Dealer Support June 2024

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Oh, we’re halfway there…

Go on, admit it, you sang the next line of the song, didn’t you? I don’t know what it is about this time of year, but here at Dealer Support HQ, we’re embracing the change in the season and energy levels are on the up. Our positivity is soaring, and we’re not the only ones. Perhaps it’s because the midway point of the year prompts us to look forward, rather than back - something that’s evident in the dealers and businesses we’ve been speaking to this month.

When it comes to looking ahead, this month James McKeever of Sovereign Business Solutions shares his insights on how dealers can embrace the concept of cultivating business from the ground up, while our feature “Location, location, location” explores identifying new business opportunities from a geographical perspective.

In this issue, James Morton of MBM Omega discusses how better teams build better futures, offering valuable insights on great business leadership. We also delve into the world of cutting-edge audio-visual technology, exploring how dealers can engage with customers to showcase its benefits.

We’ve also rounded up the best bits from the London Stationery Show, Steve Carter is back with his ever-popular monthly article, and in our Green and Eco section, we focus on greenpowered offices.

With an abundance of good news and positive stories in this issue, it’s hard not to feel like brighter days are ahead. So, let’s keep the momentum going and approach the second half of the year with enthusiasm, integrity, and the can-do attitude this industry is known for.

We’d love to hear all about your success and to be inspired by stories of resilience and agility. Please do share all your news via LinkedIn and Twitter @dealersupport.

Holly Tinsley Editor

INDUSTRY

06 THE MONTH THAT WAS

The headline news from the industry

10 LOCATION, LOCATION, LOCATION

We reflect on the changing geographical dynamics of the business landscape

12 IT’S ALL ABOUT THE ATTITUDE

We talk to Steve Carter about just how far the right attitude can get you

14 CLICK IT

Dive into the best of the web

BUSINESS SUCCESS

18 GETTING IN FROM THE GROUND UP

We catch up with James McKeever about treading new ground

22 BETTER TEAMS BUILD BETTER FUTURES

James Morton talks about the importance of adaptability

GREEN AND ECO

26 THE PATH TO GREEN-POWERED OFFICES

Where should you begin and what does the green-powered office look like?

STRATEGIC GROWTH

30 APPROACHING STRATEGY: PLANNING VERSUS PREPARING

Rebecca Homkes discusses leading through uncertainty

SALES SUCCESS

32 HERE COMES THE SUMMER: 2024 WORKPLACE TRENDS

How dealers can assist customers in embracing this summer’s workspace trends

36 TAKING AUDIO VISUAL COMMUNICATION TO THE NEXT LEVEL

We dive into the latest products and technologies to help you embrace the future

39 LIVE IT: FINAL WORD

Why you shouldn’t ‘fake it ‘til you make it’

THE MONTH THAT WAS

Small businesses struggle with going green

As reported by edie, despite wanting to reduce carbon emissions, nearly two-thirds of UK small businesses face financial barriers to sustainability efforts. The “Small Business, Green Growth” report states that 80% of business proprietors aim to enhance their sustainability efforts, with nearly one in four small businesses seeing environmental initiatives as a potential avenue for growth.

Nevertheless, nearly 64% cite a need for increased support in implementing sustainability enhancements, and 41% perceive financial constraints as a significant hurdle to overcome.

Small Business Britian’s founder Michelle Ovens CBE said: “There are mounting concerns about climate change and the transition businesses and society need to make in the coming years. Small business owners overwhelmingly want to go greener – driven by their own ethics as well as growing consumer expectations and supply chain demands. However, the path they need to take is not clear at all. “

Last year, the UK Business Climate Hub (UKBCH) was launched, backed by the UK Government’s Net Zero Council, with an aim to support 5.5 million small and medium-sized enterprises (SMEs) in reducing energy costs and emissions as a part of their net-zero transition.

Sustainability centre stage at Vow Amplify 2024

The VOW Wholesale team is celebrating the success of their much-anticipated VOW Amplify event, held on June 5th at the home of Leeds United, Elland Road. This year’s event raised the bar yet again, with visitors engaging in valuable conversations and forging new connections.

The theme of this year’s event, “Sustainability,” sparked numerous conversations and saw businesses showcasing sustainable products and initiatives. With 80 leading brands present, exhibitors ranged from cleaning supplies to coffee and water, ensuring there

was plenty of engagement at the stands.

Phillipa Bourne, head of marketing VOW & Ecommerce, said, “A huge thank you to all customers and suppliers who attended the Vow Amplify event. Our suppliers embraced the show’s theme of sustainability, showcasing some fantastic products. The high level of customer engagement created many opportunities to build new connections. The whole event was excellent, and the feedback received made it very worthwhile for everyone.”

AJ Products celebrates 25 Years in UK market

AJ Products, a leading Swedish workspace furniture brand, renowned for its commitment to employee wellbeing and sustainability, proudly announces its UK operation’s 25th anniversary,

To mark this milestone anniversary, AJ Products has launched its most ambitious campaign to date: Happiness at Work. This initiative encapsulates AJ Product’s commitment to excellence in every aspect of its business, from workspace design to customer service. Happiness at Work represents a customer-focused approach aimed at reducing friction points and enhancing life at work. In addition, AJ Products is committed to sustainability, aligning with the UK’s target of net zero by 2050. Initiatives such as solar panel installations, wood chip recycling, and and spare parts, are examples of AL Products’ dedication. to reducing its carbon footprint and supporting the circular economy.

Helen Beebe, managing director of AJ Products (UK), emphasises “At AJ Products we are passionate about honouring our Scandinavian heritage while putting our own British slant on what we do to suit UK workspaces. Despite so much choice on the UK office and workplace furniture market, Scandinavian design continues to be a successful model for the British buyer’.

James Webb joins BBSC Board

As reported by BOSS Charity, industry veteran, James, will bring decades of expertise to support the charity’s mission.

James has been within the industry for almost 30 years having joined Fellowes in 1997 and is currently Vice President Central Europe and European Marketing.

Welcoming James to the board of trustees, charity chair, Kelly Hilleard, said: “James will be a fantastic addition to our team. He brings a wealth of industry knowledge that will help us raise awareness about our mission and the important work we do.”

As the only dedicated charity for people from the UK Business Supplies industry, the charity exists to support the welfare of current and former members of the industry who find themselves in financial hardship. To find out more about the Charity, to sign up for its quarterly newsletter, or if you know someone who needs help, please visit www.BOSSCharity.org.

Aidan McDonough celebrates 30-year milestone

Integra Business Solutions Ltd congratulates CEO Aidan McDonough on three decades of exemplary service, marking a remarkable journey from marketing director to chief executive officer.

