’s trade. If we don’t cut this blame culture out, then we will get left behind.

Hopefully slacking is something we can’t be accused of at B4. In the last six months, we have successfully launched in Buckinghamshire and Berkshire giving us a vast territory to develop across the Thames Valley. The recent B4 events featured on page 18 were a great success, in the most part due to our wonderful hosts, The Vineyard, Aylesbury College and Blenheim Palace, and to over four hundred B4 members and guests who attended. With a B4 community of over five hundred member companies, B4 is growing rapidly, and with a new telesales team in place, it’s an exciting time at B4. We have a busy calendar of events over the next few months to look forward to and lots of cross county networking opportunities for our members.

B4 Photography Rob Scotcher Carli Adby Gleed Photography Hills & Saunders

Inside

Richard Rosser Editor

About

B4

Magazine

B4 Magazine was established to provide Oxfordshire businesses with a clear voice to raise their profile and to help businesses connect. With B4 Berkshire and now B4 Buckinghamshire, we hope to achive greater success now that the model has been established and refined. Direct mailed to three thousand business decision makers in Buckinghamshire every quarter, and with a further four and a half thousand copies circulated to key outlets, featured businesses and made available at B4 events, we hope to make our mark in Buckinghamshire businesses. See more at www.b4-business.com.

B4 is funded by paid for display advertising and editorial, although some editorial is granted without charge at the discretion of the Editor. Please call us to find out how you can get involved.

WHY NOT FOLLOW B4 MAGAZINE AT @B4Bucks

45. HP Partners with Bucks New University To Launch new Learning Programme

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24 Turning Recesssion Into Opportunity: How Risk Management Security Services are powering ahead.

26 Sitting Comfortably With Your Accountants: It's a long way from High Wycombe to Mexico!

LEAD

ADVICE

30 Sideburns, Chimps and Marginal Gains: British Cycling's Lessons in Business.

48 360 Degree Planning for Legal Peace of Mind: We meet BP Collins LLP's Karl Wingfield who stresses the importance of planning.

50 Is It Too Late?: For Norwegian blue enterprises? Can the poor business be saved?

28 SERVICES

28 Brewing Up A Rather Special Kind Of Magic: B4 Platinum Ambassador, Phil Strachan, explains the importance of a well thought out brand.

32 A Good Time for Business Growth: Urban Media's Elton Bocock tells B4 that there is plenty of growth in the economy.

39 Whay All Small Business Owners Should Master Email Marketing: Dangerously good marketing tools from intouchcrm.

47 Momentum: The best way to predict the future is to create it.

13 NEWS

13 B4 Members News 20 B4 News 21 HR2YOU

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60 R&R

60 B4 Paris to Oxford: We did it! We cycled 270 miles from Paris to Blenheim Palace in Oxford. Mad? Probably!

52 How Order Fulfilment Can Save Costs Whilst Increasing Sales: Part 2 of the story of Modern Direct Marketing from First Move.

54 London & Counties Office Supplies: Your trusted managed service provider.

62 Health Vending Goes Hand-inHand with Lifestyle Choices: Jonathan Hilder of the Automatic Vending Association highlights some key choices we all face.

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B4 contents 18

SPOTLIGHT 18 3 B4 Events in 10 Days: A tall order?

Blimey it was, but over 400 guests laterâ&#x20AC;Ś..

34 Policing The Budget: Thames Valley Police Chief Constable, Sara Thornton, talks to B4's George Ramsay.

36 An Engaging Bottom Line Figure Is Normally The Result of a Number Crunching Proposition.

40 The Business of Dreams: After successfully establishing and selling his own business, Mike Clare moves on to a new, exciting venture.

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56 Chiltern Railways: Gold for Service

THE WIDER B4 63 THE WIDER B4 INTRO PAGE 64 The Vineyard: Eat. Sleep. And Drink Wine.

66 Regaining Reputation: The Vineyard's Executive Chef, Daniel Galmiche.

68 Jolly Hockey Mics!: B4 Ambassador, Nick Irvine, of Bloxham School, is also the Olympics 'Voice of Hockey'.

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EDUCATION

70 Bearwood Lakes: So much more than a first class golf course.

44 FOR BUSINESS at Bucks New University: A spotlight on Bucks New University's business engagement team.

72 The Main Event: James Bond at the Palace? We get all shaken and definitely stirred at Blenheim.

45 HP Partners with Bucks New University to Launch new Learning Programme.

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58 Business Engagement: Aylesbury College demonstrates how business engagement helps to develop workforces of the future.

Haslams Chartered Surveyors: We talk to the Partners of Haslams and find out more about the firm and their outlook for the economy.

78 Oxford Studies Encourage Santander to Expand Presence: B4 Ox lead article on Santander Corporate Banking's new Oxford business centre.

81 BDO: Thames Valley business prospects improve as two thirds witness growth.

82 A Real Passion For Food: B4 meet the impressive Philip Baker of Passion for Food.

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CONTACTS 9

Join the B4 Community 2

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So What is B4?

B4 is the fastest growing business to business network, providing over 500 businesses in Oxfordshire, Berkshire and Buckinghamshire with four great platforms to promote and connect their businesses. It's a business network with a difference where we facilitate face to face contact with other Members at B4 events held in iconic locations.

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4 Effective Platforms to Help You Connect 1

B4 Magazine - Packed with great features, news and promotional articles mailed free to 3,000 business decision makers (separate circulation of 3,000 in each county)

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B4 Website - Upload press releases direct to the site and promote forthcoming events and seminars. All B4 articles printed are uploaded to the business directory on the site.

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B4 Events - Meet other B4 members at high quality B4 events in Oxfordshire, Berkshire and Buckinghamshire...Why not even bring a guest?

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B4 Workshops - Promote your business to other B4 members at our workshops, a great way to get your message across.

Why Become a Member?

Memberships are specific to one area, not all, and gives your business a listing in the back of your chosen area B4 Magazine. A listing on the business directory of the relevant B4 website but access to all B4 events in all areas (restrictions may apply due to capacity limitations and we do have some Platinum Ambassador only events). Members can also promote their status on company e-mails and websites with our new B4 Member icons

Why Not Upgrade to an Ambassador?

Becoming an Ambassador gets a face to represent your business in the B4 community. Your chosen Ambassador will feature alongside your listing in the magazine directory, on your on line business directory listing and also in the Ambassadors’ section on the B4 website. Being an Ambassador gives you something in common to approach other B4 Ambassadors throughout the network.

The rate to become an Ambassador is £250+VAT per annum.

Become a B4 Member in less than 24 hours Here's what we need to get you started: 1. Your Logo - high quality is a must and in one of the following formats: jpeg, eps, pdf, ai 2. Between 50 and 300 words about your business - See the website for some great examples 3. Basic contact details - Basic contact details e.g. Address, telephone number, email address Our system will automatically generate a user name and password (which you can change) and you are ready to put up your first Press Release. But Don't Worry! There's a helpful online guide to assist you and we're always at the end of the phone.

Join B4 for as little as £150+VAT per annum B4 Membership is based on your number of employees and not the number of staff who could attend events: Rates start at just £150+VAT for sole traders and other single person entities.

Rates increase to £250+VAT for 2 to 5, £375+VAT for 6 to 20 and so on. See www.b4-business.com for full details.

What about Editorial in the Magazine?

Looks complicated? Well it's not! We can set you up to have your picture taken at our associate's studio. We can get one of our freelance PR or Editor to interview you. You have Full Editorial Control so, nothing's printed without your agreement. Editorial pages start at £500+VAT and we can do almost all of it for you! Just ask!

Get Connected to our Growing Community Now:

Call Us Now - 01494 373183 B

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F i n a n c i a l

B4 news An Outstanding Performance! from the Dorney Lake Olympic venue across the river.

With rowing events starting the following day, the team were unable to attend the Olympic Opening Ceremony at the Olympic Stadium on July 27th but instead were treated to their own “Best of British” celebratory dinner at the hotel – a fitting way to start two weeks of supreme effort and medal winning performance.

Special security measures were in place at Oakley Court for the Games but lucky guests were treated to impromptu photo calls and autographs as athletes returned to the hotel with their medals across the riverside lawns.

duration of the London 2012 Olympic Games.

Congratulations to the whole of Team GB - an outstanding performance! We are proud to have played a part in your success.

The athletes were an inspiration to us all, winning the FIRST Team GB Olympic gold medal and bringing a total of 29 medals back to Oakley Court

For more information please contact Rachel Pearce, Sales Manager on 01753 609988 or email rachel.pearce@principal-hayley.com

Golden Girls, Katherine Grainger and Anna Watkins at The Oakley Court

As we say “Goodbye to the Glorious Games” The Oakley Court Hotel, Windsor (a B4 Berkshire Platinum Ambassador) is proud to have played host to the highly successful Team GB Rowing and Canoe Sprint Teams for the

Webshotz Video Offer from Take One Like most of us, are you looking at new ways in which to generate new business and jump one step ahead of your competitors during these financially difficult times? We all recognize the power of television and how the moving image can express more than the written word. TV advertising is acknowledged to be the most powerful medium available, but is also very costly and few of us could afford to produce a 60 second TV commercial. However at Take One we can provide you with the ability to produce your own 60 second TV commercial at a very affordable price.

It would take no more than an hour of your time in our Green Screen studio in High Wycombe. We will give you some free tuition in presentation technique and help you get the best value out of your 60 seconds; all we need you to do is work out the messages you wish to say. We will incorporate your company logo at the start and end of the programme and include up to 4 ‘on-screen’ captions or photos of your choice.

Our ‘WebShotz’ package is a powerful way to boost your search engine ratings and add a touch of professional television to your web site.

For more information on this offer, please feel free to call Karen Pawlowska on 01494 898919 quoting B4WEBSHOTZ.

Property Costs – Unexpected Reductions Buying property became cheaper twice last week. The Bank of England and Treasury are making £80Bn available to banks at low interest rates, but only on the condition they pass it on as cheaper loans and mortgages. Some major mortgage providers are already offering cheaper deals.

More great news for purchasers was the decision by a leading tax planning company to increase the Fee Insurance cover on its stamp duty mitigation

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strategy from 9 months to 4 years. Now, whenever a taxpayer has paid to use this company to legally avoid paying stamp duty land tax, their fees are insured for the same 4 year period that HMRC has to argue that the tax planning strategy hasn’t worked and the tax should be paid.

A No Win-No Fee plan with No Financial Risk makes this a winner. Further information from Your Money Friend Ltd. www.yourmoneyfriend.co.uk

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Join us on our 350 mile trip from Edinburgh to Blenheim Palace in Oxford next May. Having completed the 270 mile trip from Paris to Oxford earlier this year, we are doing it again next year, leaving from Edinburgh on May 24th, having travelled up the day before, cycling back through Newcastle, Leeds and Birmingham before the final leg to Blenheim Palace on Monday May 27th (Bank Holiday Monday).

The ride is open to everyone, and we already have a core of 12 cyclists who were on the trip earlier this year, plus a few friends who have already signed up. Cyclists will be expected to have a decent road bike and achieved a minimum level of fitness. Further details are available for all those interested.

The cost of the trip is ÂŁ850, which includes professional guides, a medic, mechanic, all accommodation,food and support team costs. If you are interested, we do have a payment plan option to help you spread the cost over the next six months.

We are currently adding to our list of preferred charities and hope to make further announcements soon.

So why not pick up the phone and get involved Ă? it will be a trip to remember.

Call 01865 742211 today or e-mail editorial@b4-business.com

Communication Partner

Media Partner

Support Vehicle Partner

2013 preferred charities. More to be announced.

Fitness Partner

Finish Line Host

B4 news Car Giant Appoints Risk Following detailed assessment of their requirements, Hyundai have selected Risk Management Security Services as their security provider at their Head office in Wycombe. Also, Risk have secured a long-term contract to provide Manned Security Services for Abingdon Business Park. This adds to a substantial Risk portfolio of Business Parks throughout the Thames Valley.

Specialists in security services within the private

and public sector throughout Buckinghamshire, Berkshire, Oxfordshire and Northamptonshire.

Risk Management Security Services was established in 1976 and has developed as a market leading security company in the provision of Security Guards, Security Patrols, Keyholding & Alarm Response Visit www.riskmanagementsecurity.co.uk for more information.

From Dancer to Successful Executive The Automatic Vending Association (AVA) is delighted with its newest recruit, Annabelle Goodenough, who has waltzed in and quite literally taken the vending industry by storm!

With a degree in Contemporary Dance from Northampton University, Annabelle wasn’t an obvious candidate to apply for the AVA’s graduate scheme, but the lack of jobs in Annabelle’s field left her looking outside of her comfort zone for employment.

Having successfully secured her role as Membership Development and Quality Controller for the AVA, Annabelle has flourished in the vending world – becoming a big hit with colleagues, Members and industry associates.

Annabelle danced rings around the competition, proving that vending has a place for everyone! www.ava-vending.co.uk

High profile case helps boost B P Collins’ employment team Buckinghamshire law firm B P Collins LLP has strengthened its employment team with the appointment of two new associate solicitors.

Hannah Simpson and Sarah Empson have joined from prominent regional firms and bring with them a strong track record in employment law.

The move has been prompted by an increase in the number of clients the practice is handling as a result of high profile cases such as the Leslie Seldon appeal at the Supreme Court.

Jo Davis, employment partner, said: “We are delighted to welcome Hannah and Sarah to the practice. Our employment team has been increasingly busy, due in no small part to our handling of the Seldon case, and the sheer number of changes to employment law which have been introduced over the last 12 months. Employers and employees alike are doing their best to keep up with developments and we can provide the professional advice which helps them get there.” www.bpcollins.co.uk

Jump For Andy In memory of the late Andy Lee, 20 of his family, friends, colleagues and business associates made a Tandem Parachute Jump, “Jump For Andy”, on 9th June 2012 at Hinton Airfield.

This is the 2nd year that a jump, in support of fundraising for Skin Cancer Research, has taken place and the group are aiming for it to be an annual event in memory of Andy Lee who last year

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lost his life to this terrible disease at age 52. Last year Jake Lee, Andy’s eldest son along with a couple of Andy’s friends, made the jump and raised £11,500 for cancer research. Each participant paid their own Jump Fees so every penny raised goes directly to cancer research.

Thanks to the sponsors: Lloyds TSB (communication material), Leedon Maintenance Contractors Limited (fundraising merchandise), Lazer Engraving (jumpers’ medals).

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B4 news High Sheriff rides again!

The High Sheriff of Buckinghamshire, Mrs Carolyn Cumming, has ridden on horseback from the north to the south of the county to raise funds for local community groups.

During her week-long ride in September, the High Sheriff visited projects in Buckinghamshire that benefit children, young people, families and communities.

The Ride began in Buckinghamshire at the Children’s Centre in Buckingham.

Other projects visited included Horsewyse in Long Crendon, Mares in Amersham and the Mona Lisa

Arts Project in Burnham Beeches.

The Ride was inspired by the rural rides of 19th century journalist William Cobbett, who, in the 1820s at a time of great change in England, got on his horse to observe their impact on local communities.

Carolyn Cumming says: “The well-being of any community begins with local people, especially local voluntary groups.

People are invited to donate to the good causes supported by the Ride through www.localgiving.com.

The Hub – Your Other Office!

It’s not often that modern office space and meeting rooms are available for FREE. Well this is one of the great perks on offer to members of Buckinghamshire Business First. The Hub is situated in the heart of The Clare Foundation building in Saunderton, Bucks.

Facilities on offer include hot desks and computer access, free meeting rooms for more formal meetings, informal meeting space and Wi-Fi. Anita Cacchioli of ANCA Management, regular visitor to the Hub says: I largely coach CEO’s directors, partners and senior managers. The Business Hub is an ideal

professional location to have what can be a quite challenging and confidential conversation.

‘As a BBF member, I can book a private room for up to two hours at no charge. I also use the open plan office space within the Hub from time to time.

Whilst I have my own office sometimes I feel the need for space and interaction with other professionals and as a result have made a number of useful contacts.’

To find out more about the Hub, and free membership of Buckinghamshire Business first visit http://www.bbf.uk.com/why-become-amember or call 01494 568937.

Wine tasting The IoD annual Christmas wine tasting will be held on 03 December 2012 at The Compleat Angler in Marlow.

This is the fourth year we will be holding this event which has proved very popular with our members.

The evening starts with a champagne reception and is followed by a xx course dinner with a

selection of wines carefully chosen by our wine expert and a brief explanation of the wines.

This event is very popular so we recommend booking early to avoid disappointment.

To book, visit eventbookings.south@iod.net.

B4 Berkshire Ambassadors Event – Oakley Court Hotel, Windsor Join other B4 Ambassadors and Members at the fabulous Oakley Court Hotel in Windsor, home to our GB Team Rowers during the fantastic Olympic Games this year.

If you want to network with the B4 community or just find out more about B4, please register at the link below.

This event is open to all B4 Ambassadors,

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members their guests and non-members in Berkshire, Oxfordshire and Buckinghamshire.

Thursday 11th October, 2012 6pm to 8pm www.regonline.com/b4berkshireOakleyCourt

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B4 SPOTLIGHT

3 B4 EVENTS IN 10 DAYS Photography: www.studio-8.co.uk and Andrew Gleed

June was a busy month for B4 with three B4 Ambassador Events in just ten days. With over 400 guests in attendance at three great events, we just about pulled it off.

First up was The Vineyard in Newbury, a superb five star hotel which had recently undergone an extensive reception refurbishment (see image left) including a futuristic floor to ceiling wine cellar which guests could walk through to the B4 event. Many thanks to General Manager, Hayden Bowl, for hosting the event and welcoming us all.

We then moved on to Aylesbury College, where Principal, Pauline Odulinski, welcomed almost 100 B4 Buckinghamshire Ambassadors and guests to the College and gave an informative presentation about the Collegeâ&#x20AC;&#x2122;s fantastic plans for expansion.

And, finally, we returned to Blenheim Palace, where over 230 guests were welcomed by Chief Executive, John Hoy, to the stunning Orangery. Many thanks to all at Blenheim for their first class hospitality. www.b4-business.com

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Join Our Growing Team Write for B4 Why not join our editorial team and get in front of some great businesses, at the same time adding to your portfolio and being see writing for us in the magazine.

We have some fantastic opportunities to get involved with B4.

Transcribe for B4 Are you a budding journalist? Why not join our editorial team to help us transcribe articles and get your name in the magazine. A great way to get you fantastic experience, and learn how an article in B4 gets put together.

Telesales We have a growing telesales team who aren’t what we would call ‘hardcore’ sales people. The B4 membership sell is a gentle one, after all, it’s not often you get the opportunity to invite someone to a free champagne event! So, if you’re a people person, enjoy events and want to play your part in expanding the B4 community, call us now for full and part time opportunities.

If you are interested in finding out more about working with B4, call Richard now on 01865 742211.

B4 Membership Services Are you a B4 Member? Have you got something unique to promote? Why not talk to us about helping us to add value to our members.

preferential health insurance rates (see page 115), sports tickets to high profile events, exclusive holiday offers and more.

We are launching B4 Membership Services where existing members create special deals which are attractive to our members. We’re not going to promote mainstream products or services that other members might offer, for example, legal and accountancy services, but more your unusual, niche services. The sorts of thing we are planning include

So, if you’ve got something special you would like to share with our 500 (and growing) strong community of B4 members, not to mention member company employees, then call us now on 01865 742211. We’d like to hear from you. www.b4-business.com

B4 Christmas Lunch, Wednesday 19th December, Pembroke College Relax with a pre lunch drink in one of Oxford’s most beautiful colleges and listen to Pembroke’s choir before sitting down to a memorable Christmas feast in the main dining hall, listening to a fantastic jazz band while you eat.

150 B4 Ambassadors, Members and their guests from our Oxfordshire, Berkshire and Buckinghamshire community will be served a fabulous three course Christmas lunch at 1pm

following pre dinner drinks and carols.

To book, see B4 promotions for online registration or call 01865 742211 to make sure you don’t miss out. This event is open to all.

Tickets £75 for main hall dining or £100 for Top Table dining (just 24 available including champagne). www.regonline.com/B4XmasEvent

B4 Workshop B4 Workshop: CIS introduce the cloud at The King’s Centre, Thursday 28th September, 12.30 to 2.15pm Book your place on our first B4 Workshop of 2012 where CIS will be telling you all you need to know about the cloud and why you should seriously entertain getting involved.

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We only have 40 places available and you are most welcome – open to all. Please register through the B4 on-line registration page at: www.regonline.com/b4workshopeventKINGS Also includes tour of the incredible Kings Centre, one of Oxfordshire’s best kept venue secrets.

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news B4 Platinum Ambassador Event B4 Platinum Ambassador Event, Rhodes House, November 13th, 2012 All B4 Platinum Ambassadors from Oxfordshire, Berkshire and Buckinghamshire are invited to our B4 Platinum Ambassador event at the stunning Rhodes House in the heart of Oxford.

guest, and this can be a colleague, partner, customer or other associate. Please note guests who have been to previous B4 events and who have not since become members are not included.

