SBT issue 452

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SUSSEX BUSINESS TIMES

WE TALK TO INSPIRATIONAL LOCAL BUSINESS OWNER, ROB STARR, ABOUT HIS YEAR-LONG OLYMPIC DISTANCE TRIATHLON CHALLENGE www.sussexbusinessgroup.co.uk 1

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SBTWelcome

W E LCO M E

Welcome to a busy first issue of 2022.

This year has certainly got off to a flying start for us at SBT and County Business Clubs. Throughout January we have been

delighted to announce our amazing NEW media partnerships with Best of British Events, Acumen Business Convention,

Freedom Works, Sussex Chamber of Commerce and there are still more to come.

weeks.In addition, we have our first member meet-up in

collaboration with Freedom Works and our collaborative community continues to grow.

I know the dreaded C word is still looming but, speaking with businesses, there is certainly an air of optimism around that

This month we had great pleasure in interviewing County

Business Clubs’ latest Value Added Partners, Seico and Starr Trust. We chat to the inspirational Rob Starr for this month’s cover feature. In this job, I have the privilege of talking with

many business owners and entrepreneurs and can honestly

say Rob is one of the most inspiring, incredible human beings I have had the honour of meeting and cannot wait to support him throughout this year on his amazing 52 x 52 challenge.

County Business Clubs have some exciting announcements to come as we look to launch our new app over the coming

2022 will be a positive bounce back year…

This issue is packed with insights, advice and great content across a variety of sectors, written by the Sussex business community for the Sussex business community.

Thank you all, as always, for your continued support and we look forward to a positive and prosperous new year.

I hope you enjoy the issue, Sam Thomas, Managing Director

VALUE ADDED PARTNERS

www.sussexbusinessgroup.co.uk 3

Issue 452

SBT POWERED BY:

ISSUE 452

FREE

SUSSEX BUSINESS TIMES

WE TALK TO INSPIRATIONAL LOCAL BUSINESS OWNER, ROB STARR, ABOUT HIS YEAR-LONG OLYMPIC DISTANCE TRIATHLON CHALLENGE www.sussexbusinessgroup.co.uk 1

SERVI NG T H E SUSSEX B USI N ESS C OM MUN ITY SI NC E 1975

Cover 452

Joint Managing Director/Publisher Sam Thomas sam@thebusinessgroup.co.uk 07894 762304 Joint Managing Director Lee Mansfield lee@lifemediagroup.co.uk Production & Design Kim Butler kim@lifemediagroup.co.uk Accounts Clare Fermor clare@lifemediagroup.co.uk Published by The Business Group Sussex Ltd. Licenced to TBG by Pixel Publications Ltd Unit 1a Swan Barn Business Centre, Swan Barn Road, Hailsham, BN27 2BY Printed by Gemini Print Group 1A Dolphin Way Shoreham-by-Sea West Sussex BN43 6NZ 01273 464884 www.gemini-print.co.uk

All material in this publication is strictly copyright and all rights reserved. Reproduction without permission is prohibited. The views expressed in Sussex Business Times Magazine do not necessarily represent the view of The Business Group Sussex Ltd. Every care is taken in compiling the contents but the publishers of Sussex Business Times Magazine assume no responsibility for any damage, loss or injury arising from the participation in any offers, competitions or advertisement contained within Sussex Business Times Magazine. All prices featured in Sussex Business Times Magazine are correct at the time of going to press.

Copyright The Business Group Sussex Ltd. 2020 ©

4 www.sussexbusinessgroup.co.uk

05

A Tribute to Nik Askaroff

09

Monthly News

15

SBT Legal

23

SBT Property

27

SBT Cover Feature

34

SBT Start Ups & Entrepreneurs

41

SBT Good Business

45

County Business Clubs Special

51

SBT Tech

55

SBT Charity

59

SBT People Management & Recruitment

63

SBT Motor News

69

SBT Networking & Events

77

Chamber News

83

SBT Sport

91

SBT Ask the Expert

A Sussex Giant with a global influence

A roundup of New from across the County

We hear from Mayo Wynne Baxter, 365 Employment Law and Britton & Time Solicitors

Property market conditions, what’s in store for 2022?

We talk to inspirational local business owner, Rob Starr, about his year-long Olympic distance triathlon challenge

Funding, Finance and Finding a Start-up Cash Injection

Lacking confidence in your pricing?

County Business TALKS with Noel Preston – Plus CBC Wine of the Month

How did Extech Cloud become the home of Hybrid Working?

Rockinghorse Childrens Charity ask supporters to make this New Year a happy one

What’s new in employment law this year

Revealed UK drivers caught speeding every 5 mins - Rivervale

Jackie’s Networking Adventures talks Collaborations Why Networking is like the Gym

We hear from Sussex Chamber about New Partnership & Brighton Chamber Member Julia Alcamo

Laurence Elphick Sports round up from across the County and much more…

How process documentation creates a high performing business The power of listening skills

A tribute to

Nik Askaroff 1956-2021

A Sussex giant with a global influence

www.sussexbusinessgroup.co.uk 5

A TRI B UT E TO N I K ASKA R O F F

Nik Askaroff - a Sussex giant with a global influence

Nik Askaroff had that rare ability to analyse a complex issue that had left a Boardroom scratching its head and – within seconds – find a solution. He could look at a set of financial results and instantly identify the weaknesses that needed to be urgently addressed.

Nik the business leader and founder of EMC Nik had self-belief built into his DNA

and a determination to succeed where others had failed.

Being the son of immigrant parents in

the 1950’s, Nik inherited that steely spirit to survive and thrive. His father, Igor,

had escaped a post-revolution Russia, travelling thousands of miles, hidden

with his mother in the coal bunker on a steam train with nothing to their name except ambition.

They made a new life in Paris, then

Vienna and onto England. Nik was the second of six sons.

He was a quality rugby player and

competed at county and national U21

level. But he particularly loved playing alongside his mates at Eastbourne

Rugby Football Club matches. Nik, and

6 www.sussexbusinessgroup.co.uk

Along with numerous other accolades, including Young Accountant of the Year, Nik was awarded Dealmaker of the Year three year in a row for his corporate finance skills honed leading over a thousand deals during his illustrious career his wonderful smile, are still on the walls in the club house.

This laid the foundations to succeed later in life and sport remained a passion right

until the end, when he suffered a sudden

cardiac arrest on a golf course in Thailand

on Christmas Eve 2021, playing alongside his long term partner, whom he loved.

Nik qualified as a Chartered Accountant in 1980, but quickly decided that there must be more to life than auditing, financial

investigations and tax. He started working in the family fashion textile company,

where he soon learnt that, despite the

grand title of financial director, he had to

be involved in selling, exhibitions, packing cartons and even cutting material.

At just 30, his relish for the commercial

side of the business won him the award

of Accountant of the Year in 1986. A year later he took up the position of managing director of the UK arm of

a 600-store retail fashion group prior to forming Eastbourne Management Consultants Limited - subsequently renamed EMC – in 1989.

Nik was one of the highest profile

businessmen in the South East, with

extensive experience of running companies of all sizes in numerous sectors.

He was the leading Corporate Financier in the South East having won the

prestigious ‘Dealmaker of the Year’ title three times. In November 2021 he led his EMC team to win the accolade of

Corporate Finance Team of the Year. He has completed hundreds of corporate transactions personally and acted on

some of the highest profile deals in the

A T R I BUT E TO N I K ASKA RO FF Region. His financial know-how and

clinical deal-making has helped create over 250 millionaires – he took more

pleasure enriching others than himself, a rare quality in today’s world.

A former President of the South Eastern Society of Chartered Accountants, past

Chairman of both Business Link Sussex and Sussex Enterprise (the Chamber of Commerce for Sussex) as well as

chairing the South East Proof of Concept Fund and the innovation and growth

team, Nik was also one of the greatest

ambassadors for Sussex businesses and doing business in Sussex.

During his career, Nik held over 50 board

positions and used his business acumen to guide entrepreneurs, business owners and management teams in numerous sectors.

And although Nik made a significant

impact in Sussex and the South East, his sphere of influence extended around the

world, particularly in the emerging markets of China, Russia and India as well as the USA and most European countries.

His sector experience covered healthcare, media and marketing, food, electronics and retail. But in particular, he was

passionate about UK manufacturing and

UK entrepreneurism and sat on numerous panels advising current and former prime ministers to promote the ‘Best of British’.

Despite his love of commerce, Nik’s true

passion was his family. He always put his

family first and resisted the bright lights of London to stay on the south coast, which he believed was a better environment for his four children to grow up in.

Running his own businesses and living

close to home gave him the flexibility to

attend most of the important family events, including making very vocal contributions from the side-lines as he followed his

encourage and promote those around him to live up to their potential.

Nik’s legacies are his thriving business, which is left in the most capable of

hands, and – most importantly – his

children and eight grandchildren who

saw him not only as a father and ‘papa’ (he thought grandad made him sound too old!) but also as a best friend and mentor. He will be missed every day.

Tributes for Nik Askaroff, January 5, 2022

Michael Pay, Michael Gibbs and Ryan

children around the counties playing sport.

Smith, EMC

Nik also sat as a governor of his

news of the passing of Nik Askaroff, EMC’s

and in 2006 played an instrumental part

a sudden cardiac arrest whilst travelling in

It is with deepest sadness that we share

children’s secondary school in Hailsham

founder and Chief Executive. Nik suffered

in coordinating the fundraising to ensure

the Far East over the Christmas period.

lottery grant to build the extensive

Nik spent over 30 years of his working

the school received a million-pound sports hall and astro-turf.

life building EMC to become the leading

Nik’s far-reaching charitable and pro-bono

advisory firm in the South East and the

but the work was enough to fill several

that his legacy is built upon.

have been on the receiving end will know

Our hearts go out to Nik’s loved ones

very special man who worked tirelessly to

in your thoughts.

work has never been fully recognised,

lifetimes. Those many thousands who

in their hearts that the world has lost a

corporate finance house and business

well placed succession plans will ensure

at this difficult time. Please keep them

Although watching sport was anjoyable Nik loved to get involved On an EMC sailing day

Nik loved to travel, surrounded by family and friends

www.sussexbusinessgroup.co.uk 7

A TRI B UT E TO N I K ASKA R O F F

Throughout his life Nik enjoyed the competitive nature of sport and was proud to support both Sussex County Cricket Club and Brighton and Hove Albion Football Club

With Tony Bloom, BHAFC, Chariman Ian Fletcher-Price, Founder & CEO, Posturite Ltd

There are not many people you meet that

change your life. Nik has shaped mine for

the last 20 years and in that time together we have grown Posturite from £5m to £30m and employed 250 staff in the

process. But that is only half the story.

He was fiercely loyal and always

generous with his time, wisdom and

advice. I have witnessed at first hand his expertise with so many local

businesses, each and every one of them as important to him as any other.

Despite Nik’s intellect he never looked

down on you and patiently guided you

along the way at your pace. These rare qualities combined to make him an

outstanding human being who will be missed in so many ways by so many

people. I feel lucky to have counted Nik as my best friend and mentor and will

strive to make the best use of the skills he taught me in the future, in honour to him.

Jon Mitchell, owner/director of Eastbourne Car Auctions

I knew Nik for many years both as a

friend and business mentor. Nik was at the centre of everything we did

and nothing was too much trouble

for those he cared about. If you were

struggling with a problem, a quick call to Nik would usually point you in the

right direction. I will miss his support for my business, but most of all as a true and trusted friend.

8 www.sussexbusinessgroup.co.uk

Tim and Sue Cobb, Cobb PR

all sorts of ways and will be sadly missed.

the Sussex business community. He

David Bosley, retired

happy to help.

colleagues for more than 45 years, initially

We got to know Nik when he joined Sussex

Eastbourne. He was a very fine back-row

2002. Nik’s commercial knowledge and

21 and senior level. He could easily have

choice to ultimately take over as chairman

camaraderie of the Eastbourne club for

Nik was tall in stature and a giant in

was generous with his time and always

Nik and I have been friends and work

from our years together playing rugby in

Enterprise as a non-executive director in

forward, representing the county at Under

business acumen meant he was the perfect

played at a higher grade but enjoyed the

of the business support group.

which he first played when he was still at

Nik became chairman of Cobb PR in

the local grammar school.

2007 and helped bring strong financial

Our paths diverged for a while, but

to our company. He was our “go-to”

his management consultancy, EMC,

management and great business acumen

came back together when he formed

person for any challenges we encountered.

in Eastbourne in 1989. I was, by then,

We could always rely on his honesty and

became Nik’s first client. He acted as our

our best interests at heart.

13 years, expertly guiding and supporting

Nik was kind and loyal to us and we

helped us to sell the business in 2003.

objectivity in the knowledge that he had

director of a PR company in Kent and we advisor and business mentor for the next us through good times and bad, until he

will miss him.

Since then I continued to work with Nik

Christina Ewbank, chief executive,

until my retirement in 2020.

Eastbourne & District Chamber of

and the EMC team as their PR advisor

Commerce

Scores of business leaders and

the Eastbourne Chamber board and was

have been grateful to Nik and the team

insight. He told me that businesses like

have given them over the last 32 years.

their local Chambers of Commerce for the

he had not only built EMC to become the

I met Nik Askarof back when I first joined

entrepreneurs in the South East will

impressed by his understanding and

at EMC for the support and advice they

his had a responsibility to join and support

He was immensely proud of the fact that

good of the whole community.

region’s leading corporate finance and

Since then he has supported the Sussex

so, helped countless business owners to

business community behind the scenes in

business management team but, in doing achieve success. He will be sorely missed.

SBT MONTHLY NEWS

SBT MONTHLY NEWS SPONSORED BY:

www.sussexbusinessgroup.co.uk 9

Mayo Wynne Baxter joins Ampa to support expansion plans Leading Sussex law firm Mayo Wynne Baxter has joined national legal and professional services group Ampa to enhance its ambitious plans for growth.

Mayo Wynne Baxter,

Monthly News

founded more

than 150 years

ago in Lewes, will

continue to operate

as a separate LLP retaining its brand and growing its market position as it

continues to deliver legal services for businesses, people and their families throughout the South East.

No money will be exchanged as part of the merger and the firm’s equity

10 www.sussexbusinessgroup.co.uk

partners will merge into Ampa’s

membership. Mayo Wynne Baxter’s

move to join Ampa is part of a wider

strategy shared by the businesses for growth, collaboration and combined

infrastructure, as well as shared values supporting clients and the community.

Joining the group will enable Mayo

Wynne Baxter to increase its service

offering for clients, tapping into more than 900 experts across the group

of brands and Ampa’s group London

hub. The group is proactively looking to recruit talented people and teams

across the region and no redundancies are planned.

Dean Orgill, Chief Executive Partner at Mayo Wynne Baxter, said: “A merger with Ampa, which shares our values, will enable us to do even more to

support our clients, people and our

local community. It’s an exciting time

in our firm’s evolution, which will build on its historic foundations.

MON T H LY N E WS

Copyright of Ursula Kelly 2019

Dean Orgill

“We are recruiting proactively across

Sussex, Surrey and Kent to grow the

business and deliver more opportunities for jobs as well as internal career

progression. Being part of the Ampa

group enables us to increase the pace of this programme.”

Joining the likes of full-service Midlands

and London-based law firm Shakespeare Martineau and planning consultancy

Marrons Planning, Mayo Wynne Baxter

will become the regional anchor brand for Ampa in the South East.

Mayo Wynne Baxter’s personal injury

and clinical negligence teams will join Ampa’s existing national consumer-

focussed law brand Lime Solicitors,

with full continuity of service for clients,

adding around £1.2m additional turnover to Lime Solicitors.

Dean Orgill will sit on the Ampa group

board while also working with the firm’s partners to steer the growth of Mayo Wynne Baxter as a regional anchor brand for the group.

Sarah Walker-Smith, Group CEO at

Sarah Walker-Smith

Ampa, said: “Clients and people across our sector are crying out for change

and transformation. It’s time to consider the agile needs of clients more broadly and step away from the traditional

consolidation model; Ampa does just that.

“A key benefit of our group is shared

access to greater support for the benefit of our clients, whether that be from

other legal professionals across different brands, or our combined business

operations capabilities alongside greater career development opportunities for our people. Through greater buying

power and significant opportunities to

collaborate on projects, we will deliver enhanced benefit for our people and clients, in life and business.

“Each brand in our group is empowered to deliver on its growth ambitions and

retaining autonomy whilst collaborating

with each other when it makes sense to do so for the greater good.

“Mayo Wynne Baxter has a unique

geography, local market affinity, excellent

why it is so important that it maintains its brand and market positions. It has been great to meet and now go into

partnership with a similarly progressive

business and like-minded people to help us drive the Ampa vision.”

Ampa, which has pending B

Corporation status, also includes

cyber security company CSS Assure and uninsured loss recovery experts Corclaim as well as Shakespeare

Martineau, Marrons Planning and its consumer brand Lime Solicitors. All Ampa brands are recruiting lateral hires and teams, and the group is

proactively looking for like-minded businesses to join the group.

Mayo Wynne Baxter has started its

transition to the group and its equity

partners will officially become members of Ampa from 1 May 2022.

The merger will take Ampa to a turnover above £100m for 2022/23 and a group

of more than 1,100 people immediately.

client relationships, strong employer

brand and a great reputation – which is

www.sussexbusinessgroup.co.uk 11

MO NT H LY N E WS

Paul Scrivens promoted to Chief Executive at The LoveLocalJobs Foundation C.I.C. The appointment sees Paul move from his former role as Commercial Director to Chief Executive to ensure the ongoing sustainability, growth and success of The LoveLocalJobs Foundation C.I.C. Monthly News

Paul Scrivens has

Paul. “I feel incredibly grateful to be

to the position of

and team of people into the next phase

The LoveLocalJobs

process of registering as a charity.”

been promoted

guiding such a wonderful organisation

Chief Executive of

of our development as we begin the

Foundation C.I.C. beginning a role that will see him support the Chairman and

“We’ve overcome significant challenges

Foundation’s day-to-day business plan

years. I’m excited for the next chapter in

the Board of Trustees in delivering the

and achieved a huge amount in recent

and strategy.

our journey as we aim to help as many

The promotion comes as recognition of

of their barriers, to realise their potential

young people as possible, irrespective

the outstanding commitment, resilience

and to achieve amazing things.”

during his 4 years with LoveLocalJobs.

Paul’s promotion comes at an

and professionalism Paul has shown In that time, he has taken the

organisation from strength-to-strength, in particular, doing a phenomenal job during an incredibly difficult last 24 months for businesses.

The new role will see Paul continue to lead the Foundation’s award-winning

team, who are committed to delivering creative, inspiring, and much-needed

programmes to students with the aim

of raising their aspirations and reaching their full potential.

In 2021 alone, the Foundation has

delivered 33 programmes to almost 5,000 students across Sussex. The delivery

of the programmes in 2021 was made

possible through the support of over 140

mentors from a number of incredible local businesses, who all helped inspire and guide the next generation at a pivotal

incredibly important stage in The

LoveLocalJobs Foundation C.I.C’s

one, over-delivered on every single

working towards becoming a charity,

a phenomenal team around him.

will be instrumental in raising the

“Paul is undoubtedly the right person to

fundraising capabilities, and ensuring

right behind him all the way.”

at the core of everything it does.

Who is The LoveLocalJobs

Under Paul’s leadership, The

The LoveLocalJobs Foundation

development. With the Foundation

his experience and leadership skills Foundation’s profile, developing its

its vision, mission, and values remain

LoveLocalJobs Foundation C.I.C. will look to build on its success of recent years in supporting and inspiring

students across the South East, as

well as collaborate better with other

fantastic charities, groups and partner organisations seeking to make a real difference in the local community.

“I am incredibly proud of what

stage in their lives.

Paul has achieved in his time with

“I’m truly honoured to take on

Founder and Chairman of The

the role of Chief Executive at The

LoveLocalJobs Foundation C.I.C.,” said

12 www.sussexbusinessgroup.co.uk

Paul Scrivens

LoveLocalJobs,” said Gary Peters, LoveLocalJobs Foundation C.I.C. “He has led from the very front since day

one of our expectations and has built

take us to the next level and I’ll be there

Foundation C.I.C.?