With an unwavering belief in the independent dealer channel, Aidan has successfully steered the group over the last 30 years, achieving numerous accolades along the way including Business Leader of the Year at last year’s BOSS Industry Awards. Aidan also represents independent dealers as a member of the BOSS Federation Board and on a global scale as Chairman of BPGI.

Aidan McDonough said: “I feel honoured to have worked with so many dealers over the last 30 years and to have been surrounded by a team of dedicated professionals who work incredibly hard to deliver our support and service proposition.”

Integra’s chairman, Carl Dovey, added: “Congratulations on your 30th Anniversary and thank you for your commitment and dedication to the group and the independent dealer channel. From marketing director to CEO, you have always led with great professionalism and integrity, and we have been very fortunate to have you at the helm. On behalf of everyone at Integra, thank you for your 30 years of service.”

NEWS EXTRA

Packed crowds and top honours at the London Stationery Show

Following a vibrant National Stationery Week Campaign, The London Stationery Show last month was a bustling hive of activity, with retailers and dealers flocking in to catch the latest trends in stationery supplies

Retailers, buyers and dealers flocked to the London Stationery Show over the 14th and 15th May at the Business Design Centre in London; and the word on the show floor was that the first day of the event saw the show’s busiest ever.

THEO’S WISE WORDS

Showcasing the latest products, including innovations in office stationery and organisational products, the show saw a wide variety of businesses in attendance both as exhibitors and attendees. A highlight for many visitors was Theo Paphitis’ Q&A session in the middle of day one when he told a packed standing-room-only audience that a business will only survive “if it has a reason to exist. You must know what

you are in business, what will you do differently, why will someone come to you, what is the reason they will buy from you. There is no substitute for hard work.”

Reflecting on the success of the event, Chantelle White, event manager said, “We’ve been absolutely blown away by all the amazing feedback we’ve had about the show. Thank you to all the exhibitors and visitors who made the two days of the show so special. To have so many people telling us that it really was an outstanding show makes us feel so proud. But you can guarantee we won’t be resting on our laurels –we’re all raring to go to make the 2025 London Stationery Show even better!”

Offering yet another reason to celebrate, the winners of the Stationery Awards 2024 were announced on Tuesday 14 May at the close of the first day of the show.

There were over 70 products nominated from 40 different brands, from the well-established to newcomers on the scene. Judged by an independent panel of leading retailers, across 12 distinct product categories, the awards recognise the greatest product innovations in the stationery sector.

BRING ON 2025

Rob Willis, coo of Max Publishing, who hosted the ceremony alongside event manager Chantelle White, said: “The Stationery Awards showed that this sector is awash with innovation and style, and is trend-savvy across all different categories. Retailers spent a good deal of time in judging and were in awe of just how unstoppable stationery suppliers are at fulfilling their obligation to keep great products continuously coming to market.”

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Location, location, location

You know your product and your customer base - but for dealers, knowing not only what and who, but also where, is essential for growth, enabling businesses to pinpoint emerging opportunities and tailor strategies accordingly

The business landscape in the UK is changing, and while the remote working model continues to gain traction in many sectors, construction of new commercial property is booming. As of the end of last year, the market size of the commercial construction industry had increased by 9% year on year. Despite the ongoing debate over the return to the office, towns and cities across the country are witnessing a rapid rise in the construction of multifunctional commercial buildings. This trend is further fuelled by the surge in new business growth. In the UK, there were 859,007 new companies registered last

year, marking an increase of nearly 75,000 compared to the previous year. Considering these developments, understanding the geographical dynamics of the business landscape becomes crucial for dealers.

UTILISING BUSINESS INTELLIGENCE

You have customer data, but what tools can dealers use to understand and identify where new opportunities might be? The first step is to identify which geographical areas are seeing growth. As of last year, Manchester, Birmingham and Bristol all factored prominently in reports, with Birmingham forecasted to have the highest growth in office-based employment. Liverpool and Southampton are also expected to see

significant development in this regard.

At the conclusion of 2023, London witnessed an unprecedented surge in new office developments, with construction starting on a staggering 5.1 million square feet spread across 43 different projects. Using intelligence platforms like Barbour AI provides dealers with insights into commercial construction pipelines across various sectors, including commercial, retail, and education. This offers them an overview of emerging business opportunities in their target areas.

RELOCATION SERVICES

The increase in new workplace buildings can be attributed, in part, to the rise of satellite offices, which have become popular

due to the growing demand for flexible and hybrid working models. Satellite offices provide a cost-effective compromise between expensive headquarters and fully remote setups. They allow smaller “pod” teams to work from local offices closer to home, requiring fewer resources to operate. Cost is also a significant factor as businesses seek to reduce expenses by moving from high-density areas with prime rental prices to more affordable locations. This presents an opportunity for dealers to capitalise on business growth by providing expert guidance to customers considering relocating all or part of their team to new premises. Dealers can offer comprehensive setup services, including delivery, installation, and connection, simplifying

the relocation process for customers, and eliminating the need to find alternative dealers or suppliers in the new location.

TARGETED MARKETING

Marketing based on geographic location can be a powerful tool when used effectively. The increase in commercial properties in specific areas attracts businesses seeking new spaces. Leveraging location-based social media advertising is one of the most effective ways to target customers in specific geographic regions. For dealers, boosting marketing presence in these areas puts your business in front of companies actively looking to set up new offices, where products are in high demand. Furthermore, dealers should utilise platforms like LinkedIn to connect with new business networking groups in specific locations. Proactive engagement demonstrates your commitment to supporting new businesses in the area and fosters lasting relationships that can benefit both parties as they grow. Growing a customer base requires not only knowing where customers are currently but also intelligently predicting where they will be in the future.

DIVERSIFICATION BY SECTOR

Diversification is a crucial aspect of dealer strategies, and understanding market growth by sector in specific geographic areas adds another valuable dimension. Information about sector-specific growth in various geographic areas helps dealers identify which products to diversify into and in which locations. For example, between 2017 and 2022, Newcastle saw a remarkable 122% increase in medical and healthcare

Marketing based on geographic location can be a powerful tool when used effectively

facilities, with further growth anticipated. Additionally, the travel sector, particularly air travel, is projected to experience significant revenue growth, with corporate travel services expected to grow by over 30% in the next year. This suggests that dealers could expect to see increased business opportunities in areas with UK airports. By understanding the distinctive needs and preferences of customers in each region and identifying emerging growth areas, dealers can tailor their marketing strategies effectively. This allows them to foster relationships with existing organisations and connect with new and emerging businesses. Moreover, diversification by sector, informed by insights into sectorspecific growth, allows dealers to adapt their product offerings to meet the evolving needs of different regions. Ultimately, location is key, and dealers who strategically align their efforts with geographic trends will be best positioned to thrive in the changing business landscape of the UK.