Please register at: https://www.regonline.com/ RhodesHousePlatEvent If you have any queries, please call us on 01865 742211.

All Platinum Ambassadors are asked to invite a

B4 Event at Williams F1 Conference Centre This is an event not to be missed. The actual date of the event will be announced in September but will be in early December and we have already passed the 100 mark of our 300 capacity.

expect demand to be high so book in now.

Book an advanced place at the link below to avoid disappointment. This event is open to 300 B4 Members, Ambassadors and their Guests from Oxfordshire, Berkshire and Buckinghamshire but we

Please book here: https://www.regonline.com/ B4WilliamsF1event Please note not open to guests who have been to a B4 event before.

Full access to the Williams F1 car collection and limited access to simulator – more details to be announced soon.

The Business of Education Our new supplement will be published in January. Offering educational establishments the chance to reinforce their business links with the local community, and businesses the ability to promote opportunities to the educational establishments, this high quality guide will be packed full of useful information for a wide range of interested parties.

The guide also marks a first as it will include businesses and educational establishments throughout the B4 community in Oxfordshire, Berkshire and Buckinghamshire and the same guide will be included as an insert into all three B4’s in 2013.

Call 01865 742211 to find out more.

The B4 Bike Ride from Edinburgh to Blenheim Palace, Oxford The B4 Bike Ride from Edinburgh to Blenheim Palace, Oxford – Thursday May 23rd to 27th, 2013 Of course we’re bonkers, as if a 270 mile ride from Paris to Oxford wasn’t enough in June, we’re organizing another, longer, trip next year from Edinburgh Castle to the gates of the majestic Blenheim Palace. There’s obviously something missing somewhere as we must have actually

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enjoyed the hours of training, abstaining from alcohol for months and vigorous personal fitness sessions with Tom from TLA (see page 69)! I think if we can do it, so can you. It’s a great experience and if we have half the fun next year as we did this year, it will be incredible.

Already 14 spaces booked up. Call 01865 742211 to find out more or see the advert on page 110.

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Corporate AS A COMPANY, HOW DO YOU SAY ‘THANKS’ TO YOUR STAFF, YOUR CUSTOMERS OR SUPPLIERS? c WE HAVE THE PERFECT SOLUTION FOR YOU. vouch have been providing fantastic offers to the general public for over three years now, great places like:

with more vouchers coming up for sale weekly c It’s a great way for you to buy a voucher at a 50% discount (at least) and say ‘thanks’ to someone for their hard work. Corporate vouch offers you the opportunity to buy 12 vouchers for the price of 10* c Just call 01865 742211 quoting ‘Corporate vouch’ and we can put a package of vouchers together for you. c To see the full range of vouchers, click on the vouch logo on the www.inoxford.com site c Follow vouch on Twitter or sign up for the e-newsletter at www.vouchoffers.co.uk

giving you much more for less *the credit you get for the two vouchers you don’t pay for is equivalent to the average of the 10 vouchers you do pay for.

news Managing Staff Moral After Redundancies Q: What are the symptoms I should look for in my work force?

A: The key symptoms of survivor syndrome are recognised as lower motivation and morale, reduced job satisfaction and job performance, loss of trust in management, feelings of guilt and fear about job security , reduced commitment and employee engagement, not to mention anger and resentment. Recognising these symptoms is extremely important as left unchecked and / or managed with can be financially damaging to the organisation. It can also result in key people deciding to leave, even if they have survived the job cuts for an organisation with more stability.

Q: How to I reduce/ illuminate Survivor Syndrome?

A: Overcoming survivor syndrome begins at the redundancy process when you are identifying a fair process, it includes how employees are treated and most importantly communication where consider the communication method, frequency and openness about the process should and what the future will hold for the organisation.

Q: The redundancy is now complete so I can’t go back and change the process, what should I do?

Photography: www.studio-8.co.uk

A: Firstly as I’ve already stressed, keep the lines of communication open, this can be introduced at any time. You could try a Companywide meeting where you have a Q & A session where employees are given the opportunity to ask questions relating to the future of the organisation. It would be worth mentioning at this point that the meeting should discuss the future of the organisation and not go back over old ground particularly surrounding how roles were identified as redundant, mainly because it’s confidential but it’s also negative and devalues the purpose of the meeting.

I also recommend that when providing outplacement and counselling for the redundant employees, you extend this to the remaining employees as they will also benefit from this.

B4 Ambassador, Sarah Morris, runs Oxfordshire based HR2YOU, a leading provider of Human Resources solutions for businesses of all sizes. Here Sarah answers questions put to her by B4 readers.

Q: I've recently made redundancies in my organisation and the employees left behind have become demotivated…What shall I do?

A: It’s often the case that following a redundancy process those remaining in employment undergo a range of attitudinal changes that directly impact performance. This is known as ‘survival syndrome’ which is used to describe the impact on the attitudes and resulting behaviours of employees who remain in organisations.

Q: How did this happen?

Surviving employees will need time to adapt to life in the organisation after redundancies, again keep communication channels clear, regularly meet both informally and informally on an on-going basis, BUT be aware that its shouldn’t be an excuse for on-going poor performance. Especially as it’s likely that they will be required to undertake the workload of the departing employees.

Be proactive, anticipate negative responses rather than wait for them to occur.

Effective survivor management can give organisations a real opportunity to improve the commitment and engagement of the remaining employees, thus ensuring the health of the business in the long term.

Q: Can HR2YOU help us with this process?

A: Of course we can! Quite often it’s more effective for an independent consultant to deal with these types of issues as it allows Management Team to concentrate on the business itself. www.hr2you.co.uk

A: The management of redundancies often focuses effort on those leaving the organisation but little attention is given to those who remain, particularly when the future of the organisation very much depends on them.

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“Today, more and more companies are coming to see the advantages of reduced manpower and increased use of remote CCTV and flexible mobile patrol visits”

TURNING RECESSION INTO OPPORTUNITY There aren’t many businesses (apart from moneylenders, perhaps?) which can regard an economic recession as an opportunity to boost profits, but that seems to be the case with Risk Management Security Services based in High Wycombe. Michael Barratt interviews Risk Management’s Peter Smith (left) and John Herring (right).

Demand for their combined security services package linking Manned Guarding with Intruder alarms, remote CCTV Monitoring, Mobile Patrol and Alarm Response grows apace – and that, says Managing Director Peter Smith, is largely due to the fact that hard times force companies to take a close look at their costs base, not least the wage bill for a permanent security officer presence. In the crucial area of security, they learn that significant savings can be made – and

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efficiency actually increased at the same time – by introducing the kind of technology that Risk Management have been providing with outstanding success.

“Three years ago”, Peter told me, “There was little interest in combining manpower with technology, companies felt safe with a security officer on duty all night. Today, more and more companies are coming to see the advantages of reduced

manpower and increased use of remote CCTV and flexible mobile patrol visits. We have grown this service year on year. Three years ago, just two per cent of our business represented combined services; today that figure has risen to 22 per cent”.

And they’re still growing, with major new contracts in the pipeline ...and their clients insurance companies are happy people, too! As there is no reduction in the level of protection provided

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B4 ??????

No wonder Peter is a happy man when I talk to him in Risk’s headquarters in the Old Courthouse in High Wycombe.

Peter has been in the security industry since1982, holds two Masters Degrees from Buckinghamshire New University and joined Risk as Head of Operations in 2006, being appointed MD in 2010.

Risk was born in 1976, the offspring of John Herring, once a Policeman in Buckinghamshire and who also spent time in the Diamond Protection Division attached to the Tanzania Police at Mwadu in Tanzania. He remains, of course, Chairman and major shareholder. So who’s the boss nowadays?

from their own “patch” - that’s to say, Buckinghamshire, Oxfordshire and Berkshire. This means that they are able to guarantee round-theclock personal supervision and are never over-stretched.

I thought I’d catch them out on this point when I learned that they are discussing a major new piece of business based in London – but Peter pointed out to me that central London is only 30-odd miles away from their headquarters and well within their self-inflicted radius.

John says he leaves Peter and his team “to get on with it” and doesn’t interfere. Peter agrees that John stands back from day-to-day management – and then adds with a smile: “John owns the company!”

Another key element of Risk management policy which Peter and John passionately share is that they will not take on any business that doesn’t conform to their own high standards of professional ethics. “And I can’t stand confrontation”, adds John, meaning that they will only associate with firms whose people share their own high standards of business practice.

In my observation. They’re a great double act. And this is underlined by the way they share the company’s driving philosophy. Together they maintain a strict policy of taking on business only

John is well known in the area for his passionate support of rugby especially the young local teams, and is a leading contributor to local charities. In one year Risk devoted 20 percent of its profits to

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good causes. (Peter confesses that his own sporting interests were fishing and motorcycling with no interest in rugby - until John made him a convert).

John has long been a strong supporter of the exGurkha Soldier Charity and Risk currently has about 15 per cent of its workforce drawn from these exsoldiers’ ranks.

I’d describe the two men as “old style coppers” yet there is nothing old style about their operation, centred on a state-of-the-art control room and the most modern technical facilities which lie at the heart of their business. Together they have forged a service to the local community which continues to bring them and their customers envied success.

Why don’t you have a chat with them? They’re at The Old Courthouse, Hughenden Road, High Wycombe, HP13 5DT. Telephone: 01494 441805 Email: info@riskmanagementsecurity.co.uk and have a look at their website www.riskmanagementsecurity.co.uk

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SITTING COMFORTABLY WITH YOUR ACCOUNTANTS It’s a long way from High Wycombe to Mexico City or Moscow, but armchairs and sofas made by the town’s Greengate Furniture could soon be gracing homes there as part of a first-time export drive by the family-run firm.

Tapping into potentially lucrative markets in Russia and Mexico, created by growing populations of newly affluent, middle class consumers, is a logical next step for a company that believes in continuous improvement.

Greengate’s decision to go west – and east – to find new buyers for its bespoke upholstered furniture is also built on a foundation of timely financial data and expert business advice delivered by High Wycombe accountants Fish Partnership.

Managing director Peter Hearn describes achieving business success as “working hard and making your own luck”. But since he started working with Fish partner Martin Sheehy, he also has a much clearer, sharper picture of where he’s starting from when it comes to making those crucial luck-making decisions.

Always a High Wycombe business, Greengate’s origins go back more than 50 years and doing things in the time-honoured way is still very much at the heart of the company.

At its premises in Coronation Road, a 25-strong team of skilled craftspeople creates fine furniture, using traditional techniques that include making timber frames in-house, for total quality control, and utilising environmentally friendly, natural materials, like hessian, cotton wadding, wool and hog hair, in its upholstery.

At the same time, Peter and his team are happy to reap the benefits of

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sophisticated, hi-tech equipment and that winning combination of bringing out the best of both old and new has won it a string of blue chip clients, including Ralph Lauren Home, with which Greengate has worked for almost two decades. Among other high profile names to deal with Greengate are the business of award-winning international designer Barbara Barry, Harrods, Prada, Harvey Nichols and Selfridges.

“What gives us the edge is the quality and adaptability of our products. People come to us because they are looking for something special when it comes to design, customisation and delivery

”

As Peter says: “We’re never going to make cheap furniture and we don’t try to compete on a cost basis. What gives us the edge is the quality and adaptability of our products. People come to us because they are looking for something special when it comes to design, customisation and delivery.”

For a company that doesn’t believe in change for the sake of change, Greengate was involved with several different providers of accountancy and business advice services in the years before the company teamed up with Fish

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Partnership in 2008.

Relationships with a variety of accountants faltered over issues including lack of a local presence – the High Wycombe branch that Peter had originally dealt with closed and clients were looked after from an office some 15 miles away – a general lack of service and response and concerns over the accuracy and timeliness of financial data.

As Peter became more and more unhappy about his accountancy arrangements, he mentioned his concerns to his bank manager and told him he was looking for a local practice. He says: “I had a firm in mind but my bank manager felt they were too small and threw Fish Partnership into the ring.

“Martin came to see us and we found him very impressive. He wasn’t flashy or trying to over-sell Fish Partnership. His integrity spoke for itself and

that’s what you want from an accountant – someone who will do what he says.”

Over the years since then, the relationship has gone from strength to strength. Fish Partnership initially began by supporting Greengate with its annual accounts but now also provides a costeffective outsourced service for bookkeeping, payroll and monthly management accounts, along with a quarterly review meeting.

Peter highlights the quality of the financial data Fish now delivers as crucial to the business, in sharp contrast to a previous arrangement where the figures were months out of date and gave a distorted picture of the company’s financial state of health.

He says: “A key area was our understanding of our gross profit. The old arrangement meant that the figure was actually nowhere near what we thought it was, which had significant implications for our pricing decisions.”

“Outsourcing our bookkeeping and accounts to Fish Partnership means that we now have accurate

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information, in a timely fashion, and the arrangement has also helped us to reduce our costs, by knowing which areas to target.”

Alongside the financial information Fish provides, Peter also values Martin’s business expertise when it comes to making big decisions, such as the move to explore Greengate’s export potential. Peter says: “We don’t just talk about the numbers. Martin takes a keen interest in everything that’s going on in the business and he acts as a sounding board, challenging our ideas.”

Knowing he has Martin and Fish Partnership behind him is reassuring for Peter as Greengate takes its first steps into export markets. He is currently working with UK Trade & Investment (UKTI) on making inroads into Mexico and Russia, markets identified with UKTI’s help, and will make a trade trip to Russia later in the year. At the same time,

Greengate is working on a range of furniture in a more contemporary style to broaden its appeal to consumers at home and overseas.

Fish also deals with the personal tax returns of Greengate’s directors and, away from the business, has advised on a nine-unit property scheme that Peter and his family are developing for rent on the site of the company’s old factory in Oakridge Road, High Wycombe. Martin has provided valuable input on the tax implications for the family, including capital gains tax and inheritance tax.

Peter sums up: “When we first started working with Fish Partnership and Martin, I gave them full marks, but it’s easy for an accountant to impress in the early days. Four years on, Fish continues to do a really good job for us and I can’t speak highly enough of the firm.” www.fishpartnership.co.uk Behind the scenes photo’s: (Bottom left) Martin Sheehy of Fish Partnership (centre) takes a closer look at Greengate Furniture products with the company's Phyll and David Hearn. David and Martin are also pictured above, right. Our other pictures show working life at the Greengate factory.

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Photography: Andrew Gleed

B4 CONFERENCE

BREWING UP A RATHER SPECIAL KIND OF MAGIC There’s just far too much bland out there – why be just the same as everyone else? Businesses need to think Brand not bland if they are to connect, communicate and engage effectively with their target markets. As B4’s Richard Rosser discovered, Phil Strachan, founder and owner of Strangebrew, most certainly practices what he preaches and delivers the promise suggested by the name of his business – Strangebrew.

“People say I’m not the same as every other Branding, Identity or Design Consultant that they meet and I’m always very pleased to hear that.” explained Phil.

Strangebrew’s Phil Strachan is one of a rare breed, almost uniquely combining 14 years on the Client with over 20 years experience on the Consultancy side, specialising in Branding, Identity and Design.

After managing and running the marketing programmes of very different leading brands, he took the bold step of moving into the world of Consultancy by joining one of the UK’s leading Corporate Identity Consultancies where he helped to set up a Branding and Packaging Design division.

For the last 17 years, Phil has run his own Consultancies, and during this time has been instrumental in the relaunching, refreshing and revitalisation of the presentation of many businesses and brands including Foster’s Lager, Alpen, Pontins, Butterkist, Dulux, Monster Munch and Warre’s Port.

Photography Carli Adby of ADBY Creative

“For me, my Client-side experience was, and continues to be, absolutely invaluable. It’s a point of difference that I use to my advantage. Being able to put myself in the position of my Clients and to help them to get the right brief together is extremely important. Why? Often a Client will tell me what they want but what I do is to ask the right questions to establish what it is that their Business and /or Brand really needs – which can often be a very different thing.

“My promise is to add value to businesses and brands, and I wouldn’t be doing that if I were to simply service their first stated wants. I view working with a Client as a partnership, one in which I have to add real value, exceed expectations and provide them with real competitive advantage in their market. I always challenge constructively in order to do this and to, in Strangebrew terms, ‘distil the essence’ of a Client’s Business or Brand and ’free its spirit’. It’s about being creative and not just reactive, about identifying what I call ‘The Vital Spark’, the insight that provides the all-important flash of inspiration that ignites the creative process in both strategic and design terms. Any attempt at delivering identity and design without an agreed strategy and a clear understanding of what you are trying to communicate and to who is a complete waste of time and money. You have to provide your target market with a reason why they should choose you.

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“Businesses need to think Brand not bland because there really is far too much of the latter out there already and the ‘blandwagon’ is already overloaded”, says Phil, warming up to his subject.

What is the point in being bland, in being just AN Other undifferentiated Accountant, Solicitor, Website Designer or IT Consultant? Bland is bland and has very little value to anyone.

“To be outstanding you have to stand out – but you have to stand out for all the right reasons. Yet, I keep coming across what I call blands , blands masquerading as brands, suffering delusions of ‘brandeur’ as they happily succeed in failing to connect, communicate and engage meaningfully and effectively with any defined target audience.

“To be outstanding you have to stand out – but you have to stand out for all the right reasons.”

They have a name, they have a logo and they already have a website or ‘are having one designed’.

But what they don’t have is the recipe for a strong and successful brand because a brand is very much more than a name or a logo or a piece of design.

“These elements are only brand identifiers, what stand for the brand, a kind of shorthand for the brand but they are not necessarily what the brand stands for – which after all, is what clients, consumers and customers buy into.

challenges where I can bring freshness and objectivity to the table and help my Clients to see the light. I work with Clients of all shapes and sizes from new one person start-ups through to global blue chip companies and global household name brands.”

Having been based in London for almost 10 years, Phil, a Scotsman who has lived south of the border for 35 years, now runs Strangebrew from Berkshire.

As those who know Phil will testify, he proudly claims to offer what he calls “London quality at Glasgow prices”, a fact strongly supported by his many testimonials.

So, why the name Strangebrew? Anything to do with Eric Clapton and Cream or beer? And why Business and Brand Alchemy? “Well, Strangebrew just, sort of, sums me up and alchemy is the process of transformation or transmutation and adding value through turning base metals into gold.“ It seems apt since what matters to Phil who has been involved as a finalist in two Design effectiveness awards projects, is delivering added value effectiveness and transforming the fortunes of the businesses and brands of his Clients.

The ideal meeting place for Phil is somewhere over a coffee, a beer or “preferably a real ale” interjects Phil, perhaps not surprisingly given that he has very successfully relaunched, revitalised and refreshed a few breweries and their brands over recent years perhaps a bit of an understatement given that, in one case, they had to triple the output capability of the Brewery to keep up with demand after Phil had worked his magic!

Interview over, at that point Phil’s mobile goes off. The ringtone? You’ve guessed it! Strange Brew

by Cream. Strangebrew by name, Strangebrew by nature. A Strangebrew indeed and one that really should be bottled! www.thinkbrandnotbland.co.uk

“The vast majority of my Clients have never seen work that I have done for anyone else either before or after I work with them. What correctly matters to them is what they see that I can do for them and their Businesses and Brands and they meet with me on the basis of my Testimonials and from referrals from other people. I just love different www.b4-business.com

B4 SERVICES

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ABOUT US Fairweather Insurance Services Limited are a general insurance brokerage with their head office based in Chalfont St Peter, Buckinghamshire. Fairweather Insurance offer a range of both commercial and personal insurance products and are pleased to support the local area through principal sponsorship of the Chalfont St Peter Community Library and involvement in many community and charity events. Please visit www.fairweatherinsurance.co.uk or call 0845 331 5012 for further information.

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B4 SPOTLIGHT

SIDEBURNS, CHIMPS AND MARGINAL GAINS

BRITISH CYCLING’S LESSONS IN BUSINESS

Buckinghamshire based Insurance Broker, Fairweather Insurance Services, share the thoughts of one of their Commercial Account Executives (and regular blogger) Alistair Campbell-Grieve

It strikes me that there are many lessons to be taken from the success of British Cycling. These lessons can be adapted and taken into business as a model for working towards achieving goals.

Despite cycling being centred around racing it is definitely a case of wheeling out the old cliché about working smarter rather than harder / faster.

So what is the secret? Contrary to popular thinking the success of Bradley Wiggins is not solely down to power drawn from his trademark sideburns (in fact I am sure tests in the wind tunnel must reveal that they are hardly ideal).

Many people talk about the architect of British Cycling’s success being David Brailsford (current Performance Director) and I am not going to argue with them. However like any good architect he knows how to create the best team to deliver a project. The set up for British Cycling includes people who focus solely on wind velocity, on nutrition for muscle recovery and on psychology. In fact one of the primary components, cited by Wiggins and Pendleton as a major factor in their success, is team psychologist Dr Steve Peters.