C.I.C. is an award-winning team of

amazing people that proactively links employers, universities, colleges,

schools, community groups, charities, local authorities and other public

sector organisations to provide much-

needed careers information, advice, and inspiration for the next generations in our communities.

Winners of Euro City Awards | National Online Recruitment Awards | Sussex

Business Awards | Gatwick Diamond Business Awards | Brighton & Hove Business Awards

MON T H LY N E WS

Senior Account Manager from Identity is one of the UK’s top ‘30 under Thirty’ A young event professional from Eastbourne has achieved national recognition as one of the industry’s most talented rising stars.

Amber Rose, 29

Monthly News

was recognised at

the ‘30underThirty’ awards following her nomination

by colleagues at Identity, Europe’s

fastest growing events agency with its HQ in Eastbourne.

The national award celebrates the

most innovative, impactful and creative

people in the live events industry under the age of 30.

Amber said: “I’m thrilled to feature within the 30UnderThirty programme. It is a huge achievement to be recognised

amongst so many talented individuals.

I joined Identity over two years ago and I’ve learnt so much since then. We’ve delivered some remarkable projects

for amazing clients such as the Royal

Air Force, Panasonic, Unilever and, of

course, COP26 in Glasgow. I can’t wait to see what 2022 will bring.”

Prior to joining Identity, Amber studied at Reading University and worked for Eastbourne Borough Council and St

Amber Rose

Wilfrid’s Hospice. She is now a senior

account manager at Identity and looks after some of the agency’s key clients, including the Royal Air Force.

Identity’s Commercial Director,

Rebecca McCreath said: “We all want to say a massive congratulations to Amber. Everyone at Identity is incredibly proud of Amber’s

achievements. She is an extremely

valued member of the team and as popular with her clients as she is

with her colleagues. This award is

highest honour available to a UK business.

to see her hard work being recognised

central London, Identity boasts some of

thoroughly deserved and it’s wonderful

With its HQ in Sussex and a new office in

in this way.”

the sector’s most experienced and highly

Identity’s work has been in continuous

creative professionals.

demand across the private and public

Identity is actively recruiting for a number

continuous rising stars in the events sector

including account management, HR

the agency received a Queen’s Award

identitygroup.co.uk/vacancies/

sectors, making it one of the few

of key roles, in various departments

– even amidst the pandemic. In 2020

and production. Visit https://careers.

for Enterprise in International Trade, the

www.sussexbusinessgroup.co.uk 13

MO NT H LY N E WS

Streamlining efficiency - the benefits of outsourcing mail solutions for your business As businesses

Monthly News

continue to recover

from the pandemic, it is projected that

SMEs will have lost

an estimated £126.6 billion. Digital print security firm Zunoma is encouraging

businesses to outsource mail solutions, to help save money and to focus on increasing productivity.

In the UK, 70% of companies outsource services to third parties, and as

companies continue to adapt to new

ways of working, 30% of businesses say

they plan to outsource more in the future.

There are multiple benefits of

outsourcing mail solutions, with cost savings being the biggest motivator for many companies. Not only can

businesses save on paper fees, postal

costs and storage costs, but it can also reduce a business’s admin overheads.

Zunoma state that outsourcing can save a business up to 50% compared to

traditional mailing methods, inclusive of all print, consumables and postage.

Another benefit of outsourcing mail

solutions is an increase in efficiency

and productivity internally. The process can be very manual for businesses

and place pressure on internal teams, resulting in potential errors and late

delivery. Zunoma will cross reference all addresses against current databases,

not only saving businesses a significant amount of time but also ensuring that mail is not sent out unnecessarily to

those who no longer wish to receive it.

In addition, outsourcing reduces storage space. With one in four businesses

allowing staff to continue working from

home or work a hybrid approach following the pandemic, many employees have

14 www.sussexbusinessgroup.co.uk

less access to an office. Outsourcing

45,000 employees operating in over

to become paperless and help reach

its payroll duties to Zunoma and has

physical storage requirements, a more

portal-based ordering system to manage

working from a home office.

to this day. This outsourcing mail

Phil Ouzman, Managing Director at

in reduction on resource costs for

solutions is a secure, cost-effective

approximately 60,000 payslips from 1

mail solutions not only allows a business

140 countries and markets, outsourced

sustainability goals, but also will lower

continued to use the secure online

beneficial approach with many now

the firm’s HR and finance administration solution resulted in a saving of £55,000

Zunoma, says: “Outsourcing mail

the firm and created lead times for

choice for businesses, with many

week to 1.2 days of work.

delivered more efficient results.

Zunoma is flexible to accommodate the

“As experts in print and distribution, we

a bespoke print and personalisation

and delivering a personal service. Our aim

with several FTSE 100 companies and

eradicate lengthy manual mail handling.

complete distribution service, giving

a bespoke and thorough approval service

securely and on time.

with no unexpected costs.”

To find out more about Zunoma’s

As a registered Royal Mail Mailing House,

https://www.zunoma.com/security-

in this market. This position enables

fulfillment-mailing-solutions/

companies noting that outsourcing has

changing needs of a business and offer

have a reputation for accuracy, reliability,

of mailing services. Zunoma work

is to improve your mail delivery cycle and

worldwide organisations to provide a

Our team will provide your business with

confidence that documents will be sent

and ensure accurate, high-quality results,

Zunoma is at the forefront of new products Zunoma to constantly review the best

possible savings available to customers, to ensure maximum postal savings.

In 2009, a global consulting firm with

outsourcing solutions, please visit: print-software/personalisation-

SBT

LEGA L

LEGAL

THE STRANGE OBSESSION WITH SHAREHOLDERS AGREEMENTS

BY MAYO WYNNE BAXTER

BRITTON AND TIME ANNOUNCE THE OPENING OF A NEW OFFICE IN MAYFAIR, LONDON

EMPLOYMENT LAW: WHAT WILL THE TOP ISSUES BE IN 2022?

BY ALEX JONES, MANAGING DIRECTOR, 365 EMPLOYMENT LAW

SBT LEGAL SPONSORED BY:

www.sussexbusinessgroup.co.uk 15

Quietly Self-Harming: The Strange Obsession With Shareholders Agreements

By James O’Connell, Partner, Mayo Wynne Baxter Solicitors Shareholder

Legal

agreements (‘SAs’) are one of those

legal documents,

like NDAs, that most

businesspeople have heard of - and take for granted that they should be using.

However, as ever with the law, each case must be treated as unique. If I

had a Bitcoin for every business owner whom I’ve talked out of self-harming with an SA, I’d be writing this article

from the Caribbean. Sadly, as I’ve only

ever received the proverbial penny, I’m writing from Brighton.

16 www.sussexbusinessgroup.co.uk

Firstly though, a quick reprise.

Companies are mostly run by their directors acting collectively - the

board. However, the law says that

ultimate control of a company lies with the owners: the shareholders. The

key word here is “ultimate”, since the law gives directors a lot of strategic

advantages over shareholders, such

that shareholders can often have the

devil’s own time in trying to assert their authority. But because of that ultimate control, SAs are perennially popular.

SAs in their purest form are agreements between shareholders on how to wield

their authority. SAs usually require

collective shareholder agreement before decisions can be taken on important

things like voting rights; pre-emption rights (who gets first dibs when a

shareholder wants to sell, or where new shares are to be issued); seats on the board, senior salaries; taking/making loans over a certain size; etc., etc.

Often the topics covered stray into

matters that are really for the board to

decide, or which should be governed by the company’s Articles of Association.

But as the major shareholders usually

constitute the board, it still works - and

LEGA L which is hostage to shareholders’

differing goals, priorities, and levels

of commitment. Too often companies

start as egalitarian kibbutz: shoulder to shoulder to build something exciting –

it’s when the money finally appears that the cracks usually begin to show!

So, majority owners really do need to ask whether it’s a good idea to

voluntarily give a right of veto over their business to perhaps a huddle of semiengaged shareholders each owning single digit percentages.

I’ve referred to “pure form” SAs

because frequently SAs become more: a dumping ground for other matters

James O’Connell

which need to be recorded in writing: employment terms in particular. This

is usually a bad idea. The employment provisions tend to be half-baked, and may corrosively blur the distinction

between shareholder, employee and

director (the latter being an office as well as potentially an employment role). Also, an individual’s employment terms will

forever be on view to other shareholders

- and changing those terms can become a nightmare, possibly requiring the

involvement of shareholders who should have no input at all. getting the company to sign the SA too ties the board’s hands anyway.

SAs are also often home for terms

I often advise business owners to

agreement (‘SPA’). SPAs set out the

expectations. SAs to many have the

new or existing shares. As with

power of the majority shareholder -

have a strong desire to lump everything

down by the Lilliputians.

convenience, but also to save money

Doing this is often a mistake from the

usually cheaper than drafting various

especially those requiring unanimous

in the short term anyway...).

be done, can effectively give minor

The main disadvantage of folding an

the majority owner - a level of power

it is half-baked. Too often lawyers are

that should be in a share purchase

avoid an SA because of shareholder

terms under which somebody purchases

primary purpose of emasculating the

employment terms, the parties usually

Gulliver voluntarily agreeing to be tied

into a single agreement - partly out of

majority owner’s perspective. SAs,

shareholder consent before things can

(since drafting one longer agreement is stand-alone agreements - well, cheaper

shareholders the same right of veto as

SPA into an SA is again the risk that

which is usually not justifiable, and

instructed to draft an agreement which

is comprehensive, whilst at the same

time being not too long, detailed, offputting, legalistic or too complex.

This is a circle that can only be squared in fantasyland. In practice, almost

invariably optimism wins out and clients opt for ‘quick and dirty’ over ‘belt

and braces’ (thus ensuring a steady

stream of work in later years for dispute resolution lawyers).

Another reason it can be a bad idea to mix in employment provisions,

share purchase terms, etc. is that

SAs are meant to be standard – each

shareholder signs the same document,

with future shareholders also agreeing to be bound by it. That can be most tricky if your SAs have been personalised.

In summary, if you are not the majority shareholder then almost invariably an

SA is to your advantage. It may still be worthwhile even if you are the majority shareholder – but just don’t assume

that voluntarily “doing a Sampson” is

automatically going to be a good thing for you personally.

www.sussexbusinessgroup.co.uk 17

L EGAL

Britton and Time Solicitors announce the opening of a new office in Mayfair, London

Our friends at the award-winning multi-legal law firm Britton and Time Solicitors have announced the opening of a new London office this quarter.

This daring move

Legal

marks their second anniversary and responds to a

growing demand for

solicitors in the Big Smoke.

The firm, founded in Brighton and

Hove, has enjoyed rapid expansion

since opening in 2020. Director Paul

Britton, whose legal career started in

London, is thrilled to be increasing the

firm’s reach and into one of his favourite cities: “Opening an office in London is

particularly special to me. I first moved to Marylebone in 2002. It’s where I

spent every free moment. Being in and

18 www.sussexbusinessgroup.co.uk

around the city was always exciting, the people, the ideas, the hustle, and the

bustle. I want our growing team to have that experience too.”

As any solicitor knows, real evidence

is key. The fact is Paul has paid close

attention to the London market during the pandemic, he told us, “With BBC News, The Financial Times, Law

Gazette, and many more recently

reporting on the lack of candidates

available for roles, we’re excited to be

bringing our team to London. The need is there. Mayfair will become the firm’s

second home. It represents the strategic expansion of Britton and Time.”

The new office officially opens on 7th February 2022. Just moments from

Hyde Park and London’s prestigious Ritz Hotel, Britton and Time’s London office

is on a tree-lined street in a picturesque classic Edwardian building, boasting elegant meeting rooms for client

consultations and a relaxed members lounge perfect for visiting guests.

If you’ve had the pleasure of

visiting their Brighton and Hove

headquarters, you’ll know they favour chic surroundings and appreciate the lengths they go to ensure a

360-service experience for clients.

It’s how they became an ‘in demand

LEGA L

firm’ during the pandemic, going from strength to strength.

By staying open whilst others chose to continue working from home and

upholding the administration of justice, Paul and his team safely welcomed

clients old and new with their award-

winning can-do approach and face to face consultations.

Britton and Time recognise complex

legal cases require relationship building, comfort and connection. Elisabeth

Squires, Head of Private Client, said,

“Seeing someone in person makes our

service personal. We like to read clients, and we like to connect with them.”

“Clients feel valued when they hear that we remained open and were offering permitted legal services in line with

COVID-19 guidelines as set by The Law

Society, unlike many of our competitors.

This ensured that our level of service and commitment to clients did not

falter. Despite life seemingly stopping for many, we saw a large increase in

people looking for legal services. Many people found we were one of the only firms in the area willing and able to

accommodate them. We’re taking that same level of service, resilience and determination to London.”

Head of Communications Ellie Talebian added, “What we’ve found during the

pandemic is that whilst Zoom has

“This year, our people matter

to stay connected, clients want to

community relationships will take

consultations. Every client is offered

that service is afforded to everyone, be

been a brilliant tool for businesses

most. Strengthening our client and

come in and meet the team for their

priority. We’re a service led firm, and

an in-person face to face consultation

it employee or client.”

the latter. Zoom cannot replace what it

As the latest paralegal for the firm

important documents or offering

ambitious, determined to grow, and

dealing with some of the most crucial

be capable of doing so. Our London

a connection. Opening in London is

incredible achievements.”

market and our clients, and it allows

Paul has been described by his colleagues

best and provide clients with an

no-nonsense approach and passion for

or Zoom call. Less than 10% take up

means to sit with someone assessing

Leonardo Bosco said, “Our firm is

comfort in times of distress. We’re

has consistently demonstrated to

moments in people’s lives that require

office will be the latest in a series of

a direct response to the needs of the Britton and Time to do what we do

as a tactical genius, and his relentless,

award-winning and essential service

growth make him unstoppable.

that best represents their wishes.”

With offices in London, Brighton and

The firm’s growth allows its Director

Hove, and an enviable entrepreneurial

of the Brighton and Hove offices to his

himself one to watch in 2022.

is as much about doing what’s best for

Whether you require legal services in

colleagues to showcase their talents,

Solicitors are available to work on your

professional skill set in a leading global

info@brittontime.com with a few details

Paul Britton to hand the responsibility

entrusted senior team. Paul said, “this

spirit, Paul Britton once again makes

our clients as it is about allowing my

Brighton or London, Britton and Time

challenge themselves and grow their

matter. Call 0203 007 55 00 or email

legal market.”

of your matter, and the team will provide

2022 will be yet another year of

brittontime.com for more information.

a same day response. Visit www.

development for the firm, with

exciting new hires, partnerships, and a real commitment to accelerate and

modernise the perception of solicitors.

www.sussexbusinessgroup.co.uk 19

Employment Law: What will the top issues be in 2022?

Whilst a number of ongoing COVID-19 issues are lessening as we start 2022, employers will need to have in mind how we transition back to a normal and hybrid workplace as the year progresses.

Employers who

Legal

accept that the workplace is

transitioning, and who focus on the

challenges and opportunities, will be much better placed than those that

immediately insist on a pre-pandemic

return to a fully office-based workforce.

In this and next month’s article for SBT, I focus on the top 10 issues that I see

will most affect employers in the coming year, this month and next month:

20 www.sussexbusinessgroup.co.uk

1. Covid and a return to the workplace

at risk from covid, how they will assess

longer requesting people work from home.

in a position to replace staff who leave

the past few months, and the return to

come back to the workplace. On that last

Employers should be very careful about

between vacancies and applicants has

Covid is still an issue. Employers should

routinely demand flexible and hybrid

The government has indicated that it is no

the risk, and whether or not they are

This has not been a legal requirement in

because of stringent requirements to

the office is not a legal requirement either.

point, in many industries, the balance

a wholesale return to the workplace.

shifted dramatically, and employees

be mindful of collective and individual

working as a matter of course.

limited to, contractual variations moving

2. Working from home

employment issues including, but not

people from home, staff who might be

After nearly two years of on and off

LEGA L

in that regard, they should always inform staff they will do so (usually via a

relevant policy), and keep the monitoring proportionate

and reasonable. Employees

expectation of privacy will be even higher when they are

home based in whole or part.

It also goes without saying that

employees should be allocated appropriate devices for home working, and should not use

their own computer or mobile phone. If they do, it becomes Alex Jones

3. Flexible working and discrimination

much harder for any monitoring to occur reasonably.

5. Safety and Prevention

As recently as 3 or 4 years ago,

There is often an assumption that

almost always associated with

enjoy a safe working environment. This

an employee having a disability.

have staff working at home, should be

working is theoretically open to all

employee’s life that may affect them,

for most employees to argue it was

being criticised. Employers should

employers failure to understand the

for all employees to discuss any such

now be home-based either in whole or

a process rather than a right for it to

warning signs for problems such as

home for any part of their employment,

other discrimination rights, often led

differences with office work, the

working requests, and exposing

any issues involving staff outside the

with the employee who is not close,

A compliance with the process can still

proactive advice in how to deal with

position is that they should act like the

more pronounced with hybrid working

flexible working requests were

employees working from home will

working parents, or connected with

may not be the case. Employers who

Whilst the right to request flexible

mindful of any personal issues in an

after a short period, it was difficult

and also may lead to the employer

necessary. This combined with most

have confidential avenues available

home working, many employees will

right to make the request (which is

difficulties, but also be alert to the

part. If an employee is working from

be granted), and how it overlaps with

domestic abuse.

employers need to be aware of the

to employers routinely refusing flexible

Employers should always be alert to

obligations they owe, how they can deal

themselves to a discrimination claim.

traditional workplace, and always take

and keep on top of issues. The simple

lead to a claim in other areas. That is

these issues.

employee is in the workplace, which

and staff wanting to be homebased.

By Alex Jones, Managing Director,

rest breaks, only monitoring where

4. Monitoring and Consent

Tel: 01903 863284

and work devices, and communications

employee monitoring no differently

www.365employmentlaw.co.uk

particularly important for employees who

Employees have an expectation of

often left out of communications, social

routinely monitored eg internet usage,

adapt to the hybrid working model.

to monitor their employee productivity

includes a safe working set up, relevant reasonable, a separation on personal

Employers should treat the issue of

on any office issues. The last point is

with hybrid and home based staff.

do not ever work in the office. They are

privacy that their activities will not be

events etc, and all employers need to

private e-mails etc. If employers want

365 Employment Law

ajones@365employmentlaw.co.uk

www.sussexbusinessgroup.co.uk 21

Selling, buying or starting a business?

Call us on 0800 84 94 101 Offices across Sussex

www.mayowynnebaxter.co.uk 22 www.sussexbusinessgroup.co.uk

SBT PROPERTY

PROPERTY MARKET PREDICTIONS - WHAT’S IN STORE FOR 2022?

BY STEVE CHIPP, DIRECTOR AT TOWN & COUNTRY PROPERTY SERVICES

SBT PROPERTY SPONSORED BY:

www.sussexbusinessgroup.co.uk 23

Property market predictions what’s in store for 2022?

By Steve Chipp, Director at Town & Country Property Services Making predictions in

Property

today’s turbulent and unpredictable world?

You might think I’m

brave - or mad - but

I’m going to give it a go.

Forecasting is never easy and I’ve long since traded in my crystal ball. As a

lettings agent, I obviously have a vested interest but the property market is

always a good barometer of how the economy is faring.

Along with other hot topics, it’s

frequently a political football, with

repeated calls for greater regulation and legislative change.

It remains to be seen if the Government will view professional landlords as

24 www.sussexbusinessgroup.co.uk

an increasingly useful “money tree”,

via ramped-up taxation, to help plug financial deficits post Covid.

Likewise, we need to factor in the

economic headwinds that might have a major impact on people’s ability to rent or buy locally.

Expected hikes in historically-low interest rates, coupled with the highest inflation rates for nearly 30 years, is bound to

take its toll, along with spiralling gas and electricity prices and general uncertainty about a post-pandemic world.

Looking at all this in more detail, I‘m going to stick my head above the parapet, so here goes:

Residential sales - Brighton remained the

most profitable buy-to-let location in the

UK for a second year running during 2021,

according to CIA Landlords’ research. This keeps property prices buoyant, as people continue to move to the coast.

So why is Brighton - and neighbouring Hove - so popular and will the trend continue this year?

I’d be inclined to say a resounding

“Yes”, with tenants lining up for rental

property the minute it becomes available and up to 20 people competing for the same flat or house.

