Ambition Issue 19 (Nov/Dec 2016) by Northern Ireland Chamber of Commerce and Industry

MAGAZINE OF NORTHERN IRELAND CHAMBER OF COMMERCE AND INDUSTRY

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Businesses in Northern Ireland need to know they have an energy source they can rely on. 24 hours a day, 7 days a week. Now, and in the future. Businesses planning to come here need that certainty even more. That’s why at SONI we are working overtime on priority projects like the North South Interconnector. The North South Interconnector will give Northern Ireland the certainty, the capacity and the energy security we need to grow. At SONI (System Operator for Northern Ireland) we run and develop the electricity grid. To find out more about how we are planning to deliver a more secure energy supply today and for the future go to www.soni.ltd.uk

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NI CHAMBER COMMUNICATIONS PARTNER

November/December 2016 Issue 19

Editor: Adrienne McGill Publisher: Chris Sherry Advertising Manager: Catherine Patton Editorial Assistant: Joanne Harkness Email addresses: adrienne.mcgill@northernirelandchamber.com c.patton@ambitionni.co.uk Websites: www.northernirelandchamber.com www.ulstertatler.com

Publisher: Ulster Tatler Group, 39 Boucher Road, Belfast, BT12 6UT Tel: 028 9066 3311

AMBITION SPECIAL FOCUS FOOD FOR THOUGHT NEWS: 08 ESF STREETS AHEAD IN DUBAI’S NEW

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THINKING BEYOND THE MENU – COMPASS GROUP

CHEERS TO BUSHMILLS SISTER HOTELS SCOOP PRESTIGIOUS AWARD

OUT OF THIS WORLD – THALES MAKE YOUR MONEY WORK FOR YOU – ST. JAMES’S PLACE WEALTH

MANAGEMENT

CLOTHING

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FORDE MAY

LIFESTYLE: 90 MOTORING – WOLF IN SHEEP’S

NOVEMBER/DECEMBER 2016

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FEATURES: 18 HEADHUNTING AT ITS BEST –

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A WORTHWHILE TIME INSIDE –

COLUMNISTS: 16 TREVOR ANNON 25 nigel harra 30 MAUREEN O’REILLY 43 sinead dillon 50 RICHARD HOULISTON 56 PHIL HOEY 58 IAN RAINEY 64 DANIEL O’DOHERTY 96 JIM FITZPATRICK

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Addresses: Northern Ireland Chamber of Commerce and Industry, 4-5 Donegall Square South, Belfast, BT15JA Tel: 028 9024 4113

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editorial

DRIVING AMBITION What’s on the horizon?

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04 NI Chamber

think@1080.co.uk

s we begin to look towards the dawn of a new year, it is appropriate not only to take stock of what 2016 meant for the Northern Ireland economy but also to look ahead at what the next 12 months might bring. The political events of 2016 have been tumultuous, locally, nationally and internationally – but they have had implications for economies and even global events have the potential to impact on the economic future of our region. The political and economic reaction to the UK referendum and the vote to leave the EU still has to settle down and whatever one’s view of the decision the certainty is that the landscape has changed. Just last week the First Minister Arlene Foster felt positive enough to declare that Brexit represented an economic opportunity for Northern Ireland and while it is fair to say that most businesses crave certainty and stability, we have yet to see anything like an economic meltdown post Brexit, though there is a long, long way to go in the development of new trade arrangements. Our hope will be that in 2017, the Executive can develop an agreed and coherent strategy in order to maximise Northern Ireland’s potential, and our unique position as a land neighbour with the EU.

Next year also brings us closer to the April 2018 date, which will hopefully deliver the new reduced rate of Corporation Tax. It is imperative that in the months ahead the associated elements of an inward investment strategy are put in place. That means an emphasis on producing the skilled, mixed workforce that will continue to make Northern Ireland attractive to potential investors, as well as continuing to roll out the physical improvements to our infrastructure which business also requires. In time, academics and historians will look back to 2016 as the year the Northern Ireland economy came through the most dramatic of political circumstances and despite some reservations and stalled confidence, the economy did more than merely hold up but grew – albeit slowly. That is a tribute to and a demonstration of the commitment and determination of local businesses to succeed and flourish, whatever the circumstances. Whatever 2017 brings, those characteristics will again come to the fore. That is one thing about which we can be sure.

Adrienne McGill Editor Ambition

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PRESIDENT’S PERSPECTIVE

LET’S HOPE IT’S NOT A LONG JOURNEY

hose of us with long enough memories will recall fondly, or maybe not so fondly, how long it took to travel the rocky road to Dublin. It was about a 4 hours journey, through Banbridge, Newry, Dundalk, Drogheda, Castlebellingham, Julianstown and other small towns, each one gridlocked and a frustration for the driver. Of course that is all changed now, for the better. Belfast to Dublin is mainly motorway and can be covered safely, and comfortably, in two hours. That change happened piece by piece initially with bypasses at Dundalk, then Newry and finally with the motorway which now runs almost the whole journey. Each bypass was a product of European funding and each represented an important step on the road to Ireland, north and south, having a modern day roads infrastructure. The importance of having a fit for 06 NI Chamber

purpose roads system cannot be overestimated. Physical infrastructure is the bedrock of economic development; accessibility for our goods and to our customers depends on it and we should acknowledge that it is not only the motorway to Dublin which has been enhanced in recent decades, in fact a lot of progress has been made. There is more roads investment in the pipeline with Infrastructure Minister Chris Hazzard setting out his stall very early in his tenure and declaring that the A5 and A6 will be priorities, in a bid to address ‘historical underfunding’ in the north west. However, the busiest junction in the region is Belfast’s York Street interchange and that is mired in a funding related delay and was the focus for unwelcome negative attention in recent times. It is imperative that whatever steps can be taken to ensure this project goes

ahead are taken. This may be the first real stress test for Northern Ireland’s funding purgatory following the UK referendum vote to leave the EU and Chris Hazzard has stated clearly that Brexit is to blame. Finance Minister Máirtin Ó’Muilleoir joined with Welsh and Scottish counterparts recently in writing to the Chancellor seeking new funds for increased investment. If that route is successful then the York Street interchange upgrade should be at the top of the priority list. It would, at least, put us on the road again to having infrastructure in place to assist business in transporting their goods efficiently and without delay and in the process grow the local economy. Nick Coburn President Northern Ireland Chamber of Commerce and Industry

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Bring your business information to life and turn data into profits Small businesses through to large enterprises have used spreadsheets and databases for many years to help them understand their business data, identify trends and report performance. With the click of a mouse this data can be turned into graphs & charts, but without a geographic element are businesses seeing the whole picture when it comes to their data? If you’re a retailer, you might want to plot footfall, visualise the best locations for stores or “Click and Collect” points; Sales and marketing - to analyse where your customers and prospects are; or if you’re in Banking and Finance you’ll want to plan and optimise your assets. Maps are an indispensable part of everyday life but are you using them effectively in your business? Esri Maps for Office, helps companies visualise, analyse and optimise their business data - not possible by looking at spreadsheets or databases alone. Whether you wish to gain new insights from your existing data held in Excel spreadsheets, or find an intuitive process for creating spatially-charged PowerPoint presentations, Esri Maps for Office unlocks the power of location and makes sense of your data quickly and easily. “In Northern Ireland “location” continues to play an increasingly vital role in supporting our customer’s business processes and decision making. With Esri Maps for Office, accessing, analysing and communicating this information has never been easier. It enables you to see not only what patterns

Jamie Wallace, Customer Success Manager, Esri Ireland. and trends are evident in your business, but where they are happening. You can gain valuable insights and gather evidence for better decision making”, Jamie Wallace, Customer Success Manager, Esri Ireland. Visit www.esri-ireland.ie/mapsforoffice and discover how you can make sense of your business data using maps.

news

ESF streets ahead in Dubai’s New Theme Park A Newtownabbey company that supplies themed outdoor furniture has scooped a new order in Dubai which it hopes will catapult it “to the forefront of global theme park supply”. Environmental Street Furniture (ESF) supplied benches and litter bins for the recently opened IMG Worlds of Adventure, owned by the Ilyas & Mustafa Galadari Group. ESF Chief Executive Alan Lowry said: “This 1.5 million square feet indoor theme park is the largest of its kind and we designed custom litter bins and benches to their exact requirements. “This was a fantastic and very creative project involving well known brands like Cartoon Network and Marvel in addition to IMG Worlds own original concepts, Lost Valley - Dinosaur Adventure and IMG Boulevard. “This contract is our largest and most prestigious success to date and clearly shows our capabilities in this specialised sector. We hope it will help catapult ESF to the forefront of global theme park supply.”

Titanic belfast named best attraction in europe Titanic Belfast has been named as Europe’s Leading Visitor Attraction at the prestigious World Travel Awards held in Sardinia, Italy, recently. The attraction beat off stiff competition for the top spot from other iconic landmarks in Europe including the Acropolis, Buckingham Palace, the Eiffel Tower and the Colosseum. Titanic Belfast Chief Executive, Tim Husbands MBE, said: “We are absolutely thrilled to be Europe’s Best Tourist Attraction. We know what we offer at Titanic Belfast is something our city and country can be proud of and are so pleased that this has been recognised on an international level.” First Minister Arlene Foster said in just four years Titanic Belfast had become an iconic tourist attraction, attracting over three million visitors from all over the world. She said it was now a global brand which had put Northern Ireland on the map for all the right reasons.

First Minister Arlene Foster joins celebrations with Titanic Belfast’s Vice-Chairman Conal Harvey (left) and Chief Executive Tim Husbands MBE, as the venue is named Europe’s Leading Visitor Attraction.

08 NI Chamber

IMG Worlds of Adventure

Alan Cunningham, Customer Relationship Manager at Electric Ireland with Kevin Reilly, Procurement Manager at Beannchor Group.

Electric Ireland to power the Merchant Electric Ireland has won the energy contract to power The Merchant Hotel, part of the Beannchor Group and one of Belfast’s oldest Grade A listed buildings dating back to 1857. Electric Ireland currently supplies a number of premises within the Beannchor Group, a company which has played a significant role in the regeneration of the hospitality sector in Northern Ireland and has recently announced an investment of £4 million in a new tech-savvy hotel called ‘Bullitt’ in Belfast creating 100 new jobs. The new dual fuel contract, worth £228,000, will see Electric Ireland provide The Merchant Hotel with 1.8GWhs of electricity and 2,352,000kwhs of gas per annum and

the opportunity to access smart technology to review consumption on a daily basis. Commenting on the contract, Electric Ireland’s Business Markets Manager, Tony Dunlea said: “A key commitment of Electric Ireland is to support the growth of the Northern Ireland economy and we see our competitive and tailored energy provision to Beannchor Group venues, which are making such a significant socio-economic contribution, as being integral to that.” Kevin Reilly, Group Procurement Manager, Beannchor Group, said: “In Electric Ireland we have a trusted supplier. They are providing us with the opportunity to consistently assess and review how we can improve our energy efficiency.”

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BDO adds to jobs number BDO, the accountancy and business services firm, is creating up to 43 new jobs in Belfast. The new roles will provide professional services to a range of blue chip and FTSE 500 clients within the BDO International network. The jobs will be filled over the next three years and bring BDO’s employment levels in Northern Ireland to more than 200 people by 2018. The expansion will be supported with a grant of £217,000 from Invest NI. Peter Burnside, Managing Partner of BDO Northern Ireland, said the new positions will contribute more than £1 million a year to the local economy. BDO currently employs 170 people in Northern Ireland and provides professional services to more than 1,000 local companies. The expansion announcement at BDO’s offices in Belfast was attended by First Minister Arlene Foster and deputy First Minister Martin McGuinness.

First Minister Arlene Foster; Peter Burnside, BDO NI, Ashley Carter, BDO and deputy First Minister Martin McGuinness.

Core Systems and Ulster University collaborate Belfast-based Core Systems, global experts in prisoner self-service technology solutions, has accessed expertise from Ulster University to further develop its latest software product, which is improving prisoner rehabilitation and streamlining criminal justice systems across the globe. Core Systems enlisted support from experts at Ulster University’s state-of-the-art UX Lab to better understand how prisoners interact with its Direct2inmate software platform. Ulster University’s UX Lab works with industry to enhance usability of digital products to increase user efficiency and satisfaction. The Direct2inmate platform provides prisoners with secure access to a range of applications including electronic messaging, e-learning, entertainment, shopping, meal ordering, facility requests and library services. Using cutting-edge biometric technology such as eye-trackers and video recording instruments, Ulster University researchers assessed prisoners’ usability of the software. Dr Raymond Bond, lead researcher from Ulster University’s UX Lab said: “The prison population has a high likelihood for having poor reading and writing skills. It is therefore vital that the technology is designed with the specific needs of inmates in mind.”

Patricia O’Hagan, Chief Executive Officer of Core Systems and Dr Raymond Bond, lead researcher from Ulster University’s UX Lab.

10 NI Chamber

John Robinson, Director of Services for Methodist College, and architect Lidia Cabanillas of Hamilton Architects.

Building for the future Hamilton Architects, one of Northern Ireland’s leading architectural practices, has been awarded a design contract for Methodist College’s School House building which will undergo refurbishment and development costing around £7 million. The latest win by the London, Belfast and Derry-based practice brings the construction value of business secured in the education sector alone this year to £37 million. “Methody is a beloved Belfast landmark and we are delighted to be working on a new design for this distinguished historic building,” said Paul Millar, Partner. “Our challenge is to preserve the external fabric of

the School House and important internal features, while creating an environment which is fit for modern education purposes.” Around 300 students and staff will move temporarily into other school buildings when work begins onsite in September 2017, with construction due for completion in late 2018. John Robinson, Director of Services for Methodist College, said: “The main schoolhouse building dates back to 1865 and is in great need of renovation and refurbishment to make it fit for a range of educational needs. “The new design will incorporate new classrooms and administration offices which meet modern day standards and ensure new generations of Methody students enjoy the very best in 21st century facilities.”

news

Accountancy firm helps leading charity The Cancer Fund for Children has been announced as M.B. McGrady & Co. Chartered Accountants’ official charity partner. The charity provides practical, emotional and financial support to children and young people affected by cancer and their families. With offices in Downpatrick, Belfast and Newtownards, M.B. McGrady & Co will be hosting a number of fundraising activities in the months ahead – starting with a charity cinema screening in Downpatrick – in a bid to raise vital funds for the local charity. Funds raised will go towards funding therapeutic short breaks to families at Daisy Lodge in Newcastle, Co. Down and self-catering breaks at Pine, Birch and Oak Cottages in Coleraine. Director of M.B. McGrady, Conaill McGrady said: “We are delighted to be partnering with this leading local charity that does phenomenal work to support both children and their families affected by cancer.”

Mal McGrady and Conaill McGrady of M.B McGrady Accountants with Sorcha Mac Laimhin from Cancer Fund for Children.

Ulster Carpets LANDS new UAE deal Portadown firm Ulster Carpets has won a lucrative new contract to provide quality carpeting to a luxury five-star resort in the UAE. The latest deal is with a high profile international hotel chain in The Palm resort in Dubai and is the latest in a long list of prestigious contracts in the Gulf region including the Burj Al Arab Dubai. Congratulating the firm following a visit to the Ulster Carpets UAE office recently, Economy Minister Simon Hamilton said the deal demonstrated how the “quality and innovation” of Northern Ireland firms were appreciated in the region. “With 100,000 rooms and a forecast of 20 million visitors by 2020, the hotel business in Dubai offers significant opportunities for Northern Ireland companies,” he said. “The hotel supply chain market is one where innovation is particularly valued and there is real demand for quality, high-end products which our local companies are perfectly placed to meet.” Account manager for Ulster Carpets, Scott Hanna, said he was “delighted” to have secured the contract which featured “breathtaking” designs.

Scott Hanna, Account Manager Ulster Carpets, Economy Minister Simon Hamilton and Wael Momen, Middle East Project Manager for Ulster Carpets.

12 NI Chamber

Helen Mulholland, Master Blender of Bushmills Irish Whiskey.

Cheers to Bushmills Bushmills Irish Whiskey has announced the launch of Port Cask – the second and latest edition in the Bushmills Steamship Collection – a rare and unique range of caskmatured Bushmills Irish Whiskeys inspired by the extraordinary voyages of the SS Bushmills steamship. The new variant follows last year’s successful launch of Bushmills Sherry Cask Reserve, marking the 125th anniversary of the maiden voyage of the SS Bushmills. In 1890, the SS Bushmills delivered Bushmills Irish Whiskey to new corners of the world and with it established knowledge and relationships from some of the world’s finest wine and spirit producers. Helen Mulholland, Master Blender of Bushmills Irish Whiskey, said: “We pride

ourselves on understanding the different nuances that different barrels impart on our whiskey. Up to 80 per cent of the character of whiskey comes from the cask, so I make it my mission to travel to Portugal to meet with the craftsmen and estate owners from Douro Valley. “As a region whose stony soil yields only low quantities of grapes which are of outstanding quality and perfect for making port, it is here where I personally select the best casks for Port Cask Reserve. After a seasoning period of at least three years they are emptied and shipped back to Bushmills to be filled with our whiskey – letting the residual flavours from the charred wood work their magic. The result is our trademark rich, complex and smooth tripledistilled single malt whiskey with subtle elegant notes of damson, black coffee and almonds.”

recruitment | commercial feature

Riada staff welcome 1.2M visitors to NI We are lucky to have our HQ based on the beautiful Causeway Coast and although our business isn’t all about tourism and hospitality, it is an important part. Tourism is currently worth 5.2 per cent of Northern Ireland’s GDP, generating a revenue of £723 million, sustaining 43,000 jobs and attracting 4.1 million visitors. We recently carried out some research and the results revealed that Riada supplies staff that welcome and help over 30% of those visitors, that’s over 1.2million people every year. The NI tourism industry’s aim is to double tourism’s contribution to the economy by 2020 and this target for growth means generating £1 billion in total revenue, attracting an additional 10,000 new jobs and drawing in 4.5 million visitors to Northern Ireland. In the past number of years the Northern Ireland tourism industry has benefited from significant major events such as the World Police & Fire Games in 2013, Derry~Londonderry UK City of Culture 2013, Giro d’Italia in 2014 and the Irish Open 2015. Future opportunities such as the 2017 Dubai Duty Free Irish Open, the Women’s Rugby World Cup 2017, as well as the growing demand in screen tourism following the worldwide success of programmes like Game of Thrones has significantly boosted the global reputation of Northern Ireland as a go to destination for tourists. Of course we also have the annual crowd pleasers including the NW200, the Belfast Marathon and Belsonic. Increasing visitor numbers is good for every business, more people eating out, more people hiring cars, more people staying over. We have an increasing number of people interested in making customer service in the tourism and hospitality industry their career, both part time and full time, temporary and permanent. Contact us if you have a role or event we can help you resource.

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Shedding light on leadership Over 75 businesses from across the region joined Northern Ireland Chamber of Commerce and Industry (NI Chamber) and Electric Ireland for the latest Growing Something Brilliant leadership breakfast. The event, which took place at the Life Centre in Belfast, formed part of NI Chamber’s Growing Something Brilliant campaign which seeks to inspire business confidence and growth through leadership. Businesses were provided with the opportunity to hear from the inspirational Anne Heraty, Chief Executive Officer of Cpl Resources plc. Anne established Cpl Resources plc. in 1989 and as Chief Executive has played a key role in developing it into Ireland’s leading employment services company. Over 8,000 people work on behalf of Cpl on client projects worldwide, through a network of 36 offices across ten countries.

Jim Dollard (Electric Ireland) with Anne Heraty (Cpl Resources plc) and Ann McGregor (NI Chamber).

Sister hotels scoop prestigious award The Fitzwilliam Hotel Belfast and The Fitzwilliam Hotel Dublin have been named Business Hotel of the Year 2017 at The Georgina Campbell Awards. The Georgina Campbell Awards are Ireland’s longest running and most respected hospitality awards, seeking out the best in food and hospitality. They independently assess and award a wide variety of fine dining and casual restaurants, accommodation, chefs and hosts to culminate the annual ‘best in class’ list. The Fitzwilliam Hotel, Belfast, which opened in 2009, won the prestigious accolade of Business Hotel of the Year for its first class facilities and service. Situated in the city centre, it boasts 130 guestrooms and four stylish meeting rooms overlooking Howard Street and Great Victoria Street, all equipped with state-of-the-art audio-visual equipment; some of the most contemporary meeting space in Belfast. General Manager at the Fitzwilliam Belfast, Cian Landers said: “This accolade is a fantastic achievement and we are very proud of our team who work seamlessly together every day ensuring the quality of our product and the levels of professional service exceed all our guests’ expectations.”

General Manager at the Fitzwilliam Belfast, Cian Landers with members of the team at the hotel.

14 NI Chamber

Keith Thompson of Ulster Bank and Bill Coffey in Portavogie with The Opportune.

Fisherman nets investment A half million pound investment by a Portavogie fisherman is set to see him boost business by 33 per cent and support the development of the industry in one of Northern Ireland’s key fishing ports. William Coffey is purchasing a new 70ft vessel, with the support of Ulster Bank, to enable him to become more efficient and productive. The Opportune is three times the size of his original family trawler Girl Eileen, which was also bought with Ulster Bank support in 1979. It will enable him and his crew to fish in deeper waters, remain at sea for longer, and endure more difficult sailing conditions. As a result, he expects to be able to increase the amount of fish brought in per annum by around a third. Keith Thompson, Ulster Bank

Business Manager, said that fishing is critical to the economy of towns in the southern part of the Ards Peninsula, and the bank is very pleased to support the investment. He said: “Northern Ireland has some 280 active fishing vessels, according to research by Seafish, which land around 58,000 tonnes of fish per annum. These vessels employ around 800 people and account for some £28 million of Gross Value Added. And that doesn’t include the wider employment and economic impact through the entire fishing supply chain.” William Coffey said his crew could now fish in waters and weather that they couldn’t previously. “We are very grateful for the support we have received from the bank, without which we wouldn’t be able to make the investment,” he added.

WHY COMPANIES MUST TUNE IN TO INSURANCE RIGHTS Chris Ritchie, Litigation and Dispute Resolution Partner at leading law firm Arthur Cox, outlines the circumstances under which insured parties have the right to choose their own legal representative.

here may be some debate as to its exact origin, but few will be in doubt about the meaning of the expression ‘he who pays the piper calls the tune’. But is it always true? That was a question which sprang to mind whilst considering two recent decisions of the European Court of Justice (ECJ) regarding the rights of an insured party to choose their own lawyer (Massar v DAS and Buyuktupi v Achmea). It’s an issue which has generated significant debate historically, with insurers often insisting that their insured parties are represented by members of the insurer’s own legal panel. When considering the issue from the insurer’s point of view, that is fully understandable. The insurer ‘pays the piper’ and therefore controls the cost (and quality) of the tune. I should make clear that in many instances, insurers are totally within their rights to insist on the use of their panel firms, most especially where civil damages are at stake e.g. in the event of an employer’s liability claim.

