MB Partners - Partnership - Edition 10

PARTNERSHIP EDITION TEN

Welcome F

irstly, I would like to say that I sincerely hope this finds you, your families and your teams safe and well in these strangest of times. The word unprecedented has been overused in recent weeks and months but there is no doubt that the current challenge that Covid-19 has presented us with both at home and in business, is one of the greatest that we are likely to face in a generation.

In times such as this, it is our health and wellbeing that is everyone’s uppermost priority and on behalf of my fellow Directors and I, we would like to send our best wishes to you all in both a personal and professional sense over the next few months.

As a company, MB Partners has always been built on old-school values of trust, camaraderie and relationships. These are values that define our Official Partner Programme perfectly and ones that are needed more than ever. The spirit and dynamic environment that runs through our Official Partner Programme remains one of the achievements that I am most proud of at MB Partners, and it is that spirit and those partnerships that we need more than ever right now as well.

Naturally, the on-track efforts of our stable of racing drivers have been temporarily paused but I’m delighted that our drivers have enjoyed some great success earlier this year including both Tom Blomqvist and Andrew Watson taking podium finishes at the Bathurst 12 Hours. It appears that a return to the track, albeit behind closed doors, is edging closer for our clients and I’m looking forward to continued success in what promises to be a very important season for many of them.

While our drivers have not been able to physically get out on track in recent months, they have, like many others, turned their hand to the world of esports and simulator racing where I am glad to see they have enjoyed great success too. This is an area which MB Partners are keen to grow in the coming months as is our new ‘MBP Digital’ offering - offering our expertise to work with brands, teams and drivers across their digital platforms and broader communications efforts.

Mirroring our work with our driver clients, we have had to look inwardly and be creative to ensure we drive engagement and value to our partners and broader commercial network through these times.

While we remain excited at reinstating some events that allow for face-to-face interaction at the appropriate time, I have been heartened to hear of many of the new ways in which our partners continue to engage with ourselves as a company and each other.

It is a measure of the programme in itself that this period has seen more conversations taking place and more introductions made between partners than ever before, with many seeking to reach out and understand how they can support one another through this time. As with all other times, we are stronger together and the way in which our partners have come together in recent months is a fantastic example of this.

As such, it gives me great pleasure to share with you the latest edition of our Partnership magazine. Like always, we share many of the exciting stories from our client portfolio who look ahead with real excitement to being let loose on the track again once more. Beyond that, this publication is filled with stories of collaboration, partnership and teamwork emanating from our partner network in recent months which I hope fill you with as much optimism and positivity as they do for me.

While the current situation ensures that we will all continue to face new challenges along the road ahead, I remain firm in my belief that it is those original values of trust, camaraderie and relationships that will lead the way to brighter times for us all.

Stay safe and I look forward to seeing you all again soon.

www.markblundellpartners.com T: 01763 250 888 E: office@markblundellpartners.com MB Partners

@MBPartners

@mbpartners

Published by MB Partners in conjuction with TBC Publishing Limited, Telephone: 01763 810042. ©TBC Publishing & MB Partners 2020. All rights reserved. Reproduction is forbidden except by express permission of the Publishers. The content of this magazine is believed to be correct but its accuracy is not guaranteed and it does not form part of any offer or contract. MB Partners & TBC Publishing Limited cannot accept responsibility for any omissions or errors.

EDITION TEN PARTNERSHIP

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Contents 09 About Us An introduction to our elite sports management company.

10 Board of Directors Meet the members of the Board.

12 A Dazzling Debut Tom Blomqvist got his year off to a dream start.

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16 Embracing A Changing Landscape Theo Paphitis catches up with Graham Baker, UK and Ireland Country Director at Western Union.

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20 Placing Agility & Innovation At The Heart Of Every Business Andrew Leaver, Group Managing Director of Blue Square, talks through the changing nature of consumer behaviours and how they’re helping clients to embrace digital transformation.

24 Another Year, Another Step Forward In recent years, there has been very little that has been able to put the brakes on Louis Foster’s rapid ascent up the junior motorsport ladder.

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28 The Delivery Is In The Detail

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Gary Ayles from Bespoke Handling talks us through the company’s journey, the importance of relationships and how opposites can attract in business.

32 Introducing Kanato Le Twelve year old Kanato Le has moved nearly six thousand miles across the world to pursue his love of motorsport.

34 The Importance Of Relationships 20

Nick Gornall at Arbuthnot Latham discusses the importance of the bank’s client-centred approach and how these principles have underpinned the long-standing partnership with MB Partners.

38 From Lockdown To Le Mans

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For Andrew Watson, 2020 was set to be his biggest season yet on-track, however the pandemic struck which lead him onto focusing on other talents.

40 Built On Strong Foundations Director and co-founder of Farleigh Property, Robert Mulligan, talks us through the company’s successful journey so far.

42 The Right People Behind You 24

Karen Ellis, Head of Sport Practice at Gallagher Specialty, talks through the importance of a people-first approach.

46 Introducing Jake Hughes

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Jake Hughes, MB Partners’ newest signing, talks through his late entry into the racing ranks and the incredible success he has enjoyed.

50 Success Built On Trust, Integrity & Experience Anthony Indaimo, of Withersworldwide, and Mark Blundell, of MB Partners, fondly reflect on their respective careers.

54 The Final Hurdle Mike Conway talks through his aspirations for the remainder of the year.

62 Smarter Decisions & Smarter Solutions 32

William Hopkins, Group CEO of Your Smart Homes, talks us through the seamless approach to business.

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A Letter From The CEO Dear All, It is safe to say that quite a lot has happened since we last all got together at the InterContinental Hotel alongside Theo Randall back in November. While the world has changed an awful lot since then, it is with the same dynamism, energy and entrepreneurial spirit that our Official Partner Programme has progressed in recent months and for that I thank you all.

I hope that this finds you, your families and your teams in the best of health and that that remains the case through the forthcoming months. The situation presented to us in business is like no other I have ever experienced before and one that has placed us into new situations, presented new challenges and promoted new behaviours too - particularly in how our workplaces and offices function.

Like all other businesses, MB Partners has faced its challenges too but I am very proud in the way we have pivoted and created new and innovative solutions which have allowed us to continue to support our range of clients, be that racing drivers or our array of commercial partners. As sectors, sport, events and hospitality have been some of the hardest hit through this period and at MB Partners, we manage to intersect with all three.

I am proud of our resilience and innovation through this time which has enabled us to continue to grow when others have faced more difficult times.

This sense of robustness and resilience through these times pays tribute to the value and depth of the relationships that we hold across our business, and that starts and ends with our Official Partner Programme. 2020 marks the fifth anniversary of our affiliate network and with the more time that passes and the more interaction we have with our partners, the more convinced I am that whilst we exist as a sports management and marketing group, it is our B2B and B2C affiliate programme that represents the backbone and the core of our company.

There are many reasons for this but most pertinently, the relationships held across this group represent every touchpoint that we enjoy as a business. Many of our official partners support our driver management division through the provision of industryleading services and insight which ensures we surround our clients with the best in the business. Beyond that, we work strategically with many of our partners to cross-market services and suppliers to help us deliver our other key business services, be that our sports marketing programmes or our digital and events management arms as well.

While the last few months have been tough for us all, and I am in no doubt that there still remains some bumps in the road ahead, I want to thank all of our partners for their continued support, drive and enthusiasm. I genuinely took great heart from the way in which our partners explored new opportunities and drove forward new conversations and introductions through the enforced lockdown period. As we progress through this situation, I am glad to hear that some of those ideas and opportunities are being consolidated and taken forward.

It goes without saying but please know that everyone here at MB Partners is on hand to support you in any way that we can through this period. As you know, in the interests of supporting each of our partners fully, we have extended the duration of the 2020 programme until the 31st March 2021. This gives us an extra quarter to support each of you with new conversations and introductions through this period and I hope will give us the opportunity to enjoy some face-to-face interaction too when the time is right.

For now, I wish you all the very best and hope that you enjoy the contents of the latest edition of our ‘Partnership’ magazine. Alongside the many stories of success on the track, there are some great messages of collaboration and optimism emanating from the partner programme and we look forward to many more of these in the coming months.

All the best, Mark

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About Us

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epresenting some of the world’s biggest driving talents and most recognisable brands, MB Partners combine their unique experience at the highest level of professional sport and business to forge value-driven, long-lasting effective relationships with their hand picked selection of clients.

A reputable world leader in motorsport management, MB Partners pride themselves on utilising their decades of industry experience to foster long-term, successful relationships with their exclusive stable of professional and talented drivers.

With first-hand and over thirty years worth of experience across professional sport, MB Partners possesses a huge network of global contacts, as well as a profound knowledge of what it takes to manage the day-to-day requirements of a professional sports person. We know sport from the inside out and it is this knowledge and experience that means we are perfectly placed to help our clients negotiate the elite sport industry.