Inevitably, that will drive up rents

and may encourage tenants to look elsewhere, but will they?

Part of Brighton and Hove’s appeal is

P RO PE RTY

Most industry pundits are now

predicting it won’t get onto the statute books until next year.

For some landlords and letting agents this may come as a relief but many

of us are frustrated by the lack of real progress and would welcome some clarity either way.

Changes in the pipeline - there’s

also a rake of other issues dominating

discussions, including the following trends: • Could “lets with pets” become the

norm? Previously, only 7% of landlords

were pet-friendly. For more information, see my recent blog: Making it obvious - a fashionable seaside location, quick and easy rail links to London, good schools, and large student

population. There’s no sign of demand abating and I expect this to continue throughout 2022.

Changes to the law? I’m often asked if I’d support greater regulation within our industry.

The need for responsible and proactive letting agents has never been more

vital, particularly during periods of high demand and low supply.

However, I doubt that Home Buying and Selling Reform will happen just

yet, despite the need to make it easier for all parties.

There was extensive work by the

Regulation of Property Agents (RoPA) working group back in 2019 but its

recommendations were put on ice as the pandemic hit.

Given the distractions facing the

Government currently, I doubt it’s

top priority, despite some positive

developments focused on clarity of

information and digitalisation. Interested to know more? Check out the following

link: Regulation of Property Agents (RoPA) | Propertymark

The Renters’ Reform Bill is also a hot topic amid fears that it’s been

kicked into the long grass, at least for

easier to rent and keep a pet -

Brighton and Hove Property News (brightonhoveproperty.news)

• An increase in “green mortgages” as

the UK increasingly focuses on climate

the time being.

change and energy efficiency. In a

In order to get things moving, the

property owners to “become greener”.

Government needs to issue its long-

awaited White Paper, delayed from last

nutshell, this incentivises landlords and

• Changes to carbon monoxide

Autumn to an unspecified date this year.

detector rules, requiring landlords

Nothing can happen until it’s gone before

fixed appliances, including gas-fired

Parliament and it’s bound to spark

controversy, however the detail looks.

Here’s a quick overview of what it’s

to install detectors in all homes with boilers and fires.

So, we shall see. Hopefully, I’ve got at least some of this right, and the world

likely to include:

will have settled down by the end of the

• removing Section 21 (relating to no-

However it pans out, please bear in mind

fault evictions) from the Housing Act

year, as we “learn to live with Covid”.

it’s only my personal opinion and little is

1988 and replacing it with a more

set in stone.

mandatory grounds for repossession).

Here’s to a happy, successful and

comprehensive Section 8 (focused on

• introducing lifetime deposits for

tenants to cut the cost of moving between rented properties.

healthy 2022 for landlords, letting agents and tenants alike!

www.brightonlettings.co.uk

•E nsuring that the “rogue” letting

agents and landlords database is publicly accessible.

www.sussexbusinessgroup.co.uk 25

You miss the bus and then two come at once!

Avoid penalties and file your Self-Assessment tax return on time.

The deadline for filing your Self-Assessment Tax form and paying any tax due for the 2020 / 2021 tax year, is the 31st January 2022.

However, should you ‘miss the bus’ and fail to complete your tax return and/or make the payment on time, you will receive a dual purpose reminder from HMRC. Firstly, it is a prompt to remind you to file your tax return immediately. And secondly, it will inform you that for failing to file your return by the 31st January deadline, a penalty of £100 will have been raised.

A big incentive to get your tax affairs in order and filed on time!

26 www.sussexbusinessgroup.co.uk

But… should you fail to act before the 30th April 2022, additional daily charges will be added, along with the interest for the whole period of overdue payment.

So, what do you need to do?

Well, it is now too late to file using the paper method, (that deadline was 31st October 2021) so you only have the option to file your tax return online. If it’s your first time in doing this, you will need to register and allow around 20 days for everything to be set up at HMRC. Next, collate your records, bank statements and receipts so that you can complete your tax return correctly. Submit your tax return,

and HMRC will calculate your tax liability in accordance with your tax bracket and the figures you provide. Then all you need to do is pay!

Importantly, if you do miss the deadline this year, make sure you get everything filed swiftly. Then, try to get everything in order early for the 2021/22 return, so that you can file this as soon possible, after the tax year ends, in April 2022.

For information, help or advice on how to file your self-assessment tax return correctly, please give our friendly team a call on 01403 588639, email info@seofon.co.uk or visit our website www.seofon.co.uk.

SBT COVER FEATURE

WE CHAT TO ROB STARR

FOUNDER OF THE STARR TRUST CHARITY

SBT COVER FEATURE SPONSORED BY:

IN SUPPORT OF:

www.sussexbusinessgroup.co.uk 27

Nathan – Aspiring Paralympian and his Mum Kim

We chat with Rob Starr Cover Story

Rob last year you

simply went to school, made hardly any

in business with

Economics and a handful of CSE grade

celebrated 30 years your company Seico Group, can you tell

us a bit about your journey and the background of the company?

effort and left with an O Level in Home

Ds. I am not proud of that at all, by the

way, but looking back I think I was just not

at a school where I felt inspired. So having left school with nothing, my Dad told me

Yes, we hit 30 years on 26th November

I’d better get a job. In fact I think his words

about it as, for me, it’s only ever been one

a job or don’t come home. Of course, he

people use the “entrepreneur” word or

and I was always welcome at home, but he

brought sweets and sold them on and then

up and take responsibility. So I walked

and then….” For me, it was none of that.

office I walked into, which was a traditional

I do not consider myself an entrepreneur

into letting me make tea. When I told Dad

these days. And, certainly, I never was

thrilled when I told him I was making tea

2021. Astonishing for me to even think

were along the lines of come home with

day at a time. I always find it odd when

was the most wonderful man in the world

when people say things like “at school I

was making a point – it was time to grow

I set up a betting ring and then and then

from home into Brighton and the first

insurance brokerage, I talked the owner

as I think the word is applied too much

I had a job he was thrilled. He was less

a child desperate to have a business. I

for a bunch of people in a small office.

28 www.sussexbusinessgroup.co.uk

What transpired though was that the uninterested child I was suddenly

became interested in working and, over a few weeks, I talked the owner into

teaching me the job of insurance and I

worked my socks off – first at the door

in the morning and very last one out at night, with no lunch breaks, no toilet

breaks and no weekends off. I loved

it! I stayed with him for about eighteen

months, before I thought I knew it all and then moved to another insurance broker,

but who were commercial and not private clients. A year later I left and joined a

scheme broker. Six months later I was

with a mortgage broker. Then a pension

broker. Then an investment broker! You can see that I was desperate to learn.

By the time I was twenty years old I had realised that not only was I restless, but

COVE R STO RY

Rob Completing his Long Distance Ironman

totally unemployable. I also thought

I knew way more than I did, which at

twenty is probably where one should

be. So I left my job and went back to my first ever boss and told him I was

setting up on my own and if I promised not to attack any of his clients could I pay him a percentage of anything I

earn and use his insurance agencies

to run my business as I was too young and unknown to get any agencies of

my own. He agreed on the spot (God bless him) and Starry Eyes Insurance

Company – SEICO – was born. I put a phone in my bedroom, picked up the

yellow pages (the internet didn’t exist

back then!) and I made hundreds of cold

calls until I got a bite. Within a few years, after talking my Dad into joining me,

and trying to teach him the insurance business, and taking on a couple of

people, I found that I was actually doing

more business than my old boss. So we

parted ways again and I was able to talk insurance companies into giving me my own agencies at last.

Over the next twenty years I built up the insurance business to a staff of nearly 100 and then sold the book to a top

50 broker. I kept the company name

and permissions and switched focus to

Why did you set up the Starr Trust

really successful switch for me as I love

Setting up a charity was not something

mortgages and started again. This was a the mortgage industry a lot.

So here we are 30 years on and we

have offices in Hove, in London and randomly in Johannesburg, South

Africa. Of course, it’s been a struggle and over 30 years I have had more

sleepless nights than most people,

have taken levels of stress than should have floored me a hundred times

over and I have had to fight through

more problems than I ever could have imagined. But, all in all, I have to

say that I have absolutely loved the

journey, and today, being surrounded by fantastic staff, wonderful partners and grateful clients I honestly would

not have changed a thing that I have

gone through and I hope to keep going until they want me to leave. I still

smile when people talk about being

an “entrepreneur” and talk about their

early school business and they expect

me to be just like them, when in reality none of that ever was me. I was just

some kid who probably was a bit more tenacious than most and for some

reason made himself unemployable!

Charity?

I ever thought about doing, it was just another accidental moment in my life.

The Starr Trust story started with me losing my Dad to cancer just as he

turned 60. Far too young to die. Dad was just a wonderful guy. He always

made me feel I could do anything if I just took the first step and applied myself.

It’s amazingly powerful for someone to

have so much belief in you. So when we lost him, I truly lost my best friend. But I never lost his belief in me; his words

were still in my head, as they are today.

Just after his death, I took out a

£20,000 bank loan to keep Seico afloat.

It was failing fast as I had definitely taken my eye of the ball when Dad

was first diagnosed a couple of years

earlier and, by the time we lost him, the business was on its last legs. Dad was an amazing guy who worked so hard, but he had never managed to build

up a pot of cash, so Seico surviving was so important to not just me but

also to my mother, my sister, my wife, my young baby; it was all I had left to

keep going. So I borrowed this money

www.sussexbusinessgroup.co.uk 29

C OVE R STORY

with the intention of buying new

computers and desks for the staff to reinvigorate the business.

I was sitting at my desk seeing what I

needed to buy when a guy popped in to

see me. I didn’t know him, but he said he had known my Dad. He spent the next hour telling me how amazing my Dad

was and how he had always talked to

him and given him time. The guy was so tearful about losing Dad. Before he left I asked him how he knew my Dad and he

said he had been Dad’s window cleaner.

I was stunned! I didn’t even know if I

had a window cleaner, yet my Dad had made Martin feel like he was the most

important man in the world. That was the moment that changed my life. I realised then and there Dad’s gift. He listened and he genuinely cared.

I went back to my desk and in a fit of madness decided to give away the

£20,000 I had borrowed and to do it in

Dad’s name. I decided that I wanted his

legacy to be about inspiring and helping

others like he had with me. I went home

that night and told my wife, my sister and my brother-in-law my idea and they were happy to help me find people we could

give the money to. For some reason my wife has the ability to just trust me to

30 www.sussexbusinessgroup.co.uk

somehow make everything work – I am beyond lucky to have such a beautiful person trust me like this.

So instead of buying new computers

and desks to save my business, I went

old school and started selling insurance and mortgages again and, thankfully, within a year I had managed to bring the business back to strength again.

Meanwhile, we had given away the

£20,000 to local children and groups in

my Dad’s name with the simple message of helping them be the best that they can be. I genuinely thought that we

were then done; the money was given

out and my job was done. What I never saw coming was the impact we had on not only the young people, but also on their families. We literally had changed

lives and in some cases saved lives. So how could I then walk away from that!

Because my business was now sound again, I took the decision that I would cover all the running costs of the

charity and then we would build up

a small team and together we would

fundraise by holding events and then just give 100% of what we raised

away to help champion young people.

So here we now are, 15 years on,

and the Starr Trust is one of the most

respected and impactful charities in

the city. We have raised and given out over £1million and helped over 5,000 young people. Our team is small,

but so passionate. I should not really point out any individuals in the team as everyone is equal and important,

but I really have to say that my sister

Tracey and her partner in crime Rosie

(they are known as TRosie) are the life and soul of the charity and they are a force to be reconned with. Between

them, the rest of the team, and all the incredible supporters we now have I

can see the Starr Trust continuing to

remove roadblocks for young people for many, many more years. We really are just a charity founded on a bank loan

and bags of passion and one that was

inspired by the amazing man my father Edward Starr was.

Why is it so important to you to champion young children?

As a father of three, I do all I can to give my children the best start that they can have in life. I think that’s my life and

my job – educate them, teach them to be good people and support them in

whatever it is that they are passionate about. Pretty soon they will be adults

and heading into the world to start their own journeys, so I just want them to

COVE R STO RY have the best start possible and make their journey the best it can be. But,

surely, every child deserves that. Doesn’t every child deserve the chance to be the best that they can be?

My children are extremely lucky to have been born into a family who cares so

much about them and can afford to give

them everything they need. And they are

so lucky to have been born healthy and in the “right post code” – Brighton is simply a blessing of a City to be born in.

I know that life is not like this, but I just

wish every child could be given the start

my children have been given. And I wish

every child could have a voice like I had on

my shoulder telling me that I could achieve anything. I know it probably sounds corny, but I just wish all children were given

the same chance in life and it’s kind of

become a thing for me now to just help as many children believe in themselves as I

can. My Dad gave that gift to me and I just want it to be passed on.

You have personally taken on many challenges over the years to raise

money including swimming the channel and an Ironman to name a few. What has been the toughest so far?

I think living is probably the biggest

challenge of all – it’s not easy

sometimes just getting through the

week is it! I am joking of course, but there is some truth in that.

Yes, I have taken on a few challenges

over the years and each one has tested

me. I take on challenges because there is something in my DNA that seems to just make me want to test myself, see how far I can go with things. I have chosen

endurance challenges because they really test me most. I’m not by any stretch of

the imagination a natural sports person and I also suffer from Crohn’s disease,

Arthritis and Osteoporosis – most of these from my childhood. The Crohn’s disease is particularly tough as it means I cannot eat any great volume, am sometimes hit

with fatigue and often in pain. But, for me, these illnesses seem to spur me on and

make me want to push myself even more.

To answer your question though, the

Channel swim was a massive challenge as I was a non-swimmer when I took it on and I went from zero swimming

to having to complete 8 & 9 hour pool

and sea swims on a regular basis whilst

being unable to refuel in the correct way.

Also, I did all this training whilst running

the business, running the charity, having

three children under three and dealing

with all of life’s usual stresses and strains.

But it was a journey that completely

changed my life as well as raising nearly

£100,000 for the Starr Trust to give away.

Since completing the challenge I have

remained a sea swimmer and still swim in the sea all year round every day at

6.30am before work. This challenge really has shaped my life.

But can I honestly say the Ironman

wasn’t as hard! Nope. The Ironman is the toughest single day event in the world –

4k sea swim, followed by a 180k bike ride followed by a full marathon. It’s bonkers!

It took me almost two years to train for

it and then took me almost 14 hours to complete. On the day I think it pushed

me harder than any other event I’ve done.

But, then again, have you ever cycled up Le Mont Ventoux in France? It’s called the Giant of Provence for a

reason. Don’t even get me started on how that almost broke me!

In truth as I am not a natural sports

person in any sport, I think every single endurance event I have ever done has felt at the time like the hardest thing I have ever done.

Nathan – Aspirational Young Starr training for his wheelchair tennis Paralympic Trials

Rob on his daily early morning sea swim

www.sussexbusinessgroup.co.uk 31

C OVE R STORY raise will be given out – not a penny

Nathan – Wheelchair Tennis Athlete

goes towards our running costs.

Scan to find out more:

How can businesses get involved to support this amazing challenge and cause?

PLEASE engage with us; www.starrtrust.org You can Sponsor

me personally via our donate page and

every pound helps. But why not become

a Business Partner of the Starr Trust? We desperately need more businesses to

support us both financially and offering mentoring to our young Starrs. And

we really do engage with our business

partners so well. Speak to me or contact Can you tell us about this year’s

in, I decided I needed to do even more

Tracey & Rosie and you’ll see how much

My 52 x 52 Triathlon challenge may

people would hopefully be impressed

the Starr Trust, as well as supporting me

endurance career!

my challenge. So I decided to do an

Having had almost 18 months without

the entire year – that is 52 Triathlons in

needs some money to enable us to fund

I started with my first one on New Year’s

young people who need us. In particular,

week – and I will not. I am blogging

is such an inspiration to me and he

and have a look at our website -

challenge - the 52 x 52?

actually be the one that ends my

than that and really push myself so that

fun and how rewarding it is working with

enough to sponsor me and follow

on this really bonkers challenge!

Olympic Triathlon every single week for

Businesses, scan here to find out more:

any real fundraising, the Starr Trust really

52 weeks – hence the 52 x 52 Challenge.

all the applications we are getting from

Day and so far have not missed a single

there is one young man, Nathan, who

every week so please do support me

needs our financial assistance to get

www.starrtrust.org/52x52-challenge

And did I hear you have written a

I have decided to push myself harder

If you reach the amazing £100,000

Well, I had a few hours left in my day

raise another £100,000 to not only help

raised support?

young Starrs. To get peoples’ attention

to help Nathan get to the Paralympics.

and wondering what was lurking beneath

something that had never been done

raise will be given out to local young

decided to let my imagination run wild

still somehow I felt was doable.

roadblocks that they face. That can be

you are hundreds of metres out at sea all

So I chose to follow Nathan’s Olympic

being the best that they can be – sport,

– which is a 1.5k Swim, followed by a

– anything that is stopping them. Our

Brings Back” and it is a Ghost Thriller

had done some in the past and I know

hope young people will reach out to us

action at sea. It’s available now on my

complete. On its own, it is a challenge.

We already have so many applications

robstarr.ampbk.com, or on Amazon,

one year and that had been character

raise the more young people we can

in Brighton. I would love to see some

him to the next Paralympic Games. So

book as well?

than I have ever done, to see if I can

target, who specifically will the money

and didn’t want to waste them…

Nathan, but also to help so many other

Well first of all we need to find £20,000

After spending so many hours in the sea

and garner their support I needed to find

After that, the balance, of whatever we

me as I swim around the Palace Pier I

before, was a really crazy challenge, but

people aged 10-25 to help remove

– which is not a great thing to do when

anything that is stopping them from

alone as a storm is starting to brew.

theme and choose an Olympic Triathlon

art, education, mental health, poverty

My new book is called “What the Tide

40k Bike ride followed by a 10K run. I

website holds application forms and I

set in and around Brighton, with a lot of

they take me between 3 – 4 hours to

and let us know how we can help them.

website in Paperback and EBook,

In fact, I had once managed to do six in

ready to help, but the more money I can

WHSmith, Waterstones or in City Books

building. But today, in this world we live

help. And, of course, 100% of what we

five star reviews pop up (please!).

32 www.sussexbusinessgroup.co.uk

SBT

COVER FE ATU RE

START UPS & ENTRPRENEURES

FUNDING, FINANCE AND FINDING A START-UP CASH INJECTION

BY BIPC SUSSEX

THE TIGERS POUNCE ON THE UNIVERSITY OF BRIGHTON

ORGANISED BY SONNY CUTTING OF THE SUSSEX BUSINESS SHOW

INTRODUCING THE DECEMBER 2021 PROFITNET PIONEERS

REFLECTING ON AN INCREDIBLE YEAR OF THE BRITE PROJECT

SBT START UPS & ENTRPRENEURES SPONSORED BY:

www.sussexbusinessgroup.co.uk 33

Funding, Finance and Finding a Start-up Cash Injection

A surprising number of finance options to get your start-up off the ground How do you really

New Business

get your business

going when you’re limited by cash?

That’s the pivotal

question facing so many start-ups

coming to the Business & IP Centre (BIPC) Sussex. Some might have

savings, some have friends or family

who can help, but without real financial support, their business could remain a hobby or just a dream.

Which is why it’s so gratifying when our BIPC team can instantly inform people of the many financial options open to

both new and existing small businesses, for free! The only real question is, which direction is best for that business.

So where do you start?

34 www.sussexbusinessgroup.co.uk

Step 1

textbooks on bookkeeping to get a

Write a business plan and know your

handle on things.

money, but it often comes from not

Step 2

online, or on the high street? Are you a

financial dependents or extra pressures

cash flow! Lots of start-ups worry about knowing your numbers. Are you operating

On Universal Credit, benefits, or have

sole trader, or do you have a team?

to take into consideration? Look up your

When you sit down with one of the

(previously Money Advice Service) and

plan, your costs and revenue will be

self-employed might affect your benefits.

Business Model Canvas, as it’s very

Gov.uk for information on Help with

situation on the Money Helper website

BIPC team to work on your business

find out if having two jobs or becoming

considered. We recommend using the

If you’re on Universal Credit, head to

straightforward and clear way to plan

moving from benefits to work, including

your business.

assistance for the first 12 months.