The good news, however, is that the results in the above ECJ cases have confirmed that when it comes to Legal Expenses Insurance (LEI), the courts will uphold the rights of an insured party to choose their own legal representatives. This right dates back quite some time – to the LEI Directive of 1987 – but has been resisted by insurers in a number of legal cases, sometimes for cost reasons and sometimes over the correct interpretation of ‘inquiry or proceedings’. Each of the recent cases concerned particular procedures in Holland and hinged on the insurer’s argument that the disputes in question did not constitute an ‘inquiry or proceedings’ for the purposes of the Directive. This argument was rejected in both cases and insured parties can take confidence from this when asserting their right to instruct their own lawyer of choice when faced with legal proceedings where civil damages are not at stake. One very good example is when companies are facing criminal investigation

in respect of regulatory offences, perhaps in the realm of health and safety or in relation to environmental damage. As the penalty in such situations is often a fine (as opposed to damages), it is one where the insured should very definitely insist on its own choice of lawyer, preferably one familiar with the regulatory framework and also familiar with the company itself, perhaps via past corporate dealings. Criminal investigations unavoidably involve a long and stressful period for a company, no matter its size and resources, and it is vital for its directors and officers to ensure that they get legal advisors with whom they are entirely comfortable – even if it is the insurer who is ‘paying the piper’. The Regulatory Team at Arthur Cox is well positioned to advise on how to ensure you are fully compliant in the important areas of workplace health and safety law and environmental damage. Call +44 28 9023 0007 for further information from Chris or your regular Arthur Cox contact.

NI Chamber 15

columnist

the art of attracting top talent

“S With the right people, the sky is the limit says Trevor Annon, Chairman of Mount Charles. He maintains that finding and keeping those people is far from easy, but always worth it.

16 NI Chamber

ome people can do one thing magnificently, like Michelangelo, and others make things like semiconductors or build 747 airplanes - that type of work requires legions of people. In order to do things well, that can’t be done by one person, you must find extraordinary people.” That’s a quote from Steve Jobs and I think we can all agree that a company like Apple doesn’t become one of the world’s leading brands without a team of exceptional people. Closer to home, continued improvement in economic conditions is being driven by job creation in the private sector, specifically the services, manufacturing and construction industries. Employment is rising and the Northern Ireland Executive has stated that one of their top priorities is to create more and higher value jobs. All good news, but for those hiring, finding the right people can be somewhat challenging. There are only so many high-flyers to go around, so how do you stand out from the competition to make sure that top talent has you at the top of their wish list? The first thing to remember is that the recruitment process is a sales process, not a buying process!

Talented professionals usually have choices so to ensure they buy into you, put your best people in front of the candidate at the interview, the ones that can really sell the company to them. You must also consider what makes an attractive remuneration package, thinking about customising it with benefits that are of interest to the individual. A generous salary will always be enticing but don’t assume that paying a premium for talent equals long-term loyalty in itself, as they may leave for a more lucrative offer elsewhere. In my experience, opportunities for progression are one of the biggest motivators. Brilliant people are career-focused and eager to move up the ladder so setting out clear pathways to promotion is going to be a major factor in job satisfaction. If you’re not thinking about their career development, don’t be surprised if they leave! Actually though, recruitment of the best people starts long before you advertise a role, through the cultivation of a company culture that attracts top people. With 2,000 employees and counting at Mount Charles, we’ve worked hard to develop the company’s reputation as an employer of choice. We’ve been in business for

27 years and there are employees with us today who joined over two decades ago, a fact I’m very proud of. Something I learned very quickly is that you always need to make sure people have a reason to stay with you. Bringing good people on board is one thing, but keeping them longterm means making sure they feel valued and respected. When was the last time you told one of your employees that you’re glad they’re part of the team, or the last time you gave someone a pay rise without them having to ask for it? Sometimes it’s the small things that make it easy for people to be loyal to you. Ultimately it’s about establishing what motivates talented professionals and then focusing your recruitment and retention strategy around that, never forgetting that they are your best assets and should be treated as such. After an extensive search for the ‘right’ candidates we’ve just recruited nine senior people. These are individuals who have been cherrypicked for the skills and expertise they can add to our existing team of professionals, and who together will drive the business forward. Finding those people hasn’t been easy, but I can already tell you that it will be worth it.

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Monday, 25 April 2016 10:47

feature

headhunting at its best Forde May, a leading executive headhunting firm, has been in business for 20 years. Adrienne McGill hears from Directors Gerry May and Beth McMaw about being on the hunt.

18 NI Chamber

feature

erry May and Beth McMaw operate almost like detectives. As headhunters, who specialise in executive job searches, they have to discretely find top calibre people to fill specific job roles for clients which involves thorough investigations. This requires looking into the background of a person, assessing their personality and skills, their previous jobs, undertaking interviews, psychological tests, making enquiries and concluding whether the individual will fit the role. The pair head Forde May Consulting, which has been marking 20 years in business this year. It is Northern Ireland’s longest standing and best known executive recruitment company. The Belfast-based firm was founded in 1996 by the late Dr Forde May and its success today is built on his bedrock ethos: understand, identify and select with integrity, tenacity, pride and passion. In the early years, the business was focused on filling positions particularly in the manufacturing sector but then developed into a niche headhunting consultancy with responsibility for securing many of the highest level positions in Northern Ireland’s private, public and voluntary sectors across a wide range of industries including service and manufacturing. The firm finds the most suitable professional for a specific role, whether he/she is openly looking for a new challenge or not. Gerry May (no relation to Dr May), whose career includes an extensive period working for an international consultancy based in London, joined the company in 2010 and took over as Managing Director in 2014, following the retirement of Dr May. Beth McMaw initially worked for the company from 2003 to 2008 and returned as Director in 2014 while Valerie Reid is the firm’s in-house Management Psychologist and Kathryn Norwood is a Researcher and Coordinator. “What we do is like detective work,” says Gerry. “It is about finding out who is good, why are they good, where can we find them? It may be a client or a candidate – but you have to act covertly to a certain extent. “Finding the right individual to meet the requirements of a client is not always based around their technical capabilities, it also has to embrace their cultural suitability. You don’t find that on LinkedIn or on a database. Similarly, you can have someone who is really good at interview but when you drill down into their achievements and what they have delivered, you find out that they are not that good. They have all the personality and soft skills but their technical ability is lacking. However, I think people from Northern

Ireland don’t sell themselves enough – they need to push themselves and tell people how good they are.” Beth is a chartered member of the CIPD with over 20 years’ experience in HR, Training, Headhunting & Recruitment and Selection. Few Northern Ireland based consultants can match her breadth of experience which combines an ability to listen to a client’s requirements and then develop the perfect solution. She says it is important to educate companies and potential clients about the difference between being a headhunter and being an agency recruiter. “We are not a CV sending service. There are always new recruitment companies coming into the market who think they can do things differently and who rely on new technology or investment or a large marketing budget to garner business. But we offer classical headhunting which is totally different. We search the whole of the market, we identify the best possible person for the job, we don’t rely on LinkedIn or social media and we find better people not available to a recruitment agency. It is a much more thorough process. “Headhunting is not a straightforward business. Clients use us because they are not succeeding in finding the right candidate for a job themselves. They are keen to call upon our experience – we have nearly 40 years between the two of us – we know what we are looking for when we are interviewing people. Because we work exclusively and on a retained basis with our clients we are not trying to juggle 20 job searches all at once. The amount of detail and time that we spend focusing on a particular assignment is considerable.” Gerry says while there is a big focus on attracting Foreign Direct Investors to Northern Ireland, particularly in the IT and financial sectors, who need a ready supply of employees, there is still great growth potential within small indigenous manufacturing firms in search of top executives. “We focus on relationship building with the clients whether they are big companies or SMEs. We understand their business, we understand the person they want and we go out and find them. While the market has shifted towards technology and software, there are a lot of small manufacturing businesses that have value but they need to employ the right people with management and leadership skills in order to grow. “At the end of the day we have to manage the expectations of both parties – that of the client and that of the candidate – and give them a good service. That is what we have been doing for the last twenty years – and we intend doing so for the next twenty…and even beyond that.”

NI Chamber 19

guest columnist

Do we need more rooms at the Inn? The hotel sector is booming in Belfast and growth looks set to continue. Michael Williamson, Director, ASM Chartered Accountants explains the reasons.

20 NI Chamber

he tourism industry in Northern Ireland has been in growth mode since 2011. A diverse programme of events each year since 2012 has not only boosted the country’s international profile, it has also helped to deliver increased numbers of visitors. In Belfast particularly, this trend has resulted in improving and very strong demand for hotel bedrooms, where the annual average occupancy rate has increased from 66.8 per cent in 2011, to 78.4 per cent in 2012 and 81.9 per cent in 2015 (an increase of 40 per cent in rooms booked over the period, or around 8 per cent per annum). Despite a slow start to 2016, we estimate that demand in the city for the full year could match the 2015 record. Indeed, there are few cities in the UK that can boast average occupancy rates at this level. The appetite for hotel bedrooms in Belfast over the past 4 years has wakened developers from their slumber. Presently, there is planning approval for around 1,150 new bedrooms (to add to the current supply within the city of 3,386 rooms – an increase of 33 per cent). Most of the additional supply is expected to come to market by the end of 2018. But, will there be demand to fill all of the bedrooms in Belfast? I think there is a very good chance that there will be. Indeed, it could be the case that further supply will be required in the period to 2020. The reasons are that there is underlying growth in leisure tourism (which may accelerate due to the recent devaluation of sterling), the corporate traveller market has been increasing over the past number of years and the recently completed extension to Belfast’s Waterfront Hall. Of course such facilities take

a while to get into their stride, but when added to the estimates for growth in the discretionary leisure and non-discretionary business markets, the expectation is that the demand for commercial accommodation will continue to rise. I conservatively estimate this growth to be in the order of 3.6 per cent to 4.0 per cent per annum. However, the objective of Visit Belfast is that the economic contribution of tourism in the 5 year period to 2020 will double. Even a more modest rate of growth (on a par with the past 4 years at 8 per cent per annum) could lead to high occupancy rates, notwithstanding the expected supply side movements. Based on the modest growth estimates of 4 per cent per annum, the average bedroom occupancy rate could decline to 66.7 per cent in 2018 as new bedroom stock enters the marketplace. Thereafter, and assuming no further supply side movement, there will be modest increases in occupancy rates in 2019 and 2020. Where the demand for bedrooms increases at 8 per cent per annum, average bedroom occupancy rates are not expected to fall below 80 per cent in any year. In such circumstances, it is my estimate

that Belfast could require up to 800 additional bedrooms between 2018 and 2020 to ensure that it meets all of the demand that will arise. In such circumstances, average annual occupancy rates across the city are not expected to be less than 75 per cent in any year. If the city meets its objective of doubling the value of tourism by 2020, then the rate of growth will be considerably more than 8 per cent per annum in which case the need for additional hotel bedrooms will be greater than 800. Of course, while the current weakening of sterling is likely to benefit tourism in the short-term at least, the issue of Brexit and its impact on the industry and Northern Ireland more generally is unknown at this time. Will European conferences continue to come to Belfast after the UK’s exit from the EU? Will overseas companies continue to invest in the UK at historic levels in a post-Brexit environment? Will there be a “hard” border? No one knows the answers to these questions and we can only be positive at this time that there will be no material negative impact once the UK leaves the EU because if there is, the local tourism industry could face challenging times.

Building long-term customer relations By Nigel Walsh, Commercial Director, Ulster Bank.

n many walks of life, it’s the newest piece of information that speaks the most loudly to us and we prioritise it accordingly – so we hear lots about the potential impacts of leaving the EU and many rank that as the most important issue facing business and society. But this focus can cause us to overlook opportunities and issues that are similarly big, but less wellcovered or familiar. Psychologists call this the availability bias – and it’s particularly evident when we think about our ageing population. As of 2014 in Northern Ireland, there were 100,000 fewer children than in 1971. On the other hand, there were over 120,000 more over 65 year olds. Improved health has seen the average life expectancy rise from around 72 years in the early 1980s to over 80 years today. The number of 65+ aged individuals will rise by over

one-quarter in the decade 2014-2024. This presents the potential for radical change – what does an economy that serves those people look like? What sort of innovative businesses will emerge in response to it? From my perspective, I’ve already seen a wide-range of innovation taking place in the fields of medicine, pharmaceuticals and social care – taking into account the changes in costs and what people want from their healthcare providers. These are sectors where cutting edge technology moves fast – and expectations can grow exponentially. Those businesses that are successful display resilience in managing their personal relationships and making sure that ‘background noise’ doesn’t unduly guide their strategic thinking – and as such, they are able to retain staff, grow their operations and enhance their core business. This focus allows them to always put the customer first in their interactions and they are

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rewarded by the loyalty of those who use their services, rather than jumping to the latest trend. Earlier this year, we were pleased to support the British Dental Association’s programme of events and were delighted to be guests at the inauguration of their new president, Anne Stevens. We also sponsored the Young Pharmacist of the Year category at the 2016 Pharmacy in Focus awards. A clear common denominator at both these events was the enthusiasm and energy of those in the industry. But I also had the chance to hear how seriously they were taking the challenge of building committed, long-term customer relations that will be so important as people live longer and develop even closer relationships with primary and secondary care-providers. It’s a welcome reminder that the next big thing is sometimes closer and clearer than we think.

Martin Lennon (O’Hare & McGovern), David Henry (CEF President & Henry Brothers), Nick Oldfield (O’Hare & McGovern).

O’HARE & MCGOVERN TAKE TOP PRIZE FOR NATIONAL FOOTBALL STADIUM CONSTRUCTION FIRMS FROM ACROSS THE PROVINCE WERE RECOGNISED RECENTLY AT THE CONSTRUCTION EXCELLENCE AWARDS. For the second year in a row, Newry-based construction company O’Hare & McGovern scooped the ‘Overall Award’ at the Construction Excellence Awards. The Awards Gala Evening, held at the Culloden Hotel & Spa, saw the firm win the award for its work on the IFA National Football Stadium. The firm also won the Health Infrastructure Award for the Ballymena Health and Care Centre. Hosted by the Construction Employers Federation (CEF) in partnership with Specify magazine, the awards also recognised an additional 14 category winners from across the construction industry in Northern Ireland for excellence in general construction, housing, infrastructure and quality performance. Congratulating the overall winners, CEF

Managing Director John Armstrong said: “O’Hare & McGovern’s work in delivering the wonderful stadium is an excellent example of how our local construction industry is pivotal to the development of so many important projects across a wide range of sectors in Northern Ireland each year. “Winning the ‘Overall Award’ for a second year in a row is a significant achievement and it speaks to the relationship that O’Hare & McGovern consistently have with clients, subcontractors and other construction professionals in terms of delivering high quality infrastructure.” Mr Armstrong also commended each of the 14 category award winners for their success against what he described as a “time of significant sustainability challenge” for the construction industry in Northern Ireland. “Beyond any doubt, the construction industry and the wider business community in Northern Ireland is presently facing a time of immense challenge and uncertainty. While the realities

of the situation that confront us still, in the immediate sense, pale in comparison to those of the 2008/09 recession and its aftermath, there is a clear risk that the current lack of investor and investment confidence could quickly reverse any of the modest growth our sector has seen in the past three years and have a significantly detrimental effect on industry sustainability. “Let us not though doubt that in these challenging times there does lie significant opportunity. Enhancing Northern Ireland’s competitiveness and attractiveness as a region to do business and invest in remains our ultimate goal. The finalists at this year’s awards continue to innovate and strive towards that goal and we are delighted to celebrate their achievements again.” Now in their 17th year, the Construction Excellence Awards continue to go from strength to strength with this year seeing a record number of over 110 entries across all 14 categories.

Winners Overall Award O’Hare & McGovern IFA National Football Stadium

Fit-Out Award Woodvale Construction Company - Stranmillis Refectory

Social Housing Award Donaghmore Construction - Ballymisert Supported Housing

Achieving Excellence in Partnering Award Fox Building & Engineering - Valley Park, Newtownabbey

Restoration Award QMAC Construction - St Patrick’s Church, Donaghmore

Infrastructure Health Infrastructure Award O’Hare & McGovern - Ballymena Health & Care Centre

GB & ROI Construction Award Tracey Brothers - Eolas Building at NUI Maynooth General Construction Commercial Construction Award O’Hare & McGovern - IFA National Football Stadium

22 NI Chamber

Social/Community Construction Award QMAC Construction - The Junction HOUSING Private Housing Award Carr Brothers - Bannview Court Retirement Village

Education Infrastructure Award Tracey Brothers - Dromore Central Primary School Transport Infrastructure Award John Graham Construction - A2 Shore Road, Carrickfergus

Utilities Infrastructure Award Lagan Construction Group Castor Bay to Belfast Strategic Trunk Main Quality Performance Environmental Sustainability Adman Civil Projects Health & Safety Flynn Training Flynn

1. 1.

5. 5.

6. 6.

1. John Armstrong, CEF and Peter May, Department for Infrastructure. 2. David Henry (CEF President & Henry Brothers) and Ann McGregor (NI Chamber) present the Education Infrastructure Award to Paul Timlin of Tracey Brothers for Dromore Central Primary School. 3. David Henry (CEF President & Henry Brothers) and Barry Neilson (CITB) present the Training Award to Aidan Flynn of Flynn. 4. David Henry (CEF President & Henry Brothers) and Diarmaid Fee (Crescent Specialist Recruitment) present the Social/Community Construction Award to Eddie Oâ&#x20AC;&#x2122;Neill of QMAC Construction for The Junction, Dungannon. 5. John Graham Construction with the Transport Infrastructure Award for the A2 Shore Road, Carrickfergus. 6. Lagan Construction Group with the Utilities Infrastructure Award for Castor Bay to Belfast Strategic Trunk Main.

NI Chamber 23

ULSTER RUGBY STARS KICK OFF BT SPEED TEST KICKS

Ulster Rugby’s Chris Henry, Ruan Pienaar and Stuart Olding.

BT EMPLOYEES RAISE ALMOST £135,000 FOR CHARITY

BT, the official communications partner to Ulster Rugby, has launched the BT Speed Test, a test of kicking power and accuracy, with help from Ulster Rugby stars Ruan Pienaar, Chris Henry and Stuart Olding. BT is giving Ulster supporters the chance to see who has the biggest kicking boot at a selection of Ulster Rugby home games this season. Along with the BT Speed Test, which uses state of the art radar technology to measure fans kicking speed against Ulster Rugby kicking aces, BT will be rolling out a variety of fan favourite match day activities including #BTTweetSeats, the BT Up And Under and BT Crossbar Challenge. Speaking at the launch of the BT Speed Test, Ruan Pienaar said: “The BT Speed Test is a massive fan favourite which really adds to fans’ experience at games. Come down early and test your kicking skills against the best in Ulster at the BT Speed Test which is running at select home games this season.” Peter Russell, Regional Director of BT Business in Northern Ireland, added: “The BT Speed Test is just one of a number of match day activations planned with Ulster Rugby this season as we continue to enhance the fans’ match day experience. Each season both BT and Ulster Rugby continue to innovate and evolve with a view to delivering unrivalled results for Ulster Rugby fans and BT customers.” For more details about BT fan favourite activities on match days, visit www.ulsterrugby.com.

24 NI Chamber

BT EMPLOYEES RAISE ALMOST £135,000 FOR CHARITY

Rory Best (Ireland captain and BT Shop for Change ambassador), Peter Russell (Regional Director of BT Business in Northern Ireland) and Marie Curie nurse Tracey McWilliams.

BT employees from across the island of Ireland have raised almost £135,000 for Marie Curie and the Irish Cancer Society as part of the leading communications provider’s annual volunteering initiative, BT Shop for Change. More than 100 BT employees across Northern Ireland stepped out of their day jobs recently to volunteer in the BT Shop for Change event, with each BT team taking over one of 10 Marie Curie shops to help raise vital funds to provide care and support for local people living with terminal illnesses. On the same day, BT volunteers in the Republic of Ireland also supported the Irish Cancer Society, taking over eight shops. The teams of volunteers used their corporate skills to promote their shops, encourage shoppers to visit and ultimately to raise as much money as possible for Marie Curie and the Irish Cancer Society. In Northern Ireland, Marie Curie will use this money to help run and maintain its Belfast Hospice, to deliver nursing care and to help more people living with terminal illnesses, including cancer. Clayre Sloan, Area Manager, Marie Curie Shops NI, said: “This initiative not only helped us to raise awareness of the direct care and support we provide to people with terminal illnesses but the sales and stock donations on the day raised the equivalent of over 2,644 hours of nursing care.” Peter Russell Regional Director of BT Business In Northern Ireland said: “Since BT launched BT Shop for Change five years ago, our volunteers have raised a staggering £415,000 to support the great work of Marie Curie and the Irish Cancer Society.” He added: “We are incredibly proud of our staff that took part in this year’s event and know that the money raised will help to support local people living with terminal illnesses, including cancer.”

columnist

KEEPING THE PERSONAL TOUCH IN A WORLD OF NEW TECHNOLOGY

rguably, the technological advances of the last two decades have fuelled the most significant period of business innovation since the industrial age. In accountancy, often regarded as a more conservative profession, the pace of change has accelerated a fundamental shift in working practice allowing deeper interpretations of complex datasets and more accurate analysis. However, the leaps in technology are only half of the story. The other – more important part – is the people. BDO has invested smartly to both keep pace with ‘best in class’ innovations and ensure clients continue to have access to the high quality of staff that the firm is known for. We have a higher proportion of Partners than some of the other firms and we really do provide a Partnerled service. Our clients say that we’re very accessible. The people we attract and the technology we deploy is changing the face of accountancy at rapid speed. We are investing to add even more value to our clients, but importantly we’re doing it in areas and market segments we understand and believe in. With a client portfolio of more than 1,000 businesses ranging from micro

enterprises up to multi-nationals, BDO Northern Ireland holds a unique insight on the rich tapestry of our local economy and, tellingly, confidence following the European Referendum. Local businesses have been concerned for what lies ahead. The uncertainty that Brexit brings is unwelcome. It’s still early days, we have to bear in mind we have almost as much as three years when we’re still part of the European Union. I think we just need to be prepared for what comes and to take action when we do have the knowledge and the facts at hand. We need to be flexible, be adaptable and be ready. There is anecdotal evidence of businesses putting their investment plans on hold, but this has not been the case with my clients nor indeed with BDO Northern Ireland. In the last few weeks, the firm unveiled plans to create up to 43 new roles with support from Invest Northern Ireland and followed up with a further announcement of 18 additional new hires at graduate level. We want to keep investing and developing the local marketplace, creating as many employment opportunities as we can. We strive for excellence in every area of the

business and were impressed by the calibre and ambition of all the candidates and those who have gained roles with us. At BDO NI, we provide careers, not just jobs and we have a proven record of generating long-term opportunities. People don’t just come through, qualify and move on, the vast majority of recruits remain with us. The proof of that is in our own Partner table where, out of ten Partners in our firm, five started with us as trainees. The quality of the local talent pool was also identified as a major driver for Foreign Direct Investment (FDI) in the recent Northern Ireland, Open for Business report. Developed in partnership by BDO Northern Ireland and leading law firm, Carson McDowell, the report assessed the regions selling points. We’re better at reaching out internationally than we were. There’s a lot more we can do and there’s a lot more needs to be done to sell Northern Ireland. There’s always been very good feedback from FDIs and they’ve been impressed by the quality of the talent here. We should be very proud of our talent pool and our education system.