MB Partners' Board of Directors; Ian Childs, Theo Paphitis, Robin Fenwick and Mark Blundell

By building a close relationship with each individual, MB Partners takes the time to understand our client’s personalities and goals. We can negotiate and execute contracts, provide insight into all aspects of their sport, and take care of all their duties away from the track or course; including all administration as well as maximizing their media and commercial profiles. Our comprehensive management service ensures that all our clients need to focus on is their talent, whilst we focus on creating and maximising every opportunity.

The essence of partnership is the guiding principle at MB Partners. Our Official Partner Programme acts as an effective introductory network bringing together like-minded individuals to facilitate and build new commercial relationships. Beyond this affiliate B2B and B2C network, MB Partners enjoy a proven track record in identifying, brokering and activating winning sports marketing partnerships that deliver value and engagement for rights-holders, brands and individuals.

For a more detailed look at our clients, partners and the services we provide, please visit our website or feel free to contact us.

The Malt House, 27 Kneesworth Street, Royston, Hertfordshire, SG8 5AB

www.markblundellpartners.com T: 01763 250 888 E: office@markblundellpartners.com MB Partners

@MBPartners

@mbpartners

EDITION TEN PARTNERSHIP

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Board of Directors As one of the most recognisable entrepreneurs in the UK, Theo Paphitis is equally at home in the world of sport as he is the boardroom. Theo spent eight years as the Chairman of Millwall FC, taking the club out of administration and into the Championship, an FA Cup Final and European football. Along with football, he closely follows many sports and was co-founder of sports marketing company Movie & Media Sports with Ian Childs.

Theo Paphitis Chairman

Theo made his name reviving the fortunes of notable high street names such as Ryman, Partners the Stationers, Stationery Box, La Senza and Contessa Lingerie and is now the chairman and owner of Ryman Stationery, holding the same position at Robert Dyas having bought the homewares specialist chain in 2012. Theo was previously the joint owner of Red Letter Days alongside fellow TV Dragon Peter Jones and, having sold his lingerie interests in 2006 Theo returned to the industry in 2011 when launching the international lingerie brand Boux Avenue. In 2015 the Theo Paphitis Retail Group was launched which encompassed the three retail brands Ryman Stationery, Robert Dyas and Boux Avenue. London Graphic Centre joined the group in 2016.

Mark Blundell CEO

Managing Director

Ian is a keen sportsman with a passion to connect sport and business. From a formal marketing background in the FMCG and motor industry Ian has spent most of his working life in and around the sports environment. His early days as Commercial Manager at Surrey Cricket Club and General Manager of Sports & Outdoor Media led to the development of a valuable networking base.

Robin Fenwick, Managing Director of Right Formula, joined the board of MB Partners in 2016.

Ian then co-founded Movie & Media Sports with Theo Paphitis in 1989, their primary objective was to raise commercial revenue on behalf of governing bodies, clubs and associations worldwide. Movie & Media was acquired by Octagon IPG in 2000, Ian remained with the business until 2006 and was tasked with managing their Far East and Australasian operation in the latter years. After a short sabbatical Ian consulted for Sportseen Ltd culminating in its sale to Essentially Group.

Robin founded his own sports marketing firm, Right Formula in 2009 and as Managing Director, his day-to-day focus is on client acquisition and strategy roadmap development for the range of brands on Right Formula’s roster.

A former long-standing Chairman of Red Letter Days and a current Director for Ryman Ltd and Group Management Director of the Theo Paphitis Retail Group, Ian brings to MB Partners a tremendous network of contacts both in the commercial and sporting world.

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Mark started his sporting career at just 14, and for nearly 20 years he competed at the very top of world motorsport, including Formula One, IndyCar and World Rally. His wins even include the prestigious Le Mans 24-hour endurance race.

From 2001 through to 2008, he was integral to ITV’s multi BAFTA award winning presenting team for Formula One. Across the last fifteen years Mark has established himself as one of Europe's most respected and recognised motorsport managers through his role as CEO of leading sports management and marketing group, MB Partners. Mark's role is to drive the business forward on a daily basis and has overseen its growth into a global sports marketing group with specialist expertise in the areas of events and digital activation as well as its plethora of relationships held across the Official Partner Programme.

As well as being a high profile entrepreneur Theo is a familiar face to millions from his time on the hit BBC TV show Dragons’ Den and regularly appears on primetime news and entertainment shows varying from Question Time to Top Gear.

Theo is also Chancellor of Solent University.

Ian Childs

For more than three decades Mark Blundell has honed his expertise in the upper echelons of elite global sport, firstly in a professional sporting career, then TV pundit and in more recent years, as a successful businessman. Mark's business career has taken in roles of sitting on the board of Directors of the British Racing Drivers Club', a Lloyds insurance brokerage alongside successful investment roles. He has previously held ambassadorial roles for the likes of McLaren Automotive as well and a private bank along side this Mark has been active as an ambassador for the Princes Trust Chairty for 25 years as well as many other charity’s over the years.

As the boutique sports management company’s newest stakeholder, Robin’s extensive knowledge of the sports marketing and sponsorship industries will provide a valuable addition to the commercial strategy of the company.

Robin Fenwick Director

Robin has extensive experience in sports marketing, having worked in a range of in-house and agency roles during his career. These include at the global sports marketing agency, Octagon, in-house with the McLaren Formula 1™ team working on the title sponsor account, and at Hilton Hotels where he served as Head of Sponsorship.

A Dazzling

Debut Your first race with a new team is difficult, your first race in a new car is hard, your first race at a new circuit is tough, but to do all three and finish 2nd at one of the biggest races in the world is phenomenal.

MOTORSPORT

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om Blomqvist got his year off to a dream start as a first trip to the legendary Mount Panorama circuit for the Bathurst 12 Hours did not disappoint, yielding him and his Team 59Racing team-mates a second-placed finish and, for Tom, a maiden trip to the Bathurst podium on his first attempt.

“Bathurst was a brilliant start to the year,” Tom said.

“It’s such a renowned place so to even turn a wheel in anger round it was special enough let alone coming away from it with a podium.

“It wasn’t without its challenges; we had a few scares with the car - a clutch issue and some worries with the tyres but that’s what endurance races are all about. They’re marathons not sprints and simply getting the car across the line is an achievement in itself.”

Tom very quickly got to grips with the McLaren 720S GT3 and began to get the mileage on the board an absolute necessity at a circuit as unforgiving as Mount Panorama. As the confidence grew, the lap times kept getting faster and faster.

In the race, Tom’s first stint was mightily impressive in the deep Australian heat with a car that works best at cooler temperatures. His efforts left the team leading the race at the end of his first stint.

From there, they overcame two penalties to remain firmly in the podium hunt and Tom was trusted to

bring the car home, fending off rivals on much fresher tyres.

raise money to support the NHS during these exceptional times.

“All in all, it was a very successful weekend. We worked really well as a team, battled through any issues we had and kept ourselves in the thick of it when it mattered. It was a huge achievement to come away with a podium on my very first trip to the circuit and is a memory that will stay with me forever.”

“Getting involved with all the different Esports series was good fun and a great way to keep myself busy and prepped. Winning at Hell in World RX was a highlight, and shows I’ve definitely inherited some of my dad’s rallying skill and is something I would love to try in real life now!”

Given Tom’s successes in GT racing, a podium might not be that much of a surprise. An outright victory at the biggest GT3 race in the world - the 24 Hours of Spa - is testament to his skill and talent in the discipline.

“The BRDC series was a brilliant initiative to be part of. If I could help out in any way possible then I’m certainly all for it - these are trying times and our NHS has been nothing short of amazing in keeping us all safe and healthy. It was great to race against some of Britain’s best drivers - it was such a competitive championship!”

“A podium at Bathurst is a nice addition to my CV. Having won at Spa and competed in IMSA, Blancpain, WEC and Intercontinental GT Challenge, Bathurst was definitely the next one on the list to get involved with. I’d love to go back again next year and see if we can have as much fun as we did this year.”

During the pandemic-induced racing shutdown, Tom was one of several drivers to turn his hand to the rising world of Esports.

An eclectic mix of races followed with appearances in the DTM’s Esports Classic Challenge, a victory in the World RX Esports series and competing in the BRDC’s Esport Championship, where he helped to

As racing begins to restart around the world, Tom’s year is shaping to be a memorable one as he is set to compete in some of the world’s prestigious endurance races.

“It’s nice to have something to look forward to - it’s been a long wait to get back to racing so now it’s all systems go as I get myself prepped and ready to be back in the car! We’ve got some cool plans to announce in the near future so I’m excited to unveil them.”

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Embracing a Changing

Landscape Chairman of the Theo Paphitis Retail Group and of MB Partners, Theo Paphitis, catches up with Graham Baker, UK and Ireland Country Director at Western Union, to discuss how the current situation is impacting businesses and how the importance of strong partnerships remains a constant through changing times.This article is part of a broader interview held between Theo and Graham, to watch the full video please click below.

T

he old adage goes that you find out who your friends are when the going gets tough and many businesses are facing up to their toughest times yet in the face of the COVID-19 pandemic. While the current moment has been defined by uncertainty, it has also been a situation that has drawn many people together and one where the importance of possessing strong business relationships has been key. For both Theo Paphitis and Graham Baker, of Western Union, it is this sense of strategic collaboration that has been the foundation of four years of successful partnership between their respective businesses - a partnership which has only been reinforced and strengthened through recent events.