Then use our COBRA database’s

Step 3

writing a cash flow to really know your

carefully. What suits one person will

the figures? Borrow one of our BIPC

discuss & agree on your choice(s) with

Business Information Factsheet on

Consider your financial income options

numbers. Do you get muddled with

not suit another, and you will need to

N EW BUS I N E S S

any partners/co-owners if you’re not the only business owner. We always

recommend getting independent advice from a financial advisor too.

What are your finance options?

Startup Loan

The majority of big high street banks offer loans to start-up businesses, as does the

Government (British Business Bank). Make a list and scrutinise details of what each

offer. Does the amount offered meet your

needs? Is the interest rate reasonable, and does it increase? What other services,

such as mentoring, are on offer for free

with the loan – is there anything you need and would otherwise have paid for?

Investors

Perhaps you don’t mind divvying up

portions of your new company/product for the sake of the finances to get it off the ground, and the expertise which

investors can bring can often be a bonus.

Have you heard of Angel Investors?

They are individuals, often successful

entrepreneurs themselves, who use their

own money to invest in small businesses.

In return, the investor will usually take

a minority equity stake in the company.

Sometimes, business angels invest as part of a group (syndicate).

Crowdfunding

these, contact BIPC Sussex, your Local

option to the forefront in the past 10

For instance, here in Sussex we have the

crowdfunding platforms available.

Growth Platform, to name only a few!

platform to call to the public to put up

Grants

fund a part of your business. The end

finances with interest, this could be just

to get £3,000 in six months to fit out

database to scour all available grants

incentivise the public with funding goals,

discover which you are eligible for, and

you over £200 etc. Be aware that you

Each organisation offering a grant will

Kickstarter has really brought this

Council, or search our COBRA database.

years and there are now many different

Invest4Grant, RISE Innovation and Green

Essentially, you list on an online public some cash to help you get started or

And finally, grants! If you’re not keen on

goal has to be specific (i.e. we’re aiming

the ticket. Use our huge GRANTfinder

our new shop) and you also need to

across the UK within minutes, and

such as a reward for anyone who funds

what the application requirements are.

must keep all your funding goal promises.

have different criteria for applying, so

Alternative Loans and Funding

ensure you read the database’s invaluable

as ever, read the details carefully – and

Have you been refused a loan before,

help sheets on writing grant applications!

because of financial problems in the

Get in touch with BIPC Sussex for more

from Community Development Financial

our free business databases, or book

there to help people refused financial

Information Specialist.

Responsible Finance website to see

Visit www.brighton-hove.gov.uk/bipc

or think you’ll be refused a start-up loan past? You still have financial options

details on any of these options, to use

Institutions (CDFIs) in your area, who are

a free one-to-one session with a BIPC

assistance from banks. Head to the

what the options are in your local area.

or email bipc@brighton-hove.gov.uk

Local Funding Opportunities

You can guarantee that there will be

several funding opportunities – loans

or grants in your local area. To discover

www.sussexbusinessgroup.co.uk 35

N EW B US I N E S S

The Tigers pounce on the University of Brighton

This January, an exciting new concept arrived at the University of Brighton with a panel of senior businesspeople taking on the role of judges as part of the ‘Tiger’s Pen’.

Organised by Sonny

New Business

Cutting of the Sussex Business Show, five Tigers judged five

student presentations.

Each of the students were studying

an entrepreneurship unit as part of the University’s School of Business and

Law. Dr. Adam Jones from the University capably oversaw proceedings and

organised the Tigers – not an easy feat.

I was honoured to be part of it as a lone

Tigress alongside Sam Thomas, publisher of this wonderful magazine and founder of FirmBalls, as well as Paul Britton,

owner of Britton and Time Solicitors, Nick Poyner, Managing Director of Rubix VT, as well as Steve Rackley, Co-Founder

& Director of James Chase and Silicon Brighton & Diverse Sussex.

That’s quite the line-up. For those of you who might not know, I run an award-

winning PR agency in Brighton called Midnight Communications alongside

36 www.sussexbusinessgroup.co.uk

my business partner Alex Hankinson.

The Tigers, therefore, represented

public relations, recruitment, tech, law, telecoms and publishing, each with

experience in entrepreneurship and/or running businesses.

Us Tigers were sat in a row, with the students sat in front, each group

coming down in turn to pitch their idea to us. The tension was palpable. The reality of what was about to unfold

hit the students who had largely been confined to their dorms of late and

therefore hadn’t had much experience of physical presentations.

However, when Sonny announced that there could be actual money on the

table, the lights went on in a few of the

students’ eyes as they realised that their concept could become a reality. The

prospect was real. Some were excited.

Some looked like they were about to

have a full-blown panic attack. I felt for them, I really did, but it’s moments like

this that shape you as a person and,

hopefully, the students will remember

the experience for years to come…and hopefully our advice helped them get a better grade at the very least!

We were tasked with quizzing the

students on their concepts with the aim to decide on two winning groups: best presentation and best concept. Both

winning teams took away a nice bottle of wine, but the best concept winner

got the biggest prize: the opportunity

to pitch at the Sussex Business Show

on 5th May 2022 for the chance to win actual investment.

The first group pitched

‘Bambootilicious’. A memorable

name, certainly, and the group got points for their sustainable-first

approach to the brand which was

essentially women’s knickers made from bamboo at £20 a pop. It’s a

heavily saturated market though and the Tigers suggested that a bigger

N EW BUS I N E S S

marketing budget would be needed to

get cut through against the competition.

How many of you reading this are tired of seeing the same stock

imagery used across social media

and websites? Well group number two aimed to resolve this with a new app

for photographers to sell their photos

and get commissions from businesses looking for something unique. Our

advice included promoting the app to photography clubs first and targeting specific business sectors that would be most likely to use the service.

Next up we had the latest in smart

tech, in the form of a bedside table

called ‘Element’ which could charge all your devices at once whilst also

delivering a lamp, a portable tray and a range of colour options to suit all style choices - yours for just £150

apiece. Whilst the group suggested this could be sold to individuals,

the Tigers thought a better market

for this could be hotels and student accommodation developers.

The child safety app ‘Safe Guide’

aimed to answer parents’ fears for

their children with an app designed to monitor messaging via social media

apps. An engaging and well-thought-out

presentation earned the group ‘best pitch’.

And finally… our winners for best concept went to Night Saver. I

immediately decided they had a jingle already – I was silently singing ‘night saver’ to the tune of ‘night fever’ in my head. Night Saver delivers all

your clubbing needs in one app with multiple revenue streams including subscriptions, ticket sales and

advertising, and a focus on making

clubbing safer. The Tigers decided this

idea took the crown. They had identified their target audience (students), they

had considered piloting it in Brighton before launching in other cities

(sensible) and they proposed a bigger

marketing budget than any of the other groups – asking for £100k to start up, with £50k on developing the app and £50k to promote it. Nice work lads.

I thoroughly enjoyed being a Tiger for

the night and hearing the ideas of the future generation of businesspeople.

It gave me hope for the future of our great county – I hope the students stay local after graduation and I

look forward to seeing some of the

concepts become reality. Make sure

you pop along to the Sussex Business Show on 5th May, and if you spot

a group of students practicing their

Night Saver pitch… wish them luck!

www.sussexbusinessgroup.co.uk 37

N EW B US I N E S S

Introducing the Profitnet Pioneers

As the year comes to an end, we reflected on an incredible year for the BRITE project. At the recent BRITE Disruptors celebration, we looked back at some of the brilliant businesses completing BRITE programmes in its first year.

Ahead of the new

Innovators

year, it’s now time to

look ahead and shine

a light on some of the exciting businesses

that have joined the BRITE Profitnet

programme over the past few months.

As part of the BRITE Project’s Profitnet

programme, some of Greater Brighton’s most innovative entrepreneurs meet monthly to learn from each other through facilitated peer-to-peer

sessions. Members develop strategies, solve challenges and hold each other accountable in a confidential and

professionally-led setting by expertise from the University of Brighton.

Over 1,300 businesses have taken part in the University’s Profitnet programme since 2004, helping them to achieve significant growth on their profit, turnover, and employment.

Applications are now open for the next

intake of Profitnet businesses. If you’re

a CEO or founder wanting to tackle real business challenges, sign up for a free taster session to find out if Profitnet is right for your business. https://tinyurl.com/

Introducing the December 2021 Profitnet Cohort WYSA

Blending artificial intelligence with

support from mental health professions, the Wysa AI Coach is designed to help people experiencing low mood, stress,

38 www.sussexbusinessgroup.co.uk

or anxiety. Users are helped to improve their emotional resilience using evidence-

based cognitive-behavioral techniques (CBT), DBT,

meditation, breathing, yoga, motivational interviewing, and micro-actions.

The app is designed for

both individuals looking for support, and employers

that want to provide their workforce with mental

health assistance. Wysa

has over 3 million users,

and is ranked among the top mental health apps available worldwide.

TabTime

Smith & Co

that make it easier for you and your

interior design professionals elevate

manageable. Products include

quality framed artwork. Smith & Co

and pill alarms – all designed to

delivers a presentation of artwork

is taken correctly.

including abstract, photography,

Each product is created to be flexible

also source bespoke artwork or

TabTime creates innovative products

Since 2019, Smith & Co has helped

loved ones to make their medication

their portfolio by supplying high-

automatic pill dispensers, pill boxes,

listens to clients’ requirements, then

provide peace of mind that medication

from their extensive collections –

triptychs, and groupings. They can

to changing medication needs. Users

commissions for clients.

Alzheimer’s, HIV aids, TB, hypertension

The ready-to-hang artworks are

or regular medication. TabTime says,

projects, as well as stocking dealers.

very best and latest products to fulfill

company is dedicated to helping

find what we want ‘off the peg’, we will

sold, 12 trees are planted in association

include those that have Parkinson’s,

and other ailments that require frequent

designed for residential and commercial

“We constantly scour the world for the

Led by owner Solomon Smith, the

our customers’ needs and if we cannot

support the planet. For every piece of art

develop it ourselves.”

with The Ecologi Project.

N EW BUS I N E S S Solomon Smith, founder of Smith & Co Galleries, said: “The BRITE Project’s

Profitnet has allowed me to take a look into other companies that are running at a similar level to us. It’s a fantastic

forum to get creative and experienced ideas to the everyday problems that we’re facing as a business. That

experience that you can tap into is absolutely invaluable.”

Sal Jefferies

As well as helping keep Plus X Brighton members happy and relaxed in weekly breathwork and yoga workshops, Sal Jefferies provides coaching, group

training, and yoga classes focused

on helping those who are stressed, uncertain about their future, and in need of support.

Search Seven

linear TV content, knowing that today’s

Through mindset, mood, and movement

specialises in paid media, SEO, and

multiple screens and formats – including

confident and strong, and able to create

provide services for sectors including

broadcast animation.

both work and life.

e-commerce, and travel. The award-

Their blended business model combines

With coaching, he helps overcome

as a leading company in Brighton and

with a digital agency providing

Digital marketing agency Search Seven

young audiences access content across

training, Sal helps people feel calm,

conversion rate optimisation. They

games, apps, websites, VR, AR, video, and

innovative solutions to tackle changes in

education, charity, food and drink,

winning agency is regularly recognised

original IP development and production

challenges including imposter syndrome

Sussex business awards.

interactive development and animation

provides leadership training to help

Search Seven aims to ‘make a

Channel 4, Nickelodeon, The British

during stressful and uncertain times.

from the measurable work they do with

and confidence in pricing. He also

business owners and senior teams lead

difference’ with everything they do –

services. Clients include the BBC, Museum, and CBeebies.

clients, through to extensive

Major Digital

year the company pledges

design and digital creative agency.

and community projects. The

solutions for seamless customer

10-year anniversary, and set

lasting results for clients.

target of raising £77,000 over

Services include UX research and

fundraising each year. Each

Major is a Brighton-based branding,

7% of profits to local charities

They focus on creating customised

team recently celebrated their

experiences that transform into long-

themselves the ambitious their 10th year.

insights, creative branding and design,

Plug-In Media

have a dedicated team of coders,

and technical web development. They

Plug-In Media is a multi-BAFTA-

technologists, designers and project

Led by Managing Directory

a strategy with impact.

entertainment for young

Diamond Dental

interactive entertainment and

Dental Staff, provides professional

winning digital production studio.

Juliet Tzabar, the studio creates audiences. They create both

managers eager to help clients develop

Dental recruitment specialists, Diamond

www.sussexbusinessgroup.co.uk 39

N EW B US I N E S S Innovation is at the heart of

They believe that a messy workplace

providing innovation

productivity, and affect employee

clients’ ideas into well-

supervisors (or, ninjas!) works through a

everything they do, including

can put off customers, impact

consulting to transform

morale. Each of their dedicated

defined design challenges.

personalised checklist of tasks for each

Cast Iron CAD prides itself

keep working hours transparent.

solution to almost any kind

Managing Director George Buko has built

They work with all industrial

leadership, teamwork, efficiency, growth,

including polymer

power of positivity, they aim to freshen up

on being able to find a

services to the dental world. They recruit for the full dental team, from receptions up to specialist dentists.

As well as recruitment, they provide

consultancy services that help principal dentists and business owners with

marketing, branding and content, business development, recruitment, HR and staff

training, and more. They have also created the DDDS Academy, a tailored set of

training courses for dental practices to use to level up their staff’s knowledge.

Founded in 2018 by Emma Anastasi, Diamond Dental Staff has a growing

community of nearly 4,000 members. The team’s passions include sustainability,

personal and professional development, and long-term solutions.

Cast Iron CAD

With over 20 years’ experience helping companies with design and product

development, Cast Iron CAD design,

engineer, and manufacture products to solve the business problems of SMEs. They take a flexible and innovative approach to create breakthrough

products and intellectual property.

40 www.sussexbusinessgroup.co.uk

business, and provide GPS tracking to

of problem – big or small.

the business on forward-thinking values –

manufacturing techniques,

relationships, and flow. Through the

engineering, metalwork,

an old industry – making them a perfect

ceramics, and woodworking.

candidate for Profitnet!

Arc Fab Sussex

To apply and find out more about

structural steel fabricator

innovation and growth programmes

Arc Fab Sussex is a leading

the fully funded BRITE business

that operates throughout

available at Plus X Brighton, visit

Sussex, Surrey, and Kent.

They work with construction companies,

briteinnovation.co.uk.

builders, and domestic private clients

The BRITE project is receiving up to

delivery and installation.

Regional Development Fund as

Previous projects include reconstructing

Investment Funds Growth Programme

creating shade structures; and supporting

Communities and Local Government is

Nash. Their skilled and experienced team

Regional Development Fund.

high-quality creations.

the European Regional Development

Acies

their economic development by

services to businesses across Brighton

innovation, businesses, create jobs

services for offices, retail spaces, and

For more information visit www.gov.uk/

from design and fabrication through to

£5m of funding from the European

part of the European Structural and

the hull of a 1926 Thames fireboat;

2014-2020. The Ministry of Housing,

the creations of artist and sculptor Will

the Managing Authority for European

is praised for their attention to detail and

Established by the European Union, Fund helps local areas stimulate

Acies provides cleaning and support

investing in projects which will support

and Hove. They provide cleaning

and local community regenerations.

hospitality businesses.

european-growth-funding.

SBT

COVER FE ATU RE

GOOD BUSINESS

LACKING CONFIDENCE IN YOUR PRICING?

BY SAL JEFFERIES, SAL JEFFERIES COACHING & TRAINING

SBT GOOD BUSINESS SPONSORED BY:

TO LISTEN IN SBT AUDIO SCAN HERE

www.sussexbusinessgroup.co.uk 41

Lacking confidence in your pricing?

If you’re a freelancer or founder of a business, there’s a good chance that you’re very passionate about what you do, and the impact you can make in the world. Your work is rewarding but the problem comes when facing the uncomfortable part of deciding and, worse, saying how much to charge for your product or service.

Perhaps you’ve

Good Business

experienced the

awkwardness of

discussing your fees when a client says,

“I love what you do, how much does

it cost? “You might get a little anxious and start mumbling or trying to justify your fee. Maybe you ask yourself,

“can I quote the figure I really want to charge?” but then find yourself going low on price which leaves you not

feeling good about yourself? This is a common pattern but can be changed with the right mindset shift.

To be confident with your pricing, you

42 www.sussexbusinessgroup.co.uk

need to work through some specific areas that will be affecting you, and

in this article, I’m going to unpack the

problem and offer 3 steps you can take.

Firstly, we uncover your money story / narrative that you hold. Next, we’ll

explore your perspective on price setting and then, finally, look at a strategy you can apply straight away for a better approach to your price structure.

I’ve been a solo founder for nearly

20 years, and I’ve worked in different

industries from photography, wellbeing,

psychology and training. I’ve always been using my skills, passion and expertise and turning these into some form of

commercial work that people will transact with, so I know how difficult charging the right fee can be. In recent years,

I’ve applied my field of psychology and

human behaviour to my own pricing and I want to share this with you.

When I’m coaching business owners, the pattern of blurred boundaries between a person’s self-worth and their company’s worth can be the first place to start. It’s

absolutely critical that you separate our self worth and you from your business

worth. Setting up clear boundaries about your fee is connected to your business

offer and is not a reflection of you is the first thing to be clear on.

GOOD BUS I N E S S

The next key distinction is to recognise

how ‘you’ think about pricing. If you are

thinking from your own perspective and not your client’s perspective, you’ll be too close to this and your own biases and emotions will influence the price

you set. You are not the purchaser and this first person perspective will also be another block in being confident

to charge the optimum price. It’s very important to look at the beliefs you

hold around money. What you believe

personally directly affects your business decisions. Your core beliefs will be

unconsciously directing how you set your prices, how you speak about

money to clients and how you feel about money in general. Core beliefs need to

be named, understood and challenged if they are negative.

A mindset shift that needs to happen is the distinction between selling

your time and selling your expertise.

When you change your focus to the benefits your client will get or the

problems your business will take away, that’s where true value is. I’d suggest your time is never for sale; only your expertise, skills and your problem solving abilities are for purchase.

Step 1. What’s Your Money Story?

step of deconstructing any limiting or

The narrative you hold about money is

conflicting beliefs .

you have about money, be they positive

Take your list of beliefs and read them

and actions.

a question which asks “is that really

The first exercise is to write out

you have. This simple, but powerful,

influences from growing up? What did

your beliefs and disrupt any old thinking

money? What was your upbringing

detach what you’ve inherited from other

the first place to start. The core beliefs or negative, will shape your thoughts

out to yourself and follow that with true?”. Do this for every belief that

your money story. What were your

question will shake up the rigidity of

your caregivers or parents say about

patterns. The process will help you

like? What beliefs have you adopted

people that no longer serve you.

will have shaped your worldview and

Step 2. What’s Your Perspective?

on updating things

think from a client’s perspective - the

Look at what you’ve written and

product or service.

beliefs are limiting or conflicting. For

By stepping into their shoes, you can

as ‘money’s hard to come by’ or ‘I

from their perspective. A client doesn’t

Perhaps you view money as distasteful

your business that you do; they only

beliefs are, write them down so you

desires met. Spend some time ‘being’

You have a money story and it will be

feel and want and ask yourself “what

it conscious, you can take the next

much is that worth?”.

about money? All of these experiences once you see it clearly, you can work

highlight your core beliefs. Notice which

The second exercise will help you

person who will be purchasing your

example, you might say things such

see the wants, needs and benefits

have to work really hard to get money’.

have the emotional attachment to

or bad in some way. Whatever those

want to solve a problem and get their

can see the structure of your thinking.

a client - embody what they think,

affecting your behaviour but by making

problem do you want solved? How

www.sussexbusinessgroup.co.uk 43

GOOD B US I N E S S Write out the ‘benefits’ list of all the

value you would get as a client. Use this as a metric to guide your pricing from the client’s perspective. You will also

be able to clearly articulate all of these

wonderful benefits in your marketing and sales processes.

Step 3. Have a Pricing Strategy

Our third step is to look at a pricing

strategy to apply what you have learned in step 2.

There were numerous strategies but

one that works well for the majority of

businesses is a ‘tiered pricing’ strategy.

You’ve probably purchased a package for your smartphone or an internet

provider at some point and have had the option to select a package out of 3 or more options.