Investment in people and innovation are at the heart of good growth plans says Nigel Harra, Senior Partner at BDO Northern Ireland.

To find out more about Northern Ireland, Open for Business visit www.bdoni.com

NI Chamber 25

feature

bright young business brains Education Minister Peter Weir with Enlighten Hope company members Sean Kelly, Iveta Liovinaite, Wioletta Golebiowska and Gizela Gusmao.

Success in switzerland for students Y oung Enterprise company ‘Enlighten Hope’, made up of a team of students from St Patrick’s College in Dungannon, have claimed third place at the Junior Achievement European Company of the Year Competition held at Grand Casino Luzern in Lucerne. Over 200 students gathered in the picturesque Swiss city recently to celebrate the top student companies from across Europe. A total of 36 teams competed as part of JA Europe’s flagship JA Company Programme, which gives them an opportunity to set up and run a real business. Those in attendance included the President of Switzerland, who gave an inspiring speech to the audience of business professionals, teachers, staff, and of course the budding young entrepreneurs. The team from St Patrick’s College won their way to the competition after being named Young Enterprise UK Company of the Year 2016. It is the first time that a company from

26 NI Chamber

Northern Ireland has progressed this far in the competition in over 20 years. Enlighten Hope impressed judges by writing and illustrating a series of three short stories that deal with the side effects of both chemotherapy and radiotherapy in a childfriendly way. They expanded their product internationally – visiting publishers in Dublin and New York, and secured a deal to sell the books on the Amazon Kindle Store. The group of determined young entrepreneurs even took it upon themselves to purchase an ISBN for their products. They recently secured a deal with Libraries NI to stock the books in six libraries across Northern Ireland – Belfast Central, Coleraine, Derry Central, Dungannon, Enniskillen and Portadown Libraries and the books can also be requested through any public library in Northern Ireland. During the Young Enterprise Company Programme, the team were mentored along the way by 2 business advisors from HSBC, who offered their

wealth of business experience to the company. Enlighten Hope’s Managing Director, Iveta Liovinaite, who also collected the Alumni Leadership Award, said: “This has been a life changing experience for us all. We are more assured than ever that ‘Learning by Doing’ really is the best means of education. Our personal development in terms of business acumen, confidence, ability and self-belief has surpassed our wildest dreams.” Education Minister Peter Weir congratulated the team and said: “Young enterprise programmes such as this are essential if we want to encourage and develop entrepreneurship and employability skills in young people.” Carol Fitzsimons, CEO of Young Enterprise Northern Ireland, who accompanied the team to Switzerland said: “Enlighten Hope are truly an inspirational group of young people.” Young Enterprise is a charity whose purpose is to inspire young people to engage in enterprise and entrepreneurship.

feature

call for ‘bold ideas’

orporate law firm A&L Goodbody recently launched its 2016 Bold Ideas Student Innovation Award, by asking university students to put together their ‘Bold Ideas’ to address the legal, business or political challenges facing Ireland, north and south today. The law firm asked students for a solution or proposition that builds on the island’s reputation and success on the international stage. At the launch, A&L Goodbody also announced its intention to recruit approximately 40 graduate positions over the coming months as part of its Trainee Solicitor Recruitment Programme. Now in its fifth year, Bold Ideas, recognises the most innovative ideas from either undergraduate or postgraduate students at universities across Ireland. This year’s theme of ‘Changing Times - Ireland’s Future’ is open to students of all disciplines. Speaking about the competition, Mark

Thompson, Head of A&L Goodbody in Northern Ireland said: “Bold Ideas is designed to inspire student creativity and bold thinking as they look at the country they want to help create for the future. We are one of the most successful countries in the world for Foreign Direct Investment (FDI) however there are always challenges ahead. We want students to think of innovative and achievable solutions to these challenges.” Last year’s winner, Diarmuid Hickey, said: “The Bold Ideas competition is the single best thing I have done during my time at university. It gave me incredible opportunities to work with one of Ireland’s most prestigious law firms and expand my knowledge on a topic that was new to me. The chance to present my idea in front of such a prominent judging panel was a very valuable experience, and I loved my time with A&L this summer. I would encourage all students to enter the Bold Ideas competition.”

Trainees with A&L Goodbody Elizabeth Colvin, David Gilmartin, Aisling McDonnell and Stephen Egan promote the Bold Ideas competition.

The first prize winner of the competition will receive E4,000 in cash and a summer internship at A&L Goodbody’s head office in Dublin. The firm will also make a cash donation on the winner’s behalf to a charity of their choice. Runners up will receive an iPad mini. This year, members of the public were also invited to vote for their favourite Bold Ideas submission, by visiting the firm’s trainee and intern Facebook page. Judges for the 2016 Bold Ideas Student Innovation Award competition included John Whelan, Head of A&L Goodbody’s Technology Practice, Sarah Lennon, Legal Counsel at Google and Jonathan Newman, Senior Counsel. • Entries for the competition have now closed and the winner will be announced at a special awards ceremony on Thursday 1 December.

NI Chamber 27

feature

tap into codeshows

ank of Ireland UK and Kainos, the leading provider of IT, consulting and software solutions, will continue their partnership to deliver a series of CodeShows to Year 11 – 14 students across Northern Ireland in the New Year. Kainos CodeShow is an initiative aimed at improving the digital skills of students aged 15 – 18 years old and to raise awareness of the exciting career opportunities that exist in the technology sector. A series of CodeShows already took place over the autumn delivered by technical experts from Kainos which saw students learn the fundamentals of coding using the latest technologies and tools. Kainos CodeShows supported by Bank of Ireland UK form part of the bank’s wideranging schools outreach programme, Make Money Matter, which teaches financial education as well as encouraging innovation and entrepreneurship though a range of initiatives.

Gemma Crothers, Tech Outreach Manager, Kainos with Belfast student Matthew Lyttle and Gail Toal, Business Development Manager, Bank of Ireland UK..

28 NI Chamber

The CodeShow initiative is delivered as part of Kainos’ Tech Outreach programme, which is designed to inspire and educate young people, increase their digital skills and improve their future career prospects. Under the programme, Kainos delivers a series of introductory training initiatives including CodeCamp, a two-week technology course for secondary school students, and provides digital skills training to young people through its partnerships with The Prince’s Trust and Code Club. Gail Toal, Business Development Manager, Bank of Ireland UK said: “The CodeShows will provide students with a highly engaging, and hands-on introduction into the world of coding that we hope will ignite their interest in science and technology. “Students will have the opportunity to learn and develop other important skills such as confidence, curiosity and discussion, all of which strengthen learning, boost students’ interest in different subjects and set them up for life after school.

“A forward thinking knowledge based economy requires graduates in Science, Technology, Engineering and Mathematical (STEM) related careers and we’re keen to play our part in unlocking the potential of local students who might not otherwise consider a STEM related career.” Gemma Crothers, Tech Outreach manager at Kainos said: “We’re really excited to be taking Kainos CodeShow to regional areas across Northern Ireland. Our developers and mentors have worked hard to create an exciting and engaging programme. Partnering with Bank of Ireland UK to deliver the CodeShows was a natural fit due to our joint commitment to education and giving back through the Tech Outreach and Make Money Matter programmes.” The first Kainos CodeShow supported by Bank of Ireland UK took place in October at Catalyst Inc. North West and coincided with Europe Code Week which aims to bring coding and digital literacy to everybody in a fun and engaging way.

feature

carson mcdowell associate shows she’s a step ahead of the rest

n Associate in the Private Client team of Belfast Solicitors Carson McDowell has been recognised by the Society of Trust and Estate Practitioners (STEP), the worldwide professional association for those advising private individuals, as one of the top students in 2016. Fiona Wallace has achieved a distinction and the highest score for her course, Advanced Certificate in Administration of Trusts (Northern Ireland). Michael Johnston, Managing Partner at Carson McDowell said: “On behalf of the firm I would like to congratulate Fiona on this great result. We are very proud of her and delighted that she has been recognised for all her hard work. We are

one of very few firms in Northern Ireland to have a genuinely specialist private client team. Fiona’s recent achievement will only add to the ongoing success of the team.” Fiona is working towards the association’s full diploma which will lead to full membership of STEP. She said: “I was particularly looking forward to taking this module as I hoped to develop my knowledge and expertise in the area of trusts generally. “I moved from general practice to Carson McDowell just over three years ago as I wanted to specialise in Private Client work and the drafting and administration of trusts forms a large part of my workload. As such, I am keen to

Neil Bleakley, Partner and Head of the Private Client team with Fiona Wallace, Associate, and Michael Johnston, Managing Partner at Carson McDowell.

cultivate my expertise in this field so that I can stand out from other practitioners. I have really been enjoying the work in the private client team, particularly as it brings me into contact with my clients on a day to day basis. Although the work is challenging, I find it ultimately very rewarding.” Fiona is currently working on the next module with a view to completing the diploma in 2017. Neil Bleakley, Partner at Carson McDowell and Head of the Private Client team, said: “Since joining our firm Fiona has made a significant contribution to the growth of the private client team. Important and well deserved personal achievements such as this will enable Fiona’s contribution to grow in future years.”

NI Chamber 29

columnist

I The self-employed are an important part of the labour market but they don’t always get a fair deal says NI Chamber Economist Maureen O’Reilly.

30 NI Chamber

do it your selfie

t has been interesting to watch the self-employed start to receive some attention from government (at long last some may say). Prime Minister Theresa May recently announced plans to set up a review of working practices with a particular focus on the self-employed and their rights. Her aim is to ensure that employment practices are ‘keeping pace with the changing world of work’ recognising that the days of the ‘job for life’ are a thing of the past. The review is expected to examine workplace rights and benefits along with pay and employment law. It will also look at changing business models and working practices including the growing focus by employers on zero

hours contracts and the ‘gig economy’ which is essentially where companies hire freelancers instead of full-time employees. I wonder if this increased attention has anything to do with the fact that the self-employed are very likely to become an increasing part of the voting electorate in the future? A very thought-provoking piece of research from The Adam Smith Institute, ‘The UK and the World in 2050’, predicts that large numbers of people in the UK will be self-employed by 2050 and could constitute a majority by the middle of the century1. Younger generations will be less likely to work for a single employer throughout their career and will choose self-

employment instead with a succession of contracts with different employers. The report’s author, Dr Madsen Pirie, believes that the UK Treasury has ‘resisted the trend’ towards selfemployment because it is harder to collect taxes but will eventually have to give in and once that happens the trend towards self-employment will accelerate rapidly. He also believes that life will become easier for the self-employed as they begin to have greater authority in the workplace. The self-employed have not had it easy in the UK, particularly of late. They fare badly when it comes to rights and benefits and as a group they typically earn less on average than employees (although this can be

disguised by some very high earners). Despite the growth in numbers over recent decades, earnings among the self-employed have remained flat if not fallen. This in part reflects the fact that more people went into low-paying self-employment during this recession to avoid unemployment – for ‘push’ rather than ‘pull’ reasons. However, it is also a strong indication of the changing composition of the self-employed themselves. There are increasingly more part-timers among the selfemployed. Linked to this is the fact that more older people/pensioners are turning to selfemployment to supplement their retirement income along with more women who tend to be emerging from economic inactivity into forms of self-employment that fit around their families. Research suggests that most people are in self-employment for positive reasons to do with flexibility, independence and job satisfaction. Those who become selfemployed tend to want to stay self-employed. Even though they are not necessarily ‘better off’ financially, they feel their quality of life is better because of it. While money and security are acknowledged as the main benefits of having a job, these factors are typically not the key drivers of being self-employed. The recent growth in self-employment is not all down to positive choice and that is evident from the recent bad press around

the ‘gig economy’. Names like taxi company Uber and courier firm Hermes spring to mind. Workers in the ‘gig economy’ are classed as self-employed. Whilst this arrangement works well for some, there are those that argue that the benefits largely lie with employers who do not have to bear the same costs or ties associated with core employees. The freelancers on the other hand have much less job security in the ‘gig economy’ and fewer rights, benefits and pay compared to employed workers. This includes the right to the minimum wage. It has been called a form of bogus or false self-employment and the recent employment tribunal case by Uber workers against the company is perhaps a good case in point. The case was made on the basis that the influence that Uber has over the service provided by freelancers was too significant to class them as self-employed. Uber workers believed they should therefore be entitled to a range of benefits that they currently do not receive such as the minimum wage and statutory holidays. The case, which Uber drivers won, could have serious implications for the way in which some selfemployed are defined and rewarded. Self-employment in Northern Ireland is on the up. One in 6 people currently in work in Northern Ireland are self-employed. There are almost 40 per cent more people

in self-employment now than there were 20 years ago and the number of self-employed has grown at a faster rate than the number of employees over that time. More people became self-employed in Northern Ireland during the ‘boom’ years pre 2008 but it has yo-yoed since then suggesting people moving into self-employment when they couldn’t find a job and then moving back out of it again when they secured employment. What is interesting and worth monitoring is that over the last year, the number of self-employed in Northern Ireland has grown by 22,000 compared to just 7,000 new employee jobs during that time. Women have made up more than half of that increase and now account for 28 per cent of those in self employment compared to just 16 per cent 20 years ago. So the self-employed look set to become an increasingly important part of the labour market in Northern Ireland. One would expect therefore a greater focus by government, policy makers and others going forward on this very diverse group. A better understanding of the role of the self-employed in the economy would be a good starting point! 1. ‘The UK and The World in 2050’, Dr. Madsen Pirie, The Adam Smith Institute, 2015

TOP AWARD FOR HOSPICE VOLUNTEERS

olunteers at Northern Ireland Hospice and NI Children’s Hospice were recently honoured with the Queen’s Award for Voluntary Service, the highest award a voluntary group can receive in the UK. More than 400 NI Hospice volunteers attended the ceremony at Belfast City Hall to accept the award. A remarkable team of 1,500 highly committed and trained volunteers support Northern Ireland Hospice 365 days a year. Volunteers support all aspects of the charity’s work, from Fundraising to Administration Support and Care Services to Support Services, all with one core goal to support families living with terminal illnesses across Northern Ireland. Among those recognised was long-serving volunteer Betty Elliott from Belfast, who received the League of Mercy medal for voluntary service assisting in the relief of sickness and suffering. The Queen’s Award for Voluntary Service is the highest award given to local volunteer groups across the UK to recognise

outstanding work in their communities. Former broadcast journalist Sir Martyn Lewis, who is Chairman of The Queen’s Award for Voluntary Service Committee, said: “I warmly congratulate all of the inspirational voluntary groups who have been rewarded for their community work with a Queen’s Award for Voluntary Service. The judging panel for this year’s awards were struck by the quality and breadth of all the successful Betty Elliott (centre) received the League of Mercy Award for voluntary service assisting in the relief of groups. sickness and suffering, from NI Hospice CEO Heather “The thousands of volunteers who Weir and Belfast Lord Mayor Brian Kingston. give up spare time to help others in their community and to help solve problems demonstrate the very best of upon diagnosis of a life limiting or end of life democracy in action.” condition. Our volunteers give their time Cllr Billy Webb, NI Hospice Chairman, so generously and with such dedication, commented: “On behalf of the board of that we now rely heavily on this team to Trustees of Northern Ireland Hospice, I am enable us to care for over 3500 per year. delighted that our outstanding volunteers Our volunteers are reliable, compassionate, have been awarded with such a prestigious dedicated and loyal and for these reasons accolade. Day in, day out, across Northern and many more, we extremely proud that Ireland, our 1500 volunteers help to support they have been recognised in such a high babies, children, young people and adults profile way.”

NI Chamber 31

news

ETIHAD AIRWAYS GOES DOUBLE DAILY FROM DUBLIN to abu dhabi YEAR-ROUND

tihad Airways is launching a second daily flight from Dublin to Abu Dhabi which increases frequency on the route to 14 flights a week, effective from 1 April next year. The second daily operation, from the beginning of the Summer 2017 season, coincides with the Abu Dhabi-based carrier’s 10th anniversary of flying to the Irish capital. Operating with a two-class Airbus A330-200 offering 22 Business and 240 Economy Class seats, the extra daily service will give guests more travel options at convenient timings, and greater connectivity to key markets across the Middle East, Africa, Indian subcontinent, Asia and Australia. Business and leisure travellers will be able to enjoy double daily connections via Abu Dhabi to several key destinations, including Sydney, Melbourne, Perth, Mumbai, Delhi, Cochin, Bangkok, Kuala Lumpur and Manila, and daily connections to markets such as Brisbane, Perth, Beijing, Tokyo and Phuket. Kevin Knight, Etihad Aviation Group Chief Strategy and Planning Officer, said: “We are delighted to announce the Dublin

frequencies moving from a seasonal double daily to twice-daily year-round service. This is a commitment to the Irish market and demonstrates our confidence to dedicate capacity throughout the year on a route that has enjoyed tremendous support from travel partners. It also reflects our strategy to offer more flexibility, greater convenience and increased choice.” As a result of improved infrastructure at Dublin Airport, Etihad Airways will switch its existing Dublin flights from Terminal 2

to Terminal 1, starting 24 January 2017. The move follows extensive investment in passenger and retail facilities in the terminal by airport operator DAA. Vincent Harrison, Dublin Airport Managing Director, said: “We have been improving the departures and arrivals areas in T1 and have also recently enhanced the boarding gate facilities and the retail experience. We look forward to welcoming Etihad to its new Dublin home from early next year.”

Digital Practice with an Eye to the Future More and more of our small and medium-sized clients are looking at ways to run their business better and faster. They want access to real-time financial information about their business which they can share with us, their accountant, to enable them to make proactive decisions about the future of their business. With HMRC introducing its ‘Making Tax Digital’ initiative with a requirement to report business income and expenditure quarterly instead of annually, small business owners should be looking at how to access their financial information and reporting more efficiently. Daly Park has partnered with Xero Online Accounting, a cloud-based accounting software that brings all of a business’s financial information into one simple, secure and easy to navigate space. Xero is accessible from any internet-enabled device – your smartphone, tablet or PC – with all data

automatically backed up and accessible ‘on the go’. With a range of Add-ons, Xero can be tailored to the specific needs of an individual business. With Xero you can: • Log in anytime, anywhere to view up-to-date financials – bank balances, bills, invoices and add new transactions with a click • Integrate with your bank to view statements and allow easy reconciliations • Get paid faster with online invoicing and invoice reminders sent to prompt customers to pay • Manage your cashflow by scheduling payments and batch-paying suppliers • Have a guaranteed flat monthly subscription which covers unlimited users and on-going free upgrades Give Maria Evans a call on (028)3832 4924 or send her an email at maria@ dalypark.com to discuss your business needs and set up a demonstration.A

Maria Evans BSc ACA Chartered Accountant.

Chamber chief’s

From networking events to meetings with government ministers and in-camera dinners with leaders in business, the hectic round of activity spearheaded by NI Chamber for the benefit of members never stops. NI Chamber Chief Executive Ann McGregor gives a taste of what’s taken place recently with a picture gallery over the following pages.

rexit and its impact on NI Chamber members continues to dominate our talks with businesses and politicians at the highest level. We took part in a private round table at Number 11 Downing Street with the Chancellor of the Exchequer Philip Hammond, we participated in the all-island civic dialogue with the Taoiseach Enda Kenny in Dublin and we also engaged with the Secretary of State James Brokenshire in Belfast for the inaugural meeting of a new Northern Ireland Business Advisory Group designed to ensure the region’s interests are fully represented in forthcoming EU exit negotiations and that the voice of its businesses continues to be heard.

Chamber in partnership with SSE Airtricity hosted a private dinner at Belfast’s Merchant Hotel at which First Minister Arlene Foster and deputy First Minister Martin McGuinness addressed prominent members of the business community and emphasised the crucial role of businesses in growing the local economy. Their wide ranging discussion with members also covered other issues impacting the Northern Ireland economy including the Programme for Government, attracting Foreign Direct Investment, infrastructure investment and an update on Corporation Tax.

Ann McGregor (NI Chamber), deputy First Minister Martin McGuinness, Andrew Greer (SSE Airtricity), First Minister Arlene Foster and Nick Coburn (NI Chamber). Phillip Hammond.

We have also taken part in a number of sub-committee meetings relating to the Advisory Group. Meanwhile, NI Chamber’s latest Quarterly Economic Survey sets out starkly the concerns of our members over Brexit with uncertainty amongst businesses around growth prospects further intensifying and confidence around turnover and particularly profitability falling. Furthermore, recruitment intentions are lower and investment intentions have taken a significant hit. Staying with leading political figures, NI

34 NI Chamber

We always like to see business success and are delighted that seven companies from across Northern Ireland have been crowned winners of NI Chamber’s Business Awards for 2016. They will now compete with other regional winners in the national finals in a bid to win the top UK business accolade in their category and a chance to be named as overall winner. We wish them well in the finals. The autumn/winter session has been, as usual, extremely busy on the events front. Our Annual Networking Conference and Business Showcase at St George’s Market in Belfast with headline sponsor Abacus, saw more than 800 members of the business

community gather to hear keynote speaker Stefanos Loukakos, Director of the Small Medium Business team for Europe, Middle East and Africa (EMEA) at Facebook talk about the growth of digital media. The conference was designed to give companies from across Northern Ireland the opportunity to meet, engage and participate in networking activities aimed at creating new business connections. It also featured a large market place with over 100 companies

Justin Rush (Abacus), Ann McGregor (NI Chamber and Stefanos Loukakos (Facebook).

exhibiting their products and services, showcasing the best of Northern Ireland business. Then it was time to lineout at the Kingspan Stadium for an event headlined as ‘The Business of Sport’ with Ulster Rugby Chief Executive Shane Logan, members of the Ulster Rugby team and Peter Russell,

Jared Payne (Ulster Rugby), Peter Russell (BT NI), Ann McGregor (NI Chamber), Andrew Trimble (Ulster Rugby), Shane Logan (Ulster Rugby) and Tommy Bowe (Ulster Rugby).

chamber chief’s update General Manager BT Business NI – himself a former Ireland rugby international. It was an inspiring event at which guests heard about prowess in sport and business. Staying with sport and NI Chamber’s Annual Golf Day at Royal Belfast saw teams and individuals swing into competitive action on the green. It was a particularly special event this year as the winner’s trophy was donated by Forde May Consulting in memory of the late Dr Forde May. Lifting the Forde May Consulting Perpetual

The Forde May Consulting Perpetual Golf Challenge trophy.