It’s all about the attitude

In this month’s article, STEVE CARTER goes diving into the drawer of forgotten things, only to be reminded just how far having the right attitude can get you

Very recently, I was tidying up the drawer where I throw anything and everything that I may need at some point in the future, but seldomly do. The drawer where there is so much clutter that every few years you have to sort through it and make room for more stuff that you are unlikely to need. While doing this, I came across a brown, sealed envelope with my son’s name on. Even though it had been there unopened for 25 years, I knew what it was.

ON A MISSION

When my son left school, he started working for a large insurance company, way before his exam results were published. He had to go to the school and ask his teachers for exam predictions and I have no doubt that a couple of those teachers did him a favour, however it was the interview that formed the bond.

Come the day of exam result release, he couldn’t collect them as he was at work. After a quick phone call, yours truly was

dispatched to collect them on his behalf. Imagine the scene, me in a line of 16-yearolds, all full of nervous energy, the school secretary giving me a ‘blimey he’s had a hard paper round’ type look. That evening, I offered the envelope to my son, and he looked at me and said, ‘you keep hold of it and if I ever need it, I will let you know.’ I gave him a very puzzled look and he simply said, ‘what do I need them now for?’

ALL ABOUT ATTITUDE

Back to the present, I held that sealed envelope in my hand and smiled. He has done very well for himself over the years, but never once has he asked for the envelope. It made me think of some

Blimey he’s had a hard paper round

advice I was given many years ago when first interviewing candidates for a role in my team. The advice was to always hire on attitude, never simply on qualifications and experience. I was advised that if I found somebody with the right attitude and the willingness to learn, that person would be easy to coach and mentor.

How valuable that advice has been to me over the years. I have interviewed countless people and never once have I made a judgement call, solely on a set of exam results. If I had, I may well have missed out on some very talented people. To my mind, a good interview is a genuine open and honest, two-way conversation, where both parties are able to get a good feel for each other. Go with your gut feel, rather than making a judgement on a poor geography or science exam result; it has certainly worked for me.

Envelope safely back in the drawer. To find out more about how Advantia could benefit your company, please contact Steve Carter in one of the following ways: https://www.advantia.co.uk info@advantia.co.uk 02476 373738

CLICK IT CLICK IT

Dive into our latest round up of all the best bits from the Dealer Support website. From expert advice on business growth and strategy to top technology and surprising trends –get caught up on the ‘most clicked’ content from the last few weeks

SALES SUCCESS

The role of durability in shaping customer

choices

Did you know that 58% of customers surveyed emphasised that durability would be a significant influencing factor when making purchasing decisions? According to a report from Deloitte, shifts in consumer behaviour indicate that as the focus transitions from adaptability to durability in influencing buying decisions, dealers must adapt their strategies accordingly. In this article, we look at the increasing significance of having products that boast longevity and durability benefits.

Read the full article HERE

DEALER SUCCESS

It’s all about the swag

Who doesn’t love a freebie? While the practice of distributing promotional gifts at events and engagements is nothing new – the current boom in in-person industry events means that promotional merchandising is poised for a revival in 2024. As more businesses seek to engage at these events, the demand for unique and personalised promotional products is also on the rise. We look at how dealers can help customers to elevate their promotional merchandise to be far more than just a ‘bag of swag’.

Read the full article HERE

DID YOU KNOW

The most popular promotional products overall are pens, keychains and t-shirts

GREEN &ECO

How do you brew?

One sugar or two? A steaming cup of highquality tea or coffee is an effective way to battle the morning blues. While dealers often provide traditional hot drinks in the workplace, the current trend towards destination workspaces,

promoting healthier lifestyles and embracing eco friendly catering options highlights an opportunity to offer customer’s some alternative choices beyond the classic builder’s brew.

Read the full article HERE

TECHNOLOGY

Knowing your automation from your AI

In today’s rapidly evolving business landscape, the integration of AI and automation has become increasingly vital for companies striving to stay competitive in the digital market. However, AI and automation each play distinct roles, each serving specific functions within business operations. However, understanding the distinct roles and benefits of these technologies is essential for optimal effectiveness.

Read the full article HERE

Spoilt for choice – there are more than 3,000 varieties of tea produced around the world

DIVERSIFICATION

From microbiomes to mindful mopping

The microbiome refers to the collective community of microorganisms, including fungi, bacteria, and viruses, inhabiting a specific environment

Whether it’s a daily dusting or the big spring clean, this year workplace cleaning trends are embracing technology and putting an emphasis on employee physical and mental wellbeing. Dealers play a pivotal role in this transformation by providing access to cutting-edge cleaning technologies and facilitating the adoption of sustainable practices. From microbiome maintenance to SMART solutions, here are the key trends for 2024 that dealers should be aware of. Read the full article HERE

Only 38.2% of interview candidates receive any information prior to their actual interview, other than the date and location

MANAGEMENT

The synergy of onboarding and recruiting

When it comes to hiring, recruitment and onboarding go hand in hand, setting the stage for an employee’s journey from first hello to seamless integration. This not only shapes an individual’s experience but also lays

harmony and success. In this article, we explore the essential components of recruitment and onboarding to understand how managers can ensure that employees are well-prepared for success from their very first day.

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Getting in from the ground up

In a recent interview, JAMES MCKEEVER sat down with Dealer Support to talk treading new ground, the importance of diversification and why being proactive is key in the world of business, where the early bird gets the worm

For James McKeever, group sales director of Sovereign Business Supplies, the start of 2024 saw the business hit the ground running, with new partnerships and additions to the team in the first half of the year seeing them grow in strength. As we reach the midpoint of 2024, the discussion for James becomes about exploring new avenues for diversification, fostering relationships and navigating the evolving business landscape. It soon became clear that one thing is for certain – to James, business success means embracing change.

Reflecting on the first few months of the year, James told us about how they have found new opportunity in making connections with local businesses and networks and how building on these types of relationships can be key to helping dealers map out plans for diversification.

GETTING A FOOT IN THE DOOR

Discussing their new partnership with FIND-IT – an online business platform covering the entire UK, connecting buyers and suppliers to facilitate businesses in discovering emerging opportunities who were a key part of the Sovereign Expo earlier this year – James elaborated

on the thinking behind their growing relationship.