I use a similar strategy with my coaching business, and it’s really simple. It can be 3 tiers or more. For example , the

first tier is the basic option, the second

a tiered pricing programme. This also

premium option.

price point with different levels of service

A good idea using pricing psychology

combine all of that, then you’ll have a

tier for standard and the third tier for a

confident pricing strategy.

for its value. Some clients will go for

Finally, I’m a member of The Good

the premium option, but the majority of

a positive impact on the world

The price point from tier 1 to tier 2

a company called Ecologi to deal

premium option, wants to be a bigger

positive initiative and tree planting

in the middle at a healthy but fair price the basic option and some will go for

Business Club and I believe in having

people will go for the one in the middle.

through my business. I currently use

will be higher but the price for tier 3,

with climate impact through a climate

jump. For example, £49, £89, £289.

program. I use a percentage of my

To summarise, start by unpacking your

having a bigger purpose than only

limiting beliefs and bring your mind up

are also a part of something bigger

clients perspective. Understand what it

your pricing as well.

challenges, and notice how your product

Sal Jefferies

done that, then you can be strategic with

https://saljefferies.com

business revenue to plant trees. By

money story, challenge any negative or

making profit, clients know that they

to date. Next, shift to thinking from your

and this can have a positive impact on

is to have their pain, their issues, their

or service can solve that. When you’ve

Sal Jefferies is a human behaviour specialist working

with founders and freelancers who want to be a force for positive change in the world. He integrates psychology, human behaviour, body intelligence and breath-work to

create a unique and human-centric approach to coaching and training.

Sal believes that by working with the ‘human’ aspect of the business, we can address the core needs of the founder

first with the resulting effects being evident in the business.

He helps clients develop a conscious, resilient and agile mindset so they can meet challenges and be creative in their work. Sal brings particular focus to wellbeing and

how to manage difficult emotions and stress by blending learning from psychology, breath-work and yoga.

Sal’s systemic approach means he works with the whole person; mind & body and life. He is a Contemporary

Psychotherapist PG Dip, Master Practitioner of NLP,

Mindset Coach, Yoga Teacher and Advanced Breathwork

44 www.sussexbusinessgroup.co.uk

or products you can offer. When you

is to have your main product or service

About Sal Jefferies

Trainer with Oxygen Advantage.

allows you to meet different people’s

Sal Jefferies Coaching & Training

SBT COUNTY BUSINESS CLUBS

COUNTY BUSINESS TALKS WITH...

NOEL PRESTON, PRESTON INSURANCE BROKERS

COUNTY BUSINESS CLUBS WINE OF THE MONTH

WITH BRIGHTON & HOVE WINE CLUB

SBT COUNTY BUSINESS CLUBS IS SPONSORED BY:

www.sussexbusinessgroup.co.uk 45

C OU NT Y B US I N E S S C LU B S

County Business Talks with Noel Preston We meet Noel Preston, Managing Partner of Preston Insurance Brokers, an independent insurance broker based in Brighton.

The business helps

CBC

all types of firms and

individuals, not just in

Sussex but across the UK. When it comes to

business, they deal with everything from start-ups to multi-nationals.

Noel is also an awesome drummer in rock covers band Planet Trousza.

But, when it comes to business, he

is the man you can guarantee will do everything with the upmost integrity.

Where did your business journey start?

It was very customer service based from

the start. My first-ever job was working in

46 www.sussexbusinessgroup.co.uk

a fruit and veg shop, so that was at the

coalface I suppose. From there, I went into retail and then worked for NatWest for a

few years. I ended up at General Accident purely because my girlfriend at the time

suggested that Friday nights were good

fun and that I’d get into the football team so that was my route into insurance.

It turned out to be okay. Two years later, I ended up going to work for a brokers, then another independent brokers and

then an opportunity came about and that was nearly nine years ago. This is when I set up Preston Insurance Brokers.

I was with an independent brokers for

seventeen-and-a-half years and I really

enjoyed it there. I had a really good career

there; looked after loads of different areas of the business, whether it be corporate, SME, commercial schemes, high net

worth, sports schemes...always relatively successfully. I think (starting my own

business) it was a case of not wanting to do the same job for the rest of my career.

You have been working in insurance for over 30 years, what was the

catalyst in December 2012 to make you decide to set up on your own?

I was on the golf course with what is

now my business partner and he just

said ‘How are things going?’ I just said

‘Okay’. I wasn’t unhappy but wanted to do something else. He said: ‘Have you

ever fancied doing it on your own?’ And

COUN T Y BUSI N ES S CLU BS

Listen to the full interview here:

that was kind of the start of it really. He helped me set it up. Four months later, we started the business.

Inherently, there was always that desire.

My grandfather used to run his own

business. I used to look at him and think he works long hours but he’s got a good life out of it, and he’s always provided excellently for his wife and family.

I think also, we all think we can do it

better - don’t we? I am a great believer that you can learn from anybody. So,

when the opportunity came, especially in my home town, I thought ‘Why not let’s give it a go.’

What has been the biggest challenge you have faced in the past 9 years?

There have been a few. Starting up is a

challenge in its own right. You get all these

things thrown at you - stats, like how many new businesses fail in the first three years.

So, that was ‘Phew!’ after the first few

years. Not that we didn’t have confidence in ourselves but, at the same time, those stats can be a little bit on your shoulder.

You’ve then got the challenge of

employing the right people. We haven’t

had anyone leave, touch wood, since we started and we are now up to eight. The

plan was to grow sustainably every year and to add another person.

Covid, obviously, was a big challenge.

We decided not to furlough anybody and it was a seven-day week for a long time.

We had members of staff working from home and we got through it. Because

of the way in which we approached it,

and how we got back to clients quickly even if it was with bad news but offering help and support where we could - it

just meant we’ve had loads of referrals

and introductions and recommendations since, which has been fantastic.

Then you have personal challenges and

they can be a bit telling as well. Nobody is ever expecting things like this but my

son, Archie, was diagnosed with a form of bone cancer a month or two before

away quite a bit but I will always tell you when I am going to be away and we are just going to need to muck in as much

as we can. We’d obviously had targets

we had set for the year and some of that goes out of the window.

It was personally and emotionally

challenging and, yes, I didn’t spend as much time in the business as I would

normally. But, we came out of that year

and we still grew by a small percentage.

To still grow in those circumstances is a real testament to the people who were

there helping me. That was the staff and

clients, who were hugely understanding.

Whilst we came out of it with a few scars, Archie’s still with us and the business is still going.

What are the culture and values at Preston Insurance?

his 14th birthday. It was a bolt out of the

Honesty, integrity and empathy.

then. There was only three of us with

We’ve always been flexible. I’m open to

blue. We were only a relatively small team one just about to join. It was a case of

‘What are we going to do?’ but, first and foremost, family comes first - especially

in that kind of scenario. We just sat down as a team and I said I was going to be

change. If you’ve got happy staff then

they are going to do a good job for you.

We have one day a week when we are

all in the office but, if you want to come

www.sussexbusinessgroup.co.uk 47

C OU NT Y B US I N E S S C LU B S going for lunch with my wife (that’s the bit I haven’t got quite right yet!).

I don’t find it easy to switch off. Running is a great get-away for me and I do some personal training sessions.

Obviously, the drumming is the biggest escape for me. There is nothing other

than the music you are thinking about.

It’s a real buzz.

What does the future hold for Noel and Preston Insurance?

I know we are nearly nine years in but in more, come in. We want to make sure people don’t disconnect. I want the

team to have flexibility but I also want them to respect each other.

We will employ, first and foremost, on

personality and who that individual is. If you get someone with the right attitude and aptitude and humanity, you can

train the insurance stuff. They have all had some insurance experience, even

if it is just a year. We put them through exams and we’ve only got one that is

now working towards their qualification.

Everyone else is qualified, so it’s all about supporting them throughout.

When you are in a service industry,

you are a person dealing with another

person so those human relationship and

personality skills are massively important when you are giving good news, bad

news, indifferent news or just passing the time of day. Our team cares passionately about representing the business and themselves in the right way.

Tell us about your greatest

achievement in business, and can you

define what success looks like to you?

I am not sure there has been a

greatest achievement. Just starting the business, getting it off the ground and surviving that first year.

48 www.sussexbusinessgroup.co.uk

Awards - they have given us some credibility and we picked up the

insurance for the i360. To be picked from three brokers, when the other two are a lot larger and have been around longer than us, was a massive boost from a

credibility point of view. It was something that put us on the map a little bit.

The last six months have been the best

we’ve ever had, off the back of arguably the month challenging 12-18 months.

At the beginning, there were no

delusions of grandeur. To get to 10 to 12 people and be profitable is still the plan, while retaining what is now a renowned and revered service.

How do you achieve a work-life balance?

Sometimes I get it really right and

sometimes I get it really wrong. One thing about having a business is that it gives you flexibility and that’s why I am quite

conscious from a staff point of view; that they have a bit of flexibility too.

I try not to do client work on a Friday.

So I keep Friday clear for working on the business from a strategy point of view - so working on it rather than in it, or maybe doing some corporate

entertaining or just having a day off and

we’ve still got a lot to achieve. I also want the future to bring something to the staff as well as the business; opportunity,

stable employment, a rewarding place

to work. Do I sell? That is certainly not

on the cards. I would really like Preston

Insurance Brokers to go on beyond me.

What advice would you give to a young entrepreneur or someone

wanting to start their own business?

Do it! There were three things that

came into my head when I started: Is it something you really want to do - if it

is, you will succeed; is it something you enjoy doing - if it is, you will succeed; and can you surround yourself with

people really positive, supportive helpful people - if you can, you will succeed!

Can you state three traits you

think a person needs to be a good businessperson/ entrepreneur?

Be prepared to work hard but smart, be sincere and just be yourself.

There is no dressing it up, (being a good businessperson) is hard work.

Listen to the podcast interview: https:// youtu.be/YXmP7YOmZ7Y Website: https://www.

prestoninsurancebrokers.co.uk/ Twitter: @prestoninsbrkrs

with

Sam Thomas

The podcast that talks about the highs and the lows of running a business and being an entrepreneur.

We hear from Sussex based Business owners about their journeys, discussing the good, the bad and everything in between.

Kaplicky, 19/08/2021

AppleUser121212, Fri

Love the authenticity of this podcast

Inspiring and relevant business podcast

I love a business focussed podcast and this is a great one, so fascinating to hear the stories of how the owners started their businesses. A really authentic discussion as well, it’s so important that the low points of the journey are discussed as well as we all have them.

This podcast is a great listen for any business owner. Lots of wisdom from business people who have been there and got the t-shirt, with a great story to tell along the way. The passion of guests and the superb presenter, Sam Thomas, comes through every step of the way.

Listen on

County Business Clubs Content Hub

LISTEN

WATCH

SUBSCRIBE

www.sussexbusinessgroup.co.uk 49

WI N E OF T H E MON TH

County Business Club Wine of the Month January 2022

Ciaurìa Mount Etna Rosso As we move into mid winter, I am always

drawn to a nice flavoursome red, typically from Italy, France or Spain. A good red wine is the ideal accompaniment to a

roaring fire and some hearty food whilst

we wait for spring to arrive. This month I have chosen a Southern Italian red from the island of Sicily called Ciaurìa Mount Etna Rosso.

Background to Italian reds and

specifically Sicilian Mount Etna wine

Italy is famous for it’s red wines which are grown across the country, the

terroir is perfect for making a range of

wines. Other famous reds which I love from Italy are;

• Barolo – lovely aged wines from

Piedmonte in North West Italy which uses the Nebbiolo grape

• Chianti – fruity Classic or Reserva

wines from Western Italy using the popular Sangiovese grape

• Nero D’Avola – rich dark fruits and higher alcohol wines from Sicily

The Mount Etna wines are also grown

on the island of Sicily so if you have ever

Michael’s tasting notes

A light body with lots of character.

Red fruits on the nose and cherry and strawberry with a hint of vanilla and

pepper on the taste. Even though 14% volume, it is a very easy wine to drink.

The wine makers notes for this wine ;

I started to produce a simpler Etna Rosso, which wants to be the daily wine, to be tasted every day, and which every day

brings us back to the aromas and flavours of Nerello Mascalese that grows on the

slopes of Etna. A wine that, as they say

in Sicily, “Ciaurìa” from Etna. A wine that

impresses with its disarming yet not banal simplicity. A magic that is consumed only when you meet an extraordinary grape variety with a unique territory.

Food pairings

From the winemaker - Ciaurìa goes

well with dishes of land, of all seasons, typical of Etna, and with a careful

serving temperature, even with some fish dishes.

My preference is to serve with a nice beef or wild boar ragu and paradelle pasta.

been to Catania or Palermo then you

Key facts for Ciauria Mt Etna Rosso

these wines as the house red. Mount

Type of terrain - Black earth, porous and

may have been offered one or more of Etna Rosso wines are grown on the

slopes of the 3300 metre active volcano which means that the wines are grown

in a colder climate with lots of sunshine.

This, together with the regular mountain

mist, protects the grapes from too much heat from the searing sunshine and

retains it’s elegance. Mount Etna wines

have great character, have a good level

of alcohol but are light enough to enjoy a glass without food.

50 www.sussexbusinessgroup.co.uk

Altitude of vineyard - 750 m

deep soil composed of volcanic ash, with traces of sand, rich in minerals

plus delivery. For more details www.

brightonandhovewineclub.co.uk or

Social - @brightonandhovewineclub Fact of the month for Italian Wines The Ministry of Agriculture and

Forestry in Italy has authorized over

350 different grape varieties but there are over 500 different kinds of grapes in circulation within the country. In

comparison, almost 100% of France’s wine only comes from about 60 different grapes.

Michael Yeoman,

brightonandhovewineclub.co.uk Michael Yeoman owns Brighton and Hove Wine Club and also creates a

Grape variety - Nerello Mascalese

range of Sussex spirits using the pomace

Maturation - Refinement in bottles -

specialises in working with small batch

Production – just 4000 bottles (750ml)

and the South Downs.

Harvest time - Mid October minimum 6 months

This wine can be purchased from Brighton and Hove Wine Club at

£15.50 a bottle or £93 for a case of 6

from English wine production. He

wine producers in and around Sussex

SBT

COVER FE ATU RE

TECH

HOW DID EXTECH CLOUD BECOME THE HOME OF HYBRID WORKING?

BY ANDREW HOOKWAY, EXTECH CLOUD

SBT TECH SPONSORED BY:

www.sussexbusinessgroup.co.uk 51

How did Extech Cloud become the home of hybrid working?

The adjustment to remote working during the height of the pandemic was an aboutturn for many businesses who found themselves unprepared for the required IT and network changes.

Now, almost two

Tech

years later, we are

seeing the dawn of permanent hybrid

working, and Extech

Cloud, also known as the ‘Home

of Hybrid Working’, looks back on lessons learned about running a successful business.

“The most successful businesses are

the three per cent that innovate change, and the second most successful are

usually the 15 per cent who are early adopters of the change,” Director of

52 www.sussexbusinessgroup.co.uk

Sussex-based Extech Cloud, Andrew Hookway, explains. “The rest are the ‘also-rans’ who either adopt too late

to profit from the change, or who are resistant to change.”

A big change for businesses around the

world, and across every industry sector, is adapting to hybrid working as a new way

forward, and ensuring that IT Systems can support day-to-day operations, enabling collaborative working, and appropriate levels of security.

“The latest development in IT, Windows

365, is going to affect all businesses,

whether we like it or not. You then have a choice. You can choose to join the

18%, or remain with the 82%,” Andrew

adds. “Change is the only constant, and it is important to coach your team to

accept and implement that change.”

Rather than waiting for change to

happen, Extech Cloud took the bold

move three years ago to fully migrate to

the Cloud and only offer cloud solutions to clients. To many, this may have

seemed like a financially bad idea. It

took some reengineering of the business

TECH

Andrew Hookway

and competitive edge they need to grow their businesses.

Keeping abreast of what was starting

nevertheless, for Extech Cloud as an

early adopter and implementer it has

paid off in the long run, benefitting the company and its customers.

“We made this transition three years

ago and it’s taken that long to settle and succeed,” Andrew explains. “We took a

risk in order to futureproof our business,

as well as the businesses of our clients.”

Extech Cloud has led the field in

developing a successful and unique process in-house, which allows the

positioning of all of its Clients’ IT needs

within the Microsoft environment, which is not currently matched by any other

local company. Extech Cloud continues

to work closely with Microsoft to ensure clients’ systems provide the efficiency

hybrid working, whatever the size and type of file the user is working on.

to happen in the marketplace in 2018,

Operating fully in the Cloud enables

traditional IT services model of kit and

and clients, and Cloud IT Systems tend

cloud-based model.

measures, continually developing to keep

“Our early research revealed that the

methods. Because the entire IT System

profitable for IT support businesses,”

cost outlay when it comes to hardware.

that Extech Cloud needed to get on that

In the everchanging IT industry, with

the process of the market change.”

providers don’t keep as up to speed

The timely release of Windows 365 (not

expertise as they should. Extech Cloud

Office 365) earlier this year is what most

and training, working hard to keep

should now be looking for. Whether

clients need and how to deliver that.

the Cloud is the way the world is moving.

ISO27001 recertification for Information

Extech Cloud was aware that the

collaboration in real time with colleagues

servers onsite was changing to a totally

to rely on more robust cybersecurity

Cloud model was considerably less as well as facing a dip in profits,

PC, across multiple devices, for seamless

Andrew reveals. “However, we knew

journey to remain competitive and survive

a step ahead of ever-evolving cybercrime is hosted in the Cloud, there is little to no

rapidly evolving technology, some IT with up-to-date knowledge and

to be confused with the Microsoft 365 or

focuses on personal staff development

Sussex and southern based businesses

ahead of the trends, and to know what

businesses like it or not, operating fully in

The company also recently achieved

Windows 365 is Microsoft’s complete

Security Management.

software-as-a-service (SaaS) solution,

“We are proud to be at the forefront

experience, including apps, content,

work hard to help our clients succeed,”

remote and hybrid working, enabling

info@extech.co.uk or fill out the contact

personalised Windows desktop, or Cloud

call back.

that streams a personalised Windows

of this new era of hybrid working, and

and settings, to any device. It is built for

Andrew adds. Email Extech Cloud on

the user ‘anywhere access’ to their

form at www.extechcloud.com for a

www.sussexbusinessgroup.co.uk 53

TEC H

Race ready?

If you want to compete and win gold, you’ll need an IT strategy that’s in the cloud.

With many people heading back to the office, is your business IT ‘race ready’ so you can properly compete with others in your sector? Or are you getting left behind?

Transform your business with smarter and more economical ways of working through digital transformation solutions. This is all your IT in the Microsoft Cloud, apps and all, with no onsite servers in sight to maintain and update.

It’s faster for remote working, cheaper, more secure and compliant, scalable, always on the latest technology and billed monthly according to what you use. Talk to us directly.

01444 443200

info@extech.co.uk

extechcloud.com

We can take any business with between 5 and 100 active users of IT, into the full Microsoft Cloud platform.

54 www.sussexbusinessgroup.co.uk

SBT

CHA RITY

CHARITY

ROCKINGHORSE CHILDREN’S CHARITY ASK SUPPORTERS...

TO MAKE THIS NEW YEAR A HAPPY ONE

THE BRIGHTON GRAND RAISES OVER £16,000

FOR NEW NEONATAL VENTILATOR

CHOSEN CHARITY PARTNER:

www.sussexbusinessgroup.co.uk 55

C HA RI T Y

Rockinghorse Children’s Charity asks supporters to make this New Year a happy one At the beginning of 2022, charity asks if you can help them make someone smile.

Winter can be

Charity

gloomy, with dark mornings, cold

weather and not much to look

forward to. Which is why this new year

Rockinghorse are hoping to inspire you to make it a happier time of year.

We all know that doing something for

ourselves, or even better for others, can make us feel good, but it’s so much

more than that. It can also improve our

mental health and wellbeing, helping us

face those dark winter days with a smile, knowing we’ve done something that really makes a difference.

So, could you make someone happy this new year? It could be making yourself

smile by achieving a new goal such as running your first half marathon. Or it

could be asking your friends and family to sponsor you in your challenge which will

help bring a smile to a sick child this year.