From a consumer perspective, Western Union’s partnership with the Theo Paphitis Retail Group allows customers to send money across the globe from within Ryman and Robert Dyas stores right across the country. Enabling customers to send money quickly and easily across the globe from their local

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store, through a safe and trusted service has been the bedrock of the partnership which now transcends beyond retail.

In addition to retail, Western Union Business Solutions also offers business FX and international payments to organisations including those within MB Partners’ network. With the close partnership with MB Partners and Western Union Business Solutions, this allows WUBS to support a variety of industries that have international payment requirements especially in sports and specifically motor racing.

Like many others, the retail and sports sectors have been greatly impacted by the COVID-19 pandemic but Theo is adamant that it is up to those within the sectors to embrace this changing landscape in order to continue to offer a seamless range of services for their customer base but also in terms how they engage their own workforce too

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“What this pandemic has forced us to do, is to accelerate our digital transformation. We have had to review the way in which we work digitally and online and ensure that it is effective. Of course, some people prefer remote working and as an employer, you have to understand that. Personally, I like the personal relationship side to business and I will always be that way.”

“But there is no doubting that this will change the way we do business. We have got to now, very quickly, take on board this changing landscape which has been a five-year acceleration of all things digital and embrace it.”

For those at the Theo Paphitis Retail Group, while shops remained closed through the lockdown period, much of their emphasis was placed on developing their already strong online offering.

“We have been embracing all things online for several years but this has only accelerated that process further. As an example, there were some weeks through the lockdown period where Robert Dyas did as much business online as it did the previous year with 100 shops open.”

“What we have seen from our customers is how quickly they have adopted and embraced the online space even more so than they already were. We are very focused on making sure that our online offering leads the way and offers everything that our customers could want.”

Much in the way that Western Union has embraced its own services in the digital arena, both companies are united in their growing ability to deliver a true omnichannel experience for its consumers and customers. For this to work most effectively though, Theo remains firm in his belief that a business’s online offering and presence must dovetail and complement its physical services too.

“Through this period, we have invested in our digital backbone as we look to ensure our customers can have as many touchpoints with us as they want, irrespective of where that touchpoint takes place. We have signed off a completely new generation of terminals within our Ryman and Robert Dyas stores to ensure customers are recognised across each of these touchpoints.”

“The last part of that development will be through the Theo Paphitis Retail Group app which will allow customers to take something in our store, swipe it using our app and just walk out. That is not quite there yet but it will be and it is all about prioritising the needs of the customer and ensuring their purchasing journey is as seamless as possible.”

While much of Graham’s and Theo’s conversations centre around the road ahead, the pair also reflect on the journey so far in terms of Theo’s own career.

A serial entrepreneur with a range of business interests, Theo reflects on his firstever business investment - and it might not be quite what you imagined.

“Actually, my first business investment was very simple. I purchased for the total sum of £57, two desks, two chairs and a filing cabinet out of the secondhand furniture storage area at Legal and General in Kingswood. I always remember that as it allowed me to set my new office and set up on my own.”

“I had set up my own finance brokerage. I’d already been working at Legal and General and I had developed certain instruments that were attractive to the brokers I was visiting. It became clear that they were making a lot of money out of it and I wasn’t.”

“I discussed it with my manager and I had to give the Vauxhall Chevelle company car back but they allowed me to keep my subsidised mortgage for a year on the basis I only did business with them in the first year. Before I left, he told me that I had to go and visit ‘ol’ Harry’ who looked after all the facilities.

And for just over £50 Harry actually delivered it and I had an instant office and was on my way.”

The journey that has followed since has been well documented with Theo returning to his “true love” of retail, back where he started, alongside sporting ventures which now includes his role as Chairman of MB Partners. Across the entire journey though, his belief in the importance of productive and strong partnerships in business has been a constant.

“Partnerships have always been key in all my businesses. When you look at Ryman and Robert Dyas, we are high street stores but we are full of brands too.

We have some of our own brand too but it is a tiny proportion. So the majority of our business is built on working with brands in a partnership for mutual benefit.”

“We give them fantastic exposure on the High Street, in front of the customer, and in return,they lend us their brilliant brands to be able to do that. So every part of our work is very much a partnership and about working together. It’s not just about supply, it is always about the longer term and understanding that a partnership is only worth it if both parties are benefiting - you can’t hide away from that.”

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Placing Agility & Innovation At The Heart Of Every Business Andrew Leaver, Group Managing Director of Blue Square, talks through the changing nature of consumer behaviours and how the retail marketing agency is helping clients to embrace digital transformation, whilst sustaining human interaction every step of the way.

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he way in which clients and customers interact with brands and businesses continues to multiply with every passing year. With new technologies emerging almost weekly, the challenge remains for businesses to keep pace with this rapidly changing landscape at a time when consumers and clients are presented with more choice than ever before. While these challenges are not necessarily new ones, they are challenges that have been accelerated in the face of the COVID-19 crisis and the resultant shift in buying patterns and customer behaviours.

Through this period, some companies will reflect with disappointment on a failure to grasp the opportunities at hand or even worse an inability to keep up with the changes required. Others will revel in the success of providing consumers with consistency, clarity and personalisation at a time where consumers need to feel comfortable in every interaction.

As many businesses have found themselves having to react to a transient situation as best as they possibly can, for Blue Square and its clients, this has been an opportunity to build brand affinity, grow sales and increase loyalty by adopting a proactive approach. Group Managing Director, Andrew Leaver, reflects on how their excellent work to date has left them well-placed to support their clients in changing times.

“Consumer shopping habits have been changing over the last two years, so as a business, we’ve put real focus and investment on a reimagined retail world with technology, consumer insights and innovative solutions centre stage so we are able to engage with retailers and customers wherever and whenever they want.

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“Thank goodness we have; it’s meant we’ve been able to support our clients proactively with the implications of COVID and a clear channel shift to online. We’ve been able to use technology to sustain human engagement at every step, whether that’s online, in-store, at dedicated pick-up areas or in virtual stores.”

“To help our clients overcome the obvious challenges around face to face interaction, we have also invested significantly in the development of our virtual conferencing solution, called ‘OnLive Events’.

It’s a hybrid digital solution, which essentially takes the high-quality production of a physical event or conference and broadcasts it live online thanks to some great tech. We recently used OnLive for an 8hour stream in support of a music-focused event, which fans watched online for an incredible 1 million minutes, and an event for Samsung which featured dozens of speakers nationwide delivering interactive keynotes and training for internal teams and retail staff.”

Combining the benefits of the traditional human interaction of the customer journey alongside the heightened accessibility provided by the growing shift to online is a point that Andrew reaffirms in great depth. While he is quick to underline the immense capabilities that digital transformation affords a business, his assurance that this process is best supported by genuine human interaction is emblematic of Blue Square’s “people first” mindset.

“The agency was founded in 2009 with a clear vision to create engaging consumer connections for many of the world’s leading brands and retailers. A retail marketing agency based just outside of London in Hertford, Blue Square now employs close to 1,000 people across the UK & Ireland. We partner

deeply with our clients and we have a very focused “people first” mindset. Working in partnership with brands such as Samsung, HP, Virgin Media & Valspar, we help them to grow sales, build brand love and increase loyalty. We do this across several disciplines and environments such as retail, contact centre, direct to consumer, B2B, training, events & engagement, digital content, research, insight & technology, to name a few.

“The business has evolved tremendously in recent years. At its core, we’re a retail marketing agency who recruit, train and deploy talented brand specialists to engage with retailers as well as customers at key moments in the purchase journey to accelerate growth.”

With the brands that Blue Square work so closely with facing ever-changing demands and questions from their customers, it is no surprise that Blue Square themselves adopt a proactive approach to broaden their own client offering to ensure they remain best placed to support in every way possible.

In recent times this has seen the launch of Pulse Index, the company’s own research initiative that ensures their work with clients is always informed and shaped by current and relevant consumer insight.

“Pulse Index is enabling us to really understand consumer concerns and, importantly, their changing behaviours over the forthcoming weeks and months. We’re actively sharing this insight with clients to inform and support changes to their retail strategy.

“One of the key insights to date has been an overwhelming proportion of consumers (well over 70%) want ‘human’ interaction on their journey to

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purchase be that in-store or online to help answer questions, highlight benefits of the product or validate their thinking. Our ‘Virtual Store’ solution is built to meet this need, enabling consumers to have a one-way video call with a brand expert, with data collected every step of the way to increase conversion opportunities. The current Virtual Store partnership we have with one client has evidenced a +50% uplift in sales when this takes place.

“Working with clients on how best to seed this insight into their current offering has been a key point of focus, along with looking at additional creative solutions, like AI customer guidance and social media content amplification – this has driven many of our current conversations.”

Helping brands to speak to their customers in powerful and engaging ways remains at the heart of Blue Square’s work. While this key principle remains as strong as it ever has been in the company’s mission, Andrew is forthright in acknowledging that the current moment represents a pivotal one for brands to either lead the way or fall behind.