Golf Challenge trophy on the day was Jonathan Stockton. For the final Growing Something Brilliant Leadership event in the 2016 series, members heard from the inspirational Anne Heraty, Chief Executive Officer of Cpl Resources plc. Anne established Cpl Resources plc. in 1989 and as Chief Executive has played a

key role in developing it into Ireland’s leading employment services company. Over 8,000 people work on behalf of Cpl on client projects worldwide, through a network of 36 offices across ten countries. At the Life Centre in Belfast, Anne was joined by Jim Dollard, Executive Director, Electric Ireland and John Healy, Managing Director, Allstate NI for a panel session exploring the current economic challenges facing businesses. Looking ahead and we are thrilled that Hollywood Producer Mark Huffam will be the guest speaker at NI Chamber’s annual President’s Banquet in December. Huffam, who hails from Antrim, has produced a number of television shows and films including Saving Private Ryan, Mamma Mia, the Martian and the first series of Game of Thrones. The gala event, a highlight of the business calendar every year, will take place at Belfast Waterfront Exhibiton Centre on Thursday 1 December 2016. The event is supported by NI Chamber’s Communications Partner BT and supporting sponsors Armagh City, Banbridge and Craigavon Borough Council, Power NI, and Tughans. Finally, NI Chamber members will have received, by now, their invite to the launch of Learn, Grow, Excel – a series of new business growth initiatives by NI Chamber aimed at helping companies scale up and grow through exports. We look forward to seeing you at the launch at the Kingspan Stadium in Belfast on 24 November for what will be an insightful and dynamic event. *NI Chamber’s Quarterly Economic Survey - See page 44 - 45.

Accounting Magic Beans MB McGrady and Co Agri Foods Genesis Crafty Business Services Bob Cairnduff Photography Cobra Security Go Box Self Storage Ltd McGowans Print Repair Lounge Computer & Related Services Atos Electricity,Gas & Water Supply Re-Gen Waste Limited Facilities Management Atlas World Green Sectors Lightsource Renewable Energy Manufacturing E McIntyre & Sons McCue Crafted Fit Stephen Blakely Design Marketing digiShare360 The Right Words Pharmaceutical Clonallon Laboratories Professional Services E R Media Ltd (Need a print) Transport All Ireland Chauffeur Service Intertoll Europe * To become a member of NI Chamber join online at www. northernirelandchamber.com or phone the membership team on 02890 244113

Ann McGregor (NI Chamber); Jim Dollard (Electric Ireland), Ann Heraty (Cpl) and Ellvena Graham (NI Chamber).

NI CHAMBER MEMBERS UPGRADING TO CORPORATE LEVEL

Electricity, Gas & Water Supply Budget Energy Firmus Energy

Our Corporate members represent the leading companies in Northern Ireland who help drive the development of the economy.

Professional Services Forde May Consulting Ltd.

Business Services - CBRE NI Ltd. Education - Open University

NEW MEMBERS

New Corporate Members: Business Services Metro Surveillance Group Ltd. Professional Services - Vistage NI

NI Chamber 35

FIRMS SCOOP NI CHAMBER AWARDS

Representatives from companies crowned winners and those who were highly commended in the Northern Ireland Chamber of Commerce and Industry’s Chamber Business Awards for 2016 at the awards ceremony.

Seven companies from across Northern Ireland have been crowned winners of the Northern Ireland Chamber of Commerce and Industry’s Chamber Business Awards for 2016. The winners will now compete with other regional winners in the national finals in a bid to win the top UK business accolade in their category and a chance, as overall winner, to open the London Stock Exchange in early 2017. NI Chamber has announced the following firms as the Northern Ireland winners for 2016: • Cloughbane Farm Foods • Allstate NI • McElmeel Mobility Services • Bloc Blinds • Moy Park • MJM Group • Belfast Metropolitan College (Springvale Campus) 36 NI Chamber

The national winners will be announced at a ceremony at the Chamber Awards Gala Dinner on 24 November 2016 at the Brewery in London. The Chamber Awards is a highlight of the business calendar, showcasing the pivotal role local businesses play in the UK’s continuing growth story. Nick Coburn, President of Northern Ireland Chamber of Commerce and Industry (NI Chamber) said: “Businesses are the driving force of the UK economy and they deserve recognition for the crucial role that they play. “Our judging teams across the country are consistently impressed by the number of high calibre entrants in the awards, and this year’s competitors are no different. The creativity and determination shown by these businesses

is a source of encouragement, knowing that the Northern Ireland economy is being driven by such hard-working and talented professionals. “It’s important that we recognise and celebrate these businesses and ensure that we can provide the support and assistance they need to help them realise their growth ambitions. I wish them well as they go into the UK finals with a sense of pride in what they have achieved to date.”

Highly Commended awards were also claimed by CDE Global (Export Business of the Year); Flint Studios (Small Business of the Year); Oasis Travel (Excellence in Customer Service); PKF-FPM Accountants (Commitment to People Development) and WIS Group (High Growth Business of the Year).

THE WINNERS

1. Best use of Technology – Allstate NI. 2. Education and Business Partnership – Belfast Metropolitan College (Springvale Campus). 3. Export Business of the Year – Bloc Blinds. 4. Small Business of the Year – Cloughbane Farm Foods. 5. Excellence in Customer Service – McElmeel Mobility Services. 6. High Growth Business of the Year – MJM Group. 7. Commitment to People Development – Moy Park.

NI Chamber 37

NETWORKING CONFERENCE AND BUSINESS SHOWCASE WITH FACEBOOK

1. 1. Over 900 people attended the Networking Conference and Business Showcase at St George’s Market in Belfast. 2. Shauneen McConville and Paul McKeown (TR Logistics Group) were among 120 NI Chamber members who showcased their businesses at the event. 3. Stefanos Loukakos, Director of the Small Medium Business team for Europe, Middle East and Africa (EMEA) at Facebook provided the keynote address. 4. A number of panel sessions took place at the event facilitated by broadcaster Jim Fitzpatrick (right). 5. Facebook’s Stefanos Loukakos attracted a huge audience. 6. Brian Telford (Danske Bank); Majella Barkley (The Innovation Factory); Justin Rush (Abacus); Stefanos Loukakos (Facebook) and Naomi Waite (Tourism NI).

5. 38 NI Chamber

Sports Business Breakfast 1.

1. Ulster Rugby’s Jared Payne, Tommy Bowe and Andrew Trimble joined Peter Russell , General Manager BT NI and Ulster Rugby’s CEO Shane Logan for a Q&A at the ‘Business of Sport’ event held at Kingspan Stadium. 2. Andrew Trimble joined guests at the table. 3. Peter Russell, General Manager BT Business NI, himself a former rugby international interviews Ulster Rugby CEO Shane Logan. 4. Capturing the event for social media. 5. Ian Stuart of PwC with Ulster Rugby’s Jared Payne and Andrew Trimble.

NI Chamber 39

ANNUAL GOLF DAY

2. 1. The D.C. Corr & Company team. 2. The Traction Finance team. 3. The Kennedy Recruitment team. 4. Gerry May (Forde May); Jonathan Stockton (Willis Towers Watson), the individual prize winner, was presented with the Forde May Consulting Perpetual Golf Challenge trophy by Valerie Reid (Forde May); Beth McMaw (Forde May) and Ellvena Graham (NI Chamber). 5. The BT team. 6. The Enterprise Rent-A-Car team who came third in the four ball.

3. 4.

40 NI Chamber

7. 7. The Agnew Corporate team aided by former Ulster and Irish Rugby star Stephen Ferris (second left). 8. Gerry May (Forde May) with Kris Mullan (Survitec) and Cyril Stocker (Survitec). 9. The Willis Towers Watson team who were runners-up in the four ball. 10. The 1080 team. 11. Ian McIntyre, William Kirby and Alan McVey playing in a 3 ball. 12. The Nectar International team.

10.

12.

11.

NI Chamber 41

NEW ENERGY FORUM TO POWER AHEAD WITH CRITICAL ISSUES

orthern Ireland Chamber of Commerce and Industry, in partnership with System Operator for Northern Ireland (SONI), has launched a new initiative aimed at providing a bridge between energy providers and large energy users in Northern Ireland. ‘The Energy Forum’ is a direct response to the Ministerial Energy & Manufacturing Advisory Group report from earlier this year which highlighted the need for businesses to engage in the upcoming changes to the energy market. Meeting four times a year, the forum will provide a platform for the sharing of best practice on energy efficiency and inform businesses of significant changes ahead including the progress of the North South Interconnector, uncertainties surrounding Brexit and new market arrangements which will emerge with I-SEM in 2017. Commenting on the initiative, Ann McGregor, Chief Executive of NI Chamber, said: “Energy costs are frequently cited by our members as one of the biggest barriers to business growth. This is a real challenge to our competitiveness and needs both government and the private sector to work together to address. “The Energy Forum therefore seeks to

42 NI Chamber

share best practice on energy efficiency and to inform businesses of significant changes ahead, including securing critical planning permission for the North South Interconnector and I-SEM (Integrated Single Electricity Market), which will change the way electricity is traded and generating capacity managed.” The forum is held in partnership with SONI, the licensed independent electricity Transmission System Operator (TSO) who, in conjunction with EirGrid, is the Market Operator (MO) of the Single Electricity Market (SEM). Natasha Sayee, Head of Public Affairs at SONI, said: “As operator of the high voltage grid, one of our vital functions is to ensure the Northern Ireland economy has the power it needs for growing our local businesses and for attracting foreign direct investment – making sure the power is there where and when it is needed. To do this we have to strengthen the grid through projects like the North South Interconnector which is undoubtedly the single most important infrastructure project on the island today. “Working with the business community, understanding their needs and helping them to become aware of the key role we play is essential to us. We are delighted to be partnering

Ann McGregor (Chief Executive of NI Chamber) and Natasha Sayee (Head of Public Affairs at SONI) launch the Energy Forum - a new initiative aimed at providing a bridge between energy providers and large energy users in Northern Ireland.

with NI Chamber in navigating the business community through a time of real challenge and change for the energy sector and in developing a collaborative approach as we work towards a brighter future for business in Northern Ireland.” Speaking at the first event, which took place recently at the offices of Pinsent Mason in Belfast, were Ton Van Keken, Senior Vice President of Operations at Interface in Europe and Dr Patrick Keatley from Ulster University. Highlighting an “unclear picture” for future energy prices, Ulster University’s Dr Keatley, a Research Fellow in energy storage integration said: “While electricity costs for domestic consumers are comparatively low, our largest energy users face prices which are among the highest in Europe. The interaction of factors that influence the cost of energy in a small, isolated power system like ours are complex and confusing. Add to this the uncertainty surrounding Brexit and the new market arrangements which will emerge with I-SEM in 2017, and the picture for future energy prices is even more unclear.” • See pages 46 & 47 - SONI’s Natasha Sayee on the North South Interconnector

columnist

STAYING CYBER SECURE An increasing number of firms are investing in security measures as data breaches continue to escalate. Sinead Dillon, Principal Consultant, Fujitsu explains why staying ahead of threats is paramount.

ata breaches are inevitable for almost every organisation, regardless of sector, and they are increasing in both regularity and size. With a report by accountancy firm Grant Thornton revealing cyberattacks are costing the Northern Ireland economy almost £100 million a year, the importance of insuring your business against cybercrime is clear. While cyber insurance is nothing new, demand is certainly increasing. Earlier this year Lloyds of London announced a 50 per cent increase in cyber insurance sales during the first three months of 2015 compared to the same period last year. This is likely due to high-profile security breaches dominating the news agenda over the past 18 months. These well published breaches are just the tip of the iceberg with the Office of National Statistics reporting that there were 2.5 million incidents of cybercrime in the last year. Investing in cyber insurance is a positive step towards reducing the impact of a data breach, but it is only one part of a range of security measures that organisations can take. Cyber insurance does not prevent the attack – it picks up some of the fallout costs associated with it. For cyber insurance to be effective and affordable, a company must have a clear understanding of its security architecture and what it requires. Proactive steps therefore need to

be taken before the cyber insurance policy is in place. Business benefit from a ‘cyber hygiene’ check-up to access existing IT infrastructure, which will help identify services that need to be controlled, users that need to be managed, and systems that need to be patched. The cyber check-up should be scheduled routinely to cover the most common flaws in data security. This will also help ensure cyber insurance policy matches the organisational needs. A lack of understanding may result in voiding the cyber insurance policy. Understanding security architecture ensures the risks faced by different business functions and departments are identified. From there, appropriate security controls to protect each part of your business can be implemented. Additionally, businesses should continuously monitor and respond to the threat landscape. It is important to learn from past mistakes and assess how the security architecture can evolve in light of these incidents. With this insight, companies should plan how to recover after an incident – not just a short-term financial recovery, but how to ensure business continuity. A key aspect of cyber security planning is also making employees part of the solution. Security should be embedded in company culture by outlining clear succinct policies. However, not only do employees

need to play by the rules, they also need to be the eyes and ears on the ground – remaining vigilant to any suspicious behaviour and reporting incidents. Even with security policies and processes in place, breaches and attacks can happen. It is imperative to put in a place a solid plan so that all employees understand how to detect, contain and recover from a security incident. Cyber insurance helps mitigate some of the financial impact, but organisations need to be proactive in understanding their security architecture and checking its relevance in the context of today’s threats. Put simply, security threats scale with increasing digitisation of a business. To succeed, businesses need to take more initiative so they can stay ahead of threats rather than respond to them. Northern Ireland has a vibrant cyber security sector with a number of companies including Fujitsu operating in key areas such as application security, fraud detection, security intelligence and compliance. According to the Matrix Digital Report 2016, Northern Ireland is uniquely placed to become a cybersecurity powerhouse given our specialist research clusters and organisations operating in key cyber security domains. As society becomes increasingly digitalised, moving cybersecurity awareness to the top of your business agenda will help protect your assets.

NI Chamber 43

news

Bruises in the Brexit battle

Chris Morrow (Head of Policy at NI Chamber); Ann McGregor (Chief Executive of NI Chamber); Brian Murphy (Partner at BDO) and Maureen O’Reilly (Economist for the QES).

Brexit continues to HURT business confidence and growth in Northern Ireland, reveals NI Chamber and BDO’s latest economic survey.

ncertainty amongst businesses

the same pick up in export sales and orders

whilst just over 2 in 5 believe that costs have

around growth prospects has

as with manufacturers. In fact, services

subsequently risen, particularly raw material

further intensified following the

export balances became negative during Q3

costs for manufacturers.

UK’s vote to leave the EU. That is one of the findings in the latest Quarterly Economic Survey published by Northern Ireland Chamber of Commerce and

meaning that more service sector businesses experienced a decline in export sales and

had limited impact on jobs, both national and

orders than those where exports grew.

non-national, as yet.

Confidence around turnover and

Industry (NI Chamber) and business advisors

profitability growth fell in both sectors in Q3.

BDO.

Manufacturing confidence had been falling

The Q3 2016 results, analysed by NI

• The outcome of the EU referendum has

Commenting on the survey, Ann McGregor, Chief Executive of NI Chamber, said: “This quarter’s survey shows that Q3 2016

since the end of 2015 but fell more steeply

has been particularly challenging for businesses

Chamber economist Maureen O’Reilly, suggest

this quarter, particularly around profitability.

and growth appears to have slowed since the

that whilst the Northern Ireland economy is

Service sector confidence had been improving

EU referendum.

still growing, albeit more slowly, confidence

over the last few quarters but also fell in Q3,

around turnover and particularly profitability

again with greater concerns around profitability

quarter’s figures in isolation, the outcome

has fallen, recruitment intentions are lower and

relative to turnover.

of EU referendum vote, the continued

investment plans have taken a significant hit.

Exchange rates now dominate member

“Although it is important not to take one

uncertainty surrounding it and the sterling’s

On a more positive note, the weak pound has

concerns. In Q3 2016, 53 per cent of

response through depreciation, has had

boosted manufacturing exports and the service

members said that exchange rates were more

a tangible impact on business growth and

sector continues to perform well in the local

of a concern than 3 months ago (41% in Q2).

sentiment.

economy. Following what had been a relatively

NI Chamber’s new quarterly Brexit Watch

“Sterling’s devaluation is a particular concern

focuses on how the process of the UK leaving

for members. It has provided a welcome

positive performance in Q2, most key balances

the EU is impacting on member businesses

boost to exporters but it is putting significant

weakened during Q3 for both manufacturing

in key areas of confidence, investment and

pressure on costs, particularly for local

and services. Ten of the 14 key manufacturing

business growth. The findings of the first

manufacturers. This will impact on businesses

balances deteriorated over the 3-month period

Brexit Watch include:

bottom line and we are already starting to

and 12 of the 14 in services. In manufacturing, the export sales balance

see members’ confidence around profitability • A core of around one third of members

particularly being eroded. It is only a matter

increased from +7% in Q2 to +15% in Q3

have scaled back growth and local investment

of time before this will start putting upward

with a similar improvement in exports orders

plans.

pressure on prices.

(from +7% to +13%). Key export balances

• One in 3 members have scaled back or

have been improving since the end of 2015.

put business growth plans on hold as a result

of movement of goods, services, capital

However, the manufacturing domestic (UK)

of Brexit.

and people within the EU as a top priority.

sales balance (+4%) is at its lowest since Q1 2013 although orders have picked up slightly this quarter (+8% vs. Q2 +3%). Fewer

• Some 25 per cent of members have scaled back/put on hold local recruitment plans.

“Our members consider retaining freedom

Whatever terms are negotiated with the EU it is crucial that tariff and non-tariff barriers are

• There are some businesses planning to

minimised, the skills of existing EU workers can

manufacturers have or expect to expand their

boost business growth plans (14%) as a result

be retained and businesses in Northern Ireland

workforce.

of the EU vote.

are able to attract EU-27 nationals to meet

Meanwhile the service sector while performing well did not however experience

44 NI Chamber

• 1 in 5 businesses have stated that turnover has fallen because of the EU referendum result

future skills needs with minimal bureaucracy, costs or barriers.”

news overwhelming majority were opposed to further increases in university fees for students, with the continued focus on education clearly being seen as critical for the future of our economy.

ANALYSIS By Brian Murphy, Partner, BDO northern ireland

he findings in the latest Quarterly Economic Survey, the first since the UK voted to leave the European Union, are as perhaps to be expected, mixed. While the impact of the result has helped some businesses, it has hit some others negatively. Overall, the general feeling is that it is still too early to say what impact Brexit will have. What is clear though, is that many businesses are adopting a â&#x20AC;&#x2DC;steady as she goesâ&#x20AC;&#x2122;, safety first approach. It is welcome to see that economic growth has continued this quarter, although notably at a lower rate, with manufacturing reporting a more favourable uptake than the service sector. Uncertainty surrounding Brexit is impacting local business confidence, with many putting planned expansion and recruitment on hold. This is understandable, however, it is also reassuring that many respondents stated that they remain optimistic and confident about the future growth of their business in the medium to longer term, once we know what Brexit will look like. It is also encouraging that businesses at this stage are talking about maintaining staffing levels, rather than reducing them. But of more significance is that there are others committed to proceeding with plans to grow their business in Northern Ireland and beyond. Exchange rates dominate concerns for many local businesses with imports becoming more expensive for some in recent months. Given our unique status as the only part of the UK that shares a land border with the Eurozone, it is clear that there have been benefits for many other local businesses that have been able to capitalise on the strength of the Euro against the pound. I have no doubt that, by being proactive and by seizing the exchange rate opportunity, our local traders will benefit over the next quarter from the many more Irish consumers that are expected to travel north for Christmas shopping. When asked about ways for the Northern Ireland Executive to raise additional revenue, a sizeable number considered the devolution of further tax raising powers or the introduction of water charges. Furthermore the

It remains too early to determine what impact Brexit will have and unfortunately this period of political and economic uncertainty is likely to continue for some time. However, whilst we know that business needs certainty and clarity to plan with confidence, the sentiment of our BDO clients is that we cannot and should not be complacent and simply wait for a conclusion to come from the Brexit debate. As exampled by our exporters and retailers, we need to seize the opportunities before us and forge ahead with our own business goals.

KEY POINTS OF THE SURVEY:

NI Chamber 45

Ensuring businesses can power ahead The Northern Ireland Chamber of Commerce and Industry has highlighted the North South Interconnector as among the key infrastructure projects that it wants delivered for the benefit of its members. So what are those benefits? Ambition hears from Natasha Sayee, Head of Public Affairs at SONI (System Operator for Northern Ireland), as the company looks to deliver this vital project.

t SONI we operate the high voltage electricity system, taking bulk loads of electricity from the power stations and making sure it gets to where it is needed. Another key part of our role is managing and developing the grid on which that power flows – and to make sure Northern Ireland’s businesses have the energy they need to expand, the grid needs improvement. The central piece to our development work is the North South Interconnector – an overhead line between Tyrone and Meath,

46 NI Chamber

which will provide a high capacity link between the electricity systems in Northern Ireland and the Republic. It is the number one priority for SONI and we are working with the Northern Ireland Chamber of Commerce and Industry, through our energy forums, through events and through our fellow members, to land our message that the North South Interconnector is absolutely essential to supporting the growth of the Northern Ireland economy. It will ensure that our businesses have the power they need to grow, importantly too it will give confidence to foreign direct investors that Northern Ireland has a secure and

efficient electricity supply. On top of electricity security, the North South Interconnector will enable the Single Electricity Market to function at the highest possible level, increasing competitiveness. We’ve had to limit the amount of power flowing across the border because of the lack of connections north and south, which means the market isn’t operating as it should, this in turn increases the cost of electricity. The need to work around the limits on cross border power flows also has a significant effect on electricity generation. We cannot utilise potentially cheaper electricity produced by some generators in

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NI CHAMBER MEMBERS CONNECTED ON NEED FOR THE PROJECT NAME: David Henry POSITION: Managing Director COMPANY: Henry Brothers FUNCTION: Construction Company “For us electricity supply is everything – we don’t have back-up generators to cover every part of the business. Having security of supply and knowing there is sufficient capacity in the network is essential to us. “The North South Interconnector needs to be put in place as soon as possible. It was already supposed to have been completed in 2017 – the longer it is not in place, the greater the likelihood that businesses may run into trouble if something happens.”