But anything you do to support the charity, even something as simple as making a

56 www.sussexbusinessgroup.co.uk

donation to Rockinghorse, can help make

simple, safe and quick as possible for

a child’s visit to hospital a happier one.

young patients. Equipment like new

Across Sussex thousands of babies,

raising funds for that are specifically

in hospital or health care settings every

nursed at the Alex, meaning they don’t

or regular appointments to manage a

and reducing the time they stay in hospital.

neonatal ventilators that we are currently

children and young people spend time

designed to help babies under 5kg be

year. This could be a one-off visit to A&E

have to travel far from home to be treated

long-term health condition.

“That pound also goes towards helping

Whatever the reason, it’s so important

children with speech and language

happy as possible, helping children just

the education they need. Your support

to us to make these experiences as

issues and learning disabilities access

enjoy being children.

will help us fund a new sensory room at

Janella Merritt, Head of Fundraising at

children can be accurately assessed and

the Pupil Referral Unit in Brighton so that

Rockinghorse, explains why it can be

receive the right help to return to school.”

can make a difference. She said: “It

So, this new year, why not think about

impact. How can doing something that

good will also help someone else feel

I don’t know happy? But every single

events page to find a challenge or event

difficult to understand how one person might not feel like you can make a big

how something you could do to feel

makes me happy, also make someone

happy. Just look at the Rockinghorse

pound that our supporters raise really

you could sign up for.

does do this.

“It goes towards cutting edge equipment for hospitals that make treatment as

And have a very happy start to 2022. www.rockinghorse.org.uk

CHA RITY

The Brighton Grand raises over £16,000 for new neonatal ventilator The iconic Brighton seafront hotel has raised the £16,250 donation for Rockinghorse over the past year, despite having to close its doors for several months.

The Grand has

Charity

been a supporter of Rockinghorse

Children’s Charity for

many years, regularly

holding events at the hotel in aid of the charity.

However, as the hospitality sector has

faced significant upheaval over the last couple of years, the normal fundraising events they organise simply weren’t possible. Added to which, they also

had to close their doors completely for around nine months during the past couple of years.

But this didn’t stop the staff team at the hotel finding new ways that they could support the charity.

And the main idea they came up with was to add a discretionary charity

donation of £2 onto every room booked at the hotel. And this small donation added up to a total of over £16,000 being raised for Rockinghorse!

Michele Goering, PA to the Managing

Director of the Grand, explained more about their fundraising: “It was really

important to everyone here at The

Grand is no exception. Not only did

hotel was facing, we continued to help

so many months, but they also had

Grand that despite the challenges the

they have to manage being closed for

this great local charity.

to show such incredible resilience to

“And our guests couldn’t have been

hospitality sector was facing.

been able to raise such an amazing

“So, to be able to fundraise such

more generous! We are so proud to have

manage the ongoing uncertainty the

amount for Rockinghorse.”

an amazing amount under these

These funds are being put towards the

are so thankful to the whole staff team

the Royal Alexandra Children’s Hospital

the hotel and donated to us. All this

designed to help babies under 5kg in

able to help so many sick babies in

circumstances is just incredible. We

purchase of a new neonatal ventilator for

and every single guest that visited

in Brighton. This ventilator is specifically

generosity has resulted in us being

weight be nursed at the hospital as

the future.”

quickly as possible.

Michele added: “It’s wonderful to know

Not only does this help them get the

that thanks to our guests, we have been

them having to be transferred to

of equipment for our local children’s

of time they need to stay in hospital and

up with many more fundraising ideas

treatment they need, but it also avoids

able to provide such an important piece

London, therefore reducing the length

hospital. And we can’t wait to come

hopefully making the whole process

so that we can continue to support

easier on them and their families.

Rockinghorse in the future.”

Donna Holland, Rockinghorse CEO,

To find out more about Rockinghorse

their support: “Over the last few years

throughout Sussex, take a look at their

thanked the team at the hotel for all

and how they support sick children

we have seen some amazing support

website at www.rockinghorse.org.uk.

shown by local businesses, and The

www.sussexbusinessgroup.co.uk 57

FOR MORE INFO SCAN HERE

MY £10k TRUSTEE CHALLENGE A lot ofg runnin

Triathlon

24 Hour Podcast

Events

55 Holes o Golf in a D f ay

ive D y k S Much More

Sam Thomas I will be doing a variety of Events and Challenges throughout 2022 to raise £10k for the amazing Rockinghorse Children’s Charity.

SPONSORSHIP OPPORTUNITIES AVAILABLE

In Partnership with

CONNECT THROUGH SPORT 58 www.sussexbusinessgroup.co.uk

SBT

COVER FE ATU RE

PEOPLE MANAGEMENT & RECRUITMENT

WHAT’S NEW IN EMPLOYMENT LAW THIS YEAR?

BY HR DEPT

SBT PEOPLE MANAGEMENT & RECRUITMENT SPONSORED BY:

www.sussexbusinessgroup.co.uk 59

What’s new in employment law this year?

New Year, new legislation? Coronavirus may still dominate the headlines and continues to be a major focus for business owners, but we wanted to highlight some other important HR topics to stay abreast of in 2022.

Pay increases

HR

Hopefully already on your radar, national minimum wage

(NMW) and national

living wage (NLW) rates will increase on 1st April as follows:

• NLW workers aged 23 or older from

•N MW first year apprentices or under19s from £4.30 to £4.81.

Several statutory pay rates including

maternity, paternity, adoption, shared

parental leave and parental bereavement pay will increase from £151.97 to £156.66 on 3rd April.

£8.91 to £9.50.

From 6th April, sick pay will rise from

£8.36 to £9.18, and for those aged 18-

redundancy weekly cap will also increase.

• NMW workers aged 21 and 22 from 20 from £6.56 to £6.83.

• NMW workers younger than 18 who are no longer compelled to attend school, from £4.62 to £4.81.

60 www.sussexbusinessgroup.co.uk

£96.35 to £99.35, and the statutory

Extra bank holiday

An additional bank holiday has been

announced for Friday 3rd June to mark

the Queen’s Jubilee, whilst the spring

bank holiday has moved to Thursday 2nd June this year, creating a long weekend.

The new bank holiday is not an automatic day off for everyone though and the

wording in your employment contracts will be the decider. Some employers

may like to acknowledge it as a goodwill gesture if it can work for the business.

Start thinking about staffing now and

prepare for an influx of leave requests from those hoping for a longer break.

Employer’s duty to prevent sexual harassment

P EOP L E MAN AGEM EN T & R ECR UITM E NT

Serena & Sue

amend sick pay for unvaccinated staff

should seek professional advice to avoid the risk of discrimination.

Right to work checks

for pregnant workers and those on maternity leave.

Whilst the above is not an exhaustive

list, it should help you to remain aware

Digital right to work checks were

of the key HR topics that may affect your

the pandemic to ease delays to

year. If you have questions, do call us.

April, the change becomes permanent

The HR Dept is now the UK’s largest

will be available for employers

outsourced HR support. Our clients

care to protect their staff. The change

citizens. An existing online service will

brands, across all industries.

on employers to proactively prevent

on overseas applicants.

We pride ourselves on delivering cost-

statutory code of practice is expected to

The Employment Bill

HR solutions that leave you free to

temporarily introduced during

employment during lockdown. From

business and people management this

and government validation technology

network of HR professionals providing

Employers already have a duty of

conducting checks on British and Irish

vary, from tiny start-ups to established

due to come into effect places a duty

be available for right to work checks

sexual harassment in the workplace. A

effective employment law advice and

be launched as a guide.

The Employment Bill was announced

concentrate on growing your business.

Whilst it has not yet been confirmed

overshadowed by the pandemic.

Your local HR Dept Offices:

this year, business owners can prepare

2022 as a result of the bill include:

Eastbourne, Brighton and Hove

inclusivity in the workplace.

•T he right to request flexible working

serena.may@hrdept.co.uk

Vaccinations

•A right for workers to request more

that this change will come into effect

by encouraging a culture of respect and

Back to COVID-19 to share a reminder

that mandatory vaccinations have been

in 2019 but has been largely

Important changes that may occur in

Serena May

from day one.

01323 403500

predictable hours after 26 weeks of

Chichester, Arun, Worthing, Adur and

continued service.

Horsham

day one.

susan.beeby@hrdept.co.uk

announced as a condition of deployment

•O ne week of unpaid carer’s leave from

Sue Beeby

social care workers, as well as NHS

•A code of practice on fair and

01243 214404

from April for care home and health and workers, in England.

transparent distribution of gratuities

Employers in other industries looking

right to receive their tips in full.

to introduce a “no jab, no job policy” or

will see hospitality workers gain the •E xtended redundancy protections

www.sussexbusinessgroup.co.uk 61

C HA RI T Y

ADVISORY / TA X / AU D I T

New look, same great service

Building a Brighter Future An accountant should do a lot more than just report on how your business is doing. They should help you identify opportunities to improve your profit levels and then support you in trying to achieve those improvements. We strive to understand what our clients want to achieve and are then proactive in recommending solutions that add value.

We take a collaborative approach with our clients, working with them to provide a valueadded service rather than simple compliance. The focus is always on client service, with open and honest relationships.

Contact us E: info@carpenterbox.com in

www.carpenterbox.com 62 www.sussexbusinessgroup.co.uk

SBT MOTORING NEWS

REVEALED: UK DRIVERS CAUGHT SPEEDING EVERY 5 MINUTES

WITH RIVERVALE LEASING

FIAT 500E LA PRIMA CONVERTIBLE THE PERFECT ECO-FRIENDLY CITY CAR

SBT MOTORING NEWS SPONSORED BY:

www.sussexbusinessgroup.co.uk 63

MOTO RI N G N E WS

Revealed: UK drivers caught speeding every 5 minutes In the UK, 3 out of 4 motoring offences (74%) are speeding crimes, according to the latest government data.

Police Constabulary Avon & Somerset 10% + 2 mph

City of London 10% + 2 mph

Cumbria 10% + 2 mph

Derbyshire 10% + 2 mph

Devon & Cornwall 10% + 2 mph

Durham 10% + 2 mph

Gloucestershire 10% + 2 mph

Humberside 10% + 2 mph

Kent 10% + 2 mph

North Yorkshire 10% + 2 mph

Essex 10% + 2 mph to 9 mph

Lancashire The figures are so

Motoring News

high today that UK

drivers are caught

speeding every five minutes. A massive

£226.5 million is collected from

speeding fines every year in Britain.

Speeding might be the most popular

motoring offence, yet thousands of drivers still have questions about it. We reveal the most-asked speeding questions,

with answers from UK police forces and motoring expert Bud Johnston, Group Marketing Director at Rivervale.

How much can you go over the

speed limit? UK police forces reveal the answer

Google search data reveals that

Information requests to all 43 UK police constabularies, asking for the speed

camera activation threshold for devices under their authority.

Out of the 21 responses we received, 57% of police forces advised the threshold for speed cameras is 10% plus 2 mph.

This means that if you are driving in a 30 mph zone, you would activate a speed

camera if you were driving 35 mph. Or, if

you were speeding in a 40 mph zone, you

Declined to disclose information

Hampshire Declined to disclose information

Hertfordshire Declined to disclose information

Leicestershire Declined to disclose information

Northamptonshire Declined to disclose information

Northumbria Declined to disclose information

West Midlands

Other authorities explained that

Wiltshire

information couldn’t be disclosed to the

particular speed. Officers use their

Declined to disclose information

officers use their discretion, or that the

The devices aren’t set at any

public. Here are the complete results

own discretion when setting the

from our research.

More than half of UK drivers are

official answer? We sent Freedom of

given time

64 www.sussexbusinessgroup.co.uk

Bedfordshire

would meet the threshold at 46 mph.

6,000 people in the UK ask this

question every year - but what’s the

10% + 3 mph up to 9 mph

breaking the speed limit at any

threshold.

Lincolnshire + 2 mph up to 66mph and + 3% for all speeds higher than 66mph

MOTOR I NG N E WS

The government research also reveals that over half of British drivers (55%)

speed at any given time, on average.

Drivers are most likely to break the law in

20 mph zones, with a huge 9 in 10 drivers (89%) found speeding on these roads.

This may be because 20 mph roads are often quieter, or drivers haven’t realised that the lower limit is in effect.

However, the 20 mph limit is usually in place for school zones where children are crossing, making it extremely

reveals that Sunday is the most popular

12,000 searches per year

56% of car drivers exceeding the limit

‘You’ll receive at least a £100 fine for

day for speeding, with an average of on any given road.

The top 5 most-asked speeding questions, answered

10,800 searches per year

Group Marketing Director at Rivervale.

speeding?

than not; the government statistics show

of cars travel with less than 2 seconds between them and the vehicle in front, which is against the DVLA’s advice.

Sunday is the most popular day for speeding

It appears that many illegal drivers try

to take advantage of quieter roads and

rack up more speeding points and fines at the weekend. Government research

speeding ticket?

resident motoring expert Bud Johnston,

45,600 searches per year

Our research found that 1 in 5 (19%)

their discretion.’

questions, with answers from our

to find out the most-asked speeding

30 mph roads also have more speeders

1 in 5 drivers break the ‘2-second rule’

police authority - it can be down to

4. How long does it take to get a

1. How many points do I get for

in these zones.

it could be more depending on the

We researched Google search data

dangerous if you choose to speed.

that 3 in 5 drivers (62%) break the limit

doing 40 in a 30 mph zone, however,

‘If you’re caught speeding, you’ll receive 3 points on your driving licence, at the very least. This can go up to 6 points,

depending on the severity of the offence.

‘A speeding ticket, which includes a

Notice of Intended Prosecution (NIP)

and a Section 172 notice, will normally be sent to you within 14 days of the

speeding offence. You need to respond within 28 days by returning the Section

172 notice to confirm who was driving.’

5. How long do speeding points last?

10,800 searches per year

The only way to avoid receiving points is if

you’re offered a speed awareness course.’

2. How much is a speeding fine?

30,000 searches per year

‘A speeding fine will set you back a

minimum of £100, although this can go up to £2,500 if you take the matter to court and are found guilty.’

3. How much is a speeding fine for doing 40 in a 30?

‘Speeding points stay on your licence for 4 years.’

For more automotive news and studies, check out the Rivervale blog. Or if you’re looking for a new car, don’t

forget to browse our latest car leasing

deals available online now. Get in touch with our expert team today on 01273 433480, or request a callback at a time that suits you.

www.sussexbusinessgroup.co.uk 65

MOTO RI N G N E WS

Fiat 500e La Prima Convertible The perfect Eco-Friendly city car

La Prima means ‘the first’ in Italian, so it’s a fitting name for the limited edition trim version of Fiat’s first mass-produced electric car.

If you’re looking for

Motoring News

a compact city car

to whizz around town in, this is the one.

As well as seriously

cool retro good looks, the La Prima

Convertible offers a tight turning circle

and plenty of grip, but that’s not to say it can’t handle the pace of motorway

driving. Even with the roof down, the air cap on top of the windscreen is

designed to divert air over the heads of the driver and front passenger to ensure a comfortable drive.

This car is slightly bigger than its

predecessors, but it still only has three doors. And while it might not be able

to accommodate many passengers in

the back seats or store lots of luggage in the 182-litre boot, this small electric convertible still has plenty going for it.

66 www.sussexbusinessgroup.co.uk

What’s inside?

500-branded wall box charger. Be sure

Let’s take a closer look.

to stay informed about all the latest

Although this car looks retro from the

Drivers to ensure you don’t miss out on

book by its cover. Take a look inside to

with your EV!

with the Fiat 500 monogram and a host

The UConnect 5 infotainment system

a 10.3-inch touchscreen and built-in

and Android Auto. You can access the

outside, you should never judge a

find stylish eco-leather seats adorned

Update on Grants & Schemes For EV

an opportunity to get funding assistance

of other modern features including

is compatible with both Apple CarPlay

satellite navigation.

system from both inside and outside

This electric car is fitted with an

the temperature just right or set up the

the vehicle, which means you can get

impressive 87kW electric motor and

satellite navigation before getting in. The

delivering up to 199 miles of range. Best

closest available charging station.

system to restore 80% of the charge in

If you need a high driving position for

The fast charge system can give you 30

better, the adjustable steering wheel

car comes complete with a compact

in and out, while the driver’s seat offers

42kWh battery, so it’s capable of

of all, you can use the 85kW fast-charge

system can also help you to find the

just 30 minutes. Need a quick top-up?

better visibility, the 500e is perfect. Even

miles of range in only five minutes. The

can be moved both up and down and

MOTOR I NG N E WS

adequate support in all the right places.

The La Prima trim is on par with the top-

spec Icon trim, so you can expect height adjustable seating and a central armrest.

You’ll also get rear parking sensors and the Eye Park Pack, which means more parking sensors along the front and

flanks, as well as a rear-view camera.

For better nighttime driving visibility, the

500e La Prima includes LED headlights.

For a safer driving experience, the car features Level 2 autonomous driving

features like lane-keeping assistance,

automatic emergency braking, traffic sign recognition, blind-spot monitoring and adaptive cruise control. New amazing features being added to relatively

averaged priced vehicles makes you

excited for the future right? Be sure to

check out The Most Promising Concept Cars to find out more about up and coming vehicles and features.

What’s it like to drive?

Like any electric car, this vehicle lacks

engine noise. To warn pedestrians, the

surfaces. The car accelerates

play Amarcord by Nino Rota whenever

responsive steering. Perhaps most

500e La Prima Convertible is set up to

easily and holds the road well with

you’re driving at speeds up to 12mph.

importantly, it’s great fun to drive.

melody if you want the car to play

Who are its rivals?

You can even choose a different something else.

Similar options include the Smart

The car has three driving modes -

and Renault Zoe. The 500e is cheaper

is much like any other two-pedal

thanks to its desirability and appeal, it’s

Fortwo Electric Coupe, Mini Electric

Normal, Range and Sherpa. Normal

than many of its competitors and

automatic, whilst Range allows the

expected to hold its value pretty well.

using the accelerator. In Range, lifting

Conclusion

brings it to a standstill. Sherpa can be

an affordable all-electric convertible. It’s

it allows the driver to get the maximum

driving experience for city slickers and

driver to speed up or slow down just

off the throttle slows the car down and

The Fiat 500e La Prima Convertible is

used when the battery is running low -

practical, looks great and offers a fun

range by lowering throttle response

suburban drivers.

air-conditioning.

Want to know more about this car?

The drive feels solid and smooth on

discuss car leasing. Call us on 01273

although the short wheelbase can

time that suits you.

and turning off optional features like

motorways and dual carriageways,

Get in touch with Rivervale today to 433 480 or request a callback at a

make for a firmer ride on uneven

www.sussexbusinessgroup.co.uk 67

68 www.sussexbusinessgroup.co.uk

SBT NETWORKING & EVENTS

JACKIE’S NETWORKING ADVENTURES SPECIAL WITH COUNTY BUSINESS CLUBS

WHY NETWORKING IS LIKE GOING TO THE GYM

BY NETWORK MY CLUB

WHY EXHIBITING YOUR BUSINESS PAYS DIVIDENDS…

WITH BRIGHTON & HOVE BUSINESS SHOW

SBT NETWORKING & EVENTS SPONSORED BY:

www.sussexbusinessgroup.co.uk 69

N ETWORK I N G & E V E N TS

Jackie’s Networking Adventures Special

My Networking Adventures feature this month is all about collaboration and new partnerships. We have had an amazing start to the year, announcing new partnerships with Freedom Works, Best of British Events, Acumen Business Convention and many more.

Networking & Events

Collaborate means

and working together with the local

community. Below is an overview of

County Business

new partnerships are so important to

2022 from our partners, for our readers

‘work together’ and Clubs’ core values

is about supporting

business community. That is why these us and the work we are trying to do, to genuinely create a collaborative

Best of British Partnership

Brighton, Gatwick, Eastbourne, London

announce our official partnership earlier

with great guest speakers, amazing

as Sussex Business Times and County

with so many of the Sussex business

some of the exciting events ahead in and members to get involved with.

team to support all of their events

We were absolutely delighted to

and Goodwood. They are synonymous

throughout 2022.

this month with Best of British Events

venues and truly fantastic events,

If you haven’t already booked your

Business Clubs Sussex become official

community in attendance.

to avoid missing out on any of these

media partners.