There is a function for each member of the team and their focus is to really drill down to the finest detail and see what can be done to achieve a marginal gain in that area. It appears that Peters’s chimp in a box (I encourage you to find out more about that) is one particular detail found extremely

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useful by many a sports personality. Similarly, within our office we make sure we can focus on a client’s requirements through the various skills of our team whether they be in commercial insurances, personal insurance products or claims support, to name a few areas.

conversations it may be likely that in fact upon inspection of a profit and loss account they only actually need a total of £100,000, but should in fact insure for a period of 24 months because, following a catastrophic loss, it would be unlikely they could trade again within a 12 month period.

One of the mantras that Brailsford brought into the set-up is the requirement for and usefulness of ‘marginal gains’ - I am sure we won’t have to wait long for a book penned by him by that title. The point he is making is to look at finer details, little aspects of a race which may have gone better, those three seconds off a personal best – how did we achieve that and how can we do it again?

Whether it be as a result of a new piece of equipment or a slightly different riding position, analysing these marginal gains allow British Cycling to ensure they are gained again and, over time, these combine to produce larger gains and hopefully race winning performances.

The client’s initial desire for the cover they wanted was borne from what might be contained within their existing policy for which they may have received little or no advice. In this case the client has decided to get on the insurance bike and just start peddling without any assistance in looking at that race winning detail. It is our attention to that detail that will provide that client with what they need so that their business is properly protected and that they may well find themselves saving some premium. In this metaphorical example, we are the nutritionists, the psychologists and the bloke who holds the spanners.

It is really ‘how we can achieve these marginal gains in the first place’ that is key. We can all get on a bike and pedal harder to go faster. That is not rocket science and is perfectly ok when you need to catch a train or you are late for your paper round, but it is attention to the finer points of cycling that means these marginal gains are realised and races won.

I trust that the way in which we can employ some of these lessons within business is becoming clearer however please indulge me as I use our own industry to develop the illustration further.

When we get a new enquiry in our office it would be quite easy to gather some scant details and provide an indication on this basis. Much like a price comparison website or buying insurance direct online it is very easy to get a quotation from a broker which may be what you believe you ‘want’ but is likely not to match what you may ‘need’. In order to win his race Bradley Wiggins ‘needs’ a certain amount of carbohydrate per kilo of his weight per hour. He may want a plate of fish and chips but what he needs is a carefully managed blend of fluids and gels. To apply this to a real scenario for us we may have a client who comes to us with a desire to insure business interruption at £600,000 over 12 months. Through our initial

The above illustration would provide a marginal gain in the ‘business interruption’ section of the client’s policy. Assuming that they have received similarly poor levels of advice from their previous provider in other areas it is entirely plausible and indeed probable that we are able to make marginal gains in other areas resulting in an all-round race win for our new client.

This illustration is not exclusive to commercial insurance products but also to personal lines products like home insurance – particularly looking at high-net worth products where there is much at stake. Why would you choose to risk your property with an ‘off the shelf’ policy and not ask experts in the field to surround you with the good advice and support necessary to protect your assets.

As I finish writing this, Laura Trott has achieved a further gold medal in these Olympics – that’s two golds in her debut games. It is evident that as a team, British Cycling work with a desire to, quite simply, be the best that they can be within their field and so it follows that Fairweather Insurance adopt similar attitudes in order to ensure that our clients benefit from their own marginal gains and ultimately win the race to the cover they need. www.fairweatherinsurance.co.uk

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Photography: Andrew Gleed

As I write this we are eagerly awaiting the magnificent Laura Trott to kick off her pursuit of the Women’s Omnium Olympic Gold. The rise of British Cycling cannot have escaped anyone from some stunning results back in Beijing in 2008 through to Team Sky’s efforts to push Bradley ‘Wiggo’ Wiggins to the top of his game at this year’s Tour de France. This has not just captured the hearts of cyclists, but also grasped the imagination and enthusiasm of the public at large. Watching the Olympics you cannot help but admire the craft, dedication, strength and skill that these athletes have. What I want to do is to capture the spirit of that success and see what lessons we can learn which in turn, we can apply within our own role as a general insurance broker supplying insurance solutions, advice and assistance to a range of people and businesses.

A GOOD TIME FOR BUSINESS GROWTH It is evident in the news and even more so in business networking circles that while there is plenty of business doom and gloom around, there are also businesses that are growing - and growing fast. High Wycombe based Urban Media is one such business and this month we speak to Elton Boocock and ask him why he believes they are seeing such growth.

So, what’s the secret to growing in what some would suggest are difficult times?

I don’t think it is one single factor, but rather a collection of self disciplined behaviours that lead to growth. The first of course is resilience. I remember a few years back, a friend of mine had started a business and within the first year, he was saying ‘how long does it take for it all to turn around?’.

To me, this was like the marathon runner looking for the last 100 metres before they had turned the first corner. Business growth and lasting success is a long term strategy.

To get to growth, you will need a lot of resilience to get through the days that just don’t go the way you planned. We have all experienced and survived plenty of those.You also need to be a perpetual innovator. Thomas Edison (who famously first found 10,000 ways that the light bulb didn’t work before he found a way that it did) said that “Success is 10 percent inspiration and 90 percent perspiration.” When we hear the word innovation, we can sometimes think of having to be a creative genius but I don’t agree. We must however have the mind that wants to change things. Even sat in a restaurant, I will be admiring why certain elements work whilst looking for other details that could be improved upon.

Cutting the cloth accordingly is another discipline that many MD’s seem to struggle with - until it’s too late. I have a client who gladly speaks about his holidays and new ‘toys’ whilst his business is suffering real cash flow problems. Some people are simply much more interested in the money, trappings and the status than real business success. On the other hand, good business owners know that the rewards may fluctuate and not always in line with the effort.

Regardless, they just dig in and do whatever it needs.

You have decided to grow Urban Media through franchising. What are the benefits to this method?

I guess the immediate benefit is the speed at which you can grow. Without the franchising model, finding the required dedicated individuals and setting them up in branches of Urban Media across the country would take a lot of time and effort. It would also involve considerably more investment and initial outlay. Although the recruitment process when selling a franchise territory is a lot more intense than

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recruiting staff, there is generally more commitment from a franchisee. This is fairly obvious really. They have invested money to setup their own business within your defined parameters and therefore have a vested interest in making it work.

On the other hand, because they have invested with you, you have a greater responsibility to them to make sure it works for them. It is an interesting relationship. A franchisee is looking to you for leadership, yet at the same time; they are establishing and building their own empire. Hopefully we will continue to get this balance right. Building the model and testing it has been really exciting for us too and we actually run so much more efficiently as a result. I would recommend that everyone gets ready to franchise whether they sell franchises or not in the end. It is an informative and valuable process to go through.

Your own team has grown too. You must feel very confident about the future?

We have seen month on month growth throughout the year and there is no sign of this slowing up. No-one has a crystal ball, but I would say we are very confident. We have had to innovate a lot through the recession but now we have found a great balance of providing services that are really effective for our clients at prices they can afford and we have created some real win-wins. The number of clients coming to us from underperforming competitors has also gone up. I believe what goes around comes around. We have invested heavily in our people and processes over the last 5 years despite what have been difficult times but ultimately, we all make our own luck and I feel very lucky.

Finally; is it time to grow?

I believe the answer is yes. Standing still is not an option, we will either lose out to others who are growing or gain from others who are attempting to stand still. Right now is a great time to be in business. Easy? No! But it is a great time to seek out opportunity and that is fundamentally what business is about. www.urbanmedia.co.uk

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â&#x20AC;&#x153;We have had to innovate a lot through the recession but now we have found a great balance of providing services that are really effective for our clients at prices they can affordâ&#x20AC;?

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Photography: Andrew Gleed

B4 SPOTLIGHT

POLICING THE BUDGET At a time of deep cuts throughout the economy, possibly the harshest cuts of all will be made within our emergency services, despite, arguably, needing the funding more than most. Between 2011 and 2015, over £55 million of costs will be eliminated from Thames Valley Police, against the backdrop of a 13% reduction in levels of crime, year on year, in the Thames Valley. Thames Valley Police Chief Constable, Sara Thornton, met with B4’s Richard Rosser to outline how policing the Thames Valley will have to adapt to a leaner budget, without allowing crime levels to grow.

Written by Eliott Benoist.

It is estimated that the grant for central government policing will be reduced by 20% once inflation has been taken into account, although Chief Constable Thornton and her team have pre-empted these cuts for some time, and ensuring that the service provided doesn’t suffer is top of her list of priorities.

“We had to begin by analysing the non staff costs within Thames Valley Police because we wanted to keep the number of officers and staff as far as was possible. The first planned reshuffle included condensing several buildings into just a few and utilising space as well as possible through the use of open plan offices. A block of offices is being built at the headquarters in Kidlington, meaning a number of buildings across Oxfordshire, which are currently rented by Thames Valley Police, can be released.

“We are also involved with a transport consortium with colleagues in Bedfordshire, Hertfordshire and the Civil Nuclear Constabulary. This enables us to purchase favourable terms on vehicles throughout the area. We have converged the fleet and merged our maintenance sites. While we have looked at outsourcing we have found that efficient in house repairs can keep costs down.

“In terms of staff costs, a simple measure to curb costs without reducing staff has been to implement

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the national pay freeze and an increment freeze.

While this is hard for staff it does mean that we can preserve jobs. We are very focused on our people and need them to be well selected, motivated and led if we are going to maintain our high levels of service to the public.”

Thames Valley Police have also recently published a booklet outlining just how complex the job facing Chief Constable Thornton and her colleagues is, complicated further by the public spending cuts.

“The document highlights aspects of our role which can go totally unnoticed by the public but which are vital to our safety consume significant levels of resource. We felt it was important to communicate the full extent of our role to ensure that the general public were aware that there is more to policing than what you can see.

Our interview took place just after Royal Ascot this year where Chief Constable Thornton explained that there were many protected principles in attendance. “These are essential roles we have to fulfil but the general public don’t always see these roles being performed.”

In another move to streamline costs, Thames Valley Police and Hampshire are now sharing specialist Services such as Roads Policing and Firearms, explains Chief Constable Thornton. “We have also streamlined processes such as booking overtime

and processing case papers online through more advanced technology. Moves such as this will make us considerably more efficient and enable us to focus on what we do best. The facts are that despite the cuts, we are still improving the job we do with dramatic falls in the levels of crime on our streets.”

Despite operating in an ‘Age of Austerity’, the appetite to join the Police Force has never been greater, underlines Chief Constable Thornton. “We will be advertising externally for new recruits shortly and have had to demand that applicants have a minimum of two A-Levels, grade A to C. This may seem quite a stringent stipulation, but if you look at what officers have to cope with, understand and get to grips with, you will soon appreciate that our officers have to have a high level of knowledge and skills to adapt to the role.

“Officers have to not only investigate a case, they have to get a good understanding of the legal aspects and issues which need to be proven and understand what information is to be disclosed.

This is all highly complex and we have to ensure candidates are prepared for what they have to deal with on a day to day basis.

“Most officers and staff will say that the great thing about policing is that you never really know what’s going to happen from one day to the next. So, as a leader, I have to make sure that we are recruiting

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B4 SPOTLIGHT

the right people, training them well and making sure they have the right values.”

From September, Thames Valley Police will be working with Oxford Brookes University, Buckinghamshire New University and Northampton University on a two year foundation degree.

Students will join a foundation course and at the same time enrol as a Special Constable. By the end of the course, they will have spent two years in a Constabulary role and will therefore be fit for independent patrol.

Along with developing relationships with local Universities, Thames Valley Police has been

paid for a community support officer, so there’s a very real tangible partnership and we are looking to increase the numbers of such partnerships in the future.”

On November 15th, the Thames Valley public will be asked to elect their first Police and Crime Commissioner (PCC). The PCC will be accountable to the public for setting policing priorities and working with Thames Valley Police to implement them. Chief Constable Thornton’s biggest concern is ensuring enough people turn up to vote. “I am concerned that if the turnout is very low, it will weaken the mandate, so I am encouraging local politicians to raise awareness of these changes

lessened. With the introduction of the new PCC, the public’s role in helping to influence the Thames Valley Police’s priorities and assist with their ongoing implementation has never been more in the spotlight. However, the role that the force plays in protecting us all must never be under-estimated and it’s down to all of us to help, concludes Chief Constable Thorntion.

“Policing by consent underpins all that we do. We are a thin blue line and rely on the support of the public and on the fact that most people obey the law most of the time. But officers do have considerable powers to use force, to arrest and to search and seize property. It is essential that these

“Officers have to not only investigate a case, they have to get a good understanding of the legal

aspects and issues which need to be proven and understand what information is to be disclosed.

This is all highly complex and we have to ensure candidates are prepared for what they have to deal with on a day to day basis

”

working on building relationships with businesses through a specialist business crime advisor, making links with various businesses across the region, as Chief Constable Thornton explains.

“We have partnerships with organisations such as Milton Park who have always paid for a police community support officer. Many of the service stations along the M40 have, at different times,

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because it won’t be reflective of the public’s choice if only 10% of the electorate vote.”

With massive changes ahead, Chief Constable Thornton and Thames Valley Police are braced but ready for changes. The force is tasked with an almost impossible job, but, thanks to modern day technology, such as social networking facilitating the awareness of new campaigns, their load is being

powers are used fairly and with integrity. Thames Valley Police is effective in fighting crime and protecting you and always seeks to do so in a way that inspires the trust and confidence of everyone.”* *excerpt taken from Policing The Thames Valley – How We Cut Crime and Protect Our Community. www.thamesvalley.police.uk

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AN ENGAGING BOTTOM LINE FIGURE IS NORMALLY THE RESULT OF A NUMBER CRUNCHING PROPOSITION Part 3 of the story of Modern Direct Marketing. Getting the relevant message with the relevant offer at the right time, will get you a sale, just when you expected it.

You have a brand? You have a product? You have a service? You have a vision? You have a proposition for your customer? And, you definitely know when your customers need your product, right? They seem simple enough questions, but many companies have answers to only a few.

In this part of our story, we’re going to help explain how to send a relevant message at the right time, through creative, out of the box thinking and data mining. Let’s start with a few definitions, so we’re clear on the relevance of a strong proposition and how to best test it, whilst correlating as much data about customer behaviour.

Getting the proposition right. Some call it a tag line or brand slogan, other’s call it a USP (Unique Selling Proposition). But the proposition we are discussing is the SMP, the Single Minded Proposition.

• This is where your message makes a proposition to the consumer or business. Not just words, not just product fluffiness, not just show-window advertising. Each proposition must say to each reader: “Buy this product, and you will get this specific benefit.” Whether the benefit is emotional or tangible.

• The proposition must be one that the competition cannot, or does not, offer. It must be unique—either a uniqueness of the brand or a claim not otherwise made in that particular field of advertising.

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• The proposition must be so strong enough to move the mass millions, by pulling over new customers to your product.

Write it in a single sentence, and write as many as you can think of, and show it to everyone, as soon as you find one which is agreeable, re-write and work on it, to bring it life.

The proposition needs to be clear, it needs to be focused and it needs to say one thing and only one thing. The sentence is the essence of a product of service. This is what a creative team can use to deliver your message in it’s most powerful way, making it relevant and compelling whilst engaging your customers emotionally.

“When it comes to writing your proposition, all roads lead to your target audience. Put yourself in their shoes” When it comes to writing your proposition, all roads lead to your target audience. Put yourself in their shoes. Why would they opt for your product or service over the other available choices? And if you’re too close to your business to see it – ask someone like First Move. They love being propositioned.

An example of a strong proposition and customer insight.

Isuzu Trooper Target audience The Trooper buyers are process-oriented. They like knowing all the details before they buy; they don’t just buy. They don’t buy things for what they say, but instead for what they do. They want to know the features and functions. These are the kind of people who when asked why they bought a Trooper could list about a thousand reasons. They like to be prepared in any eventuality. They are looking for an SUV that can handle anything that might be thrown at them.

Single-minded proposition Trooper is exactly the right equipment for life’s great expeditions…it’s the Swiss Army knife of SUV’s.

Oh, and one more thing, you have to be able to stand up to scrutinisation and substantiate your claims.

So, how do you go about getting a relevant message out to your potential and existing customers, just when they are ready to buy? The simple answer is data, data, data. The more information you have about the buying habits and behaviour of your customers, the more likely you are to arrive in front of them, just when they need your service or product.

Where do you start? You start by analysing your books. When do you have the largest volume of

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B4 ??????

business and why is it then? Is it due to the seasons, holiday periods, financial cycles, borrowing rates, or all of these, to name a few? This is where we can start segmenting your data by correlating lists in vertical and horizontal markets. Essentially you’re building a profile of who your customers are from the floor up, using as much information as you can get your hands on. A little reverse engineering to broaden your understanding of your market place, and give you new targets, new prospects and new customers. Finding out who your customers are will tell you where they are and when they like to buy your type of product.

Forbes recently published an article entitled: How Target Figured Out A Teen Girl Was Pregnant Before Her Father Did. The precis of the story goes like this. Target (an American discount store) assigns every customer a Guest ID number, tied to their credit card, name, or email address that becomes a bucket that stores a history of everything they’ve bought and any demographic information Target has collected from them or bought from other sources. With this vast amount of information analysed they were able to identify about 25 products that, when analysed together, allowed them to assign each shopper a “pregnancy prediction” score. More important, they could also estimate her due date to within a small window, so Target could send coupons timed to very specific stages of her pregnancy. www.forbes.com/sites/kashmirhill/2012/02/16/h ow-target-figured-out-a-teen-girl-was-pregnantbefore-her-father-did/

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New York Times have published an immense work named How Companies Learn Your Secrets, which will give you an arsenal of possibilities to dwell upon. www.nytimes.com/2012/02/19/magazine/shoppi ng-habits.html?pagewanted=1&_r=2&hp That is the power of data. And that is an example of how it can be done. But let’s say you don’t have vast amounts of money, a store of data waiting to be analysed and a masters degree in behavioural psychology, there’s still hope. And it’s called testing.

“Finding out who your customers are will tell you where they are and when they like to buy your type of product” Testing is by far and away the most cost effective way of understanding the behaviours and habits of your customers. And testing shouldn’t ever stop, because every year a new selection of customers rise into the market that have disposable income for your product.

With a wealth of information like this, knowing where your customers are, digitally and otherwise,

and what their habits and behaviours are, coinciding with a relevant message your simple mailer may well be the most valuable piece of information your business owns.

And the reason that so many marketers are jumping on the social band wagon is for the simple reason of data, because the average time spent on Facebook alone per account holder is 8 hours a month. That’s 800,000,000 people spending 15 minutes a day displaying social behaviour. It won’t be long before we understand almost everything about 12-24 year old’s in the near future, and as they say if you can get those customers at that age, you might get them for life.

Since 1985, First Move Direct Marketing has been committed to provide Direct Marketing solutions, that connect, engage and communicate. Today, a wholly owned subsidiary of Paradigm Holdings Ltd., the company is a premier supplier of direct mail services, outsource fulfilment, data management, transactional databases, document scanning, web enabled distribution, e-commerce, personalised document printing, direct marketing strategies, mixed media solutions and online campaign support.

Through our unwavering commitment to excellence and our guiding principles, we bring a uniquely excellent service experience to our customers through our expertise, diligence and unique guarantee. To share in the experience, please visit us at our 40,000 sq. ft. offices or online at www.firstmove.co.uk

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Dare you peek inside? get your 30-day free trial at www.intouchcrm.co.uk

B4 IT & COMMS Email marketing is still a vital part of your marketing suite, more than you may think. A new study from Pew Internet noted that internet users spend around 11% more time checking or sending email than they do visiting social media accounts like Facebook. The number rises to 25% when you compare it to other online activities, such as checking the weather and a massive 31% higher than watching video on social sites such as Vimeo & You Tube.

So in short, email is still ‘king of the hill’ in marketing terms. According to Econsultancy’s email census, a vast majority of responding companies (70%) rate email as 'excellent' or 'good' for ROI. Interestingly mobile devices are playing a more important role with email open rates on mobile devices increased by 34% from April 2011 through September 2011 as compared to the previous six-month period.

With so many people using the Internet, it’s obvious that the digital world should be a key area of marketing focus for small business today. But the old adage still holds true: location location location. Online, that means deciding which system to put your money in to get the most for your marketing investment.

“Interestingly mobile devices are playing a more important role with email open rates on mobile devices increased by 34% from April 2011 through September 2011

”

Social media has taken the spotlight in marketing over the last decade and rightly so, but even without the headlines, email is still performing strongly.

Choosing a system that leverages the power of these two giants of digital marketing should be your first criteria.

So how do you go about making email marketing an effective part of your marketing strategy? There are four basic core principals to consider.

1. Segmentation of your contacts Combining your contact databases regularly in one central system allows for clear segmentation by groups or by custom criteria and gives you the ability to

target your customers and prospects with relevant email messages.

2. Content, Content and more Content The more targeted your email campaigns, the more emails you will have to write and the more content or information you’ll need. The key to promoting relevant content in email is to provide an offer that is connected to the initial contact request or area of interest (survey tools are a great way to define your contacts scope of interest). How did you get the contacts details? Did they subscribe to something specific on your website? What action did they take?