“The changes we are seeing in retail are not new. What’s happened in the last few months has been an acceleration and pace of change that no one could have envisaged. Digital transformation is now an imperative for every business from supply chain processes, to inventory, to establishing ecommerce platforms and a frictionless customer journey whether consumers are purchasing online or in-store.

“Agility and innovation need to sit at the heart of every business with new technologies emerging almost weekly. Given all of this, I don’t think there’s ever been a more important time to truly stay connected with your customers. We know from our research that over 60% of consumers say how well a brand responded to them during COVID will have a direct impact on their likelihood of buying from them in the future. It’s therefore vital that communication is rooted in transparency and authenticity.”

strengthened this year alongside the formation of MB Motorsport accelerated by Blue Square and a broader-ranging events and business development programme.

Like all the relationships held across the MB Partners affiliate network, it is one framed by a people-centred and relationship-driven approach as Andrew explains.

“The majority of our business is based on existing long-term relationships, however when we’re developing new relationships we do so with longerterm partnerships in mind. Particularly in the early stages of getting to know a new potential client, we really like to focus on listening to their challenges and understanding their vision. The beauty of our agency is that we can really help them to accelerate the journey they are on and get to their commercial destination, thanks to the decade of experience we have working with huge brands.”

And while the current moment has provided a timely reminder to many brands and businesses to rethink how they communicate and engage with their customers, Andrew underlines that it will be the same successful approach to their work to date that will allow Blue Square to continue to lead the way forward alongside their clients.

“What does good look like for Blue Square? We will continue to be brave, agile and people focused. Our insight led, innovative and technology driven approach will lead to more growth for our existing clients, new clients and partners.”

Bestowing the incredible importance of how a brand engages with their customer is reflected excellently in the importance that Blue Square hold in engaging with and supporting their workforce every step of the way.

“Culture is core to everything we do. Giving our people a voice and opportunities to be part of co-creation groups, teams or councils is so important to our organisation. This helps our identity to be representative of our wider workplace community and I believe this comes across in all of our client interactions too.”

These values align incredibly well with the founding tenets of the MB Partners’ Official Partner Programme and go some way to illustrating why the two businesses have formed an impactful, strategic partnership in recent years. Originally working together alongside Mark Blundell’s maiden British Touring Car Championship campaign, the partnership has EDITION TEN PARTNERSHIP

21

Another Year Another Step Forward In recent years, there has been very little that has been able to put the brakes on Louis Foster’s rapid ascent up the junior motorsport ladder. The 17-year-old British talent from Hampshire has turned plenty of heads since his maiden campaign in cars in 2018 in the Ginetta Junior Championship, enjoying continued success in the time since. Unfortunately though, Louis’ progress has been temporarily paused this year through the effects of the Covid-19 pandemic which has delayed his step up to the BRDC British Formula 3 Championship.

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ith 2019 representing Louis’ first year in single-seater competition, the youngster’s achievements in the British F4 Championship are made to look all the more impressive. Wasting no time in stepping from the Ginetta Junior Championship, Louis followed a well-trodden path by some of the UK’s most renowned young talent by taking on the UK’s entry-level single-seater competition last year.

Taking six wins, five poles, nine fastest laps and thirteen podiums on his way to a third-placed finish in the Championship standings, Louis reflects with pride on a memorable debut season in single-seaters.

“Last year was a thoroughly enjoyable one for me alongside the team at Double R Racing. Stepping up to single-seaters from the Ginetta Junior Championship is a big step but it is one that does wonders for your race craft and overall development. I’ve never met any driver who is perfectly happy come the end of the season, and there are parts of me that think back to one or two unlucky accidents that were outside of my control and wonder what if - but all in all it was a great year.”

When asked about his achievements in the last year, Louis’ stock response is a humble one. That said these achievements were more than enough to draw plenty of acclaim from some of the most respected industry figures. Within the past twelve months, Louis has found himself named as a Rising Star of The British Racing Drivers’ Club, shortlisted for the Aston Martin Autosport BRDC Award, as well as making it through to the final four of the Porsche GB Junior shootout.

With his reputation as one of the UK’s finest young driving talents growing, it was no surprise to see the news that Louis had, for the third year in succession, taken another step up the junior motorsport ladder after just a single season in his existing series.

This time around for the 2020 season, Louis is progressing up to the UK’s premier singleseater series, the BRDC British F3

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MOTORSPORT

Championship, a challenge that the Lord Wandsworth College student is incredibly excited for.

“I think it was probably about halfway through last season where I knew that I would be needing to take another step up the ladder for 2020. I think as a young driver, you need to be constantly testing yourself and taking on new challenges to help you grow and develop as much as possible. There were a couple of options on the table but I am really excited about taking the next step on the single-seater ladder and building on my relationship with the team at Double R Racing. It proved to be a winning combination last season and the idea is to keep it that way and take it even further this time around.”

“There is a lot more car to handle in the BRDC British F3 Championship, particularly given that the 2020 season sees the Championship’s most powerful and quickest car to date. Preseason went positively though, we went through the processes that we needed to in terms of me learning the car and ended up posting some very competitive times which seemed to have us in the mix.”

With a positive pre-season under his belt and with the season just a few weeks away, Louis like everyone else at the moment, was forced to put his plans on hold and focus on more important matters as the UK continues to deal with the Coronavirus pandemic. For Louis, the lockdown period has been spent embracing the joys of homeschooling, keeping fresh on his simulator and doing his bit to keep in the best shape possible for when racing returns.

“Luckily, we have all kept safe and well and that is the most important thing. Of course, there are times when it feels really difficult not being able to get out and about and do what you love but it’s all with a much bigger picture in mind. I’ve had plenty of school work to be getting along with and my parents have been making sure I spend as much time on that as I have been on the sim!”

“I’ve always been big into my sim and online racing so it’s been surreal to see everyone jumping on this during the lockdown and seeing how they fare. We’ve had some good laughs and it can only help to keep your eye in a little bit. Aside from that, luckily the weather has been pretty good so I’ve been keeping myself busy in terms of some fitness work too.”

With the series’ amended calendar denoting a start date at the beginning of August, Louis’ attention is now turning to ensure he starts the season in the best possible manner despite the stop-start nature of his preparations thus far.

“Everyone is going to be coming into this season in the same boat.

We have our pre-season calendar tentatively scheduled and ready to go and those few days we get in the car before the start of August are going to be incredibly important. If anything, the new shape of the season is going to make getting off to a good start even more important. With lots of rounds in the first few weeks, we need to make sure we hit the ground running.”

“In terms of my goals for the season, I recognise that I am coming up against plenty of people up and down the grid with a lot more experience than me in the series. That said, I’ve got a great team behind me and I know I’ll be working as hard as anyone to find myself fighting it out at the front of the grid.”

“I think it was probably about halfway through last season where I knew that I would be needing to take another step up the ladder for 2020. I think as a young driver, you need to be constantly testing yourself and taking on new challenges to help you grow and develop as much as possible.”

While Louis finds himself as the youngest driver on the grid against many more experienced counterparts once again this year, if his previous record is anything to go by, it won’t be too long before he is adding to his ever-growing list of achievements.

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The Delivery Is In The

Detail Successful business is predicated upon successful partnership and specialist logistics firm, Bespoke Handling, are a great reminder of that. Gary Ayles talks us through the company’s journey to date, the importance of relationships and how opposites can attract in business.

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hey say you can’t help who you fall in love with but perhaps, in the story of Bespoke Handling, the saying should read you can’t help who you fall into business with. Like all businesses, much of Bespoke Handling’s success in recent years is thanks to a strong management structure - even if their management team might seem an unlikely duo in the first instance.

A successful racing driver in his own right throughout the 1980s and 90s, Gary Ayles of Bespoke Handling, has turned his hand to new challenges having stepped away from life behind the wheel. Having sampled life as a team owner and experienced numerous businesses alongside motorsport throughout his career, it was a chance meeting that led to his latest journey in the shape of specialist logistics and storage.

“I was at the London Classic Car Show alongside another driver friend of mine who happened to introduce me to Fabian Daffern. As you do at these things, we got chatting and I have to admit that from the outset, I just loved the concept of what he was doing and what he was trying to achieve.

Fabian had had a long career in the worlds of logistics and transportation, a world I knew little about but thankfully I cannot plead ignorance any more!”

Having been introduced to Bespoke Handling through his initial conversations with Fabian, it was a moment trackside in Spain that would act as the spark behind the pair’s partnership that has proved so successful in recent years.

“I always used to laugh when people say they have these ‘eureka moments’ but I remember doing a track day in Spain. I got a bit bored of the coaching and remember walking down the pit lane and noticing all these tyres, ramps and tools that in all honestly you just look through when you are a driver. I thought back to the conversation with Fabian and knew that there was a gap there in terms of the motorsport world where I knew so many people.”

As their partnership grew, it soon became clear to Gary that a real opportunity lay in the motorsport industry from a transportation perspective and that in Fabian, he had found the perfect partner.