I have been fortunate enough to attend many of these events over the years in

70 www.sussexbusinessgroup.co.uk

Speaking with Sam, we feel truly

honoured and privileged to be working with Ryan Heal and the Best of British

tables then I’d advise you to do so ASAP amazing events.

Book here: https://bestofbritish.org. uk/public-events/

N ET WOR K I N G & E V E NTS Freedom Works Partnership So, early this month, Sam and I visited the amazing Freedom Works Ltd co-working space at the amazing Astral Towers in Manor Royal BID. Subsequently, we are delighted to announce that this will be the venue for our Partnership launch event on Thursday, February 24.

When we met with the inspirational Jon Trigg and heard his vision for Freedom Works and their ethos around building a collaborative community, it aligned so much with County Business Clubs Sussex core values and we are so excited to launch the partnership bringing our two great communities together.

We will be hosting monthly meet-ups across their Gatwick, Worthing and Hove sites on the last Thursday of the

month, 5-7pm, where our members will have the opportunity to meet and grow their network and contacts in a relaxed, friendly, informal environment.

a member of either community, then please join us for drinks and nibbles to find out more about how you can benefit from joining.

The great thing is that for all Freedom Works members and County Business Clubs Premium Members, these events will be completely FREE. (Just contact us for your offer code). If you are not

For more details and to book your space click here: https://www. eventbrite.co.uk/e/county-businessclubs-tickets-252368449827

two-minute video of the 2021 event to give you a flavour of the day: https://www. youtube.com/watch?v=GT1vLd2uJHs

The 2022 convention is now on for June 8 at 10.30am to 17.30pm at The Grand in Brighton.

The convention is a not-for-profit event and is held to promote a different charity every year.

To secure your ticket for the 2022 event, click here www. acumenbusinessconvention.co.uk.

Acumen Business Convention After attending the 2021 convention, we were truly honoured when Penina Shepherd approached us to become media partners for this year’s event.

The Acumen Business Convention is a prestigious annual business conference that has been going every year since 2010 (apart from 2020 for the reason that shall not be mentioned).

Lunch, drinks, live entertainment, inspirational speakers TedTalkstyle, superb networking opportunities and many more surprises sparkled with Acumen magic.

It is truly a great day with normally 300 business leaders in attendance. Here is a

We have more partnerships and collaborations to announce over the next few weeks and I am truly excited for the many networking adventures I have ahead in 2022. Hope you will join at some of these fantastic events.

www.sussexbusinessgroup.co.uk 71

N ETWORK I N G & E V E N TS

Why networking is like going to the Gym

By Bradley Hatchett, Founder of Network My Club I regularly get asked;

Networking & Events

“why would I join a networking group,

when I could just pay to attend events as

and when I want?”

Of course, you can do that. But I wouldn’t recommend it.

Why? As it’s January, let’s break it down using a gym membership analogy.

Ask someone why they join a gym.

You’ll hear them reply; “to get myself

in shape,” “to make myself stronger,” “to make myself healthier” or “to improve myself.”

Now, change the word ‘myself’ to ‘my business’…

72 www.sussexbusinessgroup.co.uk

It might not make complete sense, but you

“To make myself stronger” = “to make

“To get myself healthier” = “to get my

Linked to the above, this isn’t about

get the idea. Let’s dive into it.

business healthier”

Improving the overall health of your

business through networking can be in several ways.

New business is an obvious way

of achieving that. But this starts by

increasing your close connections and network. Building partnerships with

referrers. Also, friendships with others you share common interests with.

These will all contribute to the goal of increasing new business

opportunities and thus making your business healthier.

my business stronger”

increasing the number of connections

made. It’s how you develop these new relationships.

Your approach to networking should be based around developing strong,

long-term relationships. The stronger the relationships, the stronger

position your business will be as

you grow an army of supporters, advocates, and clients.

You don’t go to the gym once and are able to lift ultra-heavy weights.

You shouldn’t go networking once and expect new business.

N ET WOR K I N G & E V E NTS Both require the need to build up your

strength (or strength in relationships) over time by being consistent.

“To get myself fitter” = “to get my business fitter”

People network for many reasons.

We hear from members how they haven’t used membership just to grow their

network. But how they’ve learned from

others, shared business challenges and grown professionally.

Through networking they’ve built a

diverse and rich network from a range of industries, benefitting from advice and

insight relating to their expertise (whilst sharing theirs too).

Implement that shared wisdom into your business. Help it get ‘fitter.’

How do you maximise your time and the gym/networking?

There are other elements at the gym

that help you improve yourself. It’s not

just about stepping through the door or the equipment.

The same applies with networking.

Training Partners

You will see regular faces at the gym.

And over time, you begin to get to know them. Eventually they may become your training partner.

In networking terms, think of these people as those you pass referrals to and receive referrals from. Your networking partners.

Most of our members realise new business not via direct new business, but from

referred business from others they’ve built relationships with.

Think, what industries do you pass

referrals to and/or receive referrals from?

They are your potential training partners.

Personal Trainers

Some people need

that extra motivation or accountability when it

comes to training or going to the gym, right?

Our members can view

our team as their personal trainers to help maximise their membership and

achieve their networking objectives.

This could include

facilitating introductions.

Bradley Hatchett

Suggesting good people for them to speak to.

It means being part of a network where

Marketing support outside of the events.

you all share the same beliefs and

However, we can’t do it all for you. You

approach is that of being supportive, open-

need to show up regularly.

Diet

You may have heard the phrase that

20% is achieved in the gym and 80% is achieved by good nutrition.

Treat your diet in networking terms as what you do before and after an event.

Pre and post networking event activity

principles to networking. Ideally that

minded and collaborative, with a view to building long-term relationships.

Aren’t they the kinds of people you want to surround yourself with?

We all know those people that go to

the gym a few times and never go back because they don’t see results straight away. I see the same at networking.

are crucial to achieving results from

Surrounding yourself with the right

guest list before attending to following

and the chances of it working for you

your networking. From researching the

people with shared values of networking

up afterwards.

increase dramatically.

Think of networking as a sandwich. The

I often talk about networking success

the bread is what you do before and after.

It starts with your mindset. Get this right

event is the filling (the main attraction), but

starting before you’ve walked into a room.

It holds it together.

and the preceding points are easy and

It Starts With Mindset

become habits.

You may regularly hear the phrase

Now, go and start flexing those

‘network with like-minded businesses.’

networking muscles!

But doesn’t that sound a bit...

Start your journey to a healthier business

buzzwordy? What does it truly mean?

by joining the Network My Club family.

www.sussexbusinessgroup.co.uk 73

Why exhibiting your business pays dividends…

As the final preparations get under way for the 2022 Brighton & Hove Business Show, we discover what makes business exhibitions so worthwhile.

Hundreds of

Networking & Events

businesses will

attend the Brighton & Hove Business

Show at The Amex

Stadium Brighton on June 23rd 2022.

Many will be visiting the event to make new connections and find great local suppliers. Others will be putting their

products and services in the spotlight with exhibition stands.

Among this year’s exhibitors are brands whose names are synonymous with

local networking events and business

expos. They have learned that face-toface marketing is one of the best ways

to showcase their unique selling points.

74 www.sussexbusinessgroup.co.uk

Showing others, in person, the benefits

their business delivers is easy when you have a captive audience.

The Brighton & Hove Business Show

brings everyone together in one place, on one day. It makes the process of promoting a business and what it

does more efficient and convenient.

With good footfall there are more and more opportunities to network and generate leads.

Mike Monk is a seasoned exhibition

& networking specialist. He has been

organising Expos for the past few years and explains: “Having an event like

this on your doorstep makes reaching

new customers easier. Our exhibitors

benefit from great exposure - without

having to travel too far from their base or spending a fortune.

“The key benefit is that the Brighton &

Hove Business Show raises the profile

of local brands and those who want to grow their business locally”. They can meet potential customers in person and demonstrate what they do and

how their services or products can be of benefit to other businesses. With opportunities to sponsor elements

of the show, take part in networking events and learn from inspirational,

industry-leading speakers, there is a lot going on to attract visitors.

N ET WOR K I N G & E V E NTS

Our workshops offer outstanding promotional opportunities. We

recommend that people visiting the

expo bring plenty of business cards - to ensure the connections they make can be followed up on.”

Brands opting to reserve a portion

of their marketing budgets to attend business expos benefit from online

promotion before, during and after the event. This further raises the profile of

exhibitors by putting their brand in front of new audiences. Getting exposure

on leading social networking platforms is important and can drive traffic to exhibitors’ profiles and websites.

Mike explains: “Business Exhibitions like the Brighton & Hove Business

Show have a ripple effect because they connect with people across multiple platforms.

With top keynote speakers and

business in the spotlight? Why not

section of industries, a business

Business Show on…

to drive growth in the local economy.

Thursday June 23rd 2022 10am to

seminars led by experts from a crossexhibition offers inspirational ideas

book a stand at the Brighton & Hove

Many of those attending free events

3pm at The Amex Stadium Brighton.

just grow their businesses but make

www.brightonandhovebusinessshow.uk

engagement, automation and digital

Connecting Businesses…

to learn from carefully chosen speakers.

To find out more call Mike Monk on

Of course, one of the biggest plus-

07885 490266 or email him mike@

are looking for innovative ways to not them more efficient. With customer

sales high on the agenda, there’s plenty

points of exhibiting your business at

01273 286133 or Mobile

brightonandhovebusinessshow.uk

this event is that it is great fun. You

get to meet new people in a relaxed

environment where everyone wants to connect and find out what you do.

Not exhibiting at the Brighton & Hove Business Show? You can attend

the event for free. Want to put your

www.sussexbusinessgroup.co.uk 75

“Connecting Businesses”

Thursday 23rd June 2022 from 10am to 3pm Venue: American Express Community Stadium, West Stand, Mayo Wynne Baxter and Gap Solutions Lounges, Village Way, Brighton BN1 9BL 76 www.sussexbusinessgroup.co.uk

SBT CHAMBER NEWS

SUSSEX CHAMBER ANNOUNCES ITS PARTNERSHIP WITH COUNTY BUSINESS CLUBS

BY ANA CHRISTIE, CEO, SUSSEX CHAMBER

MEET A CHAMBER MEMBER: JULIA ALCAMO FROM HAPPENSTANCE FILMS

BY HANNAH JACKSON

www.sussexbusinessgroup.co.uk 77

C HA M B E R N E WS

Sussex Chamber is pleased to announce its partnership with County Business Clubs

by Ana Christie, CEO

78 www.sussexbusinessgroup.co.uk

CHAM BE R N E WS Over the last couple

Chamber News

of years, we have

developed stronger

working relationships with key partners

in the county. There has never been

a greater need to work together and support the business community.

I am extremely pleased to announce a new partnership with County Business Clubs

and the benefits this will bring to members from both organisations.

Chamber members will be able to

access FREE County Business Clubs Premium Membership for 3 months, having access to Discovery Calls,

redeem discounts on exclusive offers, create a personal profile on their

platform, forum access, networking,

access to their marketplace, a Chamber members-only group and forum. There will be reduced fees to join the County

Business Club membership. A reduced

rate of £9.99 a month (normally £14.00)

or Business Plus Membership of £19.99

per month instead of the normal £29.99.

In return County Business Clubs

Members will benefit from a 50%

discount on any of our membership

levels (excluding the joining fee of £60) in the first year of joining Sussex Chamber, as well as accessing events and training courses at member rates.

This collaboration will allow businesses

to grow their networks more widely and

support the Sussex business community.

Sussex Chamber of Commerce is part of an Accredited network of

52 Chambers in the UK and over

75 globally. Each one is unique and

designed to serve the best interests of

its members and the locality through a

range of valuable benefits and services.

We amplify our business voice and

influence at national level through the British Chambers of Commerce.

We are the only business

membership organisation

that helps British businesses build relationships on every level. We connect your

business locally, nationally

and internationally, with other businesses, with decision-

makers and with opportunities.

We are also a highly respected voice for business as our

opinions are regularly sought.

The Chamber sits at the

heart of the local business

community helping businesses of very size and sector thrive.

Our membership team work

with businesses from SME’s to

Ana Christie

multi-nationals to ensure they

get access to the best possible

business support. Our services can raise your profile, cut your costs and provide links to our close network of influential

business leaders. We drive change from the ground up, helping companies,

places and people achieve their potential.

There are plenty of reasons to being a member.

Our vision is to support business growth and drive sustainable economic growth in Sussex. We do this by:

• Grow - open the door to new

business opportunities and business

growth – through free and discounted networking events, sector-based forums, sponsorship, free and

discounted support services (HR, legal, H&S, finance, tax, healthcare), member to member offers, referral scheme,

news blogs, editorial in our Business Edge magazine, a mental health

service as well as providing support on net zero and sustainability.

• Develop - increase skills and

knowledge to develop a brighter and

better future – through our discounted training courses, and developing a

business led local skills improvement plan to ensure training meets the needs of business.

• Discover - unearth export and

import prospects as well as local and global growth – by providing services in customs declarations, export

documentation, transit documentation, translation services, foreign exchange

and links to British Chambers overseas.

• Influence – our campaigns and have a voice at local and national events –

surveys and polls, as well as interactive discussions, obtaining feedback

through the quarterly economic surveys and liaising with local authorities and MPs locally and nationally.

This collaboration will bring the business community together, ensuring they have access to experts, a local supply chain,

as well as updates and insights on doing business locally, nationally or globally.

Visit our website and https://www. sussexchamberofcommerce.

co.uk/membership or contact our

membership team on 01444 259259 to find out more.

www.sussexbusinessgroup.co.uk 79

C HA M B E R N E WS

Meet a Chamber member: Julia Alcamo from Happenstance Films

by Hannah Jackson

Hannah Jackson,

Chamber News

Membership &

Marketing Executive

at Brighton Chamber talks to Julia Alcamo

of Happenstance Films as part of

Brighton Chamber’s Meet a Chamber

member series, interviewing members to find out more about their business, who inspires them, and who they’re working with.

Hi Julia, can you tell us a little about who you are and what you do?

I’m Julia, Co-founder of Happenstance Films. We’re a Brighton-based

production company, making films for brands, non-profit organisations and

charities, but what makes us different is we take a documentary approach

to all of our work. We love the format because it taps into what audiences

80 www.sussexbusinessgroup.co.uk

want these days, which is really

meaningful content - we love bringing that to the branded world.

What does Happenstance mean?

It’s a lucky or happy coincidence. It’s the moment you run into something,

and it falls into place. But that doesn’t happen in a predictable way. Because we’re documentary filmmakers we’re

reliant on making the most out of our environment, but we can’t predict

what happens - we’re always there to

capture those happenstance moments.

How important is branded documentary for businesses, and how does it differ from other filming formats?

The way that we approach stories is

different. Rather than responding to a

brief, we love to go out and search for stories first. Then we collaborate with

brands or non-profits and bring the story together with their brand.

It’s a bit of a risk, asking them to trust us in the process of making that film

- documentary isn’t scripted. We put everything we can in place to make

sure everyone’s happy with where the

film’s going, but we work with real life, capturing moments as they happen.

How do you find stories?

We actively immerse ourselves in

places where we might encounter

stories. We talk about a Ven diagram we like to work with: the brand and

being on message, the audience, and

the film being culturally relevant. In the big picture, does this make sense to

do right now? Those three really need

to overlap, and that’s where your best story lies.

CHAM BE R N E WS open call through the arts marketing association.

We needed a partner as

this was a film and social

media package. We don’t do social, but we were suited to the film side, and I’d just received

Kerry’s contact from

Social for Good from

Amy at the Chamber. I jumped on the phone

and said do you want to do this together? We hit it off immediately, the pitch was successful

and we’re now working

on the project. It’s been

lovely collaborating with

Kerry, we work in similar ways but work on such different things, and

I think it’s lovely that

Chamber is a place for

You joined the Chamber not too

you’ve been working with a few

members?

tell us a bit more about those projects?

long ago, what’s your advice to new Don’t just see it as a place to find

customers, but as a place where you

can find collaborators and people who

can inspire you. It’s a wonderful way to meet a bunch of different people doing different things, but who’re equally invested in helping each other.

Being a new business, the training

has been valuable. You can commit

a to a morning event, get a few hours to workshop, learn and chat through

questions. From a business point of view, they’ve been really valuable sessions.

And be there at the events! Pick things that are interesting to you, it makes

the networking easy. Moshimo was a

wonderful breakfast, it felt like a chinwag – easy to connect with people and interesting to be somewhere new.

You mentioned that the Chamber is

a place to collaborate, and we know

that – I’ve met a lot of

Chamber members recently. Can you

like-minded individuals.

One of the projects we’ve done recently

And lastly, could you tell us a fun or

They’re a brilliant team and they’ve

I picked up ballet again two years

the pandemic. We were looking to

dancing for 15 years, and I’m

campaign for Mastercard and Pollinate.

wonderful place to be doing ballet

They gave us full access to film with

to point now which is exciting - and

wonderful interview with their founder,

do at 28!

met drag queen Ruffles, and the lindy-

To find the full interview with Julia, head

was a winner in the global competition,

up-to-date with the latest news, events

featured on the Mastercard Priceless

signing up to our mailing list.

is with local distillery Brighton Gin.

interesting fact about yourself?

had the most amazing resilience during

ago as an adult after having stopped

collaborate with a small business on a

absolutely loving it! Brighton is a

them for a couple of days, capturing a Kathy Caton. We got out on their e-bike,

again as an adult. I’m starting back on which someone should probably not

hoppers of Brighton. Our 3-minute film

over to brightonchamber.co.uk. And stay

so that’s been really exciting. It’ll be

and updates from Brighton Chamber by

website and distributed on their

channels, so we’re happy to have

Brighton Gin out there far and wide -

and hopefully make the distillery bigger so people can buy more gin!

Another project I’m working on is an

www.sussexbusinessgroup.co.uk 81

C HA M B E R N E WS

82 www.sussexbusinessgroup.co.uk

SBT SPORT

HOVE RUGBY - A CLUB FOR THE COMMUNITY

A CATCHUP WITH GERALDINE BROWN, CHAIR AND FORMER PLAYER

SWIMMING IN THE SEA…

IT’S GOOD FOR YOU...ISN’T IT?!

TO BOO...OR NOT TO BOO

THAT IS THE QUESTION?!

HURSTPIERPOINT COLLEGE

RECOGNISING THE PHYSICAL AND MENTAL VALUE OF SPORT

SBT SPORT SPONSORED BY:

www.sussexbusinessgroup.co.uk 83

S PORT

Hove Rugby - a club for the community

Earlier this month, I managed to catch up with Hove Rugby Club’s Chair and former player, Geraldine Brown, who told me about the club’s history and shared information about plans for the future.

It all began in 1933,

Sports

when Territorial Army officers and men of

the Sussex Yeomanry formed a rugby club

affiliated to the Rugby Football Union and after the second world war, they played their home matches at East Brighton Park.

In 1952 the Yeomanry realised they

could no longer continue without new players, so the members approached the then Mayor of Hove, Alderman

Arthur Brocke together with Councillor Jack Woolley, and secured a pitch in

Hove Park where the old timber Scout Hut was refurbished with the usual

facilities we take for granted today.

By the early 60s, the Club had expanded its membership to allow for four teams

84 www.sussexbusinessgroup.co.uk

and in those early years, reportedly

gained a reputation for being a very ‘social’ Club, regularly providing

entertainment for the opposition through the refreshment of the now defunct Watney’s Red Barrel!

After spending many years at Hove

Park, the Club looked at various sites

to enable their expansion on and off the

pitch to continue. These included Benfield Valley and the Neville playing fields, both of which were initially rejected by the

Council. Then, completely out of the blue, an opportunity presented itself to move

to Hove Recreation Ground, but it wasn’t until the Brighton and Hove Councils merged that it was able to become a

reality. Eventually the Club moved the

short distance to Hove Rec ready for the start of the 2002–2003 season, where it

resides today. The building of new facilities

and the provision of four pitches at one location gave the Club what it needed

to break out from the lower levels of the

English structure and to enable it to look to the future. The new Clubhouse was opened by the Mayor of Brighton and

Hove in August 2002, which coincided with the Club’s 50th anniversary.