“We signed up to FIND-IT across several of their categories, particularly around the Midlands. I attended one of their buyer events and met some people, because we work in interiors, I was particularly interested in heavy construction - finding out when the spade goes in the ground and finding an angle by which we could get involved. It’s all about looking for those entry points that can help you identify new opportunities.”

Leveraging the opportunities arising from the recent boom in commercial property development, with new office buildings

It’s all about building those relationships and getting that early foot in the door

sprouting across the UK, is something James considers a prime chance for dealers looking to identify new avenues for business. According to the Birmingham Crane Survey conducted by Deloitte, 2024 is set to witness the delivery of over 591,000 square feet of new office space in Birmingham alone – more than four times the amount delivered in 2023.

This is why James emphasises that finding ways to initiate dialogues and get involved with projects from the ground up should be a top priority for businesses. One way they have done this is by working to foster closer relationships with major players in the construction sector who are involved in developing new commercial and office spaces.

NEW WAYS TO DIVERSIFY

This approach has paid dividends. “We are now a principal business supplier to RICS (Royal Institute of Chartered Surveyors), so we have gone into partnership with them – they came along to our expo and held a member’s meeting room within the event. The whole idea is to get more involved with the surveyors because they know when that shovel is hitting the ground. We’re looking at all these high rises going up in Birmingham and I’m thinking, we’d love to supply all the furniture in there. How do we get to that point? How do we start those conversations? It’s all about building those relationships and getting that early foot in the door.”

There are so many opportunities that come from sitting and having a face-to-face conversation

As Sovereign progresses into the second half of 2024, James explained how they are embracing the concept of ‘interiors from the ground up’ by launching Sovereign Interiors as a separate arm of the business, diversifying to offer a comprehensive turn-key service. This new service, which builds upon current offerings, will encompass false flooring, partitions, lighting and electrics.

Recognising that interiors have traditionally been a lastminute consideration in the construction process, James views early involvement as mutually beneficial for all parties, particularly in terms of cost planning - an area in which dealers can further cement their position as trusted advisors. “Estimators have to project costs for the interior of the building. Buying habits and what

people buy are starting to change, so this is about finding another way to diversify and bolster those business relationships by helping companies to cost plan.”

MORALE IN A CHANGING WORLD

In addition to cultivating new partnerships and relationships, James emphasised placing greater importance on in-person interactions, recognising the significance of reconnecting with the industry as face-to-face meetings return to pre-COVID levels. “Much like everyone else, I feel like I’ve been chained to my desk for far too long! Since the start of January, I’ve been out to every single key client and key supplier, driven out to their offices and sat down with them. We need to be getting out there again. There are so many opportunities that come from sitting and having a face-to-face conversation.”

As our meeting comes to an end, one thing James is eager to highlight is his gratitude for the Sovereign team. “We have some exciting plans ahead, maintaining our strengths while ensuring continued growth. It’s vital for the industry to embrace the new - but it’s equally important to remember the people behind you. Everyone is genuinely proud to be part of the team, and that morale is crucial, especially in a changing world.”

Better teams build better futures

JAMES MORTON, CEO of MBM Omega, has navigated a whirlwind six months for the company, marked by significant achievements and strategic shifts

We sat down with James to talk about the importance of adaptability in the face of unpredictable trading conditions and priorities and strategies for steering the company through changing times.

It’s been a busy six months for MBM Omega. Now we’re at the midpoint of the year, can you tell us what that 2023 to 2024 transition has been like?

“I think 2023 was a challenging year, because we all realised there’s a new reality postCOVID and post-Brexit and that’s had an impact on current trading conditions. Unpredictable trading patterns are becoming

the norm – we realised that we can’t rely on that recurring business like before, so got involved in much more marketing and promotional activity – all of which is very important alongside diversification into other categories and services.

As a business we had some real highs. We worked hard to win ourselves a position on a framework for a large housing association for refurbishments, which is an area that we diversified into a number of years ago. The other big achievement for us was entering and winning the SME Surrey Sustainability award in November. We were shortlisted in September and went to the award ceremony which was held at Epsom Downs racecourse in November. We were delighted and very honoured to win.”

As we approach the halfway mark of 2024, it’s a natural time for reflection on both professional and personal achievements. What has been your business focus this year?

“One of the things we’re focusing on this year is rebuilding. The past few years has given us a golden opportunity to develop a new structure and team with the future in mind, without being constrained with a traditional model or set up.

For example, virtual meetings have become a very acceptable form of meeting people - so whereas in the past we might have been constrained by geography, now that barrier has been removed, allowing us to look for new business nationwide. We’ve had six new recruits this year already

to support our growth plans in roles like marketing, sales, finance and logistics.

Doing this has also given me an opportunity to look at my own role within the business. As we grow the team, I want to put a greater focus on leadership - being a coach and mentor, and maybe relinquishing some more traditional activities as we hand over to colleagues that are very capable and give them more responsibility around senior decision making. It’s easy as a business owner to get engrossed into daily business functions. I’ve been in those situations in the past where you work 14-hour days. What the last few years has taught me is that you can work all the hours and something happens outside of your control, like Covid, which makes you stop and re-evaluate. So, I am focusing on balancing

The past few years has given us a golden opportunity to develop a new structure and team with the future in mind

my time more effectively, prioritising family, friends, physical health and wellbeing. It’s been a tough time for everyone, and I think a lot of business owners in our sector will agree that mental resilience is an important attribute to develop.”

Establishing effective structures is crucial for businesses, whether it’s building strong teams or pursuing growth and diversification. Can you tell us about your approach to this?

“Diversification is vital, but I think the temptation is to diversify too much and too quickly, without sufficient due diligence and planning. Businesses need a robust plan when introducing anything to test it, ensure all the systems support it, soft launch, market and then full launch it.

It’s still in its early days, but we launched a range called Healthier Options earlier this year, which is a range of healthier snacks and drinks with niche brands like Love Corn, Firefly, Huel, Munchy Seeds, Tenzing to name a few - planning for that took around six months. It was partly extended by unfamiliar supplier practices and the need to do some data building, which took time embedding. Our diversification plan is just one element of our overarching growth strategy. It’s important, but so is focusing on what we already do and who we do it with. We don’t want to lose sight of that.”

Maintaining a big-picture perspective is crucial for business. What other aspects of the industry do you believe need to be considered to address the challenges posed by the new realities you mentioned?

“Speaking to dealers, the specifics vary considerably based on things like location, customer base, business model and finances but one underlying challenge that came across from almost everyone was uncertainty and unpredictability. It used to be quite easy to forecast - that’s no longer the case in the main. However, I think that’s all part of adapting, and that’s something we’re good at.