NAME: Neil Collins POSITION: Managing Director COMPANY: Glen Dimplex NI FUNCTION: Design and manufacture of electrical heating products “The North South Interconnector is vital to ensuring that an all-island Single Electricity Market can perform efficiently. As a large user of energy in our manufacturing sites we see the interconnector as a key to allowing more competition that should help pricing in an area that already suffers from high energy costs. “The Interconnector will also provide security of supply providing a link between both parts of the transmission system. An increased capacity for renewable power generation will also be realised by having a bigger grid network that will be able to cope with higher levels of green energy to be consumed.”

NAME: John Toner POSITION: Chairman and Chief Executive Officer COMPANY: Williams Industrial Systems (WIS) FUNCTION: Specialist Engineering Company Robin McCormick, General Manager SONI (centre) with Natasha Sayee, Head of Public Affairs SONI (left) and senior members of the SONI team.

the Republic, instead we have to rely on more locally produced electricity which can lead to higher costs for consumers in Northern Ireland. With the North South Interconnector in place, these bottle necks and inefficiencies will reduce and the savings will start to flow. It is a critical time for the project; we are preparing for the substantive Public Inquiry which is due to begin in February and hope for a planning outcome later in 2017, based on this our timeline for energisation is Q4 2020. The consequences of further delay, or of not going ahead are costly and Northern Ireland customers would suffer. We would encourage our fellow members to continue to vocalise their support for the North South Interconnector – its significance cannot be underestimated, it is the single most important infrastructure project for the island today.

“Northern Ireland suffers from energy poverty, not only affecting households, but also inhibiting commercial and industrial manufacturing growth, and job creation “WIS Group, an SME with more than 30 years presence in Northern Ireland, and having created more than 200 jobs over this period, is absolutely in support of the North South Interconnector. “Furthermore, with Brexit potentially coming into play in less than 3 years, a lack of whole island infrastructure will not only lead to a harder border, but will also restrict opportunities on both sides of the border for the growing clean technology and renewable energy sector.”

NAME: John Mellon POSITION: Managing Director COMPANY: Nitronica FUNCTION: Electronics Manufacturer “We all know that there’s nothing business dislikes more than uncertainty. And yet Northern Ireland’s creaking energy infrastructure and the delay in approving the North South Interconnector is heaping even more uncertainty onto local businesses already beset with confusion over Brexit. “Never mind attracting inward investment, this creates real issues for existing businesses in terms of price and also, fundamentally, in guaranteed continuity of supply. In a post-Brexit world, we need to be at the top of our game to compete globally and we can’t do that without a reliable, competitively priced energy supply. Environmentalists and local residents must be respected, but the health of our economy demands swift resolution.”

NI Chamber 47

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feature DESCRIBE YOUR JOB I work as a Senior Innovation Executive within the business development department of Belfast Metropolitan College. My role involves management of a portfolio of projects primarily focused on supporting local businesses with funding towards research, technical training and resourcing. I manage a team of full time business executives and a framework of part time trainers and am fully responsible for project initiation and managing delivery, quality control, and financial management and reporting. I work at all levels across the College with internal staff to align project delivery and liaise externally with funders, stakeholders and clients. Every day is different, which keeps me on my toes, and I love the variety of my role and the opportunity it brings to learn about emerging technologies and trends across a wide variety of industry sectors. WHAT IS YOUR FAVOURITE PART OF THE DAY? I love coming back into the house in the late evening after the madness of dropping the kids off and collecting them from their activities and sitting down as a family and watching TV or catching up knowing that I do not have to go back out over the door again. WHAT DO YOU DO TO ENSURE A WORK/LIFE BALANCE? As a full time working mum, I know the importance of being in work mentally when you are in work and being at home mentally when you are at home. I try to practise this as best I can and the key for me is planning ahead. I believe it is important to have “me time” so I aim to schedule this into my week. I am fortunate to have a great social circle and active lifestyle, so I try to schedule in time with my husband or friends and time for the gym or a simple walk. I am also fortunate that my parents help me a lot with babysitting and I have great child minder that keeps me from fretting when I am in work. HOW DOES HAVING A CHILD IMPACT YOUR PERSONAL AND WORKING LIFE? I am a trained project manager and I have to use my organisational skills in work and at home to avoid mayhem. I am fortunate my husband does the early school run which allows me to get to my desk earlier and avoid the traffic. I usually know my schedule for the week in advance and aim to have a flexible approach to this as frequently I receive crumpled notes from school bags and am requested to attend meetings or taxi at short notice that I had not planned for. I do find cash never stays in my purse for very long either, as I seem to be

constantly handing out for activities or parties. ARE WORKING MUMS IN GREATER NEED OF STATE SUPPORT THAN STAY-AT-HOME MUMS? I do endorse the Treasury scheme that was introduced in 2013 to provide up to £1,200 of childcare support to encourage female returners and assist families where both parents are working, as the cost of childcare affects the decision for many parents to return to the workplace. Childcare is not only difficult to secure, but also costs are escalating and a tax relief on childcare can have a huge impact especially if you have several children and are working full time. DO YOU THINK YOU WILL ALWAYS REMAIN IN EMPLOYMENT? Absolutely, frequently I dream about retirement and planning my trips abroad and when the day comes minding my own grandchildren; however, I know I will also have the desire to exercise my mind and keep busy. Being a role model for my children is important and if they follow my work ethic I will be very pleased. I hope to have the physical and mental health to give back later in life through volunteer work so as I can share my vision to support entrepreneurship and encourage confidence in children.

mums with power Nuala Kilmartin is a Senior Innovation Executive at Belfast Metropolitan College. She is married to Barry and they have 3 children, Aidan (13), Shane (12) and Emer (8).

NI Chamber 49

columnist

F Blockchain is the new buzzword in technology. But what is it? Richard Houliston, Partner, TLT Solicitors explains.

block power revolution

ew of us have escaped that awkward moment when someone mentions the ‘B’ word. You know the one: Blockchain. It seems to be everywhere, discussed and held up as a shining star in the lexicon of new technology. But what exactly is blockchain and why does it matter? Most people are dimly aware of it, if at all, only in relation to bitcoin digital currency, the ‘virtual money’ we also struggle to grasp. What they may not appreciate is that blockchain is a revolution in the way transactions of all kinds are processed and validated, allowing companies to make them transparent and instantaneous on a distributed network of computers without needing a central single authority, such as a bank. This offers many advantages, not least of which is speed. It also ends reliance on a single clearing house to process and record what has taken place. In other words, it cuts out the middleman, with all the delays, foibles and problems that can involve. Many major financial institutions and quite a few firms are now trialling blockchain technology, which is itself evolving all the time, to speed transactions and cut costs. Blockchain also reduces fraud, which is an increasingly important issue in the digital age. Think of it as a super-secure social media. Once an encrypted transaction is recorded and distributed, it is very hard for anyone to change or remove the information because the original record is so widely dispersed. Electronic alarm bells would soon be ringing if anyone did. Another way to think about it is to imagine your initial blockchain transaction as a brick. Every other computer in the network, which can be closed or open, knows straight away what that brick looks like. If anyone wants to add to that brick, or change it, the entire network will look at the proposed new brick and decide whether it resembles the earlier ones and whether to permit the transaction. So, blockchain ensures that only when the identifying information matches is a new transaction approved. The whole idea is, of course, underpinned by computer speeds and cryptography to keep

information secure. But perhaps the most important point about blockchain is not what it is, but what it might do. We are still in the very early days of its development. Venture capitalists and banks are already quietly looking at applications, particularly around identity management and contracts. It may also help in processing the mountain of information likely to come as the ‘internet of things’ gains momentum with more and more devices gathering and acting on data.

Blockchain has an image problem, too, which will need managing. Its reputation is coloured by the impression many have that bitcoin, its main current application, is viewed by regulators, fairly or unfairly, as a way to hide financial transactions from tax authorities or fund illegal activities on the so-called ‘dark web’. There are many recent examples in Northern Ireland and beyond of cyber criminals demanding payments in bitcoin to take advantage of the anonymity such currency gives.

The UK’s Actuary’s Department said this month that it could see a role for blockchain in transforming the administrative systems used in financial services. Firms currently keep contractual records on a central, and private, database. A system based on blockchain, the actuaries suggest, would allow more parties to be involved in tracking every step of an activity. They also noted that the technology could speed up and reduce the cost of trading financial securities. There are issues around privacy and security which will need to be addressed as blockchain grows and applications are found. But these are already being rehearsed through wider data protection requirements, so should be manageable.

However, blockchain’s association with bitcoin will no doubt diminish over time and any negative impressions will probably change as new applications are developed. Belfast is also quickly becoming a specialist hub for blockchain. Rakuten, the Japanese e-commerce company, recently opened its Rakuten Blockchain Lab in Belfast to develop applications in the fintech and e-commerce sectors and PwC has established a dedicated blockchain team in its Belfast Office. So this is an area of expertise that Belfast can build a leading edge on. But wherever it ends up, the idea of a secure digital ledger recording ownership through a shared platform looks like becoming a permanent fixture in our business lives – whether we understand it or not. • See Tech Scene Round Up on page 56

50 NI Chamber

Automation and Access Control for Doors, Gates, Turnstiles and Car Parks.

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feature feature

Out of this world A galaxy of opportunities in the space sector is about to lift off with a major investment in a new facility at Thales in Belfast as Adrienne McGill hears from the company’s General Manager Philip McBride.

hales in Northern Ireland is boldly going where no other European missile defence company has gone before – into space. The Belfast operation of the French owned company is to build the next generation of electric propulsion systems to power satellites capable of going into high orbit for the European Space Agency (ESA). Thales hopes the electric propulsion technology, which will be developed in Belfast in a £6 million investment, will be a game changer for the satellite industry. The technology reduces the mass of the propulsion system enabling the payload spent on fuel to be cut by a factor of five, which ultimately should enable satellites to be put into orbit more cheaply and be kept there for a longer period. It is a significant move for Thales in Castlereagh which is a defence company and a leader in the development and integration of missiles, weapon launcher, radars and battlespace management systems. Recently the company secured a major multi million pound orders for the weapon systems from the Malaysian and Thai armies. Thales is understood to have chosen Belfast ahead of a number of its other European venues for the investment. Star guest at the announcement of the new venture Astronaut Tim Peake, who

52 NI Chamber

spent the first six months of this year aboard the International Space Station, officially opened the new manufacturing facility last month where the advanced electric propulsion systems will be built within Thales’ existing plant in Belfast. The facility is part of an investment programme by Thales to expand space design and manufacturing in the UK, after the company formed Thales Alenia Space in 2014. Thales UK plans on increasing their staffing levels in the UK from 150 employees up to 350 within two years and some of these jobs will be based in Belfast. Philip McBride, General Manager of Thales in Belfast says: “It is because of our specialist capability in manufacturing and engineering that Thales Alenia Space, the biggest satellite manufacturer in Europe, decided to move a portion of their propulsion system manufacture to Belfast. “The technology behind the engines is highly advanced. Once a satellite goes in space it has a tendency to fall back to earth – so the issue is how do you keep it in orbit? You need thrusters on the satellite to do this and we will be manufacturing them for Thales Alenia Space who will then build a satellite around the thruster system and put it into space. This is a totally new move for Thales in Belfast.”

The decision to invest in space engineering and manufacturing in the UK is partly due to the government’s efforts to promote the industry. “In the last couple of years the Government through the UK Space Agency, has put a lot of money into space and technology,” says Mr McBride. “European companies are looking at the UK at the moment as a place to win contracts for space business because the UK Space Agency is investing in the sector in the UK.” The company plans to build up to four geostationary satellite propulsion modules each year at the facility. “Not every machining company can work at the tolerance level that we can. Our work involves high precision and our products have

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Thales General Manager in Belfast Philip McBride with Astronaut Tim Peake and First Minister Arlene Foster at the investment announcement.

to work first time every time,” says Mr McBride. “If you have a satellite in space for 15-20 years you have to absolutely guarantee that when you activate the electric thruster, it is going to work. It involves supreme reliability, precision and capability – that is why agencies engage with a company like us. “We will be using exactly the same levels of precision that we use in the manufacture of our weapon systems. “There are different types of satellite systems but we have contracts for communication satellites – the type that run broadband streaming. They stay at 22,000 km above the earth in the same position. “This development is here for the long term. Satellites are used in space for a wide range of purposes – there are geo-stationary communication satellites, satellites looking at weather patterns and maritime surveillance etc. The investment that has been made in plant

and equipment will allow us to manufacture thruster systems for the long term. “In space you want to have as low a mass as possible because the more mass that takes off from the earth, the more fuel you need to get into space. We have been looking at different manufacturing techniques and materials to make the component structures lighter whilst retaining strength. “A lot of the processes are common between manufacturing missiles and manufacturing the thrusters but what we will be doing will grow the skill set of our employees. Rather than having people who simply understand missile processes, they will gain a new skill set around space technology, materials and protocols. “We will be a unique manufacturer in the UK for electric propulsion systems. There will be no other site in the UK that can do what we are doing. The new facility is fantastic

for the business because we are diversifying and that is important.” Mr McBride, is also Northern Ireland Council Chairman of ADS Group, the trade association for the UK’s Aerospace, Defence, Security and Space industries, which has a strategy to grow the sectors in Northern Ireland to reach a collective turnover of £2 billion annually. There are already 70 ADS member companies contributing £1.3 billion to the local economy. “The outlook for the defence, security and space sectors growing in Northern Ireland is very good,” says Mr McBride. “We have a strategy to double the revenue from £1 billion to £2 billion and to grow the number of jobs from 8,000 to 12,000 and have already gone some way to achieving this. The future is hugely exciting and bringing more space activity to Northern Ireland is very dramatic.”

NI Chamber 53

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SUPER SIX

The things I’ve learned in business Karl Ruddle heads up leading architectural practice HLM in Ireland. Offering architecture, interior design, landscape architecture and sustainability consultancy. This award-winning practice has a dedicated team of experienced and passionate people who champion strategies for sustainable design. Karl has been with the company since 2005 and has been the Ireland lead for eight years. HLM has offices throughout the UK in Belfast, London, Cardiff, Glasgow, Plymouth, Sheffield as well as in South Africa and United Arab Emirates. HLM has completed successful projects in Ireland, GB, as well as international projects. 1. Invest in your people Investing in people is vital. I have seen first-hand how this benefits the business but staff too. This improves knowledge and confidence and can lead to greater job fulfilment. At HLM, employee development is core to our business and testament to this is our Academy which was set up to create a continual learning environment and personal development for all our people. 2. Be ambitious and take risks A company cannot grow without being ambitious taking risks to achieve its goals. This approach has been integral to our international expansion over the years. Pushing yourself and thinking strategically develops you as a progressive thinker and differentiates you from the competition. Taking measured risks to reach your goals is vital; pushing yourself and at least trying something is better than asking yourself years later ‘what if?’ 3. Encourage teamwork Having people around you that you can rely on is vital to the overall success of a business. I am fortunate to have a great team around me working to the highest standard and also challenging the status quo to ensure we remain at the top of our game and thought-leaders within our industry. 4. Never settle for less than your best Our strong focus on design quality is unwavering. Always seeking to improve our work, try new approaches and enhance our offering. We are committed to add real value at every stage of the project for our customers coupled with our commitment to understanding our customer’s specific requirements on every project. Not only does this give us tremendous pride in our work but customers’ expectations are exceeded ensuring we are the first people they call for future projects. 5. Celebrate success It is important to celebrate and recognise success in order to learn from it and repeat it in the future. HLM has won numerous awards, most recently, the UK Passivhaus Rural Award. In my experience, once people get the taste of success, they will want to experience that feeling more and more. Recognising a job well done is a great way to motivate people and encourage a productive working environment. 6. Stay a step ahead Continually evolving our service or product, implementing the latest technologies and encouraging the development of subject matter experts or thought-leaders within a business can pay great dividends. Our ongoing investment in research and development keeps us at the forefront of the industry. The design industry is one that is fast moving where factors such as sustainability and digital construction are everevolving, therefore ensuring you never become complacent, is key.

news

Word from brussels AMBITION LOOKS AT RECENT DEVELOPMENTS BETWEEN THE EU AND THE UK AS PLANS FOR BREXIT TAKE SHAPE.

JUNCKER SETS OUT “POSITIVE AGENDA” FOR EU’S FUTURE European Commission President, Jean-Claude Juncker, delivered his annual State of the European Union address to the European Parliament on 14 September. In his speech, President Juncker referred to the UK vote to leave the European Union and said: “We respect and at the same time regret the UK decision. But the European Union as such is not at risk.” He added that relations with the UK would remain on a friendly basis, but “only those who accept that there will be free access for persons and goods can have unlimited access to the internal market. There can be no ‘à la carte’ access to the single market.” President Juncker also said: “The next twelve months are decisive if we want to reunite our Union” and that while every Member State “had been affected by the continuing crises of our times”, Europe remained “a beacon” to much of the outside world. He referred to European values of peace, solidarity, human rights and to the basic principles of a fair playing field – including fair taxation levied where profits are made – for business large and small and a fair deal for working people: “Europe is not the wild west, but a social market economy.” The Commission President called on Member States to support stronger measures to stand up for the steel industry. EUROPEAN COMMISSION SETS UP UK TASK FORCE LED BY MICHEL BARNIER Following the appointment in July of Michel Barnier as Chief Negotiator in charge of the UK negotiations, the European Commission recently set up a Task Force to prepare and conduct the negotiations with the UK. As Head of the Article 50 Task Force, Mr Barnier will report directly

to President Juncker and will be supported by a team of Commission experts. He will also be advised by a group of European Commission Directors-General dealing with issues relevant to the UK negotiations. The Article 50 Task Force will be in charge of preparing and conducting the negotiations with the UK and will coordinate the Commission’s work on all strategic, operational, legal and financial issues related to these negotiations. It will be able to draw on policy support from all Commission services. The European Commission also appointed Sabine Weyand, who was Deputy Director-General in the Commission’s Trade department, as Deputy Chief Negotiator on 1 October. President Juncker said: “This new Task Force will be composed of the Commission’s best and brightest. They will help Michel Barnier to conduct the negotiations with the United Kingdom effectively, benefiting from the deep knowledge and rich experience available across the whole Commission. Together, Michel and his team will live up to this new challenge and help us to develop a new partnership with the United Kingdom after it will have left the European Union.” Michel Barnier, as Chief Negotiator, took up his duties on 1 October 2016. JULIAN KING APPOINTED NEW COMMISSIONER FOR SECURITY UNION On 19 September 2016, the Council, in agreement with the President of the European Commission, appointed Julian King, from the UK, as the new Commissioner for Security Union. The appointment applies for the remainder of the current term of office of the Commission, which ends on 31 October 2019. Julian King is a British national and has been UK ambassador to France since January 2016. He replaces Jonathan Hill who resigned on 25 June 2016.

NI Chamber 55

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tech scene round up Banks hooking up with blockchain solutions, cashless payments overtaking the use of notes and Google versus Facebook in the battle for VR supremacy, it’s all happening in the tech world as Phil Hoey from Sync NI reveals.

Banks are getting quite a taste for the blockchain Bitcoin rises, and bitcoin falls, but no matter what entrepreneurs and technologists think of the cryptocurrency first launched by the shadowy figure known as ‘Satoshi Nakamoto’ in 2009, it’s bitcoin’s distributed ledger, the blockchain, that is starting to get banks in the UK and Ireland (and further afield, of course!) rather excited. According to new research from IBM, 15 per cent of banks intend to have implemented full-scale, commercial blockchain solutions as early as 2017, while three quarters expect to have full blockchain solutions in production within the next three years. While many people don’t see banks as pioneers and risk-takers when it comes to technological innovation, the reason so many banks are getting a taste for the blockchain is actually fairly simple – in areas such as the settlement of financial transactions the introduction of a distributed, blockchain-based financial ledger could substantially reduce both the risk of error, the time taken for error checking and the cost involved for both.

Google muscles in on Facebook’s Oculus Rift When Oculus Rift’s Kickstarter campaign took the tech world by storm in 2012 it helped to put Virtual Reality on every multinational technology company’s radar…not least Facebook, which bought Oculus Rift for a cool $2 billion less than 2 years later, long before a consumer version of the startup’s VR head-mounted display was released. Now Google, a company that has gone up against Facebook on more than one occasion, is muscling in on the social network’s virtual reality turf. Google has revealed the details of its Daydream View, a fully-functional virtual reality headset that will be available from November at a fraction of the cost of Facebook’s Oculus Rift – around £70 for the Daydream compared with £550 for the Oculus Rift. Unlike the HTC Vive and the Oculus Rift, Google’s VR headset has another selling point beyond its low price – a slot in the Daydream View will allow compatible Android smartphones to be inserted into the virtual reality headset, opening up a vast library of smartphone-based VR content to Daydream users. While the Oculus Rift (and to a lesser extent the HTC Vive) has had a bit of a head start in the VR market, by offering consumers a large, ready-togo library of virtual reality apps, games and video content Google’s new VR headset could just begin to push ahead. Watch this (virtual) space.

Want to be the first to find out what’s happening in Northern Ireland’s tech scene? Stay up to date with www.syncni.com or follow us on Twitter @syncni

Will bank cards soon be a thing of the past? Data from the Payments Council last year revealed that cashless payments have now overtaken the use of banknotes and coins in the UK, with debit card and credit card transactions representing the bulk of those cashless payments. However, the recent Digital Payments Survey from Visa revealed that as a growing number of Point of Sale terminals are able to handle contactless payments, 54 per cent of consumers

56 NI Chamber

in Europe now regularly use their mobile phones instead of their bank cards to make contactless payments. As contactless payment technology becomes increasingly ubiquitous (according to data from the UK Card Association 218.9 million contactless card transactions were made in the UK in June alone), is it possible that mobile payments are about to do to plastic what plastic did to cash?

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columnist

holy cows

In India, cows are seen as sacred animals and are considered more important thaN women. Ian Rainey, current CEO of MSL Executive Recruitment and Former International Banker, LOOKS AT THIS BIZARRE INEQUITY.