“Those that know me will say I am pretty honest and never in a month of Sundays will I ever profess to be Mr Detail! I know what I am good at but most importantly, I know where I am not so good and that’s why the partnership with Fabian works so well. He won’t mind me saying it but he is the geek - the guy who instantly knows exactly what it takes to get a car from anywhere in Africa to Southampton, and the cheapest and most efficient way of doing it too!”

“We couldn’t be further apart in terms of personalities and there are so many reasons why it shouldn’t work but that is probably why it does! I am

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the loud one, I get out there, explore new opportunities, bring in new business and Fabian just delivers - and does it better than anyone else. We have a great team of people around us but Fabian is the detail and the delivery is in the detail.”

For Gary, the company’s involvement and work in the motorsports industry is a natural fit and one that has benefitted both Bespoke Handling and their clients through an acute understanding of how the industry really works.

“Motorsport is my passion, I absolutely love it and when you’ve been bitten by it, you can’t shake it. For me, Bespoke Handling is like the perfect marriage allowing me to utilise all the relationships I’ve built up throughout my career alongside a business and a service that I really believe in. Of course, it helps that I get along to the track every now and then through work which scratches the itch a little bit.”

“We are lucky to work with some esteemed manufacturers in the shape of McLaren, Ferrari and others as well as working alongside the SRO Motorsports Group and their championships both in the UK and across the globe which gives us a great footing. We support the British GT Championship by helping with the safety cars and other bits and pieces and that is a great way of exposing ourselves to all the teams there in the process.”

While Bespoke Handling’s association with motorsport is a natural one, the company’s true growth can be seen in the way they have continually diversified into different sectors which has led them to delivering upon some pretty strange requests.

PARTNER

“Motorsport is my passion, I absolutely love it and when you’ve been bitten by it, you can’t shake it.

For me, Bespoke Handling is like the perfect marriage allowing me to utilise all the relationships I’ve built up throughout my career alongside a business and a service that I really believe in.

“I think the one that sticks out for me is we were asked if we could help someone alongside a charity event and transport a rowing boat to the source of the Mantaro River in the Amazon. Well, I had no clue but yet again Fabian found a way!”

“For me, motorsport and our private client supercar work is what I know and love but it is about so much more than the transportation and storage on that side now. We have found ourselves doing a lot of building work recently for large construction and architectural firms who need to transport their materials and supplies. To be honest, we’ve had everything from fine art to military tanks... it’s not rocket science but you need the relationships and the expertise which I am glad to say that we have.”

As it is for everyone, the current situation has led to some changes for the Bespoke Handling team but Gary is firm in his belief that businesses need to look the current challenges in order to ensure they survive and thrive through the other side of the COVID-19 pandemic.

“Like many, we have had to tighten our belt wherever we can. My whole thought on this though is that you cannot afford to be too emotional about it and you have to focus yourself on ensuring you are ready once we get given the green light again. We’ve not wanted to waste too much time worrying about the here and now because we physically can’t transport anything so we have to ensure we have a robust business in place when we are able to do so again.”

“Effectively we have had to mothball the business but kept everything in place, kept the relationships going and, again, just focused on being ready. I think us motorsport people tend to be survivors, most of us have been kicked enough times that we have learned to survive over the years. We’ve looked after our staff as best as we possibly can but we’ve been very honest - people need honesty right now. As a result, the

business will be there in a good place come the other side of this and we will keep pushing just as we always do.”

Acknowledging that the business was inevitably going to be affected by the restrictions placed on international travel, Gary remains typically optimistic that Bespoke Handling remains primed and ready to take advantage of new opportunities in the coming months. Their success so far has been built on trust, relationships and delivery at the highest level - all attributes that will remain long after the current situation.

“I look at it that as a business, we have now earned our right to sell. That is something where I think a lot of businesses fail. They look at their target lists and go after their number one biggest target on day one, regardless of whether they are ready to deliver upon it or not. But for us, we’ve proven ourselves with the McLaren work and everything else - we have really earned our own right to sell and we’ll be up and running in that regard in no time.”

“In times like these, it’s important to focus on what has made you successful so far. For us, it is all about the relationships and the delivery - but I know the relationships only get you so far. You have to have a good business behind you and we have exactly that at Bespoke Handling.”

“I remember being told once by my friend of over twenty years who was the other side of the table when we were signing a pretty big contract, ‘I am going to give you an opportunity - don’t let me down.’

And that always hits home with me. Every time we win new business, we are being given an opportunity with something that means an awful lot to someone. So it is our business to not let them down and treat whatever it is that we are moving with as much care and attention as if it were ours in the first place.”

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MOTORSPORT

Making the move nearly six thousand miles across the world to pursue a new career would be a hard task for anyone at any stage of their life.

But for a twelve-year-old to take on the challenge of doing so represents an incredible feat. That though is exactly the challenge that MB Partners’ latest young driving talent, Kanato Le, has embraced as he looks to pursue his love of motorsport.

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ith the UK karting circuit being renowned for its fierce competition and high standards in terms of talent, Kanato knew that taking on the best that the UK and Europe had to offer was the logical next step for the Japanese youngster to continue his impressive junior career.

Supported by his loving family throughout, Kanato has taken on the challenge with open arms. With this in mind, it comes as no surprise to find yourself dealing with a 12-year-old who possesses a maturity far beyond his years.

“Moving to the UK was a big challenge for me and it took some time for me to settle in.

I was lucky that my family came with me for the first few months and were there to help me settle in which was a big help. My new school has also been fantastic and there are a lot of students there who enjoy motorsport and karting so I have been able to make friends pretty quickly too.”

Kanato’s motorsport story has already led him to the other side of the world which is a real testament to the determination he has and the real love of motorsport that he possesses. Like many though, this love was sparked by simply jumping in a go-kart for the first time for a bit of fun. Born and raised in Tokyo, Kanato first found his way on track aged just seven years old and the love affair started immediately.

“I remember my mum taking me to the track for the first time aged seven and it was amazing. My mum is a big Formula 1 fan so I had watched a lot on television but that feeling of going so fast yourself is not like anything else. I love the feeling of overtaking someone, when you know that you are gaining on someone and you pick when to make your move.”

From the age of seven, Kanato continued to get out on track just for fun every now and then but in time it became clearer and clearer that the youngster possessed plenty of natural talent behind the wheel. As such, the time came for Kanato to take his competition a little more seriously.

“I was ten when I first took part in a race and the whole feeling was very different. There were around twenty people on grid and in Japan, there tends to be a big difference between the quicker karters at the front of the grid and those that aren’t quite so quick, towards the back.”

Having been firmly bitten by the racing bug, Kanato took part in his rookie season in 2018 collecting numerous podiums and a win along the way. He continued to race in Japan in 2019 but also got his first taste of UK racing during the summer with Fusion Motorsport.

Taking part in an MSA and LGM race at Rowrah initially, culminated in a phenomenal result as Kanato secured a 7th place finish at the esteemed UK Kartmasters weekend in the IAME Mini X30 category. In just three races on British soil, Kanato felt the increase in competition and this had given him a taste for the racing that he wanted to experience on a more regular basis.

“My performance at Kartmasters is one of my biggest achievements so far. There was a huge grid and it was filled with very quick boys and girls. To claim a top-ten in just my third race in the UK was a great feeling. It was after that that we discussed the possibility of moving to the UK to look at racing over there and it moved on fairly quickly.”

Driven by his ambition to take his karting and motorsport journey to the next level, Kanato moved over the UK in January this year and has not looked back since. Reuniting his successful partnership with Fusion Motorsport, this coming season will see the likeable youngster taking on his rookie campaign in the British and European Championships while stepping up into the IAME Junior X30 Category.

“This year is a big step off the track with moving to the UK where I am getting better and better with the language too. But it is also a big step on the track. The level of competition in the UK is very high and I know that Europe will be even higher. I am working as hard as I can to continue to develop with the team who have been great.”

“I have a good relationship with my mechanic, who is a former karter and still young. He has been really helpful with my transition to the UK and is like a mentor who advises me and also listens to my feedback both in and out of the kart. I think this is a really important partnership which will help us on track throughout the year.”

Speaking with Kanato, it is very easy to forget just how young he is. His level of maturity and his love of motorsport come through at every turn and it soon becomes clear that he has big things that he wants to achieve but knows just how much work that is going take.

“I am enjoying what I am doing at the moment but like every young driver, I like watching Formula One and would love to one day be able to see myself there. At the moment though I am just focusing on enjoying my racing, trying to have some success in karts and when I get a bit older, I’ll look forward to getting into a proper car for the first time too!”

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Introducing

Kanato Le

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33

The Importance Of

Relationships Head of Business Development at Arbuthnot Latham, Nick Gornall, discusses the importance of the bank’s client-centred approach and how an alignment of these principles have underpinned Arbuthnot Latham’s long-standing partnership with MB Partners.

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s in all walks of life, partnerships in business rely upon their fair share of time, effort, compromise and flexibility on both sides. MB Partners’ long-standing partnership with Arbuthnot Latham is a fantastic example of this. With the pair’s working relationship now extending into its seventh year, the partnership has quite naturally diversified into new sectors, territories and scopes of work across this period. That said, it is still the original synergies of putting clients first and adopting a relationship-centred approach to their work that ensures the partnership’s continued delivery and success.