Offer them content that fits with their intent and needs.

“Be clear to your target market about what they will get out of subscribing to your emails.

Give them a clear description of what the value proposition is

”

3. Maintenance Regular clean up of your email list by removing those addresses that are no longer engaged will keep your results fresh and ROI high. You can identify these addresses with metrics such as opens, clicks, or frequency of opens.

InTouchCRM offers a full range of email metrics to track contact engagement and deliverability of your emails.

4. Grow your list by offering value At InTouch we don't allow use of purchased lists within the system, we want you to maintain a trustworthy online presence so set out to earn your subscribers. Be clear to your target market about what they will get out of subscribing to your emails. Give them a clear description of what the value proposition is.

So in short, email is a powerful marketing option for driving real business results and achieving measurable success. Make sure you include email marketing in your plans for this year.

For more help and advice on email marketing, survey tools, CRM usage and much more visit us at www.intouchcrm.co.uk and download our ebook on Effective Email Marketing.

WHY ALL SMALL BUSINESS OWNERS SHOULD MASTER EMAIL MARKETING. Article by B4 Platinum Ambassador, James White - CEO InTouchCRM.

www.b4-business.com

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B4 SPOTLIGHT

Ackergill Tower

THE BUSINESS

OF DREAMS

Excuse the pun, but it’s everybody’s ‘dream’ to grow their own business and receive the ultimate reward for years of blood, sweat and toil. Although us Brits aren’t the best at recognising success and applauding those who have done well in business, it would be a foolish man to begrudge Mike Clare the plaudits for opening his first bed shop twenty years ago and turning Dreams into one of the fastest growing companies in Europe. B4’s Richard Rosser was keen to find out what happened next.

Mike Clare was born and bred in Buckinghamshire, and after attending High Wycombe College, Mike took his first steps of a career in the furniture industry, working for retailers Hardy’s and Perrings before unleashing his entrepreneurial spirit with the opening of the first Dreams bed shop in Hillingdon in 1987.

The timing, by Mike’s own admission, wasn’t great.

“We had a mortgage, my wife was pregnant with our first child and failure wasn’t an option. I think people look at the end product of a business like Dreams and buy into the perceived glamour of the sale and easily forget that we experienced just the same problems as anyone else does in business.

We had cash flow problems, staffing issues, the warehouse roof would leak, computers would crash (although there weren’t many!), competitors would superglue the locks and we even had people camping in the car park. The vans would break down, we had affairs to deal with between staff, the whole range. These issues don’t appear in the books we are all told to read about growing

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your business, but they happen in every business, every day, and you have to deal with them. You have to use common sense, show perseverance and remain determined to deal with the banana skins if you’re going to succeed.”

Once Mike had established the first shop and it was functioning as he wanted it, the next target was to open a second shop. “We soon established a formula for opening new shops. We would find a shop, negotiate the lease, put a blue carpet down and a sign saying ‘Dreams Bed Superstore’, advertise for salesmen, put the beds in the shop, have a grand opening and invite the mayor, have a cake in the shape of a bed and then move to the next store! It was the same for every new shop but we’d improve the way we did it with every new opening.”

As Dreams grew, Mike found he had to place his faith in the hands of an increasing number of people he had known for a relatively short period of time, as he explains. “That’s the hard part, getting the people on board you can trust and rely on.

Spitbank

Keeping the right people is even harder as by definition they are always capable of earning more money elsewhere, so it’s a case of keeping them motivated and trying to make work fun, a ‘work hard, play hard’ mentality. Finding the right people is very difficult. We’ve all interviewed the perfect member of staff who has turned out to be a handful, so you have to learn to read people quickly before making too many mistakes and bad appointments. Picking the right people helped me to know what I was looking for as we grew the team.”

Mike regularly refers to his team during our interview, individual personalities and the effect of negative vibes on the rest of the team. “Personality is vital. Of course you’ve got to be good at your job, but if a driver can come in from a delivery and light up an office, it creates a positive atmosphere. If someone in the finance department can crack a joke and isn’t turning up in a grey suit with a grey shirt and tie on every day, then it helps to foster a positive environment. Don’t get me wrong, my team were there to work hard, but we employed

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Carberry

“ I knew what I was doing, I had built up a respected business and we were leaders in our sector, something I had set out to achieve from the outset”

Stanbrook Abbey

radiators not drains. Radiators generated positive vibes, drains will moan, complain and niggle and destabilise the team.”

This positive team building philosophy enabled Mike to build Dreams into the largest bed manufacturer in the country, but Mike knew it wasn’t the most glamorous business to be in. “It

were growing I used to do everything: sell during the day, deliver in the evenings and do the books on a Sunday. But I always knew we could be better than the competition, that there was a ‘pot of gold’ at the end of the rainbow, but we had to stay focused.”

As Mike passed the fifty store mark, he promoted

Selling Dreams was a very emotional time for everyone concerned, as Mike recalls. “We were in a fairly unusual position where we still owned 100% of the shares. Normally a company with a few hundred million turnover has given shares to staff or had to get an investor on board, but I had 95% of the shares and my wife had 5%. It was a hugely frightening experience, akin to walking into

“That’s the hard part, getting the people on board you can trust and rely on. Keeping the right people is even harder” wasn’t like mobile phones or selling fast cars, it was, to be honest, a fairly boring business. But, I knew that if we were above average in a boring business, we could shine. The bed business wasn’t going to attract the high fliers and I knew we had to out compete the competition, and, in my opinion, it wasn’t up to much.

“We had a league, internally, where we would plot our performance against our competitors. When we

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himself to managing director, then chief executive, chairman and executive chairman, learning new skills along the way, delegating others he had been doing daily for years. “I was still the same person when I was Chairman as I was in charge of the first shop, I just had different responsibilities. Instead of selling a bed to Mr and Mrs Jones, I was dealing with banks, suppliers and government policy. My role became much more strategic. But I loved each new challenge as it came my way.”

the Lion’s Den. I knew what I was doing, I had built up a respected business and we were leaders in our sector, something I had set out to achieve from the outset. But then all of a sudden, I was outside of my comfort zone.

“I was meeting lawyers in big city law firms where they did this sort of thing every day. I didn’t understand the jargon, I didn’t know the people, and all of a sudden I was sat around a table with

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B4 SPOTLIGHT Kinnettles Castle

new faces, mostly younger faces, who were after a piece of my business. I felt very protective of what I had built up but knew I had to let a little go in order to achieve my own dream.”

‘Letting go’ to the tune of £14 million in fees was a bitter pill to swallow. But Mike knew it was part of the process, a process which took a year to complete. Back at HQ, Mike had to conduct his business as normal, as he explains. “I was trying to sell the business but keep the business going, knowing that if anything detrimental happened to the business, the sale might not go through. I had to tell everyone in the office we were looking to acquire another business to account for my regular absences, which was very difficult for me to maintain. But I suppose that’s business and had I come clean the sale might never have happened.”

The sale of Dreams finally went through on Friday 7th March, 2008 and Mike could finally relax, but only until the Monday morning. “It was a strange

spoils of his sale. In that time, interest rates dived from six to half a per cent and getting a return on the sale proceeds wasn’t going to be easy. “We went to see a lot of financial advisers, but found it difficult to find one that we had faith in.

One of the most logical routes open to Mike was to invest in property where he could see a good yield on his investment. “We invested in commercial property in Slough which had a yield of seven to eight percent. We also purchased some large houses in Beaconsfield and let them out to executives. But I wasn’t excited by the property market and needed something more to get my teeth into, so we set up Clarenco. We invested in several large castles, a chateau, a monastery, three sea forts and twelve country manor estates.

My wife, Carol, works on the interiors and we have a new team to co-ordinate the refurbishment, promotion and sales. We work alongside English Heritage restoring some fantastic properties,

recognition of his outstanding achievements in the field of furniture, commerce and entrepreneurship.

Mike is also a Freeman of the City of London, an Ambassador for Buckinghamshire, a Liveryman of The Worshipful Company of Furniture Makers, Founder of Wycombe 4C, a Patron of Chalfonts Community College, a Patron of The Clare Business School, an Advisor to the British Furniture Confederation, a Fellow of the Institute of Directors and a winner of numerous awards in his own right.

The Clare Foundation was founded by Mike in 2009 and is a registered charity dedicated to helping other charities become more efficient, commercial and entrepreneurial. Mike's other charitable interests see him as Patron for The Princes Trust, The Retail Trust and The Child Bereavement Charity, a Trustee for The Buckinghamshire Community Foundation, past President of the Furniture Trade Benevolent Association and past Chairman of both Beaconsfield Round Table and 41 Club. Mike is

“It’s a steep learning curve, but we’re really enjoying the business and it’s given us all a new focus. We now have to get a return on our investment” time. My family had been behind me for twenty years and my priority was to enjoy the moment with them. They had had a husband and a father who had been working hard for most of their lives and it was natural for me to want to share this moment with them, but it wasn’t as easy for me with my other ‘family’ the team that had supported the business. I went into work on the Monday and told the team I had sold the business. They asked when I was going, thinking there would be a handover period, but that was it, I cleared my desk and my association with Dreams was over. It was very difficult for all of us. “There was then the press announcement to make and then my new life had begun. I woke up on the Tuesday without a job and had to figure out what I was going to do next.”

Mike didn’t work for nine months, enjoying the

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maintaining the character of the properties but adding some fantastic features. We have a fairytale Chateau, three sea forts and even a Pugin monastery in the portfolio.

“The properties can be hired for corporate events, parties, or weekend stays. It’s a steep learning curve, but we’re really enjoying the business and it’s given us all a new focus. We now have to get a return on our investment which is the real challenge.”

Mike is now able to turn his attention to not only a new business but doing his best to help others.

Through the work of The Clare Foundation, Mike is certainly giving back to the local community.

In September 2009, Mike was awarded an Honorary Doctorate by Bucks New University in

also an active supporter of disadvantaged young peoples' Charities such as The Outward Bound Trust. In fact, he abseiled down the Shard in London earlier this month, helping to raise over £1m for the charity.

“I’m a firm believer in helping others and will do my best to help and lend support by giving speeches, doing charity work, or financially. I am also focusing on myself. My wife recently ‘treated’ me to a week in a French boot camp which got me to focus on what I eat, how I eat and focus more on exercise. I lost half a stone in a week and have lost three stone in total so far. I am more disciplined now and feel fit for the new challenges ahead. In a way it feels like I am starting all over again.” www.clarenco.com

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B4 SPOTLIGHT

The award-winning Gateway building at Bucks New University in High Wycombe

“Our staff have broad industry-wide expertise and a real business-facing culture with which we can help businesses to thrive in the challenging economic and business environment

”

FOR BUSINESS AT

BUCKS NEW UNIVERSITY

For Business, the business engagement team at Bucks New University in High Wycombe, offers a broad range of business services to regional organisations, which have the dual benefit of input from academic and industry professionals. From consultancy services and Knowledge Transfer Partnerships, to professional development courses for individuals and staff, For Business may be just what you’re looking for.

L-R: Adrian Moorhouse MBE; Anne Eden, Prof Patrick Smith, Director of the INSTAL, pictured at the launch of the University’s Institute of Applied Leadership

In today’s challenging climate, businesses keen to grow and gain a competitive edge know the importance of ensuring that their employees are equipped with the knowledge and qualifications that they, and the employer, need going forward. For Business at Bucks has responded to this need by providing a range of short courses and continuing professional development (CPD) programmes, degrees and bespoke longer courses tailored to specific organisational and employability needs.

ensuring that they have the most contemporary methodology, research and knowledge to assist your business. Consultancy expertise is offered to companies in a range of areas including: business leadership and management; design (furniture, craft, textile or print production); film, video and audio production; health and medical sciences; marketing, advertising and communications; security and business continuity; sports and event management; and testing and prototyping of products.

organisations to diagnose situations and implement practical, customised management solutions.

Essentially INSTAL acts as a ‘change-agent’, working with public and commercial sector partners. INSTAL was launched at Bucks last year with the support of respected regional business leaders including Adrian Moorhouse MBE, Olympic swimming gold medallist and Managing Director of performance development consultancy, Lane4, and Anne Eden, Chief Executive of Buckinghamshire Healthcare NHS Trust.

Phil Wood MBE, Head of Enterprise at Bucks New University, said: “By understanding what’s needed to get ahead in a competitive marketplace and in consultation with industry, business and sector leaders, we have what we believe to be a portfolio of business services which can really set organisations apart from the crowd.

The successful Knowledge Transfer Partnerships (KTPs) scheme brings together business, research and the public sector to support the development of innovative products and services to meet market needs and help build the future economy. KTPs are part-funded by a Government grant, and aim to help businesses improve their competitiveness and productivity through the better use of knowledge, technology and skills that reside within the UK knowledge base – an ideal vehicle for companies to get the edge.

Training and consultancy through For Business can be received at businesses’ own locations, or at the award-winning Gateway building in High Wycombe, with the latest teaching methodologies and facilities. There is also Missenden Abbey Conference Centre in Great Missenden, which is the ideal location for quality team-building time away from the office.

“With For Business our aim is to help companies and individuals make the best of the educationrelated opportunities that are available to them and there are many ways that we can provide guidance, help and advice to make the right choices and business decisions.”

The For Business consultancy team is made up of people who have experience within all kinds of industry sectors. Many academic staff continue to work in research roles with external organisations,

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Another area of training expertise within the University is leadership, offered through the Institute of Applied Leadership (INSTAL) which supports professional development within the public, private and third sectors. INSTAL aims to develop employees’ abilities to manage, lead and learn, through working with individuals and

Phil continues: “Our staff have broad industry-wide expertise and a real business-facing culture with which we can help businesses to thrive in the challenging economic and business environment.

It’s the ideal combination to get ahead - why not get in touch to see how we can help?”

If you have a business requirement that you would like to discuss, please call 01494 522 141 ext 4022 or contact forbusiness@bucks.ac.uk

www.b4-business.com

B4 SPOTLIGHT

“We are delighted to be working with Bucks New University to train students with the skills businesses require to future-proof success.

”

Nick Wilson, vice president and managing director, HP UK and Ireland

HP PARTNERS WITH BUCKS NEW UNIVERSITY TO LAUNCH NEW LEARNING PROGRAMME In today’s world, with the pace of business accelerating rapidly, information technology plays a big role in furthering the global economy by helping companies grow.

Everything today is mobile, connected, interactive, immediate and fluid and exponential changes in technology and enablers such as mobile apps, social networking, ubiquitous communications and cloud computing are facilitating a global, 24/7 economy.

To gain a competitive or service advantage, technology must be at the forefront of enterprise innovation and growth.

Consequently, business leaders have been re-evaluating their business models and looking to technology to give them a strategic advantage.

Business leaders have turned to three key expertise attributes to gain this advantage: business context awareness; end-to-end technology expertise; and hands-on experience.

To meet this need, HP and Buckinghamshire New University have announced the delivery of the HP Institute Accredited Technical Associate (ATA) programme as part of the University’s IT training offering.

The programme, which will receive its first student intake in the autumn, provides a flexible, low-cost way for individuals and businesses to develop skills and access IT courses.

The programme will be based on the HP Institute blend of practical experience and job-ready skills www.b4-business.com

and will teach industry-standard technologies, through courseware, practice tests and hands-on labs. It has been designed to provide skills that are particularly appropriate for small and mid-sized companies - a sector which HP has as a focus for support.

Professor Derek Godfrey, Deputy Vice Chancellor of Bucks New University, explained, “We have worked with HP for a number of years, and this initiative follows hot on the heels of the recent Bucks New University and HP work-based Foundation Degree in IT Services Management.

This is a two-year, work-based course which is being taught through flexible learning at Bucks New University and at HP in Bracknell. Bucks and HP will continue to innovate and widen participation to meet demand for IT skills training.”

“HP, the largest technology company in the UK, along with partners and millions of customers and the rest of the industry, has experienced the shortage of job-ready IT professionals,” commented Nick Wilson, vice president and managing director, HP UK and Ireland. “HP started the Institute programme to address this need and we are delighted to be working with Bucks New University to train students with the skills businesses require to future-proof success.”

architect-level certification designed for academia and validates the required IT expertise for translating business objectives into technology strategies and has been specifically developed for: • individuals interested in pursuing a career in IT; • students wishing to follow industry-approved training in parallel with their academic studies; • employers who wish to develop the skills of their internal IT function.

Certifications are designed to provide practical experience with HP as an integrated part of an academic learning experience, with the focus on the application of knowledge in real world environments, covering each of these four essential segments: Connected Device Solutions; Network Solutions; Server and Storage Solutions; and Cloud Solutions.

This comprehensive pathway will help the transition from learning and certification to employment and an enhanced IT career and further economic opportunities, as the programme directly applies to a broad range of IT job roles including IT architects; system engineers; system administrators; and technical support engineers.

Anyone interested in the HP Institute ATA programme should call David Podger on 01494 605 012, or email david.podger@bucks.ac.uk

HP and Bucks New University are aiming to help by providing these skills in the most effective way.

The ATA programme provides the industry’s first 45

B4 SERVICES

THE BEST WAY TO PREDICT THE FUTURE IS TO CREATE IT

Joe Wright the IT director says “The IT team at Momentum have really enjoyed developing Momentum Hub and the associated products. It has been a fun and educational process.” These new developments have given the business the www.b4-business.com

opportunity to expand into new markets and increase the product offering to existing customers.

These new product offerings include club tickets, hotels, restaurant deals and big developments in the Wedding market. Lucy Parker sales executive for Momentum Hub has been working on setting up these new deals and says that; “it is refreshing to work in the ever changing and entrepreneurial environment.”

Riley explains “The opportunity might seem worlds away from the events business but the same principles that we have applied to the events industry are relevant in the fine art market.”

Momentum has definitely not been letting the grass grow under its feet since the spring edition of B4 and you can expect more exciting developments over the next year. www.momentumhub.com

One of the most exciting projects at the moment is a move into fine art with Eliza the Gallery. Andrew 47

Photography by Hills & Saunders

The developments at Momentum since the last time B4 spoke to Andrew and his team are quite astonishing. The commercial and IT team have been working on the creation of a voucher system, highly targeted marketing tools and a planning system to predict the volume of events in specific locations in the next year.

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DEGREE PLANNING FOR LEGAL PEACE OF MIND Fledgling entrepreneur, company director, proud parent – we all go through different stages of our lives making decisions which we believe are right for us at the time. Very often they will be, but as things change it’s important to step back and review our options so we don’t end up being disappointed.

Karl Wingfield, chief operating officer at leading Buckinghamshire and Thames Valley law firm B P Collins LLP, knows that when it comes to our legal affairs, a little bit of planning for future eventualities can save a lot of expense and heartache.

Having a range of lawyers operating under the same roof at its Gerrards Cross headquarters, B P Collins is well placed to provide clients with options and solutions that recognise the intertwining of both our business and personal lives.

Working together, its lawyers share information and provide expertise on everything from senior executive contracts, family matters and inheritance planning, shareholder agreements and business exit plans, property transactions and dispute resolution, demonstrating not only their high levels of skill, but also a comprehensive approach to clients' lifetime challenges.

“We help by taking a long-term view, looking at clients’ options and being able to consider them from a number of perspectives, no matter when they first come to see us,” said Karl. “We have built up decades of experience amongst our practice groups and, whilst each of our lawyers is an expert in their respective field, they are equally able to recognise other areas where clients may need legal support.

“We want to make it as easy as possible for people to appreciate that planning for the future is really important, because if you don’t, the potential pitfalls can prove expensive and time consuming to manage.”

The entrepreneur Take for instance the entrepreneur – the Thames Valley is home to some of the brightest and the best brains in business, people bursting with innovative ideas and the desire to turn them into profit.

From the moment an idea is born, there’s a seemingly endless list of legal dos and don’ts all of which need considering if you are to make the most of your energy and ambition.

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Crucial areas to consider at an early stage include intellectual property protection, considering when and how to bring investors or partners on board (and being prepared for your or their exit), the best business structure, employing staff, signing agreements for premises and other supplies and negotiating customer contracts – each step requires expert legal advice.

“There are plenty of entrepreneurs who have a great idea and decide to set up their own business, many of which are extremely successful,” said Karl. “Very often though, they are so focused on running the business that they don’t pause to think about how good advice at an early stage can either increase their business’s potential or guard against problems at a later date.

“And throughout the business's lifecycle there will be issues which need addressing and reviewing regularly. Talking to a lawyer can provide an independent sounding board and identify areas which may need attention.”

Karl cites intellectual property protection as an important issue, particularly in the knowledge industries, which the Thames Valley has in abundance. “The wide-spread use of the internet and social media means it is crucial to get good advice from a trusted resource around protecting your IP – no-one wants their great ideas ending up in someone else’s pocket. And, a tailored contract of employment is also a key element in protecting your business – 'one-size' really doesn't fit all."