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he photograph on the right, which was taken in the 1980s, shows me outside the gates of the Syndicate Bank in Madras (when I used to have black hair) and illustrates the place the cow has in Indian society. I was well enough aware of the rules to know that there was no way I could disturb them. It was only when some of the staff saw my predicament that I was rescued by one of them who took me around the back door to meet their Head of International. I was there to show him how my American Bank could pick up his export documents in Madras and give him credit in New York within 48 hours. I could do this for any bank in Asia but I never catered for the delays that might be caused by the sacred cows. In February this year, the western State of Maharashtra passed new legislation which made the penalty for eating steak five years’ punishment. This was in contrast to two years for manslaughter (of a male or female) and more surprising the penalty for marital rape did not provide any incarceration whatsoever. This is quite amazing when it is noted that there were 300 cases of rape and 500 cases of molestation of women in the first two months of 2016 alone in the capital, Delhi. In the state of Maharashtra there were some 1,585 reported rape cases in the first five months of 2015 – thus the numerous newspaper articles in the Indian Press claiming that the Government regarded cattle as more important than women. India is a fascinating country where things are certainly different. One in every six people in the world lives in India which has a population of 1.3 billion. Twentyfive per cent or almost half a million people belong to scheduled castes or, in our language, are the ‘untouchables’. Regardless of what academic level they achieve in life they cannot escape being part of the caste system. The Times of India on Independence Day, 15 August, wrote about a young man Quindra Pal, a Dalit man or untouchable who is still forced to work as a “chamar” or those whose job is to skin dead cows, even though he has a doctorate in history. All

Indians whether Christian, Muslim, Parsi, Buddhist, Jain or Hindu carry some vestiges of the caste system in them. The caste prejudices manifest themselves most clearly in the matrimonial newspaper columns, where prospective brides and grooms are sought for traditional marriage alliances. Caste and skin colour are the most important criteria for admitting a woman into that most intimate circle, the home and the family. The women who will bring forth children to populate the line must almost always be fair skinned and of the same caste. Exceptions to this rule are very rare. India is home to some 200 million cows and more than 100 million water buffalos. India now rivals Brazil and Australia as the world’s biggest exporter of beef. But the beef is almost entirely buffalo meat not cow meat. The Indian dairy industry at the same time produces 60 billion litres of milk per year which represents a fifth of the world’s milk and is increasing by approximately 15 per cent per year. A fascinating interview in the Indian Daily Express was given recently by Shankar Lal, an ally of the Prime Minister, in which he extolled the many health benefits of cow dung. He opined that spreading some cow dung on the back of a smart phone (as he does every week) protects against harmful radiation. This does not apply to the dung of the western

cattle such as Jerseys or Holsteins whose dung and milk he regards as “nothing but poison”. At another level the state of Rajasthan has a Cow Minister in the Cabinet and in many states there is a demand for the cow to replace the tiger as the national animal of India. While women represent some 48.5 per cent of India’s population, it has been reported that during 2015 spending on women-related policies and laws to combat violence and caste discrimination was less than 0.12 per cent of total government expenditure. Articles 14 and 15 of the Indian Constitution guarantee women and girls the right to equality before the law but the ingrained caste discrimination and gender stereotyping among police officers is a significant barrier to reporting and investigating crime. In court, prosecutors and lawyers provide poor legal representation to women generally and to untouchable women in particular and judges frequently fail to issue verdicts or impose punishments in scheduled caste cases that are required by law. The result is reflected in falling conviction rates for rape and other crimes of violence against women of lower castes particularly. When this is contrasted against the legislation protecting cattle as referred to above, is it any wonder that it is claimed that cows are more important than women in India.

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CHALLENGES AND OPPORTUNITIES

he consequences of the UK’s decision to leave the European Union are being examined and speculated about on a daily basis in local, national and even global media. Whatever iteration of Brexit we end up with, it is clear from every survey and economic report going, that uncertainty about the direction of the UK economy and its place in the world is making business owners nervous. We got confirmation of that in a recent series of Danske Bank Advantage lunches, four boardroom debates which saw the bank host businesses from different sectors and regions of Northern Ireland. Following the UK’s EU referendum vote, the business leaders we spoke to expressed concern about a number of “unknowns” for the local economy. One of the most consistent and common themes identified was the potential for restrictions on access to the EU’s labour market and skills. In fact, the availability of skilled labour following the UK’s exit from the European Union was the post-Brexit issue of most concern to many of the business people. With the noises emanating from the government of late suggesting we are heading for a so-called “hard Brexit” – stricter controls on EU immigration, a

potential exit from the Single Market and trade barriers between Britain and the EU – those concerns seem to have merit. Many businesses have told us that ongoing access to skills from the EU is essential for their companies, as is the need for migrant workers in our economy. They rely on both skilled and nonskilled workers and need clarity on whether these people will be able to remain once the UK leaves the EU. If they can’t stay, there are serious doubts about the ability of these businesses to recruit qualified people to replace them locally. Business owners around the table felt that people coming out of college are unlikely to be “work ready” enough to fill the gaps, and where jobs are unskilled they don’t believe there are enough local people who want to take those jobs. It is clear from the sentiments expressed around the table that Northern Ireland will need strong political leadership from both Westminster and Stormont in the coming months to ensure businesses don’t end up in an impossible situation. Northern Ireland companies are already dealing with a number of challenges. Attendees at our boardroom events shared experiences

of how they are coping with a weaker sterling exchange rate since the referendum vote. Even those who hedged in advance now warn that their supply of hedged currency is running out and higher input prices will soon need to be passed on. The general consensus in all of the meetings was that, while we wait to see what Brexit means, some companies will hold off on major strategic investment decisions. But we also heard a more positive outlook, with feedback showing that ambitious companies are pressing on and trying to win new business despite the uncertainty, particularly in export markets. For some companies, the opportunities presented by the current exchange rates has driven them to look to new markets for the growth of their business. And if current exchange rates persist, exporters should continue to win new orders. This is encouraging to see – and at Danske Bank we will continue to support those companies thinking strategically about how to use the opportunities in the current climate to fuel their export growth.

People and skills are the big business issues post Brexit says Shaun McAnee, Managing Director of Corporate Banking at Danske Bank.

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My Ambition is to...

Laura Doherty, software developer at Cora Systems.

had an unusual route into the tech world – in my case, the phrase ‘what’s meant for you won’t pass you by’ actually happened! I wasn’t a teenager who was interested in computers or gaming so never considered it as a career option during secondary school. So when I found it impossible to get a job in my chosen field when I left university, I thought about a tech job despite having no background in it, as tech was the up-and-coming area at the time. I manage the day-to-day running of the software development team at Cora Systems in its Carrick on Shannon office, where we develop project management and tracking software. It is a really exciting environment to work in. Our customers carry out ground-breaking research and work. For example, our client Allergan develops new drug treatments, and another client – Honeywell – installs energy-efficient systems in buildings worldwide. We help our customers

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manage globally impacting projects. I studied environmental planning at Queen’s University Belfast, and then did a Master’s in urban and rural design, also at Queen’s. The 2008/2009 financial crisis had just hit when I graduated in 2009 and I couldn’t find a job despite lots of applications – no one was hiring in the planning industry. It was very disappointing and frustrating after all the hard work I had put in with my studies. I looked for alternatives and found the Higher Diploma in Science and Computing course in Sligo IT. It was a big risk to retrain and money was very tight, but it was made easier by the fact I could commute to Sligo from my home in Belcoo, Co Fermanagh. I studied from 8am to midnight as I wanted to succeed, all the more so because of my struggle to find employment. I received First Class Honours in the course and encourage people not to dismiss moving into tech even if they think they are not ‘techie’! I thought I wasn’t a coder but the jobs market guided me this way.

Sligo IT has great links with local business such as Cora Systems. Cora System’s Chief Technical Officer, Pat Henry, reviewed my CV and I interviewed for the position of graduate software developer in 2012. To my surprise I was hired, as I thought that some other candidates had more IT experience. I was absolutely thrilled. Every day is a school day and I love being the go-to person if one of the team has a question. My day is packed and I have to prioritise the work that the team do and approve its completion, ensure deadlines are met, help everyone on the team with customer delivery, get new staff up to speed, meet with other sections of the business to align the work that the development team are doing, and lots more. I have loved learning and growing and having the chance to work my way to the next thing, to be able to take on more and more and grow in the role. I’ve been part of huge change at Cora – when I started we were only 15 people now we are a team of 50 people and growing, and in my time here we have set up offices in London and Washington, DC. We have customers with live projects in over 70 countries so there is a very international feel to our office that you might not expect in Carrick on Shannon! We use cutting-edge processes and tech tools (such as the latest TFS, GIT, SourceTree and automated build and deploy) and it is very important to my colleagues and me that we are at the forefront of tech. If my original career path had worked out in planning I really think that I would not be challenged enough. I will never be bored with tech as there is always something new to learn. Trying to find new and better ways of doing things is what drives my ambition. I look forward to seeing the direction that Cora takes as it grows, and my hope is that I can learn and grow with it.

face to face with...

HOLD OR FOLD? The quicker you seek help when it looks like your business is in distress, the quicker a solution can be found to save it, Tom Keenan, Managing Director of Keenan CF tells Adrienne McGill.

hen a business runs into trouble and the future looks bleak…it’s time to assess whether to hold on to it until fortunes turn around or fold it and get out while you can. But taking professional advice on the course to take is essential and Keenan CF based in Belfast is a leader in this area. The company helps fix broken businesses and works with them to identify key issues in order to formulate an appropriate restructuring plan. The firm also offers expertise in mergers, acquisitions, business disposals and raising capital for investment programmes in a business. “We help restore a business’ profitability so it can return to growth and success again,” says Tom Keenan, Managing Director of Keenan CF. “A business can hit a troubled patch for a number of reasons – they may have lost a key member of the senior management team, they may have lost a major contract, they may be too dependent on one customer who orders less or forces down prices which means the cash flow starts to dry up. Also, they could be losing their competitive edge while their competitors are growing their market share. If these type of problems arise and the company gets into trouble, the earlier the firm recognises this and seeks independent advice, the more chances there are to fix the problem and return to profitability. “If a company is slow to recognise there is a problem and leaves it too late to fix

issues, it could mean they have fewer options which means it is a lot more challenging to try to turn it around or in fact it could be too late.” When a business is in difficulty, lenders may request an independent business review before finalising a decision to continue supporting a company or to extend additional lending. Keenan CF works with management to prepare a comprehensive review of all areas of a business which gives reassurance as to the viability of a company in the short and medium term. “We will work closely with senior management to critically appraise financial projections going forward meaning that forecasts are realistic and provide a solid platform to assess the options going forward,” says Tom. “Having understood the many elements of a business we will assess the options available and tailor an appropriate plan to seek to place the business back onto a sustainable footing. This can involve a number of internal and external measures which can be agreed with the stakeholders prior to implementation. “However, it is up to the management of a business to take the hard decisions which are for the good of the business – we can only advise. “Sometimes a business owner is too close to the problem and can’t see the wood from the trees. The best course for them to take is to get independent objective advice on the options available.

“Unfortunately at times this may involve administration, Creditors Voluntary Arrangement or receivership when the business is no longer viable.” Tom says most business owners seek advice when the liquidity of the company has started to dry up. They find that they do not have sufficient cash to pay all their bills so the number of creditors start to increase. “It is our job to assess can the business be viable and if it is, then the business has a future. You can’t have a loss making business which is not generating sufficient cash to meet its commitments. “Unfortunately, some businesses do get to the point of no return – management may have made strategic mistakes, projects may have been unsuccessful or they are operating in a market which is in decline, they are losing customers or are the victims of changes in technology. There are a multitude of reasons why business can fail – that is a sad fact of life. “Our job is to help a business owner save his/her company by putting all the challenges on the table, identify all the problems and to come up with a plan to turn the business around and then present this to the other stakeholders such as the banks, key customers and suppliers and get their buy-in.” Tom Keenan stresses that at the end of the day there are steps which can be taken to help ailing businesses. “It’s a question of stopping the train before it runs out of track,” he says. NI Chamber 61

feature St. James’s Place Wealth Management Head of Business in Belfast, Keith Willett.

Make your money work for you St. James’s Place Wealth Management offers financial planning advice and expertise through its St. James’s Place Partners in Northern Ireland as Adrienne McGill hears from Keith Willett, its Head of Business in Belfast.

or some, the phrase “wealth management” conjures up visions of people who are so rich, they need help to manage their money. But wealth management is not only for those who have – it makes sense for anyone who wants to plan for their future and needs advice on how to achieve what they want for themselves, their families and their businesses. The St. James’s Place Wealth Management Group specialises in delivering face-to-face wealth management advice to individuals, trustees and businesses. As well as addressing simple and straightforward issues such as mortgages and insurance, St. James’s Place Wealth Management can help to resolve more complex problems for clients, whether it be investment for growth, Inheritance Tax or

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retirement planning. Wealth management is a process that is designed to help accumulate and preserve assets during your lifetime and distribute your assets to the right parties after you and your spouse are gone. Wealth management also helps maximise performance and minimise taxes, investment risk, and expenses. St. James’s Place Wealth Management is one of the leading firms in the UK, which provides wealth management advice to personal, and business clients. This will cover all aspects of the individual’s lifecycle such as financially protecting his/her family, arranging mortgages, investing money, investing for his/her retirement, entering retirement and organising what he/she needs to do to maintain their type of lifestyle in retirement. “The idea of wealth will be different

for every individual. For someone, it’s maybe everything they have saved in life in a pension fund worth £100,000 and they need it to work as hard as it possibly can for them so they can make sure their lifestyle in retirement is as good as it can be,” says Keith Willett, Head of Business at St. James’s Place Wealth Management in Belfast who has been with the company since 2011 having previously worked for a range of top financial services companies. “Then there are people who may have built or inherited a business and sold it perhaps for a very sizable amount and who need to exit tax efficiently from the business. The idea of wealth is relative to the individual and making their money work for them is key. “We cover the whole banner of financial planning. There are a lot of things that dove

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tail into that if the individual runs a business. We help them protect their business i.e. shareholder protection, succession planning for the business, helping them sell the business. It is very much the life cycle of personal and business owners from a financial planning point of view and covers a very broad range. “Wealth management tends to focus predominantly on the investment side of things which means helping people’s money to work as hard for them as they have had to work to earn it in order to plan for their future and that of their family’s and also to save for their retirement.” St. James’s Place Wealth Management, which has been in business for 25 years, is a FTSE 100 company and has a presence across the UK with 21 offices. The company also operates in Asia – in

Shanghai, Singapore and Hong Kong. The firm provides financial planning through a network of financial advisers who are members of St. James’s Place Wealth Management. They differ from independent financial advisers who provide compliance, advice and report directly to the Financial Conduct Authority whereas the financial advisers who are affiliated to St. James’s Place Wealth Management have exclusive access to and advise only on the products and services available through St. James’s Place, as well as availing themselves of benefits such as having the compliance provided for them, having an investment management strategy, marketing and business consultancy. Keith says this allows financial advisers to focus on doing what they are best at which is “building relationships with clients to give them the best advice possible for their personal circumstance.” Within St. James’s Place Wealth Management, there are more than 3,000 financial advisers trading on their own or within a partnership. In Northern Ireland 42 financial advice firms with a total of 67 licensed financial advisers are under the umbrella of St. James’s Place Wealth Management. Overall, the company manages a total of £71.4 billion worth of assets for clients across the UK. “Many independent financial advisers successfully operate on their own but others prefer not to be independent and see the benefit of joining a large organisation such as St. James’s Place Wealth Management to take advantage of the support which it can provide,” says Keith. “We do not get exposed to things that are massively high risk – we stick to what we are good at which is identifying investment fund managers across the world who will act in the best interest of our clients. “We have preplanned portfolios depending on the client’s risk rating – we plan a balanced portfolio which is made up of

certain assets spread across a wide range. It is always very diversified. “Within that, there is the opportunity to self-select. It means if the client wants to be more bespoke and perhaps wants 25 per cent of their money exposed to commercial property, they can then apply our methods to invest in the other 75 per cent. “If clients continue to stay invested, it tends to mean that they know they are being well look after and they are happy with the way they are being looked after. “Our retention has not yet dropped below 96 per cent. Even in 2008 we still retained 96 per cent of our clients’ funds when everyone was panicking – this tells you a lot about the service and the approach that we apply to investing. “We are looking for continual growth that beats inflation and then the returns beyond that. However, as is the nature of equities, this cannot be guaranteed.” Embarking on a strategy of making buy or sell decisions of financial assets such as stocks by attempting to predict future market price movements is extremely high risk. Investors can be their own worst enemy – selling at times of greatest panic and potentially then missing out on subsequent gains. Selling during periods of weakness in the market creates a guaranteed loss. The trouble for investors is that trying to time the market during rough periods can further compound losses in their portfolios. “The worst thing you can do is to time when you are going to invest money – you will never win – you can’t time the markets as no one can predict the future,” says Keith. “However, what we look to do is to apply the process that has helped our clients over the last 25 years and that gives us great confidence that we can continue to do the very best for our clients. “Diversification and understanding the level of risk you are willing to take is key – and when the markets look like they are tumbling – stay calm and seek professional advice.”

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columnist Photo credit: Stephen Wright (www.smithsphotos.com)

Advertising campaigns should look to produce greater engagement with audiences says Daniel O’Doherty, Senior Copywriter at integrated marketing company ICAN. The Smiths.

is it ok to polarise opinion? N ot surprisingly for someone who grew up in the 1980s my favourite band was and still remains The Smiths. There was something about the combination of Marr’s chiming tunes and Morrissey’s vulnerable melodies that really spoke to me. Not only did I look forward to every new release with fevered anticipation, between 1984 and 1987 I rarely listened to anything else. However, to say The Smiths were not everyone’s cup of tea would be the understatement of 1986. While no band or musician is universally liked, even in the polarised world of 1980s pop, The Smiths provoked extreme reactions. So how does this relate to advertising? What lessons can we learn here that will lead to more effective campaigns? Well it’s this… A brand doesn’t have to be universally popular to be successful. How many people dislike a product isn’t half as important as how many people like or love it. The question we need to ask is how much passion or excitement will our next campaign engender? Will it actually create a sale or get anyone to change their behaviour? In today’s fractured media and limitless, internet enabled options, you have to be prepared to be different or bold simply to get attention and really, really engaging to disrupt your audience’s behaviour. And that may mean alienating as many people as you convert. A fascinating if rather extreme example of this, was the recent Protein World

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campaign. Putting our own opinions of the ad aside, creative or otherwise, what’s not in question is that within days of the launch it became a lightning rod for offended commentators, women’s rights groups and of course the recreationally outraged. It reached such heights, including defaced posters and even death threats, that their global marketing manager was forced to defend the campaign on radio and television. However, instead of offering a predictable mea culpa, he instead doubled down on their marketing position, arguing that the question it posed has been asked a thousand times in women’s magazines and ladies in bikinis are no stranger to advertising. However, the real reason behind his bravado was simple, the campaign was working and, as all the best advertising does too, on an emotional, subconscious level. Looking through the comments section from the many articles covering the story tells you why. It wasn’t the passion of the many voices condemning the campaign as sexist, crass, and body fascist. No, it was the passion of those defending it as healthy, aspirational and no worse than most cosmetics campaigns. What Protein World realised early on, was that those condemning the campaign were never going to buy their product. And among those who would, the message wasn’t just spreading like wildfire, it was turning many into ambassadors willing to defend the brand.

Protein World were more than happy to alienate way more people than they converted, because protein supplements are not for everyone and if they got 10 per cent of the market, the campaign would be an unqualified success. But just in case you’re thinking this polarisation is just an opportunity for niche brands, think again. Just look how two of the world’s biggest companies Apple and Google (Android) have done a Blur and Oasis and polarised the tech community into two distinct tribes. While I am not suggesting a campaign should set out to deliberately be controversial, is it not better that your advertising create genuine excitement for a product even if it’s only amongst a few, then a general ambivalence amongst many that so many ads do? So how do we do this? Well simply campaigns should look to produce greater engagement. Neuroscience shows that doing this fires memory encoding. Like John Lewis’ emotional Christmas campaigns, there is a proven link between advertising creativity and effectiveness. While The Smiths were admittedly never huge, the way their music encoded the memory of those who liked them created a legacy of longevity and influence, with them being cited as a major inspiration on acts as like Belle & Sebastian, Radiohead, Blur, The Killers, Muse, Arcade Fire, Franz Ferdinand, Suede and Ryan Adams. And isn’t that something any brand would love to enjoy.

FOOD FOR THOUGHT Ambition SPECIAL focus

“... artisan food producers have been busily researching complicated processes, building their own equipment and even developing businesses fuelled by little more than enthusiasm and ingenuity to ensure what they are creating is the best of the best.”

s Northern Ireland’s Year of Food and Drink draws to a close, one of the most exciting developments over the last 12 months has been the increasing emergence of small artisan producers whose delicious foods have been tickling the taste buds of many consumers across the region. In Northern Ireland this sector has demonstrated fantastic levels of innovation by opening itself up to changing customer preferences and nutritional needs. These net-savvy, small-scale producers, are inventive and enterprising – with some creating jams at home, smoking salmon in smokehouses and brewing beers as a co-operative – together making a huge contribution to the local economy.

Artisan foods may be considered as a niche within the wider food sector but products such as these present opportunities to showcase local ingredients and specialities and present gift opportunities for tourists. The Northern Ireland speciality food market is estimated to be worth in the region of £170 million. Furthermore, artisan food producers have been busily researching complicated processes, building their own equipment and even developing businesses fuelled by little more than enthusiasm and ingenuity to ensure what they are creating is the best of the best. Here we profile a number who hail from the North Coast and Glens region whose exceptional produce has helped create a wholesome atmosphere where traders and consumers are able to meet for their mutual benefit and underline all that is great about local, fresh food and farm produce…artisan style.