Joining Arbuthnot Latham at the back end of 2018 having enjoyed a career of over 35 years in wealth management, Head of Business Development, Nick Gornall is better placed than most to discuss what separates Arbuthnot Latham’s client proposition from the rest, as well as how their effective utilisation of partnerships continues to drive forward their business.

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“You don’t spend as much time in this industry as I have without getting a feel for the type of organisation that you wish to work for and can believe in. I have always felt that working for an organisation that enjoys a recognised and respected brand alongside a very focused understanding of its clients was very important to me.”

“When I joined the team here at Arbuthnot Latham, I found two things were clear. Firstly, the focus on our clients here is fantastic. Whether that be personal or commercial clients, ensuring we have a deep understanding of their needs and how we can help them is incredibly important. There is a real focus placed on managing relationships for the long-term. Seeking a short-term product sale or making short-term profit at the expense of building long-term value are not things that excite me and this is definitely not something that is prioritised here at Arbuthnot Latham.”

“Secondly, and of equal importance, I wanted to work with a team of people who are at the top of their profession. This is reflected both in the growth our business has achieved in recent years and the awards we have won, but also day-to-day in the quality of advice and support our people bring to our clients. We have a saying in the firm: “we bring quality through our ability to offer a human touch.”

So, this combination of a truly client-centric approach allied with a strong brand and great people was very compelling to me. The mix of these ingredients makes for a very strong story for the marketplace too.”

Owing to the business development nature of Nick’s role, you’d be forgiven for thinking that his time would be entirely consumed with exploring external, prospective opportunities. That though is just another way where the bank itself and Nick personally, see their priorities perhaps a little differently than you may expect. The importance of their own people internally at Arbuthnot Latham

PARTNER comes across abundantly and Nick prescribes to the theory that one of the most substantive ways to grow your business is to develop and grow your team.

“Of course, a huge part of my role is developing the opportunity to grow our business and taking a great deal of responsibility surrounding our client proposition and how we present ourselves to clients, prospects and our business partners. However, my role transcends our private and commercial arms of the bank as also I have the pleasure of working with our subsidiary companies: our Commercial Asset Based Lending teams, the Renaissance Asset Finance Business and our Specialist Finance team.”

“But another part of my role is to look at how we build the capability of our business. Alongside the propositional side of things, this is about developing our people and making them the best they can be for our clients. It is all about the people in the business, how they perform and behave and how we help them learn and develop too.”

“We have some fantastic assets and people internally here. Part of our growth plan is to ensure we are sharing the experiences of our senior people so that we can enrich the conversation that our relationship managers are having with our clients. In our business, you need relationships to transcend generations so you need to take your people with you and that is a huge part of our culture and philosophy.”

Exploring new ways to drive forward the capability of the business, Nick recognises the importance of embracing new technologies as well as the dangers of standing still in a competitive marketplace. That said, Nick is also firm in his belief that all these advances remain underpinned by the traditional values of relationship management and growing your influence through your own networks.

“The digital transformation of our business is a hugely important step forward and admittedly one that has perhaps been accelerated by the current situation we find ourselves in concerning Covid-19.

But again it boils down to embracing any way in

which you can enhance the client experience.”

“But we really do mean it when we talk about Arbuthnot Latham being a business for family, for our client’s business activities and for their broader life as well and that means really respecting the traditional methods of client engagement. We focus on getting to know our clients extremely well and building trust in partnership with them. I think to be successful in our world, you have to be fairly sociable, you have to be fairly likeable and you have to be able to utilise the network around you for your client’s benefit - because if you don’t, they will quickly find someone else who can.”

“We are very proud of the fact that we don’t look at our services as neatly compartmentalised into what we can offer and what we can’t offer. To really deliver for clients, you need to be aware when you can’t deliver upon a requirement but be sure that you can introduce trusted contacts who can provide a solution. Doing something for someone without self-interest is the only way to build trust.”

Working with an extended network of trusted organisations to support their client delivery is just one of the ways in which Arbuthnot Latham has seen value from their longstanding association with MB Partners. Working alongside and referring opportunities to and from organisations aligned in terms of values and principles is a key tenet of the sports management group’s affiliate programme.

“Building our own partnerships to ensure we can deliver and act upon every client conversation is a huge part of what we do. For example, we work very closely with lawyers, accountants and other professional advisors to ensure that if there is something we can’t necessarily deliver in-house, then we know someone that we can introduce. That means that the wider family of partners surrounding us is very relevant to us as a business in that we can work with authority and certainty on a B2B level as well.”

firm such as Western Union Business Solutions who, for example, have a complementary capability to our Treasury services. The recent addition of Gallagher being another such opportunity as we know the firm well. It is about being able to deliver for our clients through the right solutions and through great relationships and service.”

Embracing the B2B opportunities across MB Partners’ affiliate programme is just one of the ways in which Arbuthnot Latham have explored their strategic partnership with MB Partners. This work has extended into introductory conversations with the firm’s extended network and working alongside the MB Partners team to deliver client engagement opportunities in terms of unique events and experiences.

“We are proud of the high calibre of people we have internally at Arbuthnot Latham as well as the high calibre people we work on behalf of us as well. That is something that extends to our strategic partners and Mark and the board at MB Partners are fantastic to work with and in their dealings reflect the level of service and delivery that we expect here internally too.”

“We have worked very hard in recent years to engage the wider team at Arbuthnot Latham behind the partnership and one way in which that has been very successful is through the benefits of targeted client and prospect engagement opportunities across sport, thought leadership and business development.”

“It goes back to what I said earlier, I think to be successful you, of course, must have the offering, services and level of delivery as a business but you must also have that sociable and likeable side as well. Working with the MB Partners team allows us excellent opportunities to engage with our clients and our network in fantastic environments which typically do wonders for those all-important relationships which our business relies upon.”

“The MB Partners network provides some fantastic examples of that in its own right. Our relationship with Blaser Mills Law springs to mind but also with a

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35

From Lockdown

to Le Mans

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MOTORSPORT

Undeterred by the global situation, Andrew Watson used the extended break to hone his skills away from the track but now has his sights firmly set on the return to racing.

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or Andrew Watson, 2020 was set to be his biggest season yet on-track.

However, with the onset of the coronavirus pandemic and the ensuing lockdown, Andrew has instead rediscovered other talents that can fall by the wayside when racing all through the year.

As lockdown was looking increasingly likely, Andrew travelled back to Northern Ireland to be closer to his family.

“Whilst it’s gutting that we couldn’t go racing as we initially planned, there are bigger battles going on at the moment,” Andrew said. “Regardless, it’s been a real luxury to be able to go home and spend time with my family. With the number of races we do in a year and the amount of travel involved, I don’t get much time with them so it’s been great to have a reset of some sort.

“I was able to get back into some of my favourite pastimes, like quad biking and getting in tune with the piano but a big part of it was making sure I was keeping myself in top condition both physically and mentally with some running, biking and yoga. It was quite nice to relax a bit.”

Andrew did still manage to get some racing in before COVID-19 slammed on the brakes. January saw the 26-year-old receive a last-minute call up to take part in the Rolex 24 Hours of Daytona with Aston Martin Racing. That was followed by a trip to the revered Mount Panorama circuit, just a week later, for the Bathurst 12 Hours with Garage 59, yielding great success with a podium finish to show for his efforts.

“The early start to the year was fantastic, especially in the grand scheme of things.

Whilst it was a shame we never made it to the finish at Daytona, we still got to do some racing at least and it was my debut racing on American soil! Bathurst was an incredible experience, it was my fourth time there and to come away with a podium at my favourite circuit was just brilliant.”

Despite the 24 Hours of Le Mans being rescheduled from June to September,

Andrew was still able to make his debut at the renowned French circuit - albeit in a slightly different way. With the advent of Esports and sim racing during the lockdown period, he took part in the official Virtual 24 Hours of Le Mans - taking the helm of the #86 Gulf Racing Porsche 911 RSR GTE. “The virtual Le Mans race was great fun.

It wasn’t quite how I’d imagined I’d make my debut there but that’s testament to the strange times we find ourselves in and will still help when it comes to the real thing in terms of the trials and tribulations that a 24 hour event brings!

“It was good to be able to do something though - not least for us as drivers to keep us sharp but also for the fans right across the world that are desperately missing some racing. We also raised a great amount of money for the Princess Charlene of Monaco Foundation to help fund the fight against this dreadful virus.”

Andrew will be back in action across August and beyond as the World Endurance Championship restarts alongside the GT World Challenge Europe Endurance Cup. “It’s great that we’ve reached a position where we can start to go racing again and some normality is starting to return to our lives.”

“I can’t wait to be back in the car and racing again. It’ll certainly be different but I’m more than ready for it. With the majority of my races still on the calendar, I’ve got a really fun schedule to look forward to and I’m delighted to get back to it with the Gulf Racing guys in WEC and Garage 59 in GT World Challenge.”