Another area of focus is getting the right organisational structure for your business - for example, a limited liability partnership versus a limited company; there are pros and cons of each. However, whatever structure you employ, do take time to understand your responsibilities to others, be it staff, customers, the public and a number of regulatory agencies – the penalties for not doing so are getting higher, with a number of offences carrying the risk of a criminal record.

The family business Once established, the need for good legal advice

doesn’t stop, especially in highly-successful family-owned businesses.

“Many business owners want to pass the family firm down through the generations, but disputes can arise if their children want to take their shares out to fund a different future," Karl warns.

"There may also be other family members involved in the business who don’t feel they will be rewarded in the current structure, or partners and senior employees who feel they might miss out because 'family comes first'."

Succession is critical, for both the personal wellbeing of the family and the future of the business itself. This is especially important if the company founder and main shareholder is approaching retirement age, because without proper planning someone's estate can be crippled by tax payments when the individual dies.

“If you’ve worked hard to build a business, you want to make sure it is sustainable for the next generation. Talking to an adviser can help identify the most tax efficient and effective way of passing on wealth.”

This is even more so as families evolve, perhaps as a result of the collapse of a marriage, or where an entrepreneur re-marries.

In such circumstances, seeking to protect the business as a whole can be quite challenging.

“In either circumstance, relationships could be quite strained which is why it is essential to talk to a lawyer about putting a structure in place to protect and support the family if things go wrong,” said Karl.

With an increasingly ageing population, taking care of family matters means thinking in the longterm too. In later life, tax efficient trusts and an up-to-date will are sound investments.

Sometimes, the best strategy with a family business is to hold onto it until you die - business property relief will mean that there is no inheritance tax to pay on the value of qualifying business interests and there is a free uplift in the www.b4-business.com

B4 ADVICE

“We help by taking a long-term view, looking at clients’ options and being able to consider them from a number of perspectives, no matter when they first come to see us” value of the business for capital gains tax purposes.

Even if you don’t have a business, obtaining professional advice when preparing your will is essential in today’s complex and uncertain world to prevent your estate becoming subject to litigation.

The growth of off-the-shelf will-writing packs and the current lack of regulation among will-writers, means some people are poorly advised, often resulting in documents which are open to challenge.

As Karl wryly notes: “The forty pound will can easily become the forty thousand pound claim”.

“People think they understand what is included in their will but it's not always the case. The only sensible way to avoid problems is to take legal advice at the outset and continue to keep your will up to date – we recommend our clients review their wills every five years, more frequently if they have substantial assets or complex business and family arrangements.”

An all-round approach Karl recommends taking what he calls an “an allround approach” to legal affairs at home and in business and says it’s important not to put off until tomorrow, what you can do today.

“Our ability to offer legal expertise for both business and personal needs gives a much more comprehensive service for our clients,” he concluded. "You owe it to yourself, your family and your colleagues to plan sensibly for the future, whatever it may hold."

review their wills every five years, more frequently if they have substantial assets”

www.b4-business.com

Visit the Law Donut legal resources area on the B P Collins website for an up-to-date and authoritative library of information and guidance on both business and personal law topics: www.bpcollins.co.uk

Photography: Andrew Gleed

“We recommend our clients

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B4 ADVICE

IS IT TOO LATE

FOR NORWEGIAN BLUE ENTERPRISES? CAN THE POOR BUSINESS BE SAVED? We pick up the story as Tony Thomson MD of Thirdwave is studying the grisly state of a sadly neglected business.

“It looks like it’s dead!” said Steve, MD of Norwegian Blue Enterprises.

The resignation in the statement was palpable. I didn’t like the situation, but there was little that I could do. He was right of course, the business clearly looked beyond help.

“It’s deceased, shagged out. It’s a “late” business.” I was aware of his continuing voice. “I thought I was helping it, but clearly I overwatered it”.

“It’s not a plant.” I said. “Did you do everything you could to make it healthy and prolong its life?”

“Well! I thought I did” he replied.

And here we have it in a nutshell!

Many companies end up on the scrap heap because the MD, or the board of directors, thought they were doing the right thing when in fact they weren’t. How would they know? After all, business can be conducted in as many ways as there are people, or at least, so you would think. While that does have an element of truth, modern society and conditions mean that many business methods are not optimized for the environment in which they find themselves. Instead of surviving, which may have been perfectly possible 20 years ago, the same methods applied today fail miserably - because the conditions have changed.

Consider the following scenario: In the 1960s, many companies had a typing pool where typists would be employed to create letters and memos at the behest of the managerial staff. At that time, a possible business option might have been to create a company that supplied outsourced typing services.

Such a business could have been highly successful, but if you created an outsourced typing business today there were be little, if any, demand, because people have instant access to office software where they can write and edit their own letters, memos etc. So, a typing business in today’s business climate is clearly not a viable option.

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Let’s apply the same thinking to the way businesses are run. If your business has a management approach based on 1960s thinking, then it is hardly surprising if this is not suited to the current time. How would you know? Unless you are focused on current management practice, changes that could be of major benefit to your business may not be obvious or visible to you. What a catastrophe it would be to miss out because you were too busy running your business to notice that the way you run your business is not optimized for the modern world.

Unfortunate; certainly, but that is what happens. Perfectly valid businesses ten years ago are now competing with companies that have a totally new way of doing business and they are highly successful. The reality is that businesses either change or die. You can add extra effort, push harder and generate considerable interest in your business, but if the way the business runs is not up to scratch, you are likely to lose out.

“How can you make your business successful when, understandably, you haven’t spent your time looking at the best ways to run a business?

That is where Thirdwave comes in” How can you make your business successful when, understandably, you haven’t spent your time looking at the best ways to run a business?

That is where Thirdwave comes in. Thirdwave is a group of business specialists who keep their focus on what constitutes best practice in business and management; who research management theory; who thrive on analysing the way businesses run, and then provide a whole suite of development options for companies that want to succeed.

Companies who have used Thirdwave include such luminaries as B&Q, www.b4-business.com

“You can add extra effort, push harder and generate considerable interest in your business, but if the way the business runs is not up to scratch, you are likely to lose out”

Ladbrokes, Sainsbury’s, Specsavers and The Princes Trust. They chose Thirdwave for the benefits delivered - but it doesn’t stop there.

Craven District Council, Harrogate Borough Council, Ipswich Borough Council and others also selected Thirdwave based on reputation and many of these organizations came back to Thirdwave year after year after year. This is because Thirdwave was able to clearly demonstrate the benefits of the programmes provided and delivered.

We return to the story: “Cheer up!” I said. “I think there’s life in the old dog yet. All it needs is a bit of love and care and no doubt it will be right as rain in no time.”

“What do you propose?” He asked.

“A good dose of business development and she’ll be on her feet in no time.” I replied.

“Thank goodness for that.” He said. “When can you get started?”

“Well there’s no time like the present” I laughed. “Let’s work out what programme would best suit you and the business. Then we can get to it in short order!”

Thirdwave can be contacted on 01628 487 912. www.thirdwaveweb.co.uk

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Photography: Andrew Gleed

The moral of the story: If your business looks like it’s flagging, talk to Tony Thomson at Thirdwave and have an invigorating business development programme designed specifically for you.

HOW ORDER FULFILMENT CAN SAVE COSTS WHILST INCREASING SALES Part 2 of the story of Modern Direct Marketing and how we can leverage expertise and experience into a dynamic modern infusion of measurable technologies both old and new to provide meaningful marketing during one of the most powerful revolutions in Word of Mouth marketing, social media.

“Order Fulfilment? You need to make it work for you” states Rachel Smith, General Manager Fulfillment of First Move direct marketing as she talks with B4’s Richard Rosser about the opportunities to build business through a great order fulfilment process.

Order fulfilment is the complete process from point of sales inquiry to delivery of a product to the customer. Sometimes Order fulfilment is used to describe the more narrow act of distribution or the logistics function, however, in the broader sense it refers to the way firms respond to customer orders.

Most organisations do not realise that order fulfilment is a prime opportunity to demonstrate how efficient your company is at delivering on its promise.

This is an absolute key part of any sales process, and delivering the product on-time is critical.

Customers will advocate a company for it’s amazing turnaround and satisfies a small window of opportunity. Approximately 24 hours after the order is placed, the emotional engagement an individual has with a brand gradually dissipates. After 72 hours it is considerably reduced - the expectations of the customer has changed the involvement in your brand and there’s only one thing you can do to stop it. You have to make sure your product is in the hands of your customer in 48 hours to maximise the emotional engagement. Your product will do the rest. If the customer is excited about your product and your product delivers that, the chances are your customer will advocate the product and the sensational service they received in the amplified social space and in direct one to 52

one conversations.

Let’s go through the order fulfilment process, to demonstrate not only how this is possible, but where you can increase customer engagement.

Product enquiry – the first contact, visit to the web-site, catalog request This is an invaluable opportunity, and as we all know, first impressions count, so a cheerful disposition is always necessary, enhanced with a conversational and a relaxed approach, accentuated with your brand values will ensure that this important engagement point delivers a confirmation of the brand/product promise to the customer.

Sales Quote Whether the price is given verbally or online, transparency of costs are critical, the damage done by additional costs for perceived necessities of order completion tends to infuriate customers and make them feel that they are being cheated. Being honest and transparent with your costs lifts customer perception and supports your brand promise whilst aiding repeat orders.

Order Configuration Where ordered items need selection of options or order lines need to be compatible with each other.

Simplicity of this process allows more time to crosssell and up-sell the customer. At this point in the customer journey you still haven’t closed the order, any delays and confusion can put your customer off purchasing. At this point, not only are you ready with open arms to receive the order, your customer is at a heightened sense of detecting any

inconsistencies with your brand values and messages you are conveying. From both parties there is a sense of taking too quickly and giving too much time to change the mind.

Order Booking A simple rubber stamp and congratulations on your purchase. How you say that, whether it is muted or with an exuberant display of firecrackers and celebratory bottle of champagne is dependent on how the customer, not you, feels about their purchase. This is something only the engaged customer service operative can measure and free space and a broad rational should be made available to ensure the customer leaves this part of the process happy, delighted and fulfilled.

Order Confirmation Sounds simple, but a clear and transparent repetition of exactly what was agreed verbally is a trust building exercise. Highlighting any specific details the customer was concerned about shows that you value that individual, and in turn that customer will value and advocate you. This is the ideal time to ask for settlement - The payment of the charges for goods, services or delivery. And a great time to say thank you.

Invoicing / Billing What a great opportunity to add a re-buy message with discount, if ordered in a certain time period, or the inclusion of a cross-sell message, a coupon, something that gives back, makes the invoice less cold to a customer.

Changes to orders Allowing for the customer to make any last minute www.b4-business.com

B4 ??????

changes is essential and needs to be built into your operation. Flexibility is paramount, and the goodwill a customer has can be easily damaged if your business responds with an attitude of “the computer says no.” There is a saying that the customer is always right. And they are, because if they’re not, they will not be a customer again.

Order Processing - (stock inventory, pick, pack and shipping) Ensuring you have a handle on stock control and logistics of delivery couldn’t be more important from an operational and marketing perspective. So far you have made a lot of promises, now it is time to deliver on them. The speed and efficiency and care of how those promises (product) arrive, will give your business the opportunity to outshine the competitors.

Shipment Using the right shipping company is critical to guaranteeing the service promise. Some carriers are better than others at certain items, this is mainly down to the core business speciality of the carrier.

Just because a carrier says they can deliver parcels, does not mean they are good at it. The parcel delivery industry has suffered many years of intense competition and service does suffer with some companies.You should only use carriers that are specialist for each type of distribution. That way, you and your customer can receive their goods or information in good condition and quickly.

Delivery A delivery note. It’s another part of the engagement with your customer. Another opportunity to make them smile. Remind them of your guarantee, give www.b4-business.com

them all the contact details they need and make sure they are happy with the condition of their goods and always include information about other items they may be interested in.

Returns And if it’s not what the customer expected? A chance to console the customer and offer options.

It is very important the customer is trusted, and that there are alternatives for them as part of the entire order fulfilment system. Simply saying please return the goods and we will refund you, will leave the

“The primary objective is to use every touch point in building trust and an enhanced relationship with the customer” customer satisfied, but the opportunity to keep them as a customer by sending a sorry gift, sorry letter enables dialogue to continue and also allows the customer to cool down from their initial disappointment.

Most sales people will hark on about the difficulty of breaking down objections from the customer.

The order fulfilment process is the opportunity to remove future objections or the opportunity to build more objections.

With this in mind, probably the best option is to outsource this service to an expert organisation, one that deals with the process on a daily basis freeing your staff and overhead of the responsibility of ensuring a perfect delivery from the first point of engagement to the last.

Whether your service or product is dependent on discoverability and purchasing on the internet, with digital order processing or customer call handling, you will need a company with a solid infrastructure, buckets of experience, racks of expertise and a pick, pack and dispatch team second to none. In order to fulfill the hardest of customers whilst uplifting sales through intelligent customer engagement models to having expandable warehousing space, order fulfilment is not a simple bolt on to your day to day activity, as I hope I’ve proved here.

Since 1985, First Move Direct Marketing has been committed to provide Direct Marketing solutions, that connect, engage and communicate. Through our unwavering commitment to excellence and our guiding principles, we bring a uniquely excellent service experience to our customers through our expertise, diligence and unique guarantee.

To share in the experience, please visit us at our 40,000 sq ft offices or online at www.firstmove.co.uk

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â&#x20AC;&#x153;We guarantee that we will offer you tangible savings and operational controls that can be implemented without a loss of quality or service

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www.b4-business.com

B4 ADVICE

LONDON & COUNTIES OFFICE SUPPLIES:

YOUR TRUSTED MANAGED SERVICE PROVIDER Since London & Counties is part of one of the largest national providers of business supplies and services in the UK, it is able to provide an extremely cost effective service that is highly valued by its Clients. Paul Milbourn, Managing Director of London & Counties Office Supplies talks to B4’s Richard Rosser

Our distribution service provides a complete range of reliable logistics and procurement services that offer so many business benefits including guaranteed next day nationwide delivery, with no minimum order value, and the fleet includes vehicles driven by security cleared personnel.

Importantly, our order tracking system provides our Clients with access to real time tracking of order status and we use recycled and reusable packaging materials.

By working closely together with our Clients, we really can make a difference. We take our environmental responsibilities very seriously and we are dedicated to helping our Clients to reduce any adverse impact on the environment through our services wherever possible. Our Globe and Tick™ accreditation scheme makes it very easy for our Clients to select genuine “green” alternatives.

Our suppliers maintain ethical and sustainable business practices and we will certainly not knowingly source from companies who fail to meet our stringent ethical and environmental criteria.

www.b4-business.com

The real cost of everyday items If you look at everyday items that you use in the office, you’ll discover that the real charge is 125% higher than its purchase price. Effectively this means that every £500 of office supplies you buy can cost your business over £1000. This eye-opening statistic comes from extensive research conducted through years of our successful cost reduction management service in the UK. Surprisingly, such an excessive drain on resources rarely ends up on a boardroom agenda despite the obvious profitable advantages of reviewing operational costs. After all, office supplies often go home with employees as fringe benefits and as supplies become obsolete, they lie on stockroom shelves. Far too many office supplies are wasted and can be found buried in desk drawers.

Additionally, keeping accounting records, paying suppliers and charging back todepartments all contribute to overall costs and purchase orders, product investigation, maintaining buying records, seeking quotations and chasing deliveries also represent a hefty portion of the overall costs. The simple truth is that inefficient stocking, keeping records and labour and distribution account for the majority of office supplies costs.

what business benefits your organisation can capture and will involve us conducting a comprehensive study of your Company’s business supplies purchases, services and usage during the previous six to twelve months.

Our proposal Within 10 days of completing the Survey, we will provide you with a comprehensive personalised report detailing the benefits and savings you can make. Based on our survey findings, the Proposal will explain how our cost reduction system will drive down your costs and maximise workplace performance. We guarantee that we will offer you tangible savings and operational controls that can be implemented without a loss of quality or service.

At London & Counties, we are committed to working with our Clients for the long term, not just the first order and we have the depth of experience and range of products to meet all business supply needs. As you will discover, consolidating all your product and services requirements to one supplier will not only save you money, but it will also enable you to become much more efficient.

For more information, please call 01494 791 221 or e-mail paul@lacosltd.co.uk

Our Office Supplies Survey Photography: Andrew Gleed

“Our success comes from the fact that we work in close partnership with our Clients and take the time necessary to ensure that we provide a unique solution tailored to their specific individual requirements says Paul Milbourn.

This results in us being the ideal business partner as we can deliver everything to suit all the business needs of our Clients from one source. London & Counties operates within a £400 million turnover group with 3 Central Distribution Centres, 15 Regional Service Centres, approximately 52,000 stocked product lines and a fleet of over 400 delivery vehicles.

The London & Counties Survey will only take up to 45 minutes of your time and won’t cause any disruption to your normal business routines. It is completely free of charge and we guarantee 100% confidentiality The Survey is key to seeing exactly

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CHILTERN RAILWAYS:

GOLD FOR SERVICE

If you are planning a trip to London in the next year to visit the theatre, go to watch a sporting event or just have a weekend away, go easy on yourself. Leave the car at home – no parking, no traffic, no hassle – and take the train.

We attended a range of sporting events in the capital for the Olympics this summer, and the train was the only way to do it. By Richard Rosser.

OK, agreed, there weren’t many options when it came to visiting London during the Olympics, but thank goodness for Chiltern Railways.

Between twelve of us, we attended football at Wembley to see Team GB (men) make hard work of defeating UAE; Team GB (women) lose 67-61 to Russia and Australia beat Brazil by the same score; individual and team dressage at Greenwich and, finally, Usain Bolt successfully defend his 100 metres title in the Olympic Stadium.

Each of the four trips started in Haddenham, just 20 minutes from the centre of Oxford. With ample parking right next to the station, Haddenham is a great option for those living in central, South or East Oxford. For those readers living in North and West Oxford, it’s a toss-up between Bicester and Haddenham, although there’s also Bicester if you 56

live further north than Kidlington.

The football at Wembley was a double header.

Although we had all been injected with Olympic adrenaline, the prospect of six hours at Wembley didn’t appeal, so we timed our arrival midway through the second half of the Uruguay versus Senegal game, which the underdogs won 2-1 against ten man Uruguay.

Getting the train to Wembley couldn’t be easier.

The station is less than a five minute walk to the ground and we were sat in the block facing the station – perfect. The atmosphere at Wembley was significantly more family friendly than your average England international or club match, making the whole experience refreshing.

Ed and Colin were next up to see the Basketball at

the Olympic Park on the Wednesday. Their train took them into Marylebone in under an hour. They were in their seats at the basketball less than two and a half hours after leaving Oxford!

The ladies’ trip to Greenwich was rather more involved, nonetheless the trip to Marylebone was straightforward as usual and a few connections to Greenwich were, I am assured, fairly painless.

As for our trip to the Olympic Park for the athletics, as Usain found in the 200 metres, it was a familiar path which Colin negotiated with ease. From Haddenham to our seats opposite the Olympic flame in under two hours! Although Mr Bolt made quick work of the main event, the inevitable crowds meant that we missed the 22.45 (given that poor old Usain had flown out of the blocks at 21.55, it was fairly unreasonable to expect we would make www.b4-business.com

B4 TRAVEL

a train from Marylebone fifty minutes later!) So the station bar came to our aid and as we watched the highlights of the night’s athletics on the big screens, we reflected on a wonderful day, a fantastic Olympics, made all the easier thanks to our friends at Chiltern Railways.

Whatever your reason to visit London this year, don’t think of taking anything other than a Chiltern train!

TWEET THE BOSS

regional service provider.

Managing Director, Rob Brighouse will be doing his next Tweet the Boss session on 2 November from 0830 - 0930. To join in with the session, use the hashtag #ttbrob.

Please be aware that sometimes we may need extra time to reply to you or that it may take more than 140 characters to respond, so there will be some instances where we may need to e-mail you.

WEMBLEY BOUND? If you’re off to Wembley in 2012, then remember there’s a very easy way you can get to and from the stadium.

Chiltern run services to and from Wembley Stadium Station, which is located opposite the stadium.

Nearer the time of the event, do check train times as Chiltern will be putting on a special timetable with more stops and more services for Wembley Stadium Station.

TWEET THE MANAGERS Tweet the Manager is a spin off from our Meet the Manager sessions that take place every month up and down our route.

Tweet the Manager recognises that you often do not have the time to stop and chat, but would still like to give feedback and get the answers to questions.

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“As one of the franchises

Since winning the franchise in 1996, Chiltern Railways has run scheduled passenger services along the M40 corridor between London Marylebone and Birmingham Snow Hill and London Marylebone to Aylesbury via Amersham along the London Underground Metropolitan line.

In 2002 Chiltern extended operations as far as Kidderminster and in 2004 took over services between Stratford-upon-Avon and London.