Contents: 67

A feather in the cap of farming business - Ballinteer

Life is sweet for jam-maker - The Woman

Farm Quail

Next Door

Networking with food

Smokehouse signals success - North Coast

The art of chocolatiering - The Chocolate Manor

Smokehouse

70 Chorizo in hot demand - Corndale Farm

Food on the move

Bucking the trend - Broughgammon Farm

Fields of gold - Broglasco Farm

Raising the bar - Lacada Brewery

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The downturn in the dairy industry led the Christie family to establish BaLlinteer FARM QUAIL, the first quail farming business in Northern Ireland. Adrienne McGill talks to owner Linda Christie.

uail may be small – but this game bird shouldn’t be underestimated – its eggs and meat are highly nutritious. The ancient Egyptians were the first to realise that quail were a brilliant source of protein for their workers who were building the pyramids and so established large farms for breeding the birds. Quail meat is a sweet and delicate white

game meat with extremely low skin fat and low cholesterol value. It is rich in micronutrients and a wide range of vitamins including the B complex, folate and vitamin E and K. It is therefore recommended for people with high cholesterol levels and those who want to maintain a low level of cholesterol. Quail eggs are delicious and their nutritional value is 3 – 4 times higher than that of chicken eggs.

food for thought

A feather in the cap of farming business

It’s therefore little wonder that when the Christie family from Ballinteer near Coleraine decided to embark on a new venture after the downturn in dairy farming, their research led them to discover the health benefits of quail. They knew they’d found a niche in the market after finding out that there were no quail farms in Northern Ireland – and theirs would be the first. Since establishing Ballinteer Farm Quail in January 2016, owner Linda Christie has seen the business go from strength to strength although it has been a massive learning curve for her, husband James and their two children James (11) and Grace (8) who all play a part in the business. From an initial stock of 200 birds, there are now 2,000 on the farm due to a selective breeding programme. “With the decline of the diary industry I decided to research more niche products that we could get involved in and quail caught our attention,” says Linda. “We discovered that all of the quail meat that was being used in restaurants in Northern Ireland was imported from France – there were no local producers. “We initially sourced quails from Norfolk in England to start breeding. “The nutritional benefits of the meat and eggs are considerable – although these little eggs are only a quarter of the size of a hen’s egg they give you two percent more protein and four to five times more iron and potassium.” The farm supplies quail meat and eggs to fine dining restaurants across Northern Ireland including eateries in Belfast, Moira, Bangor and Ballymena and on the North Coast and also to a leading supermarket chain. Production is non-industrialised and processes are carefully managed to allow maximum care of the birds. The business currently produces 30 dozen eggs a week and 190 meat birds. High quality meat and eggs are produced as the birds are housed in spacious aviaries that allow them to fly freely and exhibit their natural behaviour. For added comfort, nesting boxes allow the birds to relax. “Our eggs are slightly larger than the imported ones and I can only assume that happier birds lay bigger eggs!” says Linda. “Many people in Northern Ireland have not had the opportunity to taste quail that much because it has not been readily available so it is a case of trying to encourage people to try it. It is a lot tastier than chicken and has much more flavour. “It may not be for every day eating – but I guarantee that once you’ve tried it you will love it.”

food for thought

NETWORKING WITH FOOD Food networks are feeding into a need to cultivate a greater understanding of food and in the process are going a long way to help those involved in the industry help each other. Adrienne McGill gives a taste of what some are doing.

ood is vital to the Northern Ireland tourism offering, and is as important as accommodation, culture and scenery for those wishing to immerse themselves in the Northern Ireland experience. Recent research indicates that Northern Ireland food tourism is now worth around £350 million annually to the local economy. Given the value of sector, it’s understandable that more and more food networks are now being formed in a bid to link together people from all parts of the good food system. The circle of networks can connect producers, buyers, distributors and even funders – to create communities focused on scaling up good food sourcing and where

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healthy eating is a core aim. The recent BBC Good Food Show at Belfast’s Waterfront Conference and Exhibition Centre saw more than 100 producers from across the British Isles, including dozens from Northern Ireland, showcasing their delicious flavours and innovative produce and networking with each other – many with a focus on nutritious foods. One of the most active food networks in Northern Ireland is the Causeway Coast and Glens (CCAG) Food Network, which was launched in February this year by Causeway Coast and Glens Borough Council. It has been designed to support and showcase all businesses involved in the food industry in the local area including growers, producers, retailers and hospitality. The CCAG Food Network aims to showcase quality local food and drink through local hospitality, markets, farm shops and retail outlets; develop and promote the Causeway

Coast and Glens area as a food destination; and provide support, advice, training and mentoring to assist business growth and start-ups. The network is an excellent example of the help at hand for those involved in the local food and drink industry to develop and promote their businesses by getting local produce onto menus and the shop shelf. It is hoped that in time the area will be known as a food destination to visit alongside its position as a world-class tourism destination. Another innovative network is Incredible Edible, which started in Cloughmills in 2011 and is managed by Cloughmills Community Action Team. It offers a whole host of learning opportunities for all ages, including cooking sessions of simple breads, jams and chutneys, wine making, beer making and cooking on a budget. It also offers sessions in schools encouraging pupils to eat more fruit and a full range of activities around growing vegetables and herbs. In this way it hopes to ‘vegucate’ residents young and old and reconnect people with each other, their community and the natural environment using the language of food. Meanwhile The Belfast Food Network aims to promote the city’s thriving food economy, built on healthy, fresh, local and seasonal produce – organic whenever possible – to make it a ‘Sustainable Food City.’ The Belfast Food Network is a project managed by Sustainable NI and seeks to promote sustainable food as a means of enabling positive social, economic and environmental benefits for Belfast and beyond. Then there are networks formed by the Borough of Armagh City, Banbridge and Craigavon – the Food Heartland of Northern Ireland. An area characterised by a rich environment of good agricultural land, making it the natural home to an abundance of specialist artisan food and drink producers as well as household names including Tayto, Moy Park and Irwin’s Bakery. During Northern Ireland’s Year of Food & Drink 2016, in partnership with Tourism NI and Food NI, the Borough has spearheaded initiatives and networking events aimed at encouraging innovation and entrepreneurship within the agri-food sector. These have included; The Food Heartland Export Support Programme, and the establishment of a Food Heartland Forum consisting of partnerships with key influencers, experts and opinion leaders to help drive the Food Heartland brand forward as well as champion the passionate producers and quality creators from across the Borough. Food networks everywhere are helping to build a food system that rewards sustainable production, treats growers and producers fairly and improves the health of families and the wealth of communities, and in the process, meet the growing demand for healthy, green, fair, affordable food.

The art of chocolatiering The Chocolate Manor is dripping in creativity and enjoying the sweet taste of success as Adrienne McGill hears from its owner Geri Martin.

eri Martin is a self-confessed chocoholic. She has loved chocolate all her life so it was no surprise when she decided to establish a chocolate creations business. It all began in November 2012 at her kitchen table in her Coleraine home. Geri had just completed a chocolate school course at North West Regional College which involved her attending classes and practicals for 10 weeks. She learned basic chocolate skills, tempering chocolate, making fillings and creating chocolate cakes and chocolate mousses. “I had my home kitchen approved by Environmental Health even before I’d finished the course and began selling my chocolate at fairs and craft markets at Christmas. Then in the New Year, I began to do more bespoke pieces and started experimenting with printing on chocolate,” says Geri. In Summer 2013, the business received an Innovation Voucher from Invest NI and work began on developing a range of printed chocolates. Geri also worked with CAFRE which further helped her develop her bespoke chocolate business. The company moved to new premises in Coleraine in April 2014 in order to increase production. The range now includes a selection of delicious and bespoke chocolate creations for corporate clients, weddings, events and for use as promotional gifts. Every design imaginable can be created from chocolate Eiffel Towers to chocolate boats. In early 2015 Geri launched a range of printed chocolate bars for the retail sector, with 10 quirky designs, and a bespoke service available for stockists. She also works with the catering and hospitality industry to deliver unique chocolate pieces to complement desserts for special events and personalised boxes for special guests. In Summer 2015 she relaunched www.thechocolatemanor.com to feature the ‘Bespoke Bar Builder’, which allows customers to have their own personal message printed onto the finest Belgian chocolate which is sourced from Callebaut, a Belgian premium chocolate manufacturer. “Belgium chocolate is top quality and I wanted to create a product that not only had something

unique about it i.e. the printing but also had a fantastic taste,” says Geri. “I want people to say ‘Wow….this is gorgeous chocolate’ when they eat it and know that it is really good quality. The focus is to make a premium product with the finest of ingredients and that is what I have done from day one.” “I buy in 90-100 kilos of chocolate every month and work mainly in white chocolate because of the printing. Customers can go on to our website and build their own bar – I will hand make a bar of chocolate for them with their own message or logo.” The chocolate products are supplied to customers across the UK and were presented to royalty and business leaders at the Pitch@ Palace competition in St James’ Palace in London last year. Chocolate Manor was one of just 12 elite UK

food and drink businesses invited to take part in the prestigious entrepreneurial event – and the only one from Northern Ireland. Geri said she was both honoured and thrilled to provide her bespoke chocolates for more than 500 guests. The craft of making chocolate begins with the simple cocoa bean which is transformed by artisans like Geri into wonderful chocolate in all its forms. She believes it’s important to share the craft with other people and makes a point of holding regular workshops. “Everyone should have chocolate in their lives,” says Geri, whose love of the product is evident. Even the packaging on each bar of her chocolate says it has been “hand crafted with love”…and a lot of hard work of course.

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food for thought

Chorizo in hot demand A taste of Spain is on palates in Northern Ireland in the form of very moreish chorizo produced by Alastair Crown of CORNDALE FARM who tells Adrienne McGill that his SADDLEBACK pigs make the difference.

horizo is a food more commonly associated with Spain or Spanish speaking countries – its hot spicy flavour makes it deliciously addictive… so what’s it doing being produced near Limavady in Co Derry? It’s because Alastair Crown has perfected the art of chorizo production thanks to his saddleback pigs which he rears at his farm – Corndale Farm. “My dad was involved in agriculture and we were always around farms when we were younger,” says Alastair. “I decided back in 2012 that I would also like to get involved in agriculture. “I always had a love of charcuterie and saw there was a gap in the market so in 2015, we started trialling recipes and techniques. I taught myself all the processes of butchery and charcuterie. It hasn’t been easy but hard work and determination has got us there. “I chose the saddleback pig at the start, mainly because they were nice to look at. When we researched further, we found the heritage breeds are better suited for free range production as they are slower growing but in return, we get better tasting pork.” His aim initially was to produce top quality pork from his herd of rare breed free-range pigs which he did very successfully. However, he realised he could do more with the meat

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and set about perfecting his own range of speciality chorizo. “I decided to produce chorizo rather than salami or ham – purely because I like chorizo but I also knew there was a market for it in Northern Ireland and producing it using saddleback pigs was the way to go. “At Corndale, we have adopted the ‘Field to Fork’ approach. All our pigs are born on the farm and live a long life outdoors. “We understand how important it is for customers to know where products come from – that’s why all our products are produced from meat reared on our farm. Customers know exactly what they are getting. “Saddleback are known for their ability to thrive outdoors and are a heritage breed. We have done a lot of comparison testing between free range saddleback pigs and intensively produced pigs. “The free range meat is a lot deeper in colour, has a maturity and a really different flavour compared to intensively reared pigs.” Such has been the demand from local restaurants, delis and customers who come to the farm that Alastair has had to scale up production which has involved moving to larger premises next to his farm. “It means we can produce greater volumes of chorizo which will enable us to do more

Farmers Markets every week. We also plan to supply retailers and have been in talks with a few.” The chorizo produced at Corndale Farm is not smoked but is infused with a smoked paprika from the La Vera region of Spain – powerfully flavourful smoked paprika is the secret spice of Spain. “When I was researching the different types of paprika, I looked at smoked chorizo and smoked paprika,” says Alastair. “I think the flavour from the smoked paprika is much better than smoking the chorizo. It is easier to control the flavour – a smokey flavour can sometimes be over powering. Also back in the development days, I must have tried 50 different paprika and I found that the Spanish variety was the best.” Alastair currently tends to 65 pigs but plans to invest in more breeding to increase the number of sows and while he is delighted with the chorizo from his saddleback pigs, he is keen to introduce more heritage breeds to the farm. “I have been working with saddleback now for a number of years and am happy with them and their meat but I would like to be involved in a revival of other heritage breeds such as the Oxford sandy and black which made their first appearance in England over two centuries ago. They are quite special.”

BUCKING THE TREND While young goats kid around them, Charlie and Becky Cole from Broughgammon Farm concentrate on developing a sustainable business as Adrienne McGill discovers.

long and winding lane in the countryside between Bushmills and Ballycastle leads to Broughgammon Farm, which was established in 2011 by Charlie Cole. It is a forward-thinking family business that rears ‘surplus’ male kids and calves from the dairy industry for meat, with ethics and sustainability at its core. Charlie and his wife Becky are obsessed with providing the best quality, tastiest produce fresh from their small farm. “When we saw that a majority of male kid goats born to the dairy industry were being put down at birth, it seemed such an unnecessary waste so we set out to take those

males and rear them ourselves for delicious and healthy cabrito kid goat meat,” says Becky. “Since then we’ve branched out into rearing free-range rose veal and also seasonal wild game.” Becky says the rapid growth of the business has been a surprise to herself and Charlie. “When looking at the goat dairy industry, prior to 2011 there was no demand or route to market for kid goat meat in Ireland, forcing the farmers to put males from the dairy industry down as a waste product. “On learning this it became clear to us that some attempt was needed to be made into highlighting the ethical dilemma presented by this situation. Here we are questioning global

food shortages, yet in our hurry to produce fine milk and cheeses we were ignoring, due to falsely preconceived ideas, the fantastic product that is kid goat meat, or cabrito. “A kid goat which is between 6 and 8 months old has tender meat and a light flavour.” Charlie and Becky take buck kids at one week old and feed them up on a combined milk replacer, hay and concentrate feed diet, until they are at least five months old and weigh between 25-30 kg, similar to a lamb. They are reared inside because the fact that they are with their mothers for such a short time means that they do not have the strength in their immune systems to live outside. The kid goats are reared in groups of five for the first week until Charlie and Becky are happy that they are strong enough following the conversion from mothers milk to milk replacers. From here they are put into pens of 25 until they’re 6 weeks old and once they’re taking on enough solid feeds it is then a gradual process to wean them off the milk. Before long they are moved into a barn where there’s plenty of straw and space to frolic. “Goat is incredibly healthy, it’s very low in cholesterol, low in saturated fats, and contains lots of nutrients; it’s also delicious, a sweeter, milder and less fatty version of lamb; and then it’s also using up a waste product from the dairy industry. It’s a fantastic meat,” says Becky. The couple now have an artisan on-site butchery, run seasonal cookery, butchery and wild game classes and have a little farm shop selling the best of Northern Irish and Irish produce. Their meat boxes are delivered all over Ireland and the UK and their online shop is allowing them to reach a wider customer base as is their presence at the Temple Bar Food Market every Saturday in Dublin and also St George’s Market in Belfast. “The question we are asked most often is what does goat meat taste like?” says Becky. “Our cabrito is subtle in flavour, lean and sweet. As lamb is subtle in flavour compared to mutton, cabrito is subtle in flavour compared to traditional goat. We have also found that many people who find lamb too strong in flavour and too fatty really enjoy goat as a substitute. “What we do is all about a lifestyle brand as well – for us we keep an eye on sustainability. That is very important. “Our farm is roughly a third arable, a third improved grazing and a third rough hill ground. With a stream running through it, a small pond, odd clusters of mature trees and well-maintained hedgerows it really is an environmental paradise. And it is like this we would like it to stay!”

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food for thought

Raising the bar There’s plenty of cheer on the North Coast with the launch of a new co-operative brewery as Adrienne McGill hears from Lacada Director Heather Quiery.

he word ‘Lacada’ is derived from Liach Fada. It means ‘the longstone’ and refers to a low, rocky outcrop about 300 yards east of the Giant’s Causeway. It’s also the name of a community owned co-operative brewery based nearby in Portrush whose range of craft beers are going down a treat with customers. When Lacada Brewery launched last year, 230 people answered the call to join the community share offer, attracted by the chance to own a stake in the business.

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People could purchase a share with a minimum buy-in of £100 and a maximum of £20,000. The idea to start the business with a community share offer was that of Laurie Davies, head brewer and a director at Lacada who is originally from Cornwall. His fascination with fermentation started when he first saw a bubbling airlock on a demijohn of country wine, nestling above a range in a friend’s house. With a thirty-odd year journey of home brewing behind him, Laurie was keen to establish the brewery as a co-operative rather than as a private business.

To put it in context: “A co-operative is an autonomous association of persons united voluntarily to meet their common economic, social, and cultural needs and aspirations through a jointly owned and democratically controlled enterprise.” Heather Quiery, director and chairperson of Lacada says the idea was for Laurie to do the brewing and bring on board people with other skills. “A steering group was formed and it was agreed that a diverse skill base was needed in order to make the venture successful and sustainable – and that is exactly what has happened,” says Heather. The steering group also looked at successful examples of co-operative breweries, such as Heston Newmarket, Topsham Ales and Manchester Brewing co-operative and were awarded an advice package from the Co-Op, delivered by CoOp Alternatives in Belfast so they could learn about the structure and governance involved in being a co-operative business. At the same time, visits were made to microbreweries in Ireland, north and south, and in England, as well as to the first Irish Craft Beer Convention in Dublin where ideas were pooled and best practice learnt from microbreweries across Ireland and the USA. “So far, we have reached our cap of £100,000 and we have a co-operative membership of 283 people. That has given us starting a capital of £100,000 which is necessary for a brewing business when you have a lot of purchases up front such as finding premises and buying equipment,” says Heather. “In terms of operating as a co-operative, we have a board and then committees one of which is for product development. We take feed back from our members and we do a lot of market research in order to develop the range of beers we produce.” At present the brewery produces three core range beers, which are available all year round as well as its “Salamander Series” which is a limited addition of beers released in small batches throughout the year. The core range comprises – Giant’s Organ, which has a citrus, floral bitter finish; Sorley Boy’s Stash, which is floral, herbal and malty, and Stranded Bunny, which has hints of coffee and liquorice and is smooth. “Locally our beers can be found in a lot of restaurants and bars and off licences where there is substantial demand. We are delighted to have such visibility,” says Heather. “It is quite an involved process from brewing to delivering but we all really enjoy what we do. There was a need for a locally brewed beer for this area and now we have a wide and diverse community that comes together for great beer and socialising. “A co-op business model is an excellent option for a craft brewery startup that truly wants to be connected to their region – and Lacada Brewery is definitely connected to the North Coast.”

Life is sweet for jam-maker Jam-packed with exotic combinations of flavours, Sarah-Jane Bell’s products are delighting tastebuds across the land. Adrienne McGill talks to her about the mouth-watering creations she produces through her business – The Woman Next Door.

ringing together the love of homemade and homegrown with conscience, community and health in mind has seen Sarah-Jane Bell’s artisan jam-making enterprise become an overnight success. Her business, called The Woman Next Door, which she runs from her home in Ballycastle had an unusual beginning – it started as a blog. Sarah-Jane wanted to open a discussion online about making and growing one’s own produce and bringing that together with health related life-style elements such as exercise. “For me, making and growing things at home have always been such rewarding activities. There is something incredibly straight-forward and wholesome about ‘homemade’ that it just feels good to me,” says Sarah-Jane. “I believe that there is so much to be gained from making and growing our own that I wanted to spread the word and inspire others to do the same. Whether it’s cooking, growing, crafting or simply being smarter with what we have; it can save us money, open our eyes to new experiences, feed the soul and help us play a bigger role in our community. The latter being especially true when we do it whilst supporting local businesses and using seasonal produce.” Initially, Sarah-Jane had been making jams just for her family and friends but they suggested she do it commercially as the combinations she was creating were unique and delicious. “Things really started to take off when I created handmade hampers for my mum and mother-in-law for Mother’s Day which included a strawberry and prosecco jam. When I posted this online one night, I got a tremendous response. People were

very interested in the jam – they thought it sounded great and really different. “I contacted the Naturally North Coast and Glens Market who were looking for more food producers and soon had my first stall where I began selling 2 different jam combinations – apple and ginger and the strawberry and prosecco. I sold the lot in no time at all.” Flushed with success, Sarah-Jane quickly devised a host of other sensationally exotic jams including raspberry and limoncello, plum and apple, rhubarb and vanilla and also amaretto and orange marmalade which have all proved hugely popular as well as her savory creations including chutneys and piccalilli. Sarah-Jane often uses beautiful fresh fruit which she grows in her own garden for her jams and also her friends donate lots of homegrown produce but she also shops around. At any time in her kitchen, she could be making 15 to 30 jars in one go depending on the recipe and size of jars. In addition to selling her jams online and at

markets, she also supplies to quality cafes who focus on homemade produce and B&Bs in the local area. “I attended a programme which was run by the Causeway Coast and Glens Market called ‘Journey to Market’ and that was really helpful in terms of guiding me about marketing my products and where I want to take the business,” says Sarah-Jane. “My business has developed out of a hobby and it has quite quickly become a hobby business. But I have 2 young children and a husband so the business has to fit around them. “However, the effort that I put into making something, the local and/or seasonal ingredients that I use, the meditative effects of focusing-in on it’s production and the opportunity to express myself through the creativity are all extremely satisfying. “As The Woman Next Door I want to demonstrate that anybody can do these things. I speak from personal experience. I want to get across that simple, small efforts can have a huge impact on our lives.” NI Chamber 73

food for thought

Tucked away in the picturesque coastal town of Ballycastle is a smokehouse where delicious salmon captures wonderful flavours and colours. Adrienne McGill talks to Ruairidh Morrison about his North Coast Smokehouse.

Smokehouse signals success

hen Ruairidh Morrison and his wife Melanie Brown returned to the northern hemisphere from New Zealand a few years ago to raise their young twins, their dream was to start a new smokehouse business on the north coast of Ireland. Ruairidh, had always had a notion in the back of his mind that he’d like to have a business smoking salmon – a lingering legacy from his time spent managing Salmon farms (one of which marketed its own smoked fish), in both Scotland and New Zealand. Ruairidh is originally from the Scottish Isle of Islay, one of the Inner Hebrides, visible from the Co Antrim coast while Melanie is from Ballycastle where the couple made the dream a reality and established the smokehouse. And the couple haven’t looked back since starting the business, North Coast Smokehouse, several years ago. “When we were in New Zealand I was a recreational smoker of foods – I used to do it at a domestic level,” says Ruairidh. “When we returned to Northern Ireland, we found the perfect opportunity to start a smokehouse in Ballycastle. I specialise in the hot smoking of salmon which involves curing the fish using pure sea salts and raw sugars and then it is roasted in a cloud of smoke – it gets cooked and smoked at the same time.

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The salmon are cut into portions and smoked like that. It does not lend itself to being thinly sliced. Salmon has been a big part of the economy on the north coast for many years and is very popular.” Ruairidh uses top quality Glenarm Organic salmon which are fed on natural ingredients. The curing process is extremely important as the salt and sugars draws water out of the flesh of the salmon. It takes a couple of days while the hot smoking process takes 30-40 minutes. The smoke is produced the old fashioned way, by simply burning small quantities of wood. The wonderful flavours and colours come from just the right combination of cure, smokiness, temperature, time and fresh sea air. The beech smoke gives the fish sweetness and lightness, and it is devoid of fattiness but is delicately moist. Ruairidh and Melaine have extended the creativity they use in the smokehouse into their daily lives. They enjoy stone-carving, traditional boat building, and pottery and are both musicians. “We love the art involved in smoking food to the point where we think it is at its most delicious – an art learned in New Zealand where the tradition of smoking food is still very much alive,” says Ruairidh. The couple also combine their creativity with some serious science and a desire for sustainable living. Ruairidh worked for many years in fish health, for New Zealand’s Animal Health Laboratories and then in the science team for Biosecurity New Zealand and Melanie recently completed a Master of Laws in Environmental Law and Sustainable

Development. Such has been the success of the salmon that the business has diversified into cold smoking which involves smoking a product that is not cooked at the same time as it is being smoked and is done at a low temperature. So far Ruairidh has used the technique to produce smoked seat salt, smoked pepper and smoked dulse and is having considerable success with these. “Our aim is to combine our skills, knowledge and values to develop our business, and lives, along a sustainable, environmentally-friendly path,” says Ruairidh. North Coast Smokehouse began by producing hot-smoked salmon for sale at markets, for customers to eat there and then. Almost everyone who tried it loved it! As market research, the approach worked very well and provided Ruairidh and Melaine with the confidence needed to proceed. Ruairidh smokes approximately 40 kilos of salmon a week which he sells to local businesses, individual customers and at Farmers Markets on the North Coast. The smoked goods are produced in small batches with each batch individually and lovingly monitored by Ruairidh. However, he won’t give away the exact proportions of the salt and sugars used in the curing process which give the salmon such a distinctively wonderful taste. “The exact combination of salt and sugar is considered a family secret,” says Ruairidh. “When our 7 year old twins are of an age where they can be involved in the business – they will be sworn to secrecy.”