I think it’s important for businesses to focus on their identity - who are you? Have a clear identity and strong focus on that. If it’s broad in its definition, be clear and not just focused on one thing. For example, sustainability - are you just defining yourself as a sustainability business? We’re not perfect in this area but learning.

As we discuss sustainability, while your focus is clearly on the structure of the entire business, it’s evident that it’s an integral part of the company ethos. Could you share a bit about your sustainability journey?

“It’s been a journey we’ve been on for over a decade, with initiatives actioned at our HQ and rolled out to clients over that time. More recently it has seen the implementation of a client business intelligence reporting system, which includes sustainability metrics.

This was something that we developed in house with a software partner. We introduced electric vehicles into our fleet from 2023 and added solar installation last year. We also launched a filterable leaf categorisation system so clients can filter their searches by leaf count, and there’s an explanation as to what those leaves mean online.

We’ve seen an unprecedented increase in client interest for supplier engagement in ESG topics in the last 12 months, which forms a significant part of their decisionmaking process.

When it comes to environmental targets, focusing on local sustainability efforts is important and something achievable for the average business, particularly dealers. By implementing sustainable practices, dealers can directly contribute to a cleaner, healthier environment for their community. Consumers are increasingly environmentally conscious and seeking out businesses with those strong credentials. So, taking local action positions you favourably in your market. There’s also cost savings. We found that introducing solar has reduced our energy bills and by switching vehicles to electric vehicles, although we have now more EVs in the fleet, the solar PV system we have is able to store sufficient energy to be able to charge the vehicles.

I think there are some easy quick wins out there that businesses can do - invest in energy efficient appliances and lighting. Partner with suppliers who prioritise sustainable practices, who source materials responsibly and educate customers about sustainable choices. By taking these steps, dealers can demonstrate their commitment to sustainability, create that positive impact in their local community

Ask yourself at the end of each day, what have we done today to deliver the plan?

and position themselves for success. We are working on our journey to net zero by 2030 - that’s the commitment we’ve made. We’re introducing a client rewards program, leading to investment in carbon offsets initiatives and engaging with suppliers that offer environmental benefits.”

It seems that attention to detail is paramount for you, ensuring that every plan considers all angles and is designed to be adaptable to the changing market environment. What would your advice to other industry leaders be?

“It goes back to the challenges we talked about earlier around unpredictability - I think that dealers need to focus on sales growth and profitability. The supporting industry partners need to provide robust systems and supply chains to keep disturbance to a minimum.

An interesting investigation that we carried out previously was by using a simple management tool to analyse key personnel time allocation across three broad areas - admin, growth/

business development and strategy. How much time should be spent on each by those key personnel compared to how much is spent on each and the results predictably were high in admin, those tasks like HR, compliance and policy. When we’ve been looking at our own growth and rebuilding the team, we’re factoring this into our structure and modifying and changing those key personnel roles to allow them to do what they need to – it all feeds into that bigger picture.

Whatever you decide, develop a robust deliverable plan with your senior team, prioritise the most important aspects and get company buy in, so everyone’s moving in the same direction. Make sure it’s deliverable. We love a Gantt chart to help us make sure we’re on track! Ask yourself at the end of each day, what have we done today to deliver the plan?”

As we wrap up our conversation, it’s clear that MBM Omega’s focus on rebuilding the business with an eye towards sustainability, team restructuring, and strategic diversification sets a strong foundation for the future and continued success.

Watt’s next: Navigating the path to green-powered offices

From small home offices to large, shared spaces, workplaces are increasingly aware of the need to balance operational and energy efficiency. Dealers play a crucial role in helping businesses achieve these goals by providing expert guidance and innovative solutions for creating “green-powered offices.”

Workplaces require a significant amount of energy to operate, whether it’s a home set-up, a small workspace, or a large, shared office. Organisations need to keep the lights on, maintain heating and power various technologies. This not only leads to potentially high bills but also presents challenges related to carbon emissions and energy consumption.

As small businesses seek solutions that balance cost efficiency with sustainability goals, dealers have a unique chance to collaborate with customers to establish plans for “greenpowered offices” using their expert product and industry knowledge. The benefits for customers are manifold: they can reduce costs, minimise energy consumption, demonstrate commitment to environmental action and often enhance the longevity and functionality of equipment. So, where should you begin, and what does the “green-powered office” look like?

WHERE IS POWER USED?

To assist customers, the initial step is to assess where energy is being consumed in the workplace and which products are responsible for it. Common culprits include laptops, computers and scanners. However, other items such as kitchen equipment, cleaning devices and even batteries also contribute to energy usage. Once the sources of energy consumption are identified, dealers are well-positioned to recommend greener alternatives that can effectively reduce

energy costs and consumption. Additionally, they can provide guidance on implementing energy-efficient practices to further enhance sustainability in the workplace.

SWAPPING FOR SOLAR

Many businesses are increasingly turning to solar power as a means of powering their buildings with renewable energy. What they may not realise is that solar power can also be utilised to power some of their office equipment. Introducing mobile solar

Replacing an old fridge or freezer with an energy-efficient model can lead to substantial savings of up to £70 per month

panels instead of permanent installations can provide enough energy to power laptops, printers and workplace lighting. These panels can be particularly useful for remote workers or those on the go, as they can connect directly to devices like smartphones, cameras, tablets and portable power banks via USB ports. Solar-powered chargers offer another excellent option for reducing electricity consumption, especially for businesses with limited space such as those working from home or garden offices. While many dealers may not be able to offer solar panel installations for entire buildings, it is well worth considering diversifying into solar power sources as an alternative to existing products like power packs and batteries.

THE RIGHT TECHNOLOGY

Laptops typically consume 85% less energy than desktop computers, while tablets use about 70% less energy than laptops. Therefore, businesses can improve their energy consumption by ensuring workers have the appropriate electrical equipment.

Dealers play a crucial role in highlighting the long-term benefits of investing in energyefficient products, despite potentially higher initial costs. For example, replacing an old fridge or freezer with an energy-efficient model can lead to substantial savings of up to £70 per month on energy bills throughout its lifespan.

This not only reduces operating expenses but also contributes to a more sustainable environment. ECO kettles that only boil the required amount of water offer another opportunity for businesses to save energy. With this feature, they can use up to 20% less energy compared to conventional electric kettles. This not only helps reduce electricity bills but also minimizes water wastage, aligning with sustainability goals.

TIMING IS EVERYTHING

In reducing energy consumption in the workplace and adopting greener practices for powering equipment, timing plays a crucial role. Dealers can guide customers towards lights, taps and heating products equipped with user sensors, ensuring energy is used only when needed or when the workspace is occupied.