“Of course, the showpiece event of the year will be the 24 Hours of Le Mans in September. It is one of those races you grow up dreaming about competing in and to finally take my bow on the Circuit de la Sarthe will be a proud moment for me and my family.”

“The showpiece event of the year will be the 24 Hours of Le Mans in September. It is one of those races you grow up dreaming about competing in and to finally take my bow on the Circuit de la Sarthe will be a proud moment for me and my family.”

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PARTNER

Built On Strong

Foundations Director and co-founder of Farleigh Property, Robert Mulligan, talks us through the company’s successful journey so far and how strategic partnerships internally and externally have fuelled this success.

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tarting a business and growing a brand within the property sector is notoriously difficult to get right. Throw in the uncertainties provided by Brexit and the ongoing Covid-19 pandemic into the mix and you’d be hard pushed to find many stories of growth, success and resilience within the sector - that though is the story that Farleigh Property is proudly able to tell.

Director and co-founder, Robert Mulligan, outlines how a chance introduction by a mutual professional advisor led to the birth of Farleigh Property alongside former professional rugby player, Oli Grove.

“The Farleigh journey started around four years ago. Oli and I were introduced via a mutual contact who knew that I had been gearing up my own interest and work across the property sector and that Oli, who had just come out of professional rugby, was wanting to go into property full-time too.”

“I think if you’d have told me back then that I’d go into business with someone completely new to me, then that would have been a bit of a surprise. But from the outset, Oli and I clearly had very well aligned objectives and were on the same wavelength in terms of how we wanted to work and what we wanted to achieve. Having the opportunity to work together on a joint venture in London in 2016 proved to us that there was a lot more that we had to achieve together.”

Benefitting from excellent industry relationships already and each possessing unique networks in different territories, Robert and Oli embraced their contacts in both Northern Ireland and across England to successfully launch Farleigh Property in 2016 and have together driven the company’s growth and successful evolution to date.

“After working together successfully on a number of occasions, we decided to take it all in house and actually become a developer ourselves instead of acting on behalf of someone else. Oli and his family had their own experiences in the Midlands and I had my own in Northern Ireland so we launched with the aim of providing quality bespoke residential developments with an emphasis on an excellent fit-out and a higher level of finish than our competitors.”

“We enjoyed early success in that process and off the back of that, we established Farleigh Rengen Developments in the South West. Farleigh Rengen is a joint venture between ourselves and multi-disciplinary developer Rengen which has moved incredibly successfully into student accommodation as well as residential and commercial.”

The formation of Farleigh Rengen Developments is another illustration of the importance of relationships in business to both Robert and Oli and how this has been a key factor in their success so far.

“First and foremost, our work so far as a company has been built off strong relationships. This is the case whether it be with investors, partners or clients. A great example of this has been the recent refinancing deal that we have put together with Arbuthnot Latham, a fellow member of the MBP network, which was only successful thanks to the strength of relationships that we hold.”

“And it is this level of trust that becomes even more important in difficult and uncertain times, such as those we find ourselves in now. More and more we have come to learn that being successful in business, relies upon being successful in problem-solving and problems are very rarely solved behind an email. It is all about sitting around a table, getting your heads together and finding an answer that works for everybody.”

Beyond this, Robert is acutely aware of some of the perceptions that exist around property developers and feels that placing integrity at the heart of their work has been a real differentiator for them within the industry.

“We aren’t naive to the fact that the words ‘property developer’ have a lot of connotations that are associated and not all of them are good. We are very

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proud to have built a reputation for integrity in a marketplace, that quite honestly, isn’t built for that. That has helped us build excellent relationships with investors that have been very loyal and supportive to us.”

“Thankfully our projects speak for themselves. People see the work that we do, they like them and you enter into a conversation that way. We’ve never been and never will be a hard sell firm, we want our work do the talking for us and for that to be the case, we need to take a real pride in the level of work that we deliver across every project.”

Whilst the story of Farleigh Property represents a greatly successful one thus far, it has not been without incident and political and economic uncertainty play a huge part in the future roadmap of the company. That said, Robert and Oli are doing all they can to build a robust offering that can weather the current storms that everyone finds themselves in.

“The uncertainties surrounding, firstly, Brexit and now Covid-19 have had a big impact as you would expect, but they aren’t discriminatory and they have affected everyone simultaneously. We’d be naive to not expect difficult times through the journey but the important element is to keep your morale up and appreciate that opportunities still arise in difficult times.”

“We are looking down the track with Farleigh with a strategic, long-term plan working on more and more schemes with key investors to build something special. Every business needs to get through this uncertain time and we are using this time to lay down the foundations to make sure we are ready to make the most of the recovery, something that everyone at Farleigh Property is incredibly motivated to do.”

The Right People

Behind You Karen Ellis, Head of Sport Practice at Gallagher Specialty, talks through the importance of a people-first approach in their business and how Gallagher’s support of their sporting talent goes way beyond insurance.

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or many, it was little surprise that it was Formula One that became the first international sporting event to successfully restage itself in the aftermath of the enforced lockdown period.

Leading the way in providing a safe and secure biosphere for its competitors, media and team personnel to operate within, the Austrian GP marked the opening round of the season in early July.

Whilst this incredibly well-planned return was backed by a sensational groundswell of support from the Formula One fanbase, it is also a reflection on the mass of industries, employees and companies that rely upon the successful running of what is now a multi billion pound global organisation.

With that in mind, it is no wonder that motorsport insurance represents big business and in Karen Ellis, Gallagher possesses one of the founding pioneers of the field. Enjoying a career and a black book of contacts, relationships and expertise that spans over four decades, Karen leads the way when it comes to knowledge of the intersections of sport, insurance and business.

Enjoying a fantastic reputation across the insurance industry, it is a thorough understanding of the sports and events industries alongside a people-first approach that has allowed Karen to build relationships across the board such as the one she shares with MB Partners’ CEO, Mark Blundell, a client that she has supported for nearly forty years.

“I’ve long said it - but one size does not fit all in the insurance industry.

While many sectors within insurance can be seen as very transactional in nature, the sport, media and entertainment business is completely different and it requires a very different approach. Whereas in other spaces you may be insuring something tangible, within sport it is actually very personal. It is an event, it is a person and it is often very emotional. A lot of the time, we are insuring talent and we need likeminded talent who understand that within our organisations too.”

Mark Blundell is better placed than most to verify the emotional nature of those circumstances that a sports person can face within their career. Among others, Mark reflects on his incident in Rio in 1996 where he suffered brake failure and was catapulted into a concrete wall at 198MPH. It was an awful situation for both Mark and his family but one which underlines the importance of having the right people behind you.

“Insurance is always one of those things you must have but hope you never have to use it. I cannot understand anyone in our industry or across sport who doesn’t view it with the highest of importance. A driver wouldn’t be allowed out onto the track without his helmet on for me, insurance should be no different.”

“Of course that is easier for me to say with the experiences I have had.

Rio is the one that sticks out for me in that it was touch and go for a period. It also wasn’t even just about the trauma and physical pain that I had to go through but the hurt it caused my family and those closest to me. I will never forget or be able to thank Karen and her team enough for their support through that time. It is just the biggest reinforcement ever that insurance is not about picking the cheapest quote up and down a list, it’s about making sure you have the right people behind you who will come through for you when you really need it.”

Having known each other for over thirty years, Mark and Karen have renewed their working relationship in recent months as Karen has been selected to head up Gallagher Specialty’s Sports Practice, Continuing to support MB Partners’ roster of driving talent and its B2B affiliate network, Karen sees the renewed partnership as built upon the strongest of foundations and a shared view of how to do business in the right way.

“As an industry, sport is not renowned for its loyalty. I think in this case,

“I go back to my belief that insurance across sport is as far removed from a transactional process as you can imagine. Your relationships are key, both with the client themselves but also the underwriters. A big part in how those are built for me personally is through a love of putting people together.”

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PARTNER

this is a really pertinent point. Mark was always very loyal to us as a client. His big accident in Rio was an example of ensuring the client had the right product and that was proven in spades with how we managed that very well. The amount of motorsport that we have touched in the journey since and been the broker and risk manager for is testament to our ability of understanding the motorsport world and paying very difficult, and sometimes emotional, claims as well.”

“Having joined Gallagher recently, I’m delighted in how ourselves and MB Partners share a similar business ethic. I’m not one for buzz words but honesty and integrity are massively important for both organisations.

The way in which we conduct our business is very in tune and that extends to the culture surrounding the Official Partner Programme as well.”

“We are a global broker with a breadth of knowledge across all industries but with local teams who are able to deliver bespoke and carefully constructed insurance solutions to ensure you have the best possible cover at a

competitive price. We are brokers to MB Partners and since the inception of your cover, obviously some things have changed. We therefore have gone back and revisited the risk with insurers. It is our job to make sure the policies are fit for purpose for the risk. We can support your official partners in the same way through this difficult period.”