As one of the franchises forming the UK's National Rail network, Chiltern are dedicated to providing passengers with a safe, reliable, welcoming and value for money service which offers a real choice and a viable alternative to other modes of transport.

forming the UK's National Rail network, Chiltern are Chiltern provide a wide range of great value tickets one of the most punctual and reliable rail dedicated to providing and services in the country. passengers with a safe, MISSION STATEMENT: reliable, welcoming and value for money “To be the best Passenger Railway in the UK. service All day, every day, we aim to offer a safe, reliable,

”

ABOUT CHILTERN RAILWAYS Chiltern Railways is owned by Deutsche Bahn AG and is part of DB Regio, Deutsche Bahn’s local and

welcoming and value for money service. Our business will prosper because customers use us repeatedly and recommend the service to others.” www.chilternrailways.co.uk

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BUSINESS ENGAGEMENT DEVELOPS WORKFORCES OF THE FUTURE Latest employment statistics highlight an increasingly challenging job market with vacancies declining at the fastest rate for three years. Experts warn that Britain is facing the prospect of returning to the unemployment levels of the early 1990s. So it has never been more important for young people to leave education ‘work-ready’ in order to secure their future. Improving the employability of the staff of tomorrow requires industries and businesses to work closely with the education sector to develop the skills required for future employees to be truly work-ready.

Buckinghamshire-based Aylesbury College is breaking the mould of education establishments with its focus on employability and close working relationships with the community that it serves. Through the Buckinghamshire Integrated Learning Campus, a state-of-the-art learning environment, Aylesbury College prides itself in providing a customer-focussed, forward thinking and inspirational centre of excellence for learning and skills development. Its purpose is to help people of all ages and abilities achieve their learning goals and life aspirations. In practical terms the College’s focus on employability means that it works with partner businesses to ensure that the available courses are relevant and appropriate, and that it is producing students that businesses in the local area can, and will, employ.

Local businesses are being supported by the College’s commitment to develop and produce employable students who are fully prepared for life in the real world. They are also supported in ‘growing their own’ workforce through Aylesbury College’s ‘Business Partner’ approach, which links personalized learning to the specific business sector. Similar to a personal banking model, the approach recognises that one size does not fit all and the individual education needs of each business client are different. The College utilizes its full range of assets to find the right product or service to develop the skills of the business’s employees.

Businesses can choose methods of training – full time, part time or online – and it can be based in the workplace or at the College. Other benefits include the Business Innovation Centre which provides businesses with support services, and

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networking through a variety of partnerships such as the Federation of Small Business, Bucks Business First, and the Thames Valley Chamber of Commerce.

Pauline Odulinski, Principal of Aylesbury College, explains: “Our core purpose is to integrate with the Buckinghamshire community at all levels, by working in the community for the community. We believe in building the workforce of tomorrow and building it together with businesses to provide economic stability and create effective business relationships.”

Experience pays A key aspect of the work-ready ideal is experience in the chosen field, and apprenticeship schemes are a valuable route to achieving this. As the largest provider of apprenticeships for young people in Buckinghamshire, Aylesbury College is expert in delivering such programmes for all ages across a wide range of subject areas. Leading local employer, Taylor Wimpey, is one organisation that has a strong heritage in apprenticeship schemes and embraces the benefits they offer to the construction industry. To date approximately 56 employees are former Aylesbury College apprentices.

Taylor Wimpey’s South Midlands Managing Director Peter Gurr said: “We have a long lasting relationship with Aylesbury College and over the years have employed some very high calibre apprentices. We have an average of four apprentices from various colleges working in each of our 24 business units across the UK and are committed to creating jobs for young people and employing local workforce in the regions where we operate.

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B4 EDUCATION

“Aylesbury College is a great provider of quality apprentices who are work-ready and have the right skills as well as a strong work ethic to do well in the business. Two of our apprentices from the South Midlands region are currently studying plumbing and carpentry at the College and are putting their skills into practice at our state-of-the-art New Berry Vale development in Aylesbury.”

Aylesbury College also works in partnership with businesses through work placements integrated into a variety of courses with great success. One such area is child care which has earned an excellent reputation. The College’s Foundation Degree in Early Years incorporates a placement element which works so successfully that 100% of the students find employment after graduation.

The future Looking forward, exciting plans are in place to continue the work-ready mission.

In September 2013 Buckinghamshire University Technical College will open its doors as one of the first of its kind in the country. Established by Aylesbury College and based at its campus, it will offer 14-19 year olds technically orientated courses which have been devised in close partnership with Bucks New University and key employers such as Taylor Wimpey, Cisco, ESRI and McAfee. The courses will focus on the construction and ICT sectors, reflecting the employment needs of the region, and combine national curriculum requirements with technical and vocational elements.

Taylor Wimpey’s Southern Counties Managing Director Paul Churchouse, who is involved in the project, said: “It’s very important to help the next generation of people working in construction to gain the right skills as well as experience to succeed in the industry. We are proud to be using our industry expertise to support Buckinghamshire University Technical College and are looking forward to working with our partners to help meet the increasing demand for qualified professional workforce in the local region.”

Beverley Flanagan, newly appointed Principal is positive for the future: "I believe passionately in vocational education and making young people employable, and the way the BUTC will link so closely with employers means our vocational programmes will be credible and valuable."

There are also plans for a similar provision for 1416 year olds at the Buckinghamshire Integrated Learning Campus, focussing on Creative Arts.

Courses will combine core GCSEs with vocational education in Creative Media Studies such as hair & beauty, visual arts, business retail, fashion and creative arts.

For more information www.aylesbury.ac.uk

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please

visit

us

at:

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B4 SPOTLIGHT

B4 PARIS TO OXFORD Photography: Zoe Kemp

It was with some fear and trepidation that 12 plucky B4 cyclists ventured to Paris one Friday evening in May with the sole aim of cycling back.......a massive 270 miles!

But what an adventure! Throughout the gruelling hills and winding countryside of outer Paris, to the coast and a night time crossing to Portsmouth, the team were bonding and can now look back on a trip to remember. The Jubilee Monday 103 mile trek from Portsmouth to Blenheim Palace looked a tall order, but all twelve riders, ably assisted by Martin and Joe from Passion in Events, made it back to a one hundred strong crowd of family and friends. We would like to thank our sponsors below and all of the riders for helping us to raise over ÂŁ10,000 for Oxfam. Well done John, Rob, Keith, Richard, Kieran, Nigel, Dave, Jane the Legend, Dan, Steve and Wayne. Thank you also to Blenheim for hosting our return.

Would you like to join us on our trip from Edinburgh next year back to Blenheim Palace (350 miles!). See page 110.

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B4 HEALTH

“It is important to remember that vending can be good, deliver what you want and use technology in the right way. By placing a range of food and drink items in vending machines a completely balanced diet can be offered

”

HEALTHY VENDING GOES HAND-IN-HAND W ITH L IFESTYLE CHOICES Jonathan Hilder, Chief Executive Officer of the Automatic Vending Association (AVA), highlights the importance of considering the relationship between consumption and lifestyle choices, and how this affects being environmentally friendly as well as healthy eating habits.

The Association is not only concerned about food and health, but the green agenda too. Food and packaging waste are hot topics at the moment, and it is important that industries such as vending recognise the impact that they have on the wider environment. At the AVA we are conscious to develop strategies which help not only users of vending, but our members – those who provide vending services in the first instance – satisfy green credentials which are often dictated by the implementation of CSR policies. Various AVA members are able to offer services which help satisfy these requirements, and we can work to deliver the right requirements to suit the contract.

The AVA understands that something needs to be done to strengthen the affiliation between what we eat and our lifestyle choices; and within education – albeit in secondary schools – the products being stocked in vending machines are tightly regulated. This has led to a massive amount of vending machines being taken off site, resulting in lost income for the school and a change in the point of purchase for pupils; thus providing a lack of control over what is being bought and when.

For vending as a whole however, it is important to address real life. Sensible products that form part of a proper diet should be readily and widely available, and the AVA wants vending machines to include nutrition and where possible – in any relevant sector(s) – incorporate card technology too. This will ensure that purchases can be ‘tracked’, thus making vending responsible.

The AVA poses an innovative number of strategies to try and encourage this process. The Association is actively looking to work with a chef to develop 62

great tasting food that is new, healthy and suitable to go inside a vending machine. The AVA is also working towards promoting quality foods whilst addressing health issues with a completely new initiative that will see the Association work closely with a prestigious university in the development of new vending products. Teaming up with the course tutor to implement this focus in the syllabus, the AVA very much hope that students will be encouraged to design new products exclusively to suit vending. Ultimately, the project will form the basis of a nationwide initiative in which the AVA will join forces with other universities up and down the country.

It is important to remember that vending can be good, deliver what you want and use technology in the right way. By placing a range of food and drink items in vending machines a completely balanced diet can be offered – any food can be part of a calorie controlled diet. In turn, we should also be able to create a connection using new technology to help re-engage the link between lifestyle and consumption, and vending has the technology to do this.

However, it is important to educate the next generation about combining healthy eating with a healthy lifestyle and the consequences of choosing alternative options. Whilst we must tackle this as a nation, the vending industry – through the Automatic Vending Association – can do something about the way we are looking and the way we are moving.

To find out more about the Automatic Vending Association, please call 01494 568960 or visit www.ava-vending.co.uk. You can also ‘follow’ the AVA on Twitter – @vendingava; or ‘join’ them on Linkedin – The Automatic Vending Group!

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The Vineyard

Bloxham School

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68 Daniel Galmiche

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The Wider B4 Selected articles from the B4 Network Bearwood Lakes

Blenheim Palace

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72 Haslams

74 Santander

Passion For Food

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B U I L D I N G

B R I D G E S

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B U S I N E S S E S

B4 R&R

EAT. SLEEP.

AND DRINK WINE. If you are looking for somewhere special to entertain a customer or impress your better half, then we have good news. Your search is over, look no further, stop surfing and book a table, better still, book a room!

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The Vineyard in Newbury played host to our recent B4 Berkshire Ambassadors Event, wowing the guests with the new space age entrance, indulging them in some of the finest wines from Sir Peter Michael’s Californian vineyard and engaging them with knowledgeable and welcoming staff. It would have been rude not to go back and find out what The Vineyard experience is like for the guests, so we bit the bullet and accepted an invitation to ‘Eat. Sleep. And drink wine.’ Well someone had to do it!

On a bright Friday afternoon in July (and there weren’t many of them), we arrived at The Vineyard, checked in and enjoyed afternoon tea with Executive Chef Daniel Galmiche, whom you can read all about overleaf. The Vineyard opened over ten years ago, but the connection with wine hadn’t been clarified sufficiently in that time as General Manager, Hayden Bowl, explained. “We often had guests asking where our vineyard was! There wasn’t a clear link made to the fact that we had a vineyard in California so we felt it was important to showcase the wine and give the background in a clear statement.

“it’s the impressive wine vault which is the main attraction for many, with a glass floor over the basement wine cellar

”

“Last year, we decided it was time to share our enthusiasum, knowledge and expertise of wine and food pairing with all our guests and really get the message out there. With a successful winery in California, an award winning wine list, a friendly, knowledgeable sommelier team, headed up by UK Sommelier of the Year 2011, Yohann Jousselin MS, over 30,000 bottles in our wine cellar and an extensive wine events programme, we realised we had lots to shout about!”

The statement was something else. For those of you who have visited The Vineyard pre March this year, you simply have to make plans to visit. Not only has the reception area been transformed. “As guests enter through the hotel door, they will instantly see why we are called The Vineyard.

A dramatic new painting depicting the infamous Judgement of Paris wine tasting in 1976, an impressive glass-floored wine vault containing over 880 bottles giving guests the opportunity to see down to our cellar, and a brand new menu concept are just some of the exciting changes we’ve made.”

Explains Hayden. But it’s the impressive wine vault which is the main attraction for many, with a glass floor over the basement wine cellar, you are flanked by a tunnel of wine bottles either side and below, www.b4-business.com

with an electric blue glow giving this incredible ‘statement’ a space age feel.

Through the tunnel, The Judgement of Paris painting acts as a perfect centre piece to the new look and feel of the public spaces within the hotel as Hayden explains. “The painting sits within the Taste room, a new casual dining space with a stunning new bar giving guests the option to dine and drink in a less formal dining area. As you walk through the doors, you’re not only met with the view of the painting and the vault, but with the bright, airy and elegant lounge area, that’s perfect for enjoying a glass of wine and afternoon tea with friends, family or colleagues.”

After tea we were shown to our room, and 2nd Wow! With a tastefully decorated lounge area leading into the bedroom with a magnificent four poster bed at its heart, and then on to the marble floored bathroom with an iconic free standing bath tub and super powerful walk in shower, what more could we want? A glass of wine perhaps, and it duly arrived. A nice touch before dinner, we were served a glass of wine each in the room as we made ourselves pretty, well one of us and it wasn’t me!

Before dinner we enjoyed a glass of champagne in the bar and we were then shown through to the dining room, down the elegant staircase to our table. The menus’ have also had a facelift at The Vineyard - smaller plates and more variety in a more relaxed atmosphere. Executive Chef Daniel Galmiche has created an amazing new menu where you construct your own meal from a mouth watering selection including scallops, Aberdeen Angus beef fillet and lobster. With superlative wines accompanying each course introduced by our sommelier, the dining experience at The Vineyard has never been better. Hayden explained, not during our meal of course, how changes within the staff have helped to enhance the whole Vineyard experience.

“Our attitude towards service has also changed. All staff at The Vineyard from sommeliers and waitresses through to housekeeping and reception have been trained to deliver a more casual and personable approach to service that’s still sleek and professional. We’ve also developed a wine training course appropriately called ‘Vintelligence’, which all staff have attended so that we can be confident that whilst the sommeliers or ‘wine coaches’ as we call them, are the experts in their field, other members of staff also have great wine knowledge.”

The Vineyard, an indulgence, an experience, a masterpiece, located on your doorstep. If you’re looking to treat yourself or someone special, The Vineyard is perfect, and I haven’t even mentioned the spa! www.the-vineyard.co.uk Visit us for lunch and receive 25% off your total bill. Terms and Conditions: Subject to availability, valid from Monday to Friday until 30th November 2012. Please quote 'B4Business' when booking.

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B4 R&R

REGAINING REPUTATION When Daniel Galmiche became Executive Chef of The Vineyard, West Berkshire, he had visions of creating a sustainable restaurant that uses fresh produce to offer a modern perspective on traditional French cuisine. Having forged a link with the vineyards in the Sonoma Valley, California, he seeks to fuse the American wines with his French heritage and, in doing so, regain the restaurant’s reputation for producing Michelin-star quality food. B4’s Richard Rosser shared a tasse du thé with a man who has been described at ‘the champion of classic cooking with a contemporary twist’.

Born in the Comte region of France, Daniel was raised in a food-loving family and has inherited generations of cooking knowledge, channelled through his grandparent’s organic farm. This ignited his love for fresh organic produce as he regularly hunted in the local area with his father. He was therefore at home when presented with his first culinary break-through: a three-year apprenticeship with Chef Yves Lalloz which involved working closely with the ingredients sourced from the farm attached to the restaurant.

His career has taken him all over the world; having been tutored by Michel Roux in London.

He has since worked in Sweden, Portugal, Singapore, Bahrain, South Africa and the less glamorous highlands of Scotland (where he was crowned Scottish Master Chef of the Year).

He has also garnered a series of Michelin stars at Harvey’s in Bristol, L’Ortolan near Reading and Cliveden House in Berkshire.

Now at The Vineyard in Stockcross, this charismatic genius aims to bring a contemporary twist to his beloved French cuisine. Yet his philosophy remains the same: using fresh, organically sourced produce to turn out modern, exciting and colourful food. Daniel was quick to stamp his mark on the restaurant, replacing the eight water baths in the kitchen with stoves to promote cooking ‘à la minute’ with nothing pre-prepared or pre-bottled.

“It’s the same kitchen, the only difference is that we cook on a stove now and before they didn’t because they used only water baths and I like ‘live’ cooking. I like the feel of it, I like the noise of it, I like the fact that people are really cooking.’

Explained Daniel.

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Last February, The Vineyard was rated as a Two Star Sustainability Champion, thus cementing its role as an organic and sustainable restaurant.

In order to maintain this reputation, Daniel believes that it is vital to work closely with the cooking community, ensuring all the food is appropriately sourced and farmed throughout the production line. “That means meeting the suppliers, talking to the farmers, visiting the farm, line-caught fish and hand-dived scallopsthat sort of thing. We take pride in the produce of the season and we represent this on the plate.”

“I’m one of these

guys who cooks for my customers.

I don’t cook necessarily for the guide because it’s my customers who feed me as it’s my customers who pay the bills.”

The Vineyard is also unique as it is one of the rare restaurants in which the customer can choose their own five course meal. Daniel therefore aims to maximise customer-liberty by allowing them to sample a range of dishes to their taste. “I’m one of these guys who cooks for my customers. I don’t cook necessarily for

the ‘guide’ because it’s my customers who feed me as it’s my customers who pay the bills.

Some people don’t like things and they look at the menu and say ‘OK that’s the set menu and I would like instead… and oh I’ve had that before… and I like the starter but, oh, could I have had that…’ and at the end of the day you may as well make your own menu! It’s risky and very tough but, so far, it’s working well.”

Indeed, this unique system is risky, as it often proves difficult for a large kitchen of twenty chefs to juggle up to ninety covers of a range of dishes. Yet Daniel believes that he is running a tight ship and has faith that his staff will always deliver food of the highest quality. “We are a good team of good people and we work really well together. They know what I want. The standard and consistency needs to be there all the time.”

The restaurant has taken its name from the owner, Sir Peter Michael, the proud owner of vineyards in the Sonoma Valley in North California. Daniel aims to build on a movement in the nineteen-seventies that saw a surge in American wines in France, a movement that his father was part of. “I have focused on connecting the wines of California and France with the food at The Vineyard, so that our guests can appreciate them working together.”

Seeking to fuse traditional French wines with the modern wines from the Californian valley, Daniel brings yet another unique edge to the restaurant.

“We are cooking for pleasure and we are bringing enjoyment to our guests and it seems to be working.” www.the-vineyard.co.uk

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â&#x20AC;&#x153;Next year will be my 25th year in the hotseat and it has given me fantastic opportunities to travel and make friends around the world. It has also kept me at a level in the sport that I never achieved as a player, having been involved in three Olympic Games and four World Cups

â&#x20AC;?

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B4 R&R

JOLLY HOCKEY MICS! Bloxham School’s Director of Marketing and B4 Ambassador Nick Irvine leads an interesting life! He has just returned from the Olympic Games in London where the man they call ‘the Voice of Hockey’ was heavily involved with the sports presentation team at the mens’ and womens’ hockey events. B4 caught up with Nick at the Olympic Park and quizzed him about what must have been an incredible experience B4: How and where did this love of hockey start?

Well, as with so many things, the opportunity came from my school days. It was a sport that I quickly took to and enjoyed some success as a County and Divisional player. From there Club hockey soon followed and at college it was natural to keep it all going. I progressed into teaching where coaching and umpiring qualifications proved useful tools. The commentating came about through a piece of serendipity really and has been a great outlet for my passion for the game. Next year will be my 25th year in the hotseat and it has given me fantastic opportunities to travel and make friends around the world. It has also kept me at a level in the sport that I never achieved as a player, having been involved in three Olympic Games and four World Cups.

they made everyone feel so welcome in London and at the Games themselves.

We owe them a huge debt of gratitude. The facilities were truly first class and this was appreciated by all the competitors. As you would expect with Lord Coe at the helm, the conditions for those who came to London to perform were paramount at every tier of planning.

“My main concern was that we would put on an event worthy of being called the ‘Greatest Show on Earth’. Did we achieve that? It is for others to say but I think that we did

”

B4: What exactly was your role in the London Olympics?

I was asked to take on the role of stadium announcer and I was also responsible for providing in-ear commentary for blind or partially sighted sports fans who could access a play by play commentary via a small radio that fitted around their ear. These radios were also on general sale and enabled spectators, many of whom were non – hockey experts, to follow the action and, hopefully to enhance their experience while at the Riverbank Arena. This was part of our Olympic bid proposal and therefore something that had to be delivered. It was ground breaking stuff for hockey and I was thrilled to be a part of it – as well as everything else. There were two of us working on these aspects of our coverage and a total sports presentation crew of around thirty.

Twenty hour days were not uncommon but I think that we would all do it again tomorrow as it was a special place and time.

And of course Team GB did amazingly well giving a huge boost to the Nation.

Our girls’ hockey team won a bronze while the men narrowly missed out, finishing fourth. That confirmed their world rankings and was a highly respectable performance but, oddly, for me it wasn’t a key feature. My main concern was that we would put on an event worthy of being called the ‘Greatest Show on Earth’. Did we achieve that? It is for others to say but I think that we did. The hockey event saw over 600,000 spectators over the fortnight – now that is sensational by any measure. The crowds were knowledgeable, enthusiastic and gave support to whoever was playing, although the decibel levels went off the scale every time a GB shirt was involved!!

B4: Did you ‘bump into anyone famous?’

Hockey attracted some notable figures.