Combining light timers with a switch to LED lights can yield significant energy and cost savings. LEDs offer an advantage when used with occupancy sensors or daylight sensors, as they are designed to operate more efficiently than with on-off switching. By investing in products with user sensors and LED technology, businesses can minimize wasted energy and reduce their environmental footprint. Additionally, they can enjoy long-term savings on utility bills, making these upgrades both environmentally and economically beneficial.

Dealers play a pivotal role in guiding businesses towards creating green-powered offices by assessing energy consumption, recommending greener alternatives, and implementing energy-efficient practices. From swapping out old fridges for energy-efficient models to incorporating solar panels into the workspace, every watt saved contributes to both saving the planet and reducing costs. With dealers’ expertise and innovative solutions, businesses can embrace sustainability while enjoying long-term financial benefits. So, let’s eco-power up for a brighter, greener future!

Easy to use

Simple one touch scanning, customised to scan to where the user requires.

Scan to anywhere

Share scanned documents with anyone, anywhere at the touch of a button.

up to 50 mixed size and weight documents.

Reliable

No issues of other features failing and needing maintenance (such as a user error of not replacing consumables on a multifunction printer meaning the rest of the machine doesn’t work).

Compact

Takes up little space on a desk.

Increased productivity

No need to travel across the o ce to scan your documents with standalone scanners.

Advanced processing

Documents can be instantly converted to editable formats directly from the scanner.

Approaching strategy: Planning versus preparing

REBECCA HOMKES is a high-growth strategy specialist and CEO and executive advisor, as well as a lecturer at the London Business School. In this excerpt from her book ‘Survive, Reset, Thrive’, she discusses approaching strategy: Planning versus preparing

Traditional strategic plans involve committing to an estimate of future results based on several “best estimates” of things we cannot predict such as economic growth, customer demand and input prices. Plans articulate a base option, but it is based on a series of events that are not only unpredictable but also often uncontrollable. In uncertainty, we cannot make perfect plans because we cannot predict what will happen. But we can prepare for what could happen.

There will be parts of the business where planning still applies. Leading through uncertainty is about knowing when to

apply planning versus preparing. Below is a breakdown of how to determine when to apply these with your strategy discussions.

Are you working with beliefs or data?

When there are no reliable facts, we need to make decisions based on beliefs. This sounds scary, especially to companies that have invested in data-based systems and technologies. But we are not ignoring data. We are instead acknowledging that by the time something becomes a market fact, the opportunity for developing strategic insight has passed as everyone knows the same thing. If you want to outgrow your industry, you will at times need to make decisions based on beliefs about the emerging reality.

Good beliefs are not guesses or fantasies, but views about the future informed by reliable information and judgement that can be tested and changed.

Is the situation familiar or emerging?

Familiar situations tend to have data that can be analysed, known variables, and a relatively clear path forward. These types of uncertainty, lend themselves to a probabilistic approach, one that combines planning—drawing on probability theory— and a variety of analytical methodologies. But when we move to the right, we are playing in environments where variables are still emerging, such as we saw with Brexit, Covid-19, or more recently AI.

In these situations, we should avoid the temptation to plan. Some phenomena are sudden and unexpected. In other cases, the phenomenon is anticipated but the timing and extent of the implications are unclear. These unfamiliar situations require preparing, which is a more exploratory approach, much like navigation in uncharted waters.

Should you pinpoint a destination or a direction?

In 1850, Chicago journalist Horace Greeley urged America’s young men to “Go West.” He didn’t specify a destination, like San Francisco or Colorado. He didn’t have to. The West was the land of opportunity and

You will at times need to make decisions based on beliefs about the emerging reality

he strongly believed there were fortunes to be made—even though it wasn’t exactly clear how the westward migration would play out. His injunction was not precise, but it was accurate. It was directionally correct. Like a ship’s captain he set a good compass heading. When the future is unclear and you’re in exploratory mode, setting the right general direction is more important than setting a precise destination.

Are goalposts fixed or moving?

Leaders should distinguish between the times when clear endpoints and related deliverables are needed versus rolling milestones to achieve further learnings. Goalposts are important in strategy, but sometimes we can only get clearer on where they should be as we move and learn. While exploring, acknowledge variables are emerging and you will keep learning as you go. As conditions evolve and greater clarity emerges, tighten the goalposts you are aiming for and adjust your pace. Aims are important in strategy, but sometimes we can only get clearer on where to set them from acting and learning.

Should you be optimizing for efficiency or robustness?

In a downturn, optimizing for extreme efficiency may be the right move. We have developed a wide array of tools to help us do this, such as just-in-time production and cost-cutting methods. In uncertainty, being overly indexed on efficiency can sometimes hurt you. Instead, you want to optimize for robustness—still running lean but set up

to capture the opportunities uncertainty can provide. Robustness is preparing your organization to adapt to change and perform well, continuing to produce results regardless of the situation.

In times of uncertainty, shifting from planning to preparing helps support clearer decision-making instead of rash predictions. It involves overcoming both hubris and fear to achieve decisiveness and adaptability. It generates knowledge of what is initially unknown, and so creates learning. And, as I emphasize throughout the book, Thrive companies are those that maximize their relative rate of learning.

This extract from Survive, Reset, Thrive by Rebecca Homkes © 2024 is reproduced with permission from Kogan Page Ltd. Please note this extract has been shortened for magazine publication.

PLANNING VS PREPARING

Probabilistic strategy: PLANNING

Based on data

Variables are familiar

Set destination

Goalposts are fixed

Optimise decisions for efficiency

Exploring strategy:

PREPARING

Based on beliefs

Variables are emerging

Set compass heading

Goalposts are moving

Optimise decisions for robustness

Here comes the summer: 2024 workplace trends

With the summer season approaching, businesses are gearing up to adjust their work environments to meet the evolving needs of their employees. Here’s how dealers can assist customers in embracing this summer’s workspace trends to ensure they keep their cool as the weather heats up

Are your customers ready for the summer? As warmer days approach, the atmosphere in any workspace shifts, often accompanied by the challenge of fewer staff as people go on holidays or take more time off. Statistics indicate that employee absences can increase by nearly 20% during the summer months due to more annual leave being taken and childcare commitments for employees. For organisations, ensuring workers stay focused when temperatures rise can be challenging, especially as more employees work from home, facing various distractions brought on by the heat.