As is universally recognised across the industry, the importance of building out key relationships of depth and substance across sport is hugely important. Going beyond the role of a typical insurance broker is part of the norm for Karen, and a key way in which she achieves that is through a desire to connect like-minded people - a founding principle of MB Partners’ Official Partner Programme.

“I go back to my belief that insurance across sport is as far removed from a transactional process as you can imagine. Your relationships are key, both with the client themselves but also the underwriters. A big part in how those are built for me personally is through a love of putting people together.

We thrive on connecting people and have

built our reputation for fixing things for people. As an insurance broker, our job is not done when the premium is in place, for a lot, that is when the work is just starting out.”

With a globally recognised and trusted broker behind her, Karen’s role now centres on building out its new Sports Practice at Gallagher Specialty and is looking forward to supporting MB Partners’ athlete portfolio and official partners along the way.

“My role is built around forging together a sales strategy that brings together sport as its own business unit within Gallagher. Our mission statement is to look at the talent and what the sport proposition looks like at Gallagher right now, and work together collaboratively with all our key people to build the best London sport market team. We want to employ the best people in sport, make a difference and add value. That is not just from an insurance broking proposition but through our network and contacts to help connect like-minded people and build out our B2B platform too.”

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Introducing Jake Hughes Jake Hughes, MB Partners’ newest signing, talks through his late entry into the racing ranks and the incredible success he has enjoyed since first jumping behind the wheel.

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MOTORSPORT

four pole positions. His nearest rival was a clear 35 points further back.

“Starting out late was always going to be difficult but nothing is ever impossible,” Jake said. “I got up to speed in karts pretty quickly and from there it was just working out what the next step would be.

“Winning F4 showed that the hard work paid off and definitely put us in the shop window as we looked to head off abroad.”

The move to European competition was almost immediate and stood as the perfect place for someone with Jake’s natural skill and talent to cut his teeth on the international stage. Stints in various Formula Renault 2.0 series yielded several race wins and podiums and cemented Jake’s status as one of the most talented driver prospects rising through the ranks.

“From F4 I went out to Europe and decided to get involved in Formula Renault. It went well with lots of podiums and a few wins as well. Beyond that though, it was a great learning curve to get some experience under my belt on some of Europe’s most renowned and famous race circuits.”

Jake fought tooth and nail throughout the entire 2015 season in the Formula Renault 2.0 Alps series, claiming three wins and seven podium finishes.

“I battled all season long that year and ended up just five points off of the title. I was pleased with how I performed, it was great to experience a full title battle despite missing out so narrowly. Being in an intense fight across a whole year really helps keep you focused across all aspects of the job - keeping yourself physically in shape, managing your diet properly and looking after yourself mentally as well.”

From there Jake made himself at home on the Formula One support bill when he stepped up to the GP3 series in 2016 with DAMS. He immediately impressed by taking pole position and a second-place finish on his debut in Barcelona. This was backed up by a string of strong results throughout the year, taking his maiden win in the series in Hockenheim before a third place finish at Monza and one more victory in the season finale at Abu Dhabi.

“It was very surreal to be roaming the Formula One paddock so soon in my career - I had only been racing cars for about four years by this point. It was another great year, taking pole and scoring a podium on my first time of asking certainly wasn’t a bad way to start the year.

“Taking the win in Germany mid-season was another highlight obviously, standing on the top step of the same podium as the F1 guys is something quite special and I still get that same feeling today.”

The following year, in 2017, Jake tackled the FIA F3 European Championship with Hitech GP, scoring a hatful of podiums including a victory at the Nurburgring before moving to the 2018 GP3 Championship with ART where he recorded one win and three podiums.

Jake also ran a part-time programme in the 2018 Asian F3 Championship, competing in 3 of the 5 rounds. Jake dominated the championship winning nine of the nine races he competed in but fell just two points short of the title due to his other racing commitments.

2018 also marked Jake’s second bite at the revered Macau Grand Prix, finishing a respectable fourth in the qualifying race and fifth in the main race.

Last year saw Jake join the newly formed FIA Formula 3 Championship, marking his first season with HWA RACELAB. He enjoyed another successful year with a handful of podium finishes, including victory at the Red Bull Ring, and recorded 90 of the team’s 100 points - an unbelievable statistic for a driver running in a threecar team.

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any believe there’s benefits to be found by being fashionably late.

For MB Partners’ newest signing, Jake Hughes, it was a fashionably late decision to get behind the wheel and take up all things motorsport that commenced a whirlwind junior career.

While most drivers begin their racing careers at the age of seven or eight, Jake didn’t start his until he was sixteen. Even then that was by complete chance as he went go-karting for a friend’s birthday party.

“It certainly wasn’t planned,” Jake said. “I went to a friend’s birthday party when I was sixteen and just happened to be very good behind the wheel of this go-kart. The owner of the track thought I had some skill there and suggested I took it further.

“I went for a day at Andy Cox Racing and he told me to take it all the way so here we are!”

With talent by the bucketload, Jake took junior motorsport by storm. In his first year in car racing, Jake romped to the BRDC British Formula 4 title with four wins to his name in addition to ten podium finishes, six fastest laps and

His 2020 campaign was delayed by the onset of the coronavirus pandemic but Jake is once again lined up on the FIA F3 grid with HWA RACELAB as he looks to capitalise on his wealth of experience in the series compared to his nearest rivals.

“Experience counts for a lot in these sorts of championships,” Jake explained. “I know exactly what I need to do to get the most out of both myself and the car and can apply all that knowledge from the get-go. For most of these other drivers, who are only racing in the series for the first time, they’ve still got to learn all of that.”

Jake raises a bonafide point, as his speed and performance in the opening two rounds of the season display a very clear statement of intent. Only a run of extremely poor luck has denied him the results he deserves which has only fuelled him further as he looks towards the near future.

“The performance we’ve shown so far this year puts us right at the front of the grid. Sadly lady luck hasn’t been on my side and we don’t have the results worthy of our pace. You can’t dwell on that though, there’s a long way to go yet and I’m absolutely confident of what we can do and if we just stick at it, the results will come naturally.”

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Success Built On Trust, Integrity & Experience Anthony Indaimo, of Withersworldwide, and Mark Blundell, of MB Partners, fondly reflect on their respective careers in different sectors of the motorsport industry and how common principles continue to unite their respective organisations. t is a well-established fact that success and failure at the elite level of motorsport are often separated by the finest of margins. Yet those margins are not just exclusively reserved for the drivers on-track but also the fierce level of professionalism, discipline and competition felt by those that work in the industries associated with the highest level of international motorsport.

Organisations and individuals who have built a reputation for excellence across the associated professional industries of the sport represent a select group and those who enjoy a long and distinguished career alongside the highest levels of motorsport are part of an even more exclusive club.

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profound partnership supporting each other’s efforts along the way - all framed by a desire to place trust and integrity at the core of their work.

Albeit in different areas, long and distinguished careers alongside elite motorsport are exactly what Anthony Indaimo, of Withersworldwide, and Mark Blundell have enjoyed. Originally meeting back in 2012, the pair have formed a

“At the time we were acting for the Benetton family across a number of areas.

The Brand's introduction to the sport is well known and looking back at it, it was a phenomenal success resulting in multiple world championships and helping

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Renowned for their incredible levels of professional advice and legal support across Formula One, alongside a whole host of other industries, Withersworldwide have established a reputation for excellence, delivery and success up and down the pit lane. Despite this though, Anthony details how it was an extension to their work with an existing client that laid the foundation for their now substantial links within Formula One.

PARTNER

“It is not enough for us to merely provide our clients with legal advice, we need to be able to support them in every single way possible and opening up our network and connections for new conversations is just one of those ways. I have had clients tell me that the best thing we have ever done for them was to recommend them to Mark on a family matter and that is just huge for us.” to make the Brand a global household name but in 1985 it was a relatively new world for us as well as for the family. Of course, the constants of sound legal advice remained; an acute understanding of your client’s needs, an incredible amount of diligence and preparation and a thorough comprehension of the broader landscape.”

“I would add to that, that we recognise as a firm we have been very lucky but we have earned that luck through our effort and dedication. We didn’t think that thirty or forty years ago, we would be in this position but we timed our initial successful interaction with Formula One just as the sport was starting to internationalise and we rode the wave and advised on all manner of F1 related issues.”

“If you fast forward to today, we help and support investors to look at Formula One as an alternative asset class, we help individual drivers, we support managers, teams, promoters - we have assisted the entire Formula One ecosystem including some of the world’s biggest brands and successful people on some of the most complicated and innovative projects and that is something that we are incredibly proud of.”

While Withersworldwide’s first interactions with Formula One came through an extension of their work for an existing client, Mark Blundell’s first taste of the pinnacle of the sport came as a result of a lifelong passion and burning desire to compete at the highest level. As someone who has experienced the world of elite motorsport as a driver initially and subsequently, as a businessman, a manager and a team boss - Mark is well versed in both the pitfalls that lie amongst the industry and what it takes to build a successful reputation with longevity.

“Motorsport is, in my mind, the most unique sport going and one where experience and expertise are hugely important. Aside from the sport, it is big business too. Dealing with the Benetton family, dealing with Formula One as a rights holder and