Food on the move Food tours have really taken off across Northern Ireland with an abundance to choose from as Adrienne McGill discovers.

any countries across the world are known for their famous foods – and Northern Ireland is one of those on the menu. From bread to chocolate, fine dining to local hideaways, tourists are keen to sample food favoured by locals…and one of the best ways to do this is by going on a food tour. Guided food tours across Northern Ireland are growing in popularity with visitors getting a taste of delicious locally grown and produced foods. Generally visitors meet in one location and are either taken by coach or on foot by a tour guide to enjoy food and drink produced in a particular region while hearing about historic landmarks and interesting locations on the way. NI Food Tours organises culinary tours featuring the best of the best and one of these indulges in the delights of County Down where you can meet great local producers, hear their story and taste their produce. You will sample foods as varied as Single Estate Whiskey, artisan dulse and everything in between. You will even get a chance to press your own apples for cider or bake your own soda bread before stopping for some fantastic food and drink at a local award winning restaurant where the emphasis is on very fresh and very local. A coach will take you along the stunning Strangford Lough coastline with its awesome vistas. Meanwhile Belfast Food Tours take you on a culinary walk through the city, lasting around four and a half hours, starting at the historic St George’s Market with its abundant stalls crammed full of fresh fruit,

fish, meats and breads and then on to 6 other top “foodie” destinations – tasting and sipping all the way – ending in Cathedral Quarter which buzzes with an array of quality restaurants. There is no need to eat breakfast or lunch on the day you do the tour, and you should leave the car behind. The tour is for locals and tourists alike. You just need to love good food and bring your appetite. There’s also Causeway Coast Foodie Tours which offer a guided culinary tour by coach or even by fishing boat (Catch and Sea Tour) showcasing the best local produce the Causeway Coast has to offer so you can sit back relax and savour the local flavours that make this area so unique. Also popular is Made in Derry Food Tours – the city has a cluster of high quality food producers and places to eat. From amazing streetfood serving top class wagyu beef to craft beers and award winning local cheeses, Derry is a prime location for foodies. North Coast Walking Tours offer a walking food tour of Ballycastle on the first Saturday of every month. It focuses on the town’s varied cultural history and local award winning food producers. You can have breakfast to begin and a starter, main and dessert in bite sized portions throughout the tour. The tour finishes at the Naturally North Coast and Glens Artisan Food Market, held in The Diamond. Here you continue tasting and expanding your knowledge of the wonderful Causeway Coast. So – work up an appetite and get ready for a magnificent taste fest across Northern Ireland. A food paradise awaits!

NI Food Tours Telephone: 07711 484850/ 028 97 543224 Email: info@nifoodtours.com Facebook facebook.co.uk/nifoodtours Belfast Food TourS Email: info@belfastfoodtour.com Facebook ://www.facebook.com/ Belfast-Food-Tours Causeway Coast FOODIE TOURS For tour dates or bespoke tours follow @Causewayfoodie on Twitter www.causewaycoastfoodietours.com Made in Derry Food Tours Telephone: 07716 87576 Web: www.madeinderryfoodtours.com Email:info@madeinderryfoodtours.com NORTH COAST WALKING TourS www.northcoastwalkingtours.com Contact: credmondni@gmail.com

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food for thought

Fields of gold Broighter Gold, the awardwinning, cold-pressed rapeseed oil created by Leona AND Richard Kane, OF BROGLASCO FARM has become a dazzling success. Adrienne McGill finds out what makes it so unique.

yroe boasts some of the most scenic farming landscapes in Northern Ireland. The hamlet, located outside Limavady in Co Derry takes on a golden hue every summer as acres of the oilseed rape plant, whose black seeds produce rapeseed oil, help brighten up the countryside with its beautiful sunshine-coloured flowers. Nestled in these idyllic surroundings is Broglasco Farm, home to the Kane family who have been farming here for the past 100 years. Richard Kane (sixth generation farmer) works the land – and its richer than many people may think because it gained fame more than 100 years ago when a hoard of treasure known as Broighter Gold was found buried in it. But fast forward to modern times – and there’s a different sort of treasure to be found in the land. The oilseed rape plant, which is grown on 200 acres of the Kanes’ farmland, produces spectacular oil. Broighter Gold Rapeseed Oil – which takes its name from the historic gold hoard – is blessed with a subtle, velvety and milder nutty flavour than other rapeseed oils, and is ideal for all kinds of cooking, baking, stir frying and salad dressings. Richard only grows one single variety of rapeseed on one type of soil to ensure the cold pressed rapeseed oils have a milder taste and a rich golden colour. It was his wife Leona who first discovered the oil’s cooking benefits by chance. Richard was pressing for bio diesel when Leona ran out of olive oil while making dinner one evening. “We were cooking steaks and Richard brought me a cupful of the rapeseed that

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was unfiltered and I used it,” says Leona. “I immediately loved the smell. I didn’t know much about rapeseed at the time, but there was such a difference in smell and taste compared to olive oil. When Richard said to me ‘That’s our Broighter Gold’, I knew we could start a businesss producing the oil.” After doing some research, Leona was amazed to discover the health benefits of rapeseed oil. It’s got 10 times more Omega 3 and half the saturated fat, and there is also Omega 6 and 9, plus vitamin D and E. She realised it was a product that Richard and she could produce from start to finish on their 800 acre farm. Around a quarter of their land is

now devoted to cultivating oilseed rape while the remainder is split between wheat, barley and potatoes. The rapeseed, which grows for 11 months, is normally harvested once a year in the last week of July. Once the seed is dried and cleaned, it is pressed – a process, which takes place all year round – and the oil, which is produced, is then bottled. “We can produce up to 300 litres in a day but the amount can vary from day to day. There are no big machines to help us– everything is done by hand and we do the all infusions as well,” says Leona. The Broighter Gold Rapeseed Oil business began in 2011 with Richard and

Leona selling the oil through Farmers Markets and local independent shops and restaurants, but it really took off when they were approached by a chef who had tried the oil and was amazed by it. Word soon spread with demand for the oil coming particularly from chefs. “It’s great – we don’t really have to do any advertising because chefs use the oil when doing demonstrations so everyone gets to hear about it,” laughs Leona. Broighter Gold is stocked in independent local shops, butchers, farm shops and delis across Ireland and following on from the plain rapeseed oil, Leona has extended the range to include new flavours such as basil, lemon, chilli and rosemary and garlic.

“We only grow one single variety of rapeseed. Our type of oil is quite unique because of the way we grow and process it – it is all taken from our own fields – and because it is mild and not harsh like some other oils, it means you can do more with it when cooking,” says Leona. The business has won numerous awards and accolades from leading chefs in the industry. A long line of top culinary names have used and tasted the produce including Noel McMeel, James Martin, Simon Rimmer and Rachel Allen. World figures including the Queen and President Obama have sampled the oil, which is now stocked at the famous French store, La Grande Epicerie de Paris.

Online sales of Broighter Gold products to America and beyond have risen substantially over the past six months and the business has scooped numerous awards including several Great Taste gold awards and top accolades at IFEX where, in the past, it has won Overall Product of the Show and gold in the Best Product Packaging category. “I think we have worked hard to get where we are and people respect what we have done,” says Leona. “We are lucky to have a business in such a beautiful setting with Lough Foyle on one side and Benevenagh Mountain on the other – it is lovely and gives us inspiration for what we do.”

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feature

A worthwhile time inside An old prison-turned-historic-site that becomes a haunted house attraction each Halloween and provides a look back on a bygone era of correction, continues to be one of Northern Ireland’s most visited attractions. Adrienne McGill takes a tour with Ashleigh Sinclair, Crumlin Road Gaol’s Conference and Events Manager.

rumlin Road Gaol is a grey, black and forbidding structure which closed its doors to prisoners 20 years ago. The former prison situated on the Crumlin Road in North Belfast, is the only Victorian era prison remaining in Northern Ireland since 1996. It is now a grade A listed building due to its architectural and historical significance having been designed by Sir Charles Lanyon and built between 1843 and 1845 on 10 acres of land at a cost of £60,000. During its 150-year history the gaol had many prisoners pass through its doors. Some

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of the more well known prisoners included Eamon De Valera, Martin McGuinness, and the late Dr Ian Paisley. Inside it is dark, cold and exudes oppression – an underground tunnel runs to the old courthouse opposite, while four wings of four storeys fan outwards from a central control area, known as The Circle. When it was built, it was meant to house 500 – 550 prisoners but by the 1990s, this had escalated to 1,400. The sparse and gloomy cells measure 12 x 7 feet and only allow for a chink of light. But this is what tens of thousands of visitors are flocking to see. In November 2012,

following a major redevelopment, Crumlin Road Gaol opened as a museum and it’s popularity as a tourist destination has been phenomenal. Since taking over responsibility of the prison in 2003, the Executive Office (formerly the Office of the First Minister and Deputy First Minister) has invested over £17 million to re-establish the iconic building as a highly significant public asset for Belfast. Visitors can expect an educational, thrilling…and even frightening experience with haunted tours of the gaol’s ghostly halls after dark, dining experiences in the dungeons and cells and the chance to get

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locked up for charity. The destination’s portfolio has expanded to offer state of the art conference, event and bar facilities, paranormal tours, parties, award ceremonies…even weddings and ‘Live at the Crum’ concerts. The facility, which employs around 80 people across full time, part time and seasonal positions, has also become increasingly in demand from film and television production companies as a location. In its first year as a visitor attraction, the daily tours of the prison, welcomed 136,000 visitors which surpassed the annual target by 55 per cent. Since then numbers

have steadily increased – in 2015 a total of 170,000 visitors came through the gates and by the end of this year, the figure will have risen to just under 200,000. It means that since opening 4 years ago, the prison will have attracted around 700,000 visitors by the end of this year. “That is primarily footfall from the tours only,” says Ashleigh Sinclair, Crumlin Road Gaol Conference and Events Manager. “On top of that we have conference and event guests and also more recently our restaurant visitors – so the numbers are significant. “The growth of conferences and events at the gaol has been huge. In the first year, the target was to hold 100 events and 400 ended up taking place. In the last 3 years, we have surpassed the annual targets for each year by around 100 events.” The Lanyon Suite, the largest room, can hold 250-300 people for a conference or 200 for dinner while the gaol can host 800 guests for those who want to hire it exclusively. This is one of the busiest times of the year for the facility in the run up to Christmas with a flurry of bookings for parties. Also a series of Halloween events have just taken place with paranormal tours including strange sightings, noises and unexplained happenings inside the walls of the prison drawing huge numbers of visitors. The ghostly activities are believed to be associated with prisoners who were executed at the prison and tours include a visit to the eerie execution chamber, complete with dangling noose, which was used until the last of the hangings in 1961. Seventeen prisoners were executed in the prison, the last being Robert McGladdery for the murder of Pearl Gamble. The bodies of the executed were buried inside the prison in unconsecrated ground and the graves were marked only with their initials and year of execution on the prison wall. The remains of two of the seventeen were reinterred and buried elsewhere. However, for those who feel faint-hearted after some of the stories and sights – fine sustenance awaits. Catering is provided by the skilled team in Cuffs Bar and Grill, the new restaurant which opened at the gaol at the beginning of July in a £350,000 investment. Head chef Damien Blaney has devised the extensive menu of locally inspired and locally sourced produce. The elegantly decorated restaurant, which has

capacity for 75 guests, is located in the original Victorian kitchen of the gaol. “Since 2014 we had been using outside caterers, but we wanted to be able to do the catering ourselves given the increase in the number of conferences and events so the opening of a restaurant made sense,” says Ashleigh. “We have substantial trade from tour visitors, from conference and events visitors and local residents. “We have also been successful in getting a partnership with one of the major cruise companies so even more tourists can visit the gaol. “We refresh the events every year so people see a new side to what’s on. “It means people can enjoy a whole night out at the gaol. They can do a tour, then have dinner and then go to a concert all in one venue.” Overall, the restoration of Crumlin Road Gaol has done much to breathe new life into North Belfast and to the Northern Ireland economy as a whole. It is now a unique award winning tourist attraction and a top quality conference and events centre and has become a must-see destination. The Queen, in her Christmas speech in 2014 succinctly summed up what the transformation of Crumlin Road Gaol has done. She said: “My visit to the Crumlin Road Gaol will remain vividly in my mind. What was once a prison during the Troubles is now a place of hope and fresh purpose; a reminder of what is possible when people reach out to one and other.” There’s no better way to put it.

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Thinking beyond the menu Contract catering company, Compass Group, is POINTING in the right direction with a focus on providing healthy eating options for people at work. Adrienne McGill HEARS ABOUT IT FROM Margaret Campbell, Operations Director at its Ireland division.

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ompass Group UK & Ireland, is the largest contract foodservice provider in the UK. The business serves millions of meals a year in a wide range of locations including offices and factories, schools, universities, hospitals, major sports and cultural venues, mining sites and offshore oil platforms. The company is also highly regarded for its cleaning, property management and support services. For the past 50 years, the business has been operating in Northern Ireland where it employs a workforce of 650. From factory canteens to high-powered boardrooms, hundreds of companies rely on Compass Group every day to provide meals for their staff – breakfasts, lunches, dinners, snacks and also for hospitality services. However, as health and wellbeing dominates more and more companies’ agendas and generational influences are changing what employees want, it’s never been more important for contract caterers to ensure they are doing all they can to support their clients. Margaret Campbell heads up the Northern Ireland operation, overseeing the company’s catering and cleaning services to government, business and industry under the Eurest division and education sector under Chartwells. Major clients include the Northern Ireland Assembly, CAFRE, PwC, Hyster Yale. In addition Compass provide catering services to many local clients within the financial and education sectors. The business has to ensure it has a flexible work model that meets the needs of these varying clients. Compass is increasingly working to show their clients that providing a food offer, is more than just serving food. Get your food service right and businesses can not only support their people’s health and wellbeing, but it can also contribute towards productivity and staff retention too. “There is a different profile of customer in each place we service,” says Margaret. “What we provide a student to eat will be very different to what we supply to a person doing manual work in a factory. However, what remains consistent is our desire to deliver excellent food.” For each of its clients, Compass Group provides a catering manager, chefs, catering staff, and food which is prepared freshly at the client’s site every day to suit all tastes and palates. Healthy eating options through products and dishes that

fit into a more health conscious life-style are at the core of all the food which is served. “One the biggest shifts in recent years has been in the consumer. People are more aware of what they are eating and want to know more about what they are putting in their bodies. They may go to the gym, measure their calorie intake and really understand nutrition. Therefore, a choice of food is really important,” says Margaret. The eating habits of people at work has been the focus of in-depth research by Compass in a bid to ensure it is meeting their needs. The findings reveal: • People in the UK take less time for lunch than their European neighbours – 34 minutes compared to 37 minutes. • The favoured lunchtime choice remains the sandwich with 63 per cent of UK workers opting for one. • A whopping 86 per cent of young people purchase snacks throughout the day. • 44 per cent of UK workers eat alone. • 52 per cent of people eat at their desks. • 56 per cent of UK workers feel that chatting to their colleagues over lunch helps to build a stronger team. Margaret says a key element of Compass’s service is customer insight. Understanding what people want to eat, where they are eating their food and the time pressures they are under all help with the development of an attractive food offer. For instance, the “Eating at Work” research shows that younger people want to eat food that enables them to hold their phone at the same time – there’s no point therefore in offering them meals requiring a knife and fork and not providing a portable food offer. “We have to look at what’s on trend, what our customers food preferences are, what customers want to do in their lunch break, how much do they want to spend, what is the popular choice – is it sandwiches and if so, what choices do people want?” says Margaret. “With the increase towards a ‘grazing’ culture we have also developed a range of coffee and grab-and-go offers to meet consumer needs. Grazers will perhaps be eating a snack three or four times a day rather than a lunch. People may wish to buy a pre-prepared sandwich or baguette while others may want a tailor-made option with their own choice of filling. We have to cater for a wide range of tastes – not only in terms of the variety of foods – but also in how people want to eat. “In some cases, especially with millennials, it is about bringing high street brands to them – because that is what

they want. We have franchise partnerships with brands such as Costa and Starbucks and we work with the client to establish where these may operate best. “It very much depends on the profile of the customer – some people want a high street brand, other people want an artisan feel with a deli offering and great quality coffee or tea.” And coffee is a big seller – customers have become more discerning and are taking an interest in where their coffee comes from and want it made in more exciting and innovative ways. In response Compass has introduced trained baristas, who grind the beans on demand to retain the flavour and aromas, in the catering venues of many clients. All baristas undergo a thorough training programme focusing on tea and coffee excellence. While the catering industry is booming in the UK, Margaret acknowledges that the food service sector is competing with either the humble lunch box or the high street, therefore workplace food offers have to be an attractive alternative and regularly refreshed to keep the consumer interested. “Most workers are now sitting behind a computer so they don’t need a big calorie intake – they are not doing manual work. They don’t need a big cooked breakfast or a big heavy lunch with soup to begin with and then a pudding for dessert. That means we have to be innovative in the type of foods we prepare and be able to respond to changes in eating habits.” At present the company does not supply catering to hospitals in Northern Ireland but it has plans to move into the healthcare sector. “Most of the hospitals in Northern Ireland don’t outsource soft services such as catering, but private clinics and nursing homes do and this is an area of growth we are looking at within the company’s healthcare division,” says Margaret. Compass is also committed to supporting local farmers and sources fresh produce locally and seasonally. “We provide quality catering – we are not in the business of providing cheap meals or to buy in cheap food,” says Margaret. “We look for partners who want value for money but they want a quality service and they want us to support the local economy by using local suppliers. “A contract we won recently required us to source 70 per cent of its food locally and we are delighted to do this. Supporting local farmers and growers is very important to us. We also want to continue to engage with our clients to understand what they want and what is important to them and their workforces.”

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Partnering for growth By Gavin Kennedy, Director Business Banking at Bank of Ireland UK. At Bank of Ireland we aim to become business partners with our customers, not just a funder, and as part of this, also partner with business and industry organisations to encourage companies of all sizes and sectors to embrace the opportunities for growth. Through this engagement we believe that continued investment in innovation is at the core of the entrepreneurial spirit, and developing capability in management and organisation infrastructure is critical to support sustainable growth. Our partnership with the Northern Ireland Chamber of Commerce and Industry for the Connecting for Growth Programme is an important example of providing tangible benefits to businesses. We are delighted to be building further on that success and working with them on a new programme, which will align with our partnership to deliver the ‘Trinity

International Growth Programme”. A bespoke executive education programme for SME’s from Northern Ireland, Great Britain and the Republic of Ireland, it is aimed at supporting management teams in SME companies that want to expand across borders into new markets or are launching a new product or service into a new market. The people in a business are a hugely important part of building a sustainable company and this is why investing in their education and development is so important. The programme includes a practical export and scaling project, but it is much more than that. With access to mentors and shared peer to peer experiences across the islands, participants are able to impart their knowledge and build new connections with the wider teams in their business. The Trinity International Growth Programme will run between April and May 2017 and covers areas including: • Organisational design challenges for

export and scaling, • Finance for scaling and export • Sales (including direct and indirect channel management). With the changing landscape there are exciting, ambitious opportunities to invest in skills, infrastructure and exports to ensure businesses can compete successfully.

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what’s in it for me? HOW NI CHAMBER HAS HELPED MY BUSINESS WITH…. Gary Weir, New Business Sales Manager at Minprint. Describe your Business Minprint, based in Belfast, is a commercial print company providing bespoke design, print, display and digital solutions to businesses in the UK and Ireland. We’ve been in the industry for almost 40 years, so there isn’t a lot we haven’t printed! We have built an enviable reputation for providing the highest quality printing and service coupled with highly competitive prices. Our team of design experts, account managers and print professionals are there for our clients every step of the way, from initial concept right through to completion and delivery. WHAT MAKES YOUR BUSINESS STAND OUT? Our wealth of experience and our continued innovation in print and digital technology is what sets us apart from other print providers. We pride ourselves on our ability to provide an allin-one service to our clients, and we can do this because of the extensive range of products and services we can provide in house – we can offer creative graphic design, print products, print

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management, event and display, promotional products, cross media and much more. This means that no matter what the client needs, whether it’s 500 business cards or an allencompassing nationwide ad campaign, we can provide the solution in one place. HOW HAS NI CHAMBER HELPED YOUR COMPANY ACHIEVE ITS GOALS? Being a member of the Chamber has helped us to promote our company and build our brand awareness. It has given us a great opportunity to reach out to new clients and make them aware of what we can do for them. We have made some excellent business connections from being a member because it provides an opportunity to meet people who otherwise we may not have been able to meet. WHAT WOULD YOUR ADVICE BE TO OTHER NI CHAMBER MEMBERS TO HELP GET THE MOST FROM THEIR MEMBERSHIP? It’s like most things in life, the more you put in, the more you get out! Your membership is something that will pay off so much in the long term, you will need to go to more than just 1

or 2 meetings in order to make a meaningful connection with the other members. It’s great for the business, and also for personal development, as the wealth of knowledge from industry experts and business leaders is invaluable. Take part in discussions and share your knowledge too, because your insights may be helpful to other members. It’s fantastic for making new contacts, but don’t hit them with the hard sell at your first meeting, take the time to talk to them and gain a good understanding about their business. Build the relationship first, then sales will follow. HOW HAS CHAMBER MEMBERSHIP HELPED YOU AND YOUR STAFF DEVELOP A PROFESSIONAL SKILL SET? Being a member has taught us to plan ahead for the future and to listen more to what our customers need. It has given us the confidence to promote our services to clients in a way that works for them. Being a member has given our team the confidence to develop new business contacts, communicate and promote our business services to a wide range of companies. It’s a great organisation to be a part of.