In 2024, several prominent trends are shaping office design, each with its unique

benefits and appeal. From the growing emphasis on biophilic design, which brings nature indoors to enhance aesthetics and employee health, to the rising popularity of coffee shop culture and informal collaboration spaces, workplaces are embracing new approaches to meet the needs of the modern workforce. In this article, we explore the different products and strategies that dealers can recommend to customers to help make the workplace more productive and inviting during the summer season.

BIOPHILIC BENEFITS

Biophilic design remains a prominent trend as more workplaces adopt the practice of bringing nature indoors. With its aesthetic, wellbeing, and eco-friendly advantages, biophilic design integrates natural plant life into workspace layouts. Studies have shown

that this approach can boost employee productivity by 6%, enhance creativity by 15%, and improve overall well-being by up to 40%. Topping the list of budget-friendly office plants are small succulents and hardwearing plants that require low maintenance. For employees, these plants not only enhance the visual appeal of the workspace but also contribute to better air quality and decreased illness-related absences.

Dealers can play a crucial role in assisting customers with adopting biophilic designs by providing products that support plant maintenance in the workplace, such as feeders, watering equipment, and planters. Additionally, they can enhance the concept of bringing nature indoors by suggesting furnishings like shelving that can accommodate various plants. Since offices need ample natural light to maintain plant

health, dealers can also offer guidance on placements and layouts to maximise the benefits of biophilic design.

COFFEE SHOP CULTURE

In 2024, the trends of hotelification and destination offices continue to influence workplace design, with the coffee shop culture concept gaining popularity. This trend involves the emergence of small, stylish, barista-style coffee bars and guest spaces in breakout areas, receptions and meeting rooms. For dealers, this trend presents a perfect opportunity to expand both drink offerings and beverage equipment and utensils.

Kiosk-style drinks areas are becoming increasingly popular, featuring a range of coffee machines, espresso makers, and modern, vibrant décor to create a lively

and informal atmosphere. Customers now seek variety and options, leading dealers to explore diversification into kitchenware, including different types of cups and glassware for various drinks, as well as decorative elements such as bright and welcoming lighting and signage. Dealers can provide guidance to customers on furniture choices such as counters, island worktops, bars, and storage solutions that can be seamlessly integrated into workspace layouts without the need for extensive building or remodelling work.

Plants not only enhance the visual appeal of the workspace but also contribute to better air quality

INFORMAL COLLABORATION

Meeting areas are evolving from formal to informal, reflecting the shift towards flexible, pop-up collaborative spaces. These spaces prioritise flexibility, practicality, and efficiency, adapting to the dynamic needs of the modern hybrid workforce. A central aspect of this trend is the integration of movable, tiered seating. Small areas incorporating foldout and flexible elements like fold-away chairs and tables facilitate the creation of pop-up meeting spaces.

Complementary products like soft furnishings and wall art can enhance these areas, fostering creativity and comfort for productive collaboration. Informal collaboration spaces often incorporate flexible or modular components, allowing for swift reconfiguration to accommodate

various events and purposes, especially in shared or multifunctional office spaces. These adaptable environments promote a dynamic and inclusive work culture that encourages innovation and teamwork.

NICELY NOSTALGIC

As summer approaches, memories of warm days, vibrant colours and long-awaited holidays come to mind. In workplace aesthetics, 2024 is all about nostalgia. Popular colour palettes are expected to embrace a retro vibe, with soft yellows, blush pastels, and warm peaches and oranges leading the most-wanted lists. Market research shows that customers are opting for softer, natural textures in workplace décor as well.

The nostalgia trend offers dealers an ideal opportunity to showcase desktop accessories and stationery that complement this aesthetic. Consider notebooks and journals featuring bright, fresh designs and prints, retro chairs, pastel-coloured bins, desktop organizers, and stationery. This trend is especially relevant for remote and home workers who have more autonomy over their work product choices and may want to incorporate nostalgic design elements into existing areas in their homes. For businesses aiming to embrace the retro-design trend, using preloved products is another way dealers can assist customers in achieving their desired aesthetic while promoting a more sustainable and circular economy.

FAMILY-FRIENDLY

As many employees juggle work responsibilities with childcare during the sixweek holiday, ensuring the security of work equipment and the ability to work without distractions becomes crucial. Dealers can assist in creating a more peaceful and productive environment by offering products like noise-cancelling headphones and privacy screens for computers.

Customers may also find it beneficial to provide employees with movable partition backgrounds, especially useful for remote meetings and Teams calls where a screen can create a barrier between work and family spaces. For delicate or high-value equipment such as laptops, phones and audio-visual devices, as well as sensitive documents, organisations should offer secure, lockable storage to employees working outside the office. This ensures that equipment is safely stored when not in use, keeping it out of reach from potential threats.

FRESH AND NATURAL

While air quality is often a significant concern during the winter months due to coughs and colds, it is equally important to focus on air quality during the summer when the potential for allergies rises with the pollen count. A continued workplace trend for this year is creating environments that prioritise employee well-being. This trend focuses on using clean

Adaptable environments promote a dynamic and inclusive work culture that encourages innovation and teamwork

air, fresh water and natural light to enhance a sense of focus and calm.

As the summer months approach, dealers should prompt customers to inspect their air conditioning systems and arrange any necessary cleaning or maintenance. To maintain cooler temperatures in the workspace, non-essential electrical devices should be

turned off when not in use. This not only helps reduce energy consumption but also cuts down on costs. Dealers can assist by offering different options for multi-purpose digital and IT equipment. Additionally, dealers can promote better hydration in the office by recommending chilled water dispensers and refrigerated water options.

While the British summer may be known for its unpredictability, ensuring work environments are well-prepared and equipped for the warmer months is essential for keeping employees cool-headed. By embracing trends like biophilic design, coffee shop culture, and informal collaboration spaces, dealers can help businesses create in-office environments that foster creativity and well-being. Additionally, assisting businesses in anticipating and preparing workers for the challenges of homeworking while balancing work and childcare responsibilities can ensure a more productive and relaxing summer for remote employees, whatever the weather.

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Taking audio visual communication to the next level

In the quest to stay competitive, effective communication is paramount. Audiovisual technology has become a key solution for businesses seeking ways to enhance productivity. We dive into the latest products and technologies, and how dealers can seize the opportunity to help businesses embrace the future

In the quest to stay competitive, effective communication is paramount. Audio-visual technology has become a key solution for businesses seeking ways to enhance productivity. We dive into the latest products and technologies, and how dealers can seize the opportunity to help businesses embrace the future

In today’s fast-paced business landscape, effective communication is key to staying ahead and companies are constantly seeking ways to elevate their game. To assist customers in enhancing their audio-visual communications, dealers must leverage specialised product knowledge that enables them to understand specific business requirements and recommend the most suitable solutions from the diverse range of options available in the market.

