STRANGE TIMES

BETTER THAN BANANA BREAD!

Big wins for small businesses

At Portman Scott, as in many small companies, we wish we could devote more of our time to pro bono work. But although both founders sit on not-for-profit boards, the truth is that we are not yet at that stage in our recruitment business.

Lockdown, whilst uninvited, brought us abruptly to a place where although we were not providing our services totally pro bono, did give us a chance to rethink how we were approaching the market. The whole world in complete economic shutdown meant a wealth of senior candidates who, irrespective of their quality and circumstances, found themselves without a role. Short-term futures were suddenly transformed into home-schooling, Netflix and baking banana bread! Keeping busy yes, but also for many, a time of reflection. What was important to them? Perhaps that their next role would be more fulfilling, more of a challenge and more of a change than they had previously contemplated.

Fast forward six weeks and we are delighted to be in a position where we have contributed in a small way to a company (c. £1m turnover) having the best month in its nine-year history.

An entrepreneurial CEO had just acquired a new business, knew he had a great product and had several glowing testimonials. He found it difficult, however, to capitalise on its success; a Marketing Director was needed, but a six figure salary wasn’t feasible. Frustratingly, this was also the dream role for a creative, commercial Marketing Director who wanted to make a real impact in an ethical company. At the same time there were investors interested, but they had concerns about the lack of senior experience in the existing team.

Happily, we were able, in these unique times, to act as the catalyst for a deal that worked for all parties. The candidate agreed to work for a significantly reduced salary, initially for three months to help scale the company. With the date of review and market salary agreed up front, it’s everyone’s intention that the candidate continue in the role, reverting to market salary at the end of the three months.

And the part that we played as the search/recruitment company? It follows the “thrive rather than just survive” model we developed in week one of Lockdown. We meet many owners who have potentially great companies, but lack budget for senior hires. To support them we decided to provide this complete Search Service solution – but to only invoice our full fee when the candidate reverts to the permanent role. That way we share the risk with all parties involved and our clients get to try our services and the candidate “before they buy” too. It’s not a totally pro bono model, but it is our way of adapting to the times and, hopefully, can lead to a positive outcome that works for all.

We have chosen not to name the company concerned, but if you’d like further details, please do get in touch. We have permission from both to discuss their experience. b.cunningham@portmanscott.com.

Ardent Tide

An interesting three months or so at Ardent Tide. While we were able to carry on business as normal for our clients and subcontractors we were all working from home. The biggest challenge was getting information to self-employed ops regarding the Govt income support scheme; ‘being made up as you along’ so getting facts was always going to be tricky. We also organised a loan facility for the ops so between the two nobody suffered any hardship. As of early June were are back to 80% trading which is great.

Strange Times

BITA member Gerry Keany of Cara Stationery shares his experience of the last 3 months and explains how his firm is now helping other businesses get ready to reopen after lockdown

Normally around this time of the year Gerry Keany and members of his team at Cara Stationery are dealing with enquiries from clients about branded Golf balls and Golf merchandise for charity & corporate events as well as promotional products. This year however Gerry himself has only played twice (badly!) and his team are dealing with queries for hand sanitisers, masks, thermometers, and anti-virus desk shields. Cara has had to pivot its focus with clients seeking these products to get their businesses up and going again.

Over 75% of the Cara Stationery client base is in the Construction industry and a lot of these firms continued working during the lockdown albeit with reduced activity. Cara remained open during the period in order to provide a service to these businesses many of which were essential services in the water, rail and waste management sector. A lot of the non-construction clients continued in operation with staff working from home. Again, Cara Stationery adopted a flexible approach and were able to provide essential deliveries to home addresses. ‘We supplied quite a few ergonomic chairs to private addresses during the early part of lockdown and this kept us very busy then’ explains Gerry.

Desk Shields for Social Distancing

With businesses now starting to reopen and government regulations and employee welfare so important, the construction sector now ensures that in addition to PPE, which has become the norm for operatives, firms are providing hand sanitisers, masks and face shields for their workforce. This is mirrored in all other areas of business.

Away from the actual building sites, offices are altering layouts, so movement is in one direction only where possible. Signage highlighting the two-metre ruling and direction of movement are now in evidence in most offices. ‘We have been extremely busy supplying and installing virus desk shields (sometimes called sneeze guards) made of Perspex to businesses where it is difficult to ensure strict social distancing’ Keany adds. This is in addition to providing cleaning products – surface wipes, sanitisers as well as masks and face shields. Strange times indeed, but Gerry can see a resilience in his clients who are anxious to get their businesses reopened while ensuring their employees can work in a safe environment. He is optimistic for the future and feels that once we get over this year things will begin to look up again. He misses the BITA lunches and looks forward to the day that they start up again! Anyone looking to get in touch with Cara Stationary can visit www.carastationery.co.uk.

Keenwood Joinery

Seamus Keenan shows that a good CEO can still be “on the tools” as he builds a tree house for the family during Lockdown. A little different from Keenwood Joinery’s normal projects but a great job, I think you would all agree!