B4: When did you learn about your role in the Games?

As soon as I heard that London had won the rights to host I knew that I had to be involved in some capacity. I had worked in Sydney and Athens running the media centre for the hockey competitions and had also done some commentary live and delayed from those Olympiads. About two and a half years ago I was approached by LOCOG to join the sports presentation team and, having agreed to work on the Games, the actual job evolved quite slowly with a flurry of activity in the last three months.

Royalty in the shape of Prince Edward and Sophie, Countess of Wessex, Catherine, Duchess of Cambridge, who is a former hockey player herself and a great supporter of Team GB, Queen Sofia of Spain, Crown Prince Willem Alexander of the Netherlands and I shared a lift together, fortunately he is also hockey mad! We had visits from leading politicians, plus Lord Coe and his LOCOG team and the great and the good from the world of the IOC, BOA and Sport UK. B4: What will be the Legacy for hockey?

B4: What are your feelings about the Games now that they are over?

I think that they have to be viewed as a triumph for so many reasons. I believe that we were able to showcase the Best of British and our ability to stage a major global event with a style and confidence that does us credit. The issues about security and transport were soon forgotten. Our armed forces did a fantastic job and showed a wonderful, smiling face at the security posts and gave great confidence to the Olympic Park. The volunteers were unbelievable – many of them never got to see a race run, a ball hit or a length swum but www.b4-business.com

Hockey will have a new national venue to be built a short distance from the Olympic Park. But of far greater importance will be if we attract new players and officials to our sport over the next few years. Then, and only then, will we know if London 2012 truly did ‘Inspire a Generation’. www.bloxhamschool.com www.greatbritainhockey.co.uk

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B4 R&R

BEARWOOD LAKES Bearwood Lakes Golf Club is synonymous with high quality, perfection and great traditions. The course is second to none in Berkshire, with immaculate greens and challenging fairways, but Bearwood Lakes has more to offer than a great golf course. B4â&#x20AC;&#x2122;s Richard Rosser found out that underneath the prestige of a first class golf course, Bearwood Lakesâ&#x20AC;&#x2122; facilities are second to none.

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Bearwood Lakes Golf Club in Berkshire is rapidly becoming regarded as one of the best golfing venues in Europe. In November 2011 it was posted by the UK Golf Guide as the number one venue in Berkshire based on independent reviews and was ranked second in the top one hundred golfing experiences in England on www.top100golfcourses.co.uk in 2010 (beaten only by Royal St. George’s, last year’s Open Championship venue).

Encapsulated by breath-taking scenery, the course snakes around the picturesque lakes allowing golfers to enjoy their rounds in a peaceful serenity.

But Bearwood Lakes is much more than just a golf club. Earlier this year, local entrepreneur and long time member Gary Holloway purchased the club from the founders (the Wilson and Newling-Ward families) and has set a number of ambitious goals; his aim is to catapult the club to the next level and for it to be classified as one of the finest, not just in Europe but in the world. Naturally, improvements to all aspects of the club have been at the top of Mr. Holloway’s list with a significant amount of money spent already on turning good golf holes into great golf holes. It’s notable therefore that, whilst many golf clubs around Britain are struggling financially, Bearwood Lakes is thriving, with ever continuous enhancements to both the clubhouse facilities and the course itself, the level of quality and leisure is constantly improving. Furthermore, in order to establish itself as one of the best, the alterations made to individual holes, for example, the pond between holes 8 and 9 has been

Equally as impressive are the conference facilities within the clubhouse, the meeting rooms provide a comfortable and well-lit atmosphere conducive to any business function. These, combined with the high speed WiFi throughout the clubhouse, outdoor terrace with spectacular views of the golf course, free parking and large amounts of open space, contribute to creating a tranquil and attractive environment to host a meeting.

Such is the growing reputation of Bearwood Lakes that golf superstar Luke Donald visited the course in preparation the week before the PGA Championship. His outstanding victory a few days later re-instated him to the position of World No. 1.

Many golfers have seized the opportunity to play the very same holes as Donald graced back in May, which has certainly provided an extra incentive to visit the course and has added to the profile and history of the club. Gary Holloway commented “Luke’s visit is an extremely exciting and proud moment for me personally and for Bearwood Lakes. To host one of the world’s finest golfers today at Bearwood Lakes is not only a great honour but it also signals my intention to continue the outstanding achievement of the previous owners and make Bearwood Lakes, not just one of the best courses in Britain, but on every golfers’ ‘must play’ list across the world.”

Donald enchanted Bearwood Lakes’ members and guests from Mizuno with a Q&A style clinic before saving time to sign autographs for Bearwood Lakes Juniors. He commented “This is my first visit to

“To host one of the world’s finest golfers today at Bearwood Lakes is not only a great honour but it also signals my intention to continue the outstanding achievement of the previous owners and make Bearwood Lakes, not just one of the best courses in Britain, but on every golfers’ ‘must play’ list across the world.” extended significantly and many other holes have benefited from subtle changes to make for a more enjoyable golfing experience.

Bearwood Lakes and I have been taken back by the beauty of the course. It has a fantastic layout and is in magnificent condition.”

However, that’s not to say that the course is only playable for seasoned golfers. At Bearwood Lakes there is a refreshing approach to membership, something the Managing Director Carl Rutherford is keen to maintain. It’s not just the course that’s first class either, the helpful and enthusiastic staff make every visitor feel welcome from their arrival at the clubhouse and provide a level of assistance that is rarely challenged by other venues; a source of great pride for Bearwood Lakes.

Remarkably, whilst numbers of members for many British golf clubs have dwindled in recent years, Bearwood Lakes has retained a very healthy membership and continues to buck the national trend. Bearwood Lakes is so much more than just a golf course. My advice is to make a trip there as soon as you can!

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www.bearwoodlakes.co.uk

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“The main aim of the Palace is to excite and ignite peoples imaginations”

THE MAIN EVENT Having worked at worldwide events company Talking Point for five and a half years, hotel chain Corinthia and British Airways special services for two and a half years, Paul Liczbinski has brought quite a considerable blend of experiences and knowledge to Blenheim Palace. He has played key roles in the setup of the defined brochures, e-mail system and newsletters that go out to clients in order to promote the corporate opportunities at Blenheim Palace. By B4’s George Walker.

Blenheim Palace has gained a fantastic reputation for high profile weddings and events in recent years, although clear confidentiality agreements prevent these from being used to promote the Palace, but as Paul explained, this is almost more of a positive. “Our hands are tied when it comes to promoting certain events that have been held here,

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but that works to our advantage as other outlets promote these events and we bathe in the reflective glory. It’s a great way to get priceless PR.” Blenheim Palace recently joined Eventia which sets the benchmark in the meetings industry, which has helped the palace diversify their hospitality towards several different markets. Emphasis is more and more being put on the conference and banqueting sector as well as the wedding market and the incentive market which enables Blenheim to welcome and cater for companies from all sectors of business. The main aim of the Palace is to ‘excite and ignite peoples imaginations’ and Paul is well on the way to doing just that.

And so the idea of the Marlborough Assignment was born. 2012 is the 50th anniversary of James Bond, and the latest Bond blockbuster, ‘Skyfall’, will

be hitting cinema screens in October; more than enough reason to create a special James Bond related event as Paul explains. “Blenheim has been planning the Marlborough Assignment for several months and will consist of six challenges taken from well-known Bond movies and the presence of Bond girls, look-alikes, cars and baddies to lend authentication to the experience. Clients’ imaginations will be set racing in the most high end event as they will be picked up by the classic James Bond transport, Aston Martins, and driven to Blenheim Palace where the games will take place.

We are are working with Spygames, an ex-military company that have an excellent reputation of doing events impeccably well, to add some sophistication to the challenges. For instance, there is a complex observation challenge around the Palace grounds as clients seek to spot six specific clues.”

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B4 EVENTS

Blenheim Palace in Woodstock is well known for its beautiful Palace and gardens as well as the attractions it offers for visitors and particularly its spectacular events. Head of Sales at Blenheim, Paul Liczbinski, joined in November 2011 with a vision to improve the Palace’s hospitality profile. Since November, he has been incredibly busy incorporating new procedures, employing like-minded staff and increasing the flexibility of the Palace to attract the corporate market for meetings and events. B4’s George Walker reports for B4.

There are, of course, other novel ways of attracting people to the Palace without assessing them on their observation and endurance skills. The ‘Be a Knight for a Day’ in the Pleasure Gardens and ‘Tinker Tailor Soldier Duke’ events will also continue to run through the year as well as fishing and other pursuits that can be staged in the Park.. The sheer size of the grounds and the commitment of the Blenheim Palace staff allow for a sublime depth and creativity of events and even mean several events are able to run on the same day without affecting each other. What’s more, ideas for an authentic jousting competition to be held at the Palace are becoming more prominent.

With the availability of ample space and the willingness of the catering company Searcys to cook special jousting food, it could present a fantastic experience for both families and clients.

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Added to this, the brand new visitor centre and Oxfordshire Pantry allow for a unique shopping experience as well as the possibilities for cocktail parties and specific events. There is also the four month old champagne bar next to the Water Terraces which provides another area for entertainment (the Marlborough Assignment finishes there in the evening). The space around the Palace and within the Park is also available for larger marquee based events for clients.

To accommodate the enormous increase in the wedding market, Blenheim Palace are seeking to push weddings onto weekdays in order to maximise the usage of the space and to satisfy demand. The Palace is also keen to set up a wedding planners’ club that can meet and discuss ideas, allowing for the more expansive networking between wedding planners whom often choose to

work independently. This will bring together planners from the US, China, Russia and all over the UK to create a society of ideas, driven by Blenheim Palace and will hopefully be up and running by April 2013.

The conference attraction to the Palace is also being strengthened by the availability of ten rooms that can be used for meetings and the Palace is releasing packages and special deals for business usage. Incentives include the offer of complimentary dining packages for group bookings and discounts on facility fees.

There’s no doubt Blenheim Palace can cater for every whim, fantasy and event. Make sure you speak to Paul about how the Palace could provide the perfect setting for your perfect event. www.blenheimpalace.com

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B4 LEAD

HASLAMS

CHARTERED SURVEYORS Established in 1838, Haslams is one of the most established and respected firms of chartered surveyors in the Thames Valley. Based in high quality open plan offices in the heart of Reading, it is well regarded both locally and nationally. B4’s George Ramsay met with Haslams partners, Conrad Hill and Neil Seager, to discuss how they function as a practice, to obtain their thoughts on the future prospects of commercial property in a fragile economy, and to explain the diversity of the practice.

Located at the heart of the Thames Valley community, although many of the firm’s clients are based in the area, Haslams’ reach extends far beyond, giving it a unique, forward-thinking edge over its competitors.

Whilst established in 1838, the firm is anything but old fashioned. Managing Partner, Conrad Hill explains “Over the last few years, Haslams has worked hard to become the forward thinking, dynamic and agile practice that it now is. We have recently moved to prestigious open plan offices and have built a team of fresh and highly motivated partners.”

With eight partners, Conrad is quick to recognise that it is not just the partners who give the firm an edge. “Yes we are very much a partner led practice but behind the eight partners we have a solid team which helps us maintain an edge.

One key area of strength is our successful graduate recruitment programme including two new graduates which have been appointed in the first half of 2012.”

Reading, and there is a breadth to the firm which ensures that even against the backdrop of a fragile economy, the firm can more than hold its own,” underlines Conrad.

“We feel we have given the firm a positive facelift but retained all of the tradition and reputation which had built up over more than a century. We certainly have the best of both worlds.”

So how does Conrad view the current property market? “There can be no doubt that the market is tough but we continue to be extremely busy and indeed there is a large amount of high profile work in the pipeline for the remainder of 2012. The market is sector driven with strong activity levels in the industrial and residential land markets. In addition, the residential development land market is notably buoyant with the practice dealing with multiple sales of residential development sites.

“With regard to loan security valuations, it is true to say that volumes are down year on year, but

unusual but our focus follows the firm’s belief that client service is key. Ironically disposing of a building or site is more time consuming in a bad market than a good market so we need more hands to do it, especially with our high standards. Marketing is key, administration is key, client liaison is key and as the process is undoubtedly longer, we have to devote more man hours to the process.”

“We act for both landlords or vendors and occupiers or purchasers. We act for pension funds on larger schemes locally, such as Standard Life, Aberdeen Asset Management, Salmon Harvester Opportunity Fund, F&C REIT, Industrial Property Investment Fund (IPIF), Cornerstone, Cushman and Wakefield Investors, Ravenbourne and London and Cambridge.”

“We already specialise in the industrial and office sectors and with the recent addition of Stephen Holt to the team this has provided us with a new platform in the retail sector. We are particularly proud of a transaction we have just completed for Standard Life at Suttons Business

“Haslams has worked hard to become the

forward thinking, dynamic and agile practice that it now is”

Conrad explains how the firm’s diverse approach enables the focus to be on high quality client service, and that the individual partners are all specialists in their field and pride themselves on providing concise, commercial professional advice to their varied client base.

Haslams operates three main divisions including Professional Services, Commercial Agency and Building Surveying, though each of these covers a wide professional field. “We also specialise in acting as Expert Witness and Arbitrator in dispute resolution cases. The practice has a number of high profile and longstanding clients including the University of

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that is primarily due to the fact that bank lending is significantly down compared to previous years. We are particularly active in the Housing Association sector where we often interact with private property developers. We have also seen a significant increase in the amount of Expert Witness work and more litigation related work.

Building surveying work is fairly consistent.”

The firm’s Head of Commercial Agency is Neil Seager who explains how despite the recession, his department is recruiting, giving an indication on his positive outlook for the future.

Park. Here a 208,000 sq.ft chilled distribution facility has been constructed for Brakes Bros.

This deal represents Reading's largest ever industrial pre let and provided 500 new jobs.”

But what about speculative commercial development? “There hasn’t been the activity we once enjoyed but we are now seeing the green shoots. We are currently working on a scheme which will hopefully commence before the end of the year. It will be the first speculative industrial development for some time in the greater Reading / Berkshire area and represents something of a breakthrough.”

“Taking on staff in a recession is admittedly

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B4 LEAD In the last ten years, the industrial market has fared well as opposed to the office market, the latter having huge amounts of oversupply and limited demand, as Neil explains. “This is the case in the Thames Valley generally. Bracknell and Slough have suffered most in terms of drop off and take up of office space and as a result, landlords have had to reduce rents. This had the desired effect and increased occupancy. There are some great deals for occupiers in the market now although this all needs to be put into context. If we look beyond the Thames Valley, the Midlands and the North of England are suffering quite badly in comparison with severe excesses of office and residential space, impacting horrendously on rents and take up.”

“Even though here in the Thames Valley we aren’t as badly off as some parts of the rest of the country, we still need to get our hands dirty and go back to basics to get a deal done. We need to cover the ground, do our research and not cut corners.”

In terms of current deals in the pipeline, Neil is delighted with the firm’s current projects. “Salmon

who they will lend to. The banks need double belt and braces when it comes to security and although it helps to have a good track record and security, it is certainly not the key to a deal anymore.”

“With little movement, it is often easier for a company not to do anything – it is often the safest route. But as companies start to lose business because their properties are perhaps more dilapidated than their opposition’s or their location isn’t as good as it should be, companies will be forced into at least considering a move to new premises.”

“Location is now a key consideration for staff and if a company is poorly located, firms will have to consider relocating if they are to attract high quality personnel. We also have to be aware of the threat from overseas, from emerging markets which have rapidly developed superior infrastructures to ours.

It is no secret that the Thames Valley is falling behind in terms of connectivity and there are instances where companies will prefer to look at Eastern Europe and the Far East than here.”

“The market is sector driven with

strong activity levels in the industrial and residential land markets” Harvester purchased an industrial estate in West Reading two to three years ago. Since we rebranded and repositioned it in the market we have attracted Halfords Autocentres and currently have two other trade counter units under offer.

The estate is prominently located and already has a number of major trade occupiers. Trade occupiers like to cluster as their customers tend to go from door to door to pick up the varying products.”

“We have previously acted on behalf of Halfords when we acquired its 330,000 sq.ft national distribution hub in Coventry. We have also recently acquired a 50,000 sq.ft warehouse in Leeds for @Futsal. Unlike most of our competition that seem to be Thames Valley focused, we do spread a little further afield and this helps us to advise on a wider area and give us a broader view.”

So what do Neil and Conrad believe the future holds in store? “I certainly believe we are over the worst of it,” proclaims Neil. “It has been a longer recession than I envisaged but we are certainly seeing some positive signs of recovery and a definite change in activity since the start of the year. There seems to be a renewed appetite to do business and we hope this continues.”

“Finance is still a major issue as the banks have gone from one extreme to another in terms of 76

“The retail sector is a genuine concern. It never used to be the case that more than one vacant unit would appear in Broad Street in central Reading at the same time but now, with access to the web, free delivery and more confidence in the internet, retailers are suffering. The types of occupiers are changing from shops to niche retailers. Big brands still want a High Street presence but some are beginning to seriously question the viability of outlets and negotiations for rents are becoming increasingly sensitive.”

That’s where Haslams can help. With the breadth and expertise of the partners, they can advise all types of clients with clear, concise property advice, concludes Conrad.

“We are a young and forward thinking partnership with a focus on succession planning to ensure our clients are well served for years to come. We are particularly involved in the local professional community with regular corporate events including a Client Party earlier in the year and more recently, the Reading Real Ale and Jazz Festival. We ensure we maintain a high profile and are always keen to fly the Haslams flag and maintain our excellent tradition of doing business with the local professional community.” www.haslams.co.uk

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PARTNERS Steven Smith Senior Partner BSc (Est Man) FRICS FCIArb: T: 0118 921 1527 E: stevensmith@haslams.co.uk Steven has been Senior Partner since 1999 and is recognised across the country due to his role as Expert Witness or third party in dispute resolution cases. Other clients include a variety of private and public bodies including local authorities, trusts, charities, schools, plc developers and corporate businesses.

Conrad Hill Managing Partner BSc (Hons) MRICS: T: 0118 921 1524 E: conradhill@haslams.co.uk Conrad became Managing Partner in 2011 and also heads up the Property Valuation team, specialising in loan security work throughout the Thames Valley and beyond. His clients include most of the major commercial lenders, insolvency practitioners, solicitors and accountants, as well as private individuals.

John Short Partner BSc (Est Man) FRICS: T: 0118 921 1531 E: johnshort@haslams.co.uk John has a long history with Haslams. He has been a Partner for many years and was Senior Partner from 1990-1999. John deals with strategic land planning issues, as well as the sale of commercial and residential development land.

Keith Walker Partner DipArb FRICS MCIArb: T: 0118 921 1538 E: keithwalker@haslams.co.uk Keith is a Partner and in charge of building design and architectural projects. His work areas include the design, planning and project management of both new build and refurbishment projects, acting as CDM Coordinator and as Expert Witness.

Matthew Ward Partner BSc (Hons) MRICS: T: 0118 921 1533 E: mattward@haslams.co.uk Matt is a Partner and specialises in commercial and residential building surveys, preparation of schedules of condition or dilapidations, and defect investigation and analysis.

Chris Newman Partner BSc (Hons) MRICS: T: 0118 921 1521 E: chrisnewman@haslams.co.uk Chris joined Haslams in 2000 and became a Partner in 2006. He specialises in valuations and development land sales. His client portfolio includes Thames Water, the University of Reading, local authorities, private schools, housing associations and a number of national house builders.

Neil Seager Partner BSc (Hons) MRICS: T: 0118 921 1516 E: neilseager@haslams.co.uk Neil joined Haslams in 2000 and became a Partner in 2006. He now heads up the Commercial Agency and Development team who advises clients on the disposal, acquisition and development of commercial property and land.

Stephen Holt Partner: T: 0118 921 1520 E: stephenholt@haslams.co.uk Stephen specialises in Lease Consultancy (including rent reviews, lease renewals and re-gearing) Property Acquisitions and Business Rates Appeals. He has been based in the Thames Valley for over 25 years and has acted for a wide variety of clients including property funds, property companies, local authorities, major corporates and regional occupiers and investors.

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“By becoming a business partner rather than just a finance provider, Santander has developed a deeper understanding of the needs of its customer”

OXFORD STUDIES ENCOURAGE

SANTANDER TO EXPAND PRESENCE The opening of Santander Corporate Banking’s new corporate business centre in Oxford is indicative of the potential of a city that has established an international reputation for commercial as well as academic excellence.

Since its launch in 2008, Santander Corporate Banking has become a major player in the business banking market in the UK with an expected market share of 9% following the acquisition of 44 RBS corporate business centres.

Last year alone, Santander made new lending commitments totalling £8.8 billion to businesses across the UK and started new banking relationships with 2000 businesses who each turnover £1 million or more, an increase of one-third compared to 2010.

Lending to small and medium sized enterprises grew by 25% in 2011 to £4.3 billion – ahead of Santander’s own projections and fully meeting its obligations under the Project Merlin agreement.