Today Hove prides itself on being a community club which focuses

on working to deliver a great rugby

experience for everyone. Having recently expanded to cover girls’ rugby, the Club are able to provide all ages and genders the opportunity to play, including their newly reformed veterans team. With

three men’s sides competing in RFU and the Sussex leagues and three women’s teams, Geraldine is delighted the Club

are now seeing third generation players coming through, however there is so

S PO RT

much more to a successful club than just the players. “We have been working on increasing the number of volunteers in

the club (we are completely volunteer run) and also expanding how the club can be used to support the wider community.”

With the Club proud of it’s standing in

the community, I asked Geraldine about the importance of both youth rugby and women’s rugby at Hove. “Youth and

Women’s rugby are integral to Hove, as

we were one of the first clubs in Sussex to start a youth section and have had a women’s team for over 30 years! This

year we started a third women’s team and the first team play at the level below the

premiership. My involvement with the club comes from being a player and when I

became Chair six years ago, I was one of the first female chairs in the country.”

Having reported on neighbours Brighton Blues in a previous role a good few

years back and with the teams playing in different leagues, I was eager to find out

if there existed a genuine rivalry between

the two local clubs. Particularly as at one time, there was even the suggestion that both clubs amalgamate, following the

construction of the Brighton (A27) bypass, reportedly allowing Brighton to become cash rich after their move to Waterhall!

“Our first ever game as Hove Rugby Club was against Brighton on 20

September 1952, losing 32-3, with

the Man of the Match being Scottish

international Charlie McDonald playing for Brighton. We fondly call Brighton

the club over the hill given how close the clubs are geographically as the

crow flies, but in the main both clubs

get along well with a recent joint event when the President of the RFU was

down for the RFUs 150th Celebration.

The focus of the rivalry has abated

in the club over the past few years,

on the men’s side there is always an interest in who wins when we get

matched against each other. Coming

from the female side of the game there isn’t a rivalry as Brighton don’t have a women’s section.”

One of the biggest challenges facing

the club today and in the future is that they are a victim of their own success and are running out of space to fit in all their members. Providing rugby

for all age groups from five-year-olds through to a newly reformed men’s

Veterans team means an increase on

the playing side, meaning on Sundays

they even need to separate the training

throughout the day in order to continue to give a high-quality rugby experience

“We offer a range of sponsorship

opportunities for local businesses

to get involved with the club. These can be anything from maintenance to financial support. Some of our

sponsors are dentists, lettings agents and local accountants. With such a

large membership, we have number of members who operate their own

businesses, and we try to get them involved as much as we can when sourcing contractors. We offer a

large amount of promotion as part of

sponsorship where businesses can have their logo displayed on kit, flags, the

clubhouse and on social media. There continues to be great opportunities to expand our business network and we have recently made the move to start using the club house for local events and functions.”

Hove RFC undoubtedly has a great future ahead and working with the

community has certainly helped with their success. Providing rugby for

everyone is the way forward and clubs like Hove are a great example of why

rugby in Sussex will continue to go from strength to strength.

to all their players.

As always, sports clubs across the county need the support of local

businesses and Hove are no exception.

www.sussexbusinessgroup.co.uk 85

S PORT

Swimming in the sea...It’s good for you...Isn’t it??

Like many people over the last couple of years, being largely couped up and slightly reticent to return to socialising/networking on a regular basis, one of my New Year’s resolutions was to get out and try something different.

I have always

Sports

regarded the idea

of entering the sea to swim for fun as complete lunacy,

particularly at this time of year, when

it’s ridiculously cold even standing on the beach watching the waves gently

breaking on the shore. For me, the only acceptable exception is during the

summer as a small child, or preferably

in the warm crystal-clear waters of the Mediterranean or Caribbean!

Fast forward then to January 2022 and

after realising that several of my friends

and work acquaintances take the plunge on a regular basis, and swear that it’s

86 www.sussexbusinessgroup.co.uk

good for them, yours truly has decided to find out what all the fuss is about.

After initiating some light research into what my friends find so appealing, the most apparent common denominator was that sea swimming is a great

way to begin your day. “It makes me

feel great, kick starts the system and gives me a massive adrenaline shot in the morning.” Others offered that

it’s a great booster for your immune

system, helps with aching limbs as a

form of pain relief, builds resilience and provides a sense of freedom – “it’s the most energising thing I’ve ever done.”

However, despite my heart and my

head telling me it would be a lot easier

to have a cold shower, the overriding

factor to support this seemingly insane

idea of getting up early to go swimming in the freezing cold English Channel is that it’s excellent for your mental

health. I for one, need this boost and

undoubtedly, we could all probably do with a lift in one form or another.

Encouraged by additional comments that it’s also a great stress reducer,

helps with sleep and enables you to

feel like you can take on anything that life throws at you, I set the date and time for my debut dip.

However, there still remained the small matter of establishing the best advice

S PO RT then for a newbie like me, i.e., what to

wear and how to prepare for what was increasingly likely to be a huge shock

to my body!! After all, it was going to be bloody cold and there’s no lifeguard!

Firstly, the gear then; with the

advice that you need to protect your

extremities, I hastily ordered a rather

snug fitting swimming cap that makes me look like I’ve been subjected to a rather shoddy facelift, neoprene

swimming boots/socks and gloves, a

flask for a hot drink and plenty of warm clothing. (It was recommended that the game changer is a dry robe…but at

£100 plus I held fire for now – after all I might hate it!).

Additionally, it was recommended that I partake of a brief cold shower every

morning to train for the inevitable shock to the system heading my way! If that was anything to go by, I was certainly going to be squealing like a baby!

Further crucial tips included letting

someone know where you’re going

and when you’ll be back, though the

stronger advice was to not go alone.

Also, to keep an eye out for hazards,

don’t go too far from the shore to avoid being disorientated, know the area and

be aware of what the tides are doing.

The last piece of advice was one that, when it came to taking the dip, I wish

I’d taken more notice of! Namely, build

up your resilience, starting with no more than three to four minutes in the water on my first visit.

The day of reckoning arrived, and I’d agreed to join my good friend, Guy

Lloyd (who’s been sea swimming for

three years) on Brighton beach just off Madeira Drive at 6.45am. It was dark, with a stunning sunrise appearing on the horizon, however what surprised

me was how many other people there

were, in various groups or on their own doing the same thing - I counted at

least fifteen! Guy was late and already

being nervous, I decided to brave it on my own. Stripped off and donning the appropriate protection, I took my first few careful steps…when a freezing

wave nearly sent me flying! I simply decided to get on with it, dived in,

swam around for about a minute or

two and began to get out just as Guy

appeared. I went back in with him for a few more minutes and then started to come out again. Feeling like it wasn’t as bad as I thought it was going to be, I happily returned to the water,

again for another two. BIG MISTAKE! I

definitely should have stayed out after

the second visit because what ensued was a delayed reaction from my body!

Whilst hastily attempting to get dressed, I encountered uncontrollable shaking and shivering, fell over on the stones trying to take my wet boots off and

found it so incredibly cold that I could hardly get my flask open to imbibe a

much-needed hot drink! If you’ve ever attempted this when you’re freezing

cold, (being tall and skinny) picture a giraffe with the DT’s, juggling!!

Eventually, with layers of clothing back

in place, and teeth continually chattering away like a crazed monkey, I made my way to the car and sat there with the heater on full blast at twenty-seven degrees for at least half an hour!

So, how did I feel? My overriding

emotion was one of being invigorated

with a great sense of release (I hope that wasn’t as a consequence of losing bowl

control!?) …will I do it again? Absolutely,

just allow me a couple of days to recover and next time I won’t stay in so long!

Special thanks for their advice and

contributions go to Ellie Talebian, Guy

Lloyd, Lisa Ollerton and James Johnson.

www.sussexbusinessgroup.co.uk 87

S PORT

To boo…or not to boo, that is the question?!

Over the last year or so, I’ve noticed a gradual increase in supporters’ audible condemnation of their team’s or specific player’s performance and I’m not just talking at football where it appears most prevalent.

General voicing of

Sports

disapproval can

be heard at tennis, cricket (booing of Australians David

Warner and Steve Smith for being

found guilty of ball tampering), and

even Formula One with Lewis Hamilton being jeered after a controversial

first lap incident with eventual World Champion Max Verstappen at the British Grand Prix.

But is it acceptable? The simple answer is yes IF you’re trying to intimidate the opposing team or player, but as any

true sports fan knows, often this has the

opposite effect and normally only serves to galvanise the opposition into giving an extra ten or twenty per cent.

Is it worth it then to boo your own

team, like Brighton fans after a recent 0-0 draw with Leeds? Does it make

sense to use this potentially harmful expression of discontent against

someone you support? Some will

argue that you pay your entry ticket and, in many cases, have some

form of hospitality, at let’s face it,

exorbitant prices, so surely have the

right to express what they think of the entertainment/performance!

Booing is largely based on frustration and anger and a chance for fans to display

their utter contempt for a team or player’s failure. Acceptable if said professional

sportsperson doesn’t appear to be giving their all for the cause and amplified by

88 www.sussexbusinessgroup.co.uk

knowledge of the vast sums that they

earn compared to what most of us can

only fantasise about. However, if they’ve performed out of their skins and clearly

put in 110%, then I for one think booing is completely unacceptable.

At last year’s Euro 2020 tournament,

much was written about England fans

booing players taking the knee in their stand against racism and I’m certainly not going to defend this or use this

platform to discuss this, but suffice it

to say I’m absolutely delighted, along

with most self-respecting citizens that

any booing of the players’ stand against racism has dissipated, having been

significantly replaced by unanimous applause and support.

Therefore, is booing something that

needs to be eradicated, or do we as fans and professional sports people

themselves just have to accept it as

part and parcel of the game. I certainly don’t think it’s going away anytime

soon and clearly deserved if someone is not ‘sweating blood’ for the cause but a line must be drawn when it

becomes vitriolic and personal abuse,

particularly if it’s nothing to do with the sport in question.

However, in closing, spare a thought for the booing/abuse that is directed at the referees, umpires and match officials.

No? Okay, maybe we’ll save that

discussion for another time and don’t even get me started on VAR!

S PO RT

Hurstpierpoint College - Recognising the physical and mental value of sport Rob Kift, Director of Sport at Hurst College, speaks to Sussex Business Times about his department’s continuing drive to ensure that each pupil develops a lifelong love of sport.

“In 2020, we were

Sports

delighted to win the

Sporting Achievement Award in the

Independent Schools

of the Year, because of our focus for

recognising the physical and mental value of sport and sharing the benefits with the wider community, including the children of key workers during lockdown.

The physical and mental wellbeing

of pupils is central to Hurst’s sports

offering and equal attention is given to those who simply want to participate, as well as the elite performers. The

ambition is to create an activity diet

that engages all pupils in an enjoyable,

challenging and meaningful way, through traditional team and individual sports

and outdoor pursuits, and to encourage a healthy, active lifestyle. We also offer a unique player welfare programme, with qualified physiotherapists who triage, monitor injuries and support rehabilitation in conjunction with

strength and conditioning coaches.

Our philosophy has always been the importance of sport for all, which

not only includes our own students

and staff, but also other schools and

organisations in our local community.

and utilise our facilities to their best

programme of development play a

be in year group bubbles added to the

of activities, creating community initiatives

introduction of temporary facilities such

has forged strong links with maintained

house aerobics and spin classes. Whilst

as well as being a hub for Surrey Storm

suspended, more in house competitions

Our extensive facilities and a sustained

advantage. The requirement for them to

significant role in providing a broad range

problem, but we overcame this with the

and hosting sports events. The college

as a golf driving range and a marquee to

schools by hosting development days,

matches against other schools were

Netball South and Sussex County Cricket

were introduced as an alternative.

Rugby Development Programme and the

Under normal circumstances, our

academies, a feeder for the Harlequins base for Sussex Hockey.

carefully crafted development programme

With the unprecedented circumstances

regional and national competitions and

Department responded to the unique

along the way. We continually strive to

implementing alternative ways of

breadth and inclusivity of our sporting

a comprehensive programme, including

and commitment of our talented hard-

workers. As such, people became much

develops a lifelong love of sport and

has consistently delivered success at

surrounding Covid-19, the Sports

also taught pupils important life skills

challenges of remote learning by

establish a reputation for the quality,

engagement and successfully delivered

provision, but also for the passion

on-site options for children of key

working team who ensure that each pupil

more aware of their physical and mental

physical activity.

providing daily coaching videos online

This summer we will organise a London

get involved physically.

many local schools the chance to

wellbeing while we remained proactive, so that our pupils were encouraged to

The priority has been for pupils to be outside in the fresh air as much as

possible, challenging us to be inventive

School’s Athletic Day which will give

compete and experience sport at Hurst.”

For further information please call 01273 836937 www.hppc.co.uk

www.sussexbusinessgroup.co.uk 89

Hosted by:

Sam Thomas & laurence elphick

This podcast converses with the great and the good from the world of sport and business about …. Well sport in Sussex, from FootGolf to fencing, from wakeboarding to weightlifting and everything in between.

Discussing with guests what makes them tick and why business and sport go hand in hand Sponsored by

Listen on

County Business Clubs Content Hub

LISTEN

90 www.sussexbusinessgroup.co.uk

WATCH

SUBSCRIBE

SBT ASK THE EXPERT

HOW PROCESS DOCUMENTATION CREATES A HIGH PERFORMING BUSINESS

BY MAP YOUR PROCESS

THE POWER OF LISTENING SKILLS

IF WE ALL LISTENED MORE, I’M SURE THERE WOULD BE LESS CONFLICT IN THE WORLD

SBT ASK THE EXPERT SPONSORED BY:

www.sussexbusinessgroup.co.uk 91

AS K T H E E X PE RT

How Process Documentation creates a high performing business Businesses often consider process mapping, business process management, and associated improvements as ‘big business’ solutions that are either inappropriate or simply unaffordable for most smaller companies. This couldn’t be further from the truth.

Companies of all sizes

Ask the Expert

cannot only benefit from documenting their business

processes but receive

immediate rewards for doing so.

Understanding exactly how your key business processes are performed

can provide great insight into how the overall business operates. Acting on

those findings can actually be easier in a smaller company that is more agile

in its decision making and subsequent actions. Specialist mapping software

has also become far more affordable,

offering the opportunity of ‘big business’ solutions to organisations of any size.

The most immediate benefit from

documenting your processes is to

92 www.sussexbusinessgroup.co.uk

create clarity and begin to instill

consistency in your ways of working.

Process maps allow you to find out how tasks and activities are truly

executed within the business. This is because how people think they

are performed, how they should be performed, or even how you want

them to be performed rarely align with the current real-life way of working

(also known as the “as-is process”).

If the as-is process has not been

examined and documented, there

is a risk that assumptions are being

made that distort the true picture of operational efficiency and risk.

This understanding of the current state helps to inform and create consistent

ways of working. Inconsistent business

processes lead to unmanaged risks, the provision of unbilled services to

customers, and inefficient decisionmaking, to name but a few of the

challenges that arise. Consistent working

methods eliminate confusion, ensure that risks are correctly managed, and help customers receive the same product/ service no matter who is providing it.

Meaningful process documentation shouldn’t just be about boxes and

arrows, or text-heavy documentation that simply gathers dust. Process documentation is the gateway to

delivering tangible improvements in

your business. Process management helps businesses to make quicker,

informed decisions as they can base them on facts and not anecdotal

evidence or unfounded assumptions.

ASK T H E E XPE RT

With that in mind, let’s look at some of the other ways it can help drive

transformative outcomes in SMEs: Remove key person dependencies.

This is where processes are only

‘mapped’ in the heads of a number

of key employees. If they become ill

or leave the company suddenly, that

knowledge is not only inaccessible but may have been lost permanently.

Identify inefficiencies and duplication of effort.

With documented processes, opportunities for streamlining them become evident.

Duplication of effort and the presence

of non-value adding activities are swiftly identified and eliminated.

Reduce processing costs.

Many businesses do not know

what it costs to deliver their service or product. Transparent business

processes allow you to calculate that cost, as well as address the cost of errors and other inefficiencies.

Understand and manage risk points.

By understanding where risk exists, you can also ensure the relevant controls

and escalations are put in place. Risks

that may not otherwise be apparent can remain uncontrolled and unmitigated.

Build a base for change.

are most often asked to address as

date process documentation can

come from simply having effective

The availability of accurate, up-to-

well as some of the opportunities that

have a hugely beneficial impact on

process documentation.

around exactly what is being changed

About Map Your Process

misinformation – with workarounds

specific expertise or find it difficult to

and in extreme cases, fail to deliver the

day-to-day business requirements to

project management. A lack of clarity can lead to missed information – or

Many businesses either lack the

required once the project has finished

regularly free-up resources from the

intended benefits.

look at process improvement. At Map

Create effective staff training

to help them identify and deliver these

Your Process, we work with our clients

Having agreed, accessible processes in

opportunities to create high performing

forms part of a new starters training.

often starts with us helping them

training within a business, allowing

independence means that we can

absence or busy periods for teams.

create a clear view of their ways of

Prepare for sale.

documentation in place, we will work

place quickly builds up a resource that

businesses. A typical engagement

They can also be used to drive cross-

to document their processes. Our

additional cover in instances of staff

approach this objectively, and quickly working. If a client already has quality

Our research shows that businesses

with this and help them to begin to

in place may expect a reduction in

Our clients have ranged in size from

cases, it can result in the business

well as being across multiple sectors.

desired timescale, because buyers want

If you would like to find out more

of one or two individuals.

then please contact us at

This is not an exhaustive list but

or on 01403 458138.

without clearly defined processes

drive out improved ways of working.

valuation of up to 20%. In the worst

three to over a hundred employees, as

owner not being able to exit within their to buy the business, not the knowledge

about how we can help your business, enquiries@mapyourprocess.co.uk

highlights some of the challenges we

www.sussexbusinessgroup.co.uk 93

AS K T H E E X PE RT

The power of listening skills Sadly, Listening Skills are not taught at school and unless your profession requires it or you have personal interest, you might never really learn how to listen properly. Or at least understand the power of it.

Yet, if we all listened

Ask the Expert

more, I’m sure there

would be less conflict in the world.

Before you can start listening, you

need to be aware of potential barriers.

From external distractions like looking at a phone, noise, sound which could

be music, but even what other people might be thinking, to perhaps more

distracting internal chat in your own

mind. Thinking of your agenda, having judgments about the person or what

they are saying, thinking that you know better, because ‘you’ve been there,

done that’ and so you know exactly

what is going on for the other person.

Your state of mind and your own

problems can also distract you as can

your emotions if the topic has triggered strong response or reminded you of

something that happened in the past.

94 www.sussexbusinessgroup.co.uk

The truth, we can never fully

understand what someone is going though even if you have been in a similar situation yourself. And the

best you can do is to listen. Practice minimising any distractions and

remember that whenever you’re

opening a conversation that might be

difficult or emotional, make it about the other person. Not you.

Pay attention not only to the words

they’re saying but also to the emotions behind them. To trembling noise when they push back their tears. Listen out for pauses, not to fill them with your

own story but to understand that there is a lot of thinking going on. When you give someone space to talk, you’re

giving them the opportunity to hear

their own story. This might be the first time to they are able to say what they need from start to finish and make

sense of what is going on. Interrupting them, by proving solutions or giving

advice, as you can see, might not be as helpful as we’d like.

To help you not jump in with your own story, ask questions to find out more

but also to clarify the information you’ve just heard. Ask open questions which

encourage fuller answers, not just one word ‘yes’ or ‘no’. And then…. listen.

If there is a long silence and the other person asks, why are you not saying

anything, simply tell them that you’re giving them time and space to think and say what’s on their mind.

If I could choose the most important

message, it would be: You don’t need

to have an answer for everything. Just

listening to someone without judgment can make a massive difference.

Join our community today Annual Premium Individual Membership

ONLY £149

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Your Business | Your Community | Your Platform www.countybusinessclubs.co.ukwww.sussexbusinessgroup.co.uk

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Follow the unique journey of Starr Trust Founder & Chairman Rob Starr, whilst he takes on an extreme year long challenge - an Olympic Distance Triathlon every week for 52 weeks in 2022!

1500 metre swim

40 kilometre bike ride

10 kilometre run

per week!

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Businesses, we need your support!

To find out more about upcoming events and ways to get involved with the Starr Trust, please get in touch: tracey@starrtrust.com

Raising funds for:

96 www.sussexbusinessgroup.co.uk

removing Roadblocks For young people.

starrtrust.org