While futuristic cutting-edge innovations like extended reality and 3D holographic presenters may be out of reach for many organisations,

there are numerous new products, systems and technologies available to enhance audio-visual communication and boost business performance and productivity. From effortless wireless setups to full 360-degree capture cameras, here’s the scoop on the latest tech that your customers should be aware of.

IMMERSIVE EXPERIENCES

AI remains a focal point in the realm of new technologies, offering businesses the chance to craft interactive, immersive experiences for customers. AI software enables organisations to harness interactive VR applications, bringing projects to life and

showcasing product ranges and services.

Dealers can assist in creating interactive experiences by recommending the most suitable software and hardware tailored to their customers’ specific requirements. Meeting connectivity and power needs might entail upgrades or replacements to existing equipment, underscoring the importance of collaborative efforts between dealers and customers to identify the best combined packages.

This presents dealers with an ideal opportunity to provide added value by offering upgrades as part of a complete package, including installation and product use training. Immersive technology is best understood through experience, so dealers should aim to enhance their sales techniques for these products by offering live demos. These demos can showcase how the products can enhance communication and productivity in diverse scenarios such as meetings, presentations and events.

CAMERA TECHNOLOGY

Video is poised to play a significant role in marketing strategies in the future. Businesses are increasingly adopting video to convey brand messages, whether through social media or live webinars. This presents dealers with a valuable opportunity to help customers enhance their video quality with a range of AV products.

Multi-camera hardware is becoming increasingly popular for marketing purposes in the business world. These setups are particularly beneficial for businesses that livestream events or videos, with many offering the flexibility of remote control via mobile app. Multi-camera packages are especially useful for product demonstrations, providing multiple shots and angles, allowing for close-up shots from various perspectives.

Businesses are increasingly adopting video to convey brand messages

In the world of remote work and video meetings, exceptional visual equipment can be the difference between a productive meeting and one where tech glitches and grainy screens can make focus difficult. Dealers can highlight the significant advantages of visual equipment that offers a 360-degree view of meeting rooms and instant focus on individual speakers, especially for organisations with larger teams.

The integration of AI, virtual/augmented reality, and 5G connectivity is poised to revolutionize collaboration and communication in 2024. Many models feature advanced speaker tracking, making it easier to focus and reducing distractions from background noise. Built-in voice activation technology prioritises the speaker’s voice over other noises like chairs moving or coughing and sneezing. When introducing customers to new products, dealers can emphasise how these features streamline collaboration and communication, ultimately enhancing productivity.

ENHANCING AUDIO

Achieving crystal clear audio in meetings and presentations is more crucial than ever, driving an increased demand for high-quality, plug-and-play audio setups. Businesses now have various options for wireless microphones that not only reduce clutter but can also be conveniently mounted on walls and backboards around meeting rooms, ensuring effective sound pickup from any location where speakers may be situated.

Dealers can recommend microphones to customers that effectively minimize background noise, ensuring better audio clarity during meetings and presentations. Additionally, dealers can suggest additional products such as acoustic solutions designed to remove distractions like reverb, echoes, or other noise pollution, including installing acoustic wall panels made from sound-absorbent materials.

Moreover, to enhance sales dealers can highlight that these plugand-play products are ideal for businesses without a set meeting space, as they are transportable and easily set up and dismantled for workers on the move. This portability makes them perfect for remote teams or businesses operating in flexible work environments where meetings can happen anywhere.

LEDS LEADING THE WAY

In 2024, LED technology is at the forefront of business communication, offering a cost-effective and eco-friendly alternative to traditional signage. With LED becoming more affordable, businesses can easily create dynamic displays for

Plug-and-play products are ideal for businesses without a set meeting space

reception areas, open offices, and interactive workspaces. LED signs consume up to 90% less energy than traditional sources, leading to reduced electricity bills and maintenance costs. Dealers can showcase these environmental and cost-saving benefits to help businesses understand the value of LED displays for their communication needs.

Dealers play a crucial role in guiding customers through the options available to enhance communication and productivity, from immersive experiences powered by AI to crystal-clear audio setups and environmentally friendly LED displays. Embracing new technology can be daunting, and dealers may feel apprehensive due to a lack of specialist knowledge. Partnering with tech experts can be an ideal solution, especially those who provide training portals and marketing support to help you, your team, and your customers understand the latest technologies. By collaborating with these partners and adding value through installation services and thorough product training, dealers can optimise sales opportunities and ensure customers maximise their investment.

Why you shouldn’t ‘fake it ‘til you make it’

You’ve likely encountered the saying “fake it until you make it” countless times—perhaps you’ve even said it yourself. However, it’s time to reconsider the true implications of this phrase.

Imposter syndrome is widespread in the business world. A survey of 1,000 small business owners revealed that 25% experienced feelings of inadequacy. Among these individuals, over half reported anxiety and stress linked to fears of failure and unfavourable self-comparisons to others.

The study’s statistics reveal that women are twice as likely to experience imposter syndrome compared to men. Additionally, one in ten employees reported having encountered it at least once, with the 25–39 age group being the most affected. Despite this, almost all survey respondents admitted to never having openly discussed this issue or its impact on their professional development.

SELF-FULFILLING PROPEHCIES

The phrase ‘fake it until you make it’ is often used light-heartedly to suggest a lack of knowledge in a particular area. However, it sets a dangerous precedent, implying it’s better to fake confidence than to openly discuss fears of inadequacy or shortcomings.

When the idea of faking something becomes ingrained, it often triggers imposter syndrome. People start to attribute their personal success or development to luck or chance rather than their own growth and effort. Essentially, “faking it until you make it” can become a self-fulfilling prophecy. Imposter syndrome can significantly impact both individuals and businesses, leading to debilitating self-doubt, fear of failure and hindering business progress. Studies show that imposter syndrome results in greater procrastination, reduced productivity and employees avoiding opportunities for professional growth.

One-in-ten employees have experienced imposter syndrome at least once

FACE IT ‘TIL YOU ACE IT

To combat imposter syndrome, businesses should work on removing the stigma around openly discussing knowledge or skills gaps, particularly among leaders. We need to change the narrative to empower everyone to confront their inner imposter and take proactive steps to build confidence in being authentic, even if not always perfect, leaders.

So, the next time you hear someone say, “I’ll just fake it until I make it,” ask yourself: Are they merely being light-hearted? Or do they truly believe their skills and successes stem from faking competency? And if you find yourself saying those infamous words, consider swapping out a few letters…because nobody needs to fake it ‘til they make it, when they could face it ‘til they ace it.