A willingness to develop relationships with customers has been a vital element 78

of this success. By becoming a business partner rather than just a finance provider, Santander has developed a deeper understanding of the needs of its customers, backed up by a team of experienced Relationship Directors and a nationwide network of corporate business centres, of which Oxford is the latest addition.

Cheryl Adams, Regional Corporate Director for Thames Valley explains that Oxford has been identified as a significant opportunity in terms of both the university and the number of commercial enterprises in the city.

“The biotech and science sectors are particularly appealing. Oxford is quite a challenging community to break into if you haven’t got a substantial presence on the ground, so our new corporate banking centre is a hugely significant development. It will enable us to support businesses with turnover from £250,000 upwards through true relationship management and banking www.b4-business.com

B4 LEAD L to R: Cheryl Adams (Regional Director Thames Valley), Ian Nash (Business Development Director), Dorothea Dunn (Relationship Director Thames Valley), John Church (Pembroke College Bursar) and Olivia Kruger (Relationship Manager Thames Valley).

Cheryl’s colleague and Education, Health and Charities Relationship Director, Dorothea Dunn, also refers to business opportunities arising from the Oxford colleges and other high calibre educational institutions.

“We know there are in excess of forty Oxford colleges, so there is a lot of business to be done here. Combine that with the opportunities offered by independent schools and charities (together with healthcare service providers) and you get a sense of the potential demand for business banking services.”

Santander prides itself on its traditional approach to customer service, which will be a key element in its dealings with local firms according to Business Development Director, Ian Nash.

“We like to deal with small businesses face to face.

That is one of our great strengths and we are looking forward to developing relationships with businesses of all kinds in Oxford.”

One of the key elements in Santander’s offering to SMEs is its Breakthrough programme, through which it is identifying the UK’s most entrepreneurial www.b4-business.com

small and medium-sized businesses, supporting them by providing advice and funding, as well as the chance to visit and learn from successful companies and leading entrepreneurs. The programme is designed to help fast-growth businesses unlock their potential.

“We like to deal with

small businesses face to face. That is one of our great strengths and we are looking forward to developing relationships with businesses of all kinds in Oxford” The programme is making £200 million available to entrepreneurial firms with a track record of growth, a strong business plan and international ambition. Those entering the programme will

typically have annual sales of between £500,000 and £10 million and annual growth rates of 20 per cent or above.

These ‘growth champions’ will also receive advice from leading business people through masterclasses hosted by world-class companies and have the opportunity to participate in international trade missions.

Our growth champions are also supported by the Enternship Programme, facilitating the employment of talented graduate interns and delivering a series of ‘Breakthrough Live’ events where business owners can learn from one another and from those further up the growth curve. Speakers at these events have included Allan Leighton, former Chairman of the Post Office and there have been presentations from senior management at Google and HP on issues - particularly technology issues that challenge fast-growth SMEs. All of this is underpinned by a corporate social responsibility focus, encouraging entrepreneurs to recognise the impact of their growth on their community.

International support is provided through export seminars and trade missions, organised in 79

Photography: James Lyon

solutions designed to help them grow.”

B4 PROPERTY The focus of the trade missions was on countries where Santander has a strong presence and deep knowledge of the local economy and region. Delegates are carefully selected, with an emphasis on businesses that are both exportready and able to fully utilise the support the Breakthrough programme can provide.

CASE STUDY PEMBROKE COLLEGE

These businesses are introduced to potential partners, suppliers and customers, useful contacts within the public and private sector business support structure and Santander staff in each export market. The aim is to ensure that delegates learn something of the opportunities in the marketplace, experience the feeling of being in-country and make connections that may be beneficial to their businesses in future.

Santander’s growing relationship with Pembroke College, Oxford is an example of its ability to find solutions to specific funding and banking requirements.

Founded in 1624, Pembroke College is home to academics and students from around the world. In November 2010 work began on a project to expand its main site and provide improved facilities for current and future students and academics.

As soon as the £29 million project was approved, college bursar John Church and his team set about raising the money to fund it. While £17 million would be raised by donations mostly from former members of the college, a long term loan was required to raise the remaining £12 million.

The credit crunch hit just as Pembroke College began its search for bank funding, so the funding proposals had to be resubmitted. The challenge was to find a bank that would meet the original terms as closely as possible and John believes that this was a critical factor in the decision to select Santander over other banks.

“It is very much to Santander’s credit that it stuck closer to the terms of the original funding proposal than any of the other banks. In fact, they not only offered us the best deal in terms of the rate - they also offered us an attractive structure in the form of a revolving credit facility that we could draw up and down during the construction phase.”

Cheryl Adams Regional Director Thames Valley conjunction with partners including UK Trade & Investment. The missions offer a unique opportunity to meet local legal, finance and marketing experts and even organise sales meetings with potential suppliers, distributors and customers.

The inaugural mission saw 10 entrepreneurs from sectors as diverse as fashion and transport infrastructure travel to Brazil, one of the world’s fastest growing economies. The most recent trade mission visited the world’s largest economy - the US – where meetings were scheduled in Boston and New York for business

At the end of this five year facility it will be converted into a long term loan. John describes it as “a nicely structured facility with flexibility in the first few years and finally conversion into the long term loan” and says the college has been exceptionally pleased with the service it has received, both during the negotiations and subsequently. “We have been very impressed with how Santander has operated.”

Dorothea Dunn Relationship Director Thames Valley “In November we will be hosting a ‘Breakthrough Live’ event in Oxford,” explains Cheryl. “Fastgrowing businesses (both in terms of turnover and staff levels) will be invited to find out more about the programme, which is paving the way for new, up and coming businesses and the entrepreneurs of tomorrow.”

Photography: James Lyon

Pembroke College and Santander hold regular meetings to ensure the project is on track. John says the relationship developed through this regular contact has been a major factor in the success of the partnership and is quick to acknowledge the contribution of Dorothea Dunn.

“Dorothea has been consistently involved with us and has looked after our interests, so that has all worked very well. It has been an easy process to manage.”

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Santander UK has a comprehensive trade finance and international business capability.

Breakthrough works alongside those teams to provide the appropriate supports for fast-growth SMEs wanting to trade internationally.

The Santander Breakthrough programme is being rolled out across the country, with events taking place all the time. To read more about the scheme or to register your interest, visit www.santanderbreakthrough.co.uk.

Olivia Kruger Relationship Manager Thames Valley ranging from snack bar producers to door manufacturers. A number of contracts have already been signed as a result of contacts made on these trips.

To find out more about banking with Santander visit www.santandercb.co.uk or e-mail scbinfo@santander.co.uk

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news Economic confidence

Essential investment

Changes in headcount

Levels of profitability

Business highlight

New business pipeline

Availability of finance

Revenue growth

measuring results

business barometer

Thames Valley business prospects improve as two thirds witness growth The Thames Valley is bucking the trend as almost two thirds of businesses witness growth. But ailing confidence in the UK economy continues to cast a dark shadow, according to the inaugural Thames Valley Business Barometer published by accountancy and business advisory firm BDO LLP and the Twenties Club.

The Business Barometer, which surveyed more than 120 business leaders in the Thames Valley, reveals that new business pipelines have increased for the majority of businesses (64 per cent) in the last three months. More than half witnessed an increase in turnover in the last quarter, and 61 per cent predict further growth in the next quarter (rising to 67 per cent for SMEs within the sample).

Profits are up too for 47 per cent of respondents but companies are still under pressure to deliver more for less and, despite optimistic order books and outputs, approximately half report no overall improvement in general economic conditions.

Looking forward, investment intentions are strong. Winning new business, staff development and advancements in technology are key investment areas for the region’s business leaders; with almost half looking to increase marketing spend in the next three months and a third investing in training & development and technology. Investing in new fleet & transport and property is not on the agenda in the short-term, with just 3 per cent and 8 per cent respectively planning to invest in these areas.

Alongside the need for investment in education and skills across the region, the majority of local businesses see the availability of finance as the major challenge for businesses in the Thames Valley, with just one in ten saying it has become easier in the last quarter.

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Julian Frost, Partner and Head of BDO in the Thames Valley, comments: “The Thames Valley is bucking the trend in terms of growth, business performance and investment. It has been a solid quarter of financial progress; one that will be welcomed by businesses across the region. It is understandable that cautious optimism prevails, particularly with the ongoing turbulence in the eurozone, but companies seem to be on a much firmer footing and the challenge is now to create a springboard for growth into the next quarter and beyond.”

The Barometer’s report includes a number of interviews with Thames Valley businesses, including Ultima Business Solutions, GCS Recruitment, SEGRO, Achilles Group and Grundon Waste Management. The companies shared their perspectives on their own performance, the key challenges they face and the prospects for the Thames Valley region.

Paula Elliott, Managing Director, C8 Consulting, comments: “The Thames Valley Business Barometer provides a compelling street-level view of business sentiment, helping to inform decisions on growth, investment and employment in the region. There are some fantastic stories of strong growth, particularly within the mid-market, demonstrating the resilience and entrepreneurial spirit of our region’s businesses.”

BDO’s Julian Frost concludes: “Our second Barometer will re-open on 1st July 2012 until the 31 August and we encourage all companies in the region to get involved.” The full results of the survey can be accessed via the BDO LLP website (www.bdo.uk.com/press/bdo-thames-valley-business-barometerlaunch) and also via C8 Consulting’s website, the founders and inspiration behind The Twenties Club (www.c8consulting.co.uk/Twentiesclub). www.bdo.uk.com

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A REAL PASSION FOR FOOD Philip Baker launched Passion for Food over seven years ago. Philip, the previous owner and head chef of Baker’s restaurant in Eynsham, set up the business after selling his restaurant, having built up a strong reputation around Oxfordshire for his high level of service, quality of food and overall commitment to the job in hand. George Walker met with the quietly spoken, yet fiercely determined and impressively focused Philip Baker.

“Passion for Food can now boast the quality of a large London caterer but at more competitive rates” 82

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B4 EVENTS We all need a break, and Philip most certainly appreciates he’s had his. “After we sold the restaurant, my wife, Amanda, and I spent several years freelance catering for small private events, pubs, restaurants and small dinner parties for old customers from Baker’s restaurant. We were trusted and we knew we could do a good job so the business really took off. But we all want more don’t we, and in, what in hindsight was a desperate bid to win more high profile work, we sent out a large batch of fliers to Oxfordshire and Buckinghamshire venues. The flier outlined our desire to cater for weddings and larger events.”

The flier wasn’t an immediate success, but after not hearing anything for nearly two years, Philip was again expressing his desire for a big break to a friend when he received an email from Waddesdon Manor, literally at that moment. “I was talking to a good friend of mine and had said it would be nice to get two events to show what I could do, anything to show that I had what it took. It was like a Genie had been hovering over me as at that exact point an e-mail came in from Waddesdon asking if I could cover two jobs for them which the current caterers had to sacrifice for a larger job at Wimbledon.” Well, that was their loss! Philip and Passion for Food have catered for every wedding and large event at Waddesdon Manor since! OK all dream what you really want and now check your e-mails to see if it works for you!

Philip was now building up a track record and with Baker’s restaurant and Waddesdon Manor to quote, the reputation was growing and customers were calling him, as Philip explains. “This has allowed the business to expand with more staff, better facilities and equipment, without ever having to take large risks or gambles in terms of borrowing money or trying to grow too quickly.”

But, the recession came, and despite a steep growth curve, Passion for Food was having to battle for jobs, even attempting to take on jobs at a loss to boost publicity. Many companies had to cut down on expenses, staff, property and equipment

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but Philip sought to lift Passion for Food out of the ‘middle ground’ and raise their profile in order to work at higher end venues so that clients would perceive them as a more sophisticated outfit. They relocated to new, larger premises and took on a 3,500 square ft site and invested in their own professional kit. It was Philip’s biggest gamble, as he explains. “I had to decide whether to stick or twist to be honest. We had to choose between treading water or get to the next level.”

Philip’s ambition for the business shone through and he had an industrial kitchen built with new floors and ceilings. This was a first class base for Passion for Food on the outskirts of Bicester with easy access to the centre of Bicester and the rest of Oxfordshire and Buckinghamshire. But it wasn’t the complete solution, recalls Philip. “We’d invested in premises and kit but we weren’t telling anyone about it. At, arguably, our most challenging time, I was told by the accountant that I couldn’t afford to spend lots of money on a website to increase the profile of the business, or spend a lot on advertising.”

It was therefore a case of trawling venues and trying to find new customers. And that’s when Philip came into contact with the stunning Rhodes House in the centre of Oxford and his next ‘Eureka!’ moment.

“I came across the Rhodes House website, which impressed me so much that I contacted the website designer, Jules James from Voyage. It was the ‘last role of the dice’, and against the advice of my accountant, I agreed a marketing deal with Jules after she convinced me that she would provide the lift that Passion for Food needed and that she could make the difference. She was true to her word.”

Philip trusted Jules, went along with her every suggestion and she provided him with an ongoing business relationship with support and this led, vitally, to more business. Passion for Food can now boast the quality of a large London caterer but at more competitive rates.

In the last eighteen months, Passion for Food can count Rhodes House, English Heritage, National Trust, Stowe Landscape Gardens, Grand Prix Silverstone with Buckingham Contracting (the company that just built the handball arena for the Olympics), Dom Perignon, Christies and most recently, the torch relay for Mini/BMW, a main sponsor of the Olympics. This year alone, Passion for Food will have catered for over ninety weddings by working alongside Green Ant Events, based in London. Green Ant Events employs Passion for Food for weddings, including a £200,000 wedding in July and four £250,000 weddings in 2013, two of which are based in Italy. With many events, in particular, for Dom Perignon and Christies, two recurring customers, their stock is rising all of the time.

Philip’s desire is that Passion for Food continues to improve in order to gain long term corporate contracts with large companies. In fact, they have started to use new technologies to make progressions in the quality of their food and are developing the science of food, to a sensible level, in order to give clients the highest possible standards. In particular they aim to strengthen their ability to mass cook food to the highest standards and to develop the American concept of ‘street food’ in the UK, as it allows them to present the quality of their food on a small scale and revolutionise British cuisine.

Less than two years ago, Philip and his business were frustrated, unable to realise their full potential.

However, the incredible revival of Passion for Food speaks volumes for both the quality of Philip’s work and the determination of Philip himself. The trust that prestigious institutions and individuals place in his services highlights the efficiency of the company and its level-headed owner; Philip understands what his clients want, without getting carried away, and they know the quality that Passion for Food will deliver ……… every time. www.passion-for-food.co.uk

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CONTACTS DIRECTORY Advice..................................................................................................................................................84 Business Services....................................................................................................................84 Conference, Events & Venues.......................................................................................84 Education........................................................................................................................................84 Finance...............................................................................................................................................85 Health & Leisure........................................................................................................................85 HR...........................................................................................................................................................85 IT & Telecommunications..................................................................................................85

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A M B A S S A D O R

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Manufacturing...........................................................................................................................85 Science & Technology...........................................................................................................85 Marketing & Design..............................................................................................................85 Transport..........................................................................................................................................85 Retail....................................................................................................................................................85 The Wider B4.................................................................................................................85 & 87

BUSINESS SUPPLIES & EQUIPMENT

VENUES

Automatic Vending Association A Jonathan Hilder Chief Executive Officer

Hartwell House A Jonathan Thompson Director & General Manager

t: 01494 568 960 w: www.ava-vending.co.uk

t: 01296 747444 w: www.hartwell-house.com

London & Counties A Office Supplies Ltd Paul Milbourn Managing Director

West Wycombe Estate t: 01494 524411 w: www.west-wycombe-estate.co.uk

Thirdwave A Tony Thomson Managing Director

t: 01494 791 221 w: www.lacosltd.co.uk

Chicheley Hall t: 0800 085 1660 w: www.chicheleyhall.co.uk

t: 01628 487 912 w: www.thirdwaveweb.co.uk

CORPORATE TEAM BUILDING

The Tree Hotel t: 01494 881183 w: www.cadmore.treehotel.co.uk

ACCOUNTING Fish Partnership P Paul Laird Partner t: 01628 527956 w: www.fishpartnership.co.uk

BUSINESS ADVICE

RSM Tenon t: 01628 478 100 w: www.rsmtenon.com Avocet Investments Ltd t: 01494 726173 w: www.avocet-investments.com

LEGAL B P Collins A David Stanning Partner t: 01753 889995 w: www.bpcollins.co.uk

BUSINESS SERVICES BUSINESS ORGANISATIONS Federation of Small Businesses A John Walker Chairman t: 01628 602 983 w: www.fsb.org.uk Institute of Directors t: 01494 718699 w: www.iod.com

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Partners With You Limited t: 01923 842435 w: www.partnerswithyou.co.uk

CHARITIES Horizon Sports Club A Anita Templar Club Chairman t: 01844 345432 w: www.horizonsc.org.uk Buckinghamshire Community Foundation A Richard Dickson Director t: 01296 330134 w: www.thebucksfoundation.org.uk

EVENT MANAGEMENT TECHNOLOGY The Active Network A Banks Holcombe Head of Business Development t: 0207 313 5744 w: www.activenetwork.com

EDUCATION COLLEGES Aylesbury College A Pauline Odulinski Principal and Chief Executive

SECURITY

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Risk Management A Security Services Peter Smith Managing Director t: 01494 441 805 w: www.riskmanagementsecurity.co.uk

Buckinghamshire P New University Anne Whitehouse Head of Corporate Communications t: 01494 522 141 w: www.bucks.ac.uk

CONFERENCE, EVENTS & VENUES CONFERENCES Kents Hill Park Training & Conference Centre t: 01908 358000 w: www.kentshillpark.com

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B4 Magazine A Richard Rosser Managing Director

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Your Money Friend Ltd A Ted Yeates Managing Director

Blink Design & Print P Keith Simpson Senior Designer

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t: 01865 742211 w: www.on-the-blink.com

Wealth and Tax Management t: 01908 260418 w: www.wealthandtax.co.uk

MARKETING Strangebrew P Phil Strachan Proprietor

HEALTH & LEISURE LEISURE ACTIVITIES

t: 07770 753975 w: www.thinkbrandnotbland.co.uk

The Sculpture School t: 07810 480884 w: www.thesculptureschool.co.uk

First Move Direct Marketing A David Amor Managing Director t: 01494 539300 w: www.firstmove.co.uk

PSYCHOLOGIST Dr Lynda Shaw t: 07967 271274 w: www.drlyndashaw.com

Urban Media A Elton Boocock Founder

HR

t: 01494 538441 w: www.urbanmedia.co.uk

HR2You P Sarah Morris Owner

PHOTOGRAPHY AND FILM PRODUCTION Andrew Gleed Photography A Andrew Gleed Owner

t: 07789 711997 w: www.hr2you.co.uk

IT & TELECOMMUNICATIONS DATABASE MANAGEMENT InTouch CRM P James White Managing Director t: 0845 310 9973] w: www.intouchcrm.co.uk

MANUFACTURING ARLA Foods t: 0113 382 7000 w: www.arlafoods.co.uk

t: 01494 718557 w: www.gleedphotography.co.uk Adby Creative t: 020 3239 1084 w: www.adbycreative.co.uk Piers Photography t: 07787 505786 w: www.piersphoto.com Take One Business Communications Ltd t: 01494 898919 w: www.takeonetv.com

PRINTING Stones the Printers P Steve Palmer Managing Director t: 01295 819 300 w: www.stonestheprinters.co.uk

PUBLIC RELATIONS Esplin PR A Louise Esplin Freelance PR Consultant t: 01235 850115 w: www.esplinpr.co.uk

TRANSPORT TRAVEL Chiltern Railways A Rob Brighthouse Managing Director t: 08456 005 165 w: www.chilternrailways.co.uk

RETAIL Coffox Ltd t: 07736 950673 w: www.coffox.tel

THE WIDER B4 Miele Company Ltd Zoe Carter t: 0845 365 6600 w: www.miele.co.uk The Art Room t: 01865 779779 w: www.theartroom.org.uk Reading Football Club Limited P Sir John Madejski Chairman t: 0118 968 1100 w: www.readingfc.co.uk The Bird in Hand Country Inn t: 01628 826622 w: www.birdinhand.co.uk Rhodes House A Martin Gubb Director of Finance t: 01865 270918 w: www.rhodeshouseoxford.com Lady Margaret Hall P Bill Kemp Head of Conference Services t: 01865 611079 w: www.lmh.ox.ac.uk Williams F1 Conference Centre A Brendan Caffrey Conference Centre Manager t: 01235 777900 w: www.williamsf1conferences.com

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t: 01865 728240 w: www.oxfordfinedining.co.uk

Bloxham School A Nick Irvine Marketing Director t: 01295 724332 w: www.bloxhamschool.com

BDO LLP A Julian Frost Lead Partner 0118 925 4400 www.bdo.uk.com

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Haslams Surveyors LLP P Conrad Hill Managing Partner 0118 921 1500 www.haslams.co.uk

t: 01993 810501 w: www.blenheimpalace.com Santander Ian Nash Business Development Director t: 07809 493563 w: www.santander.co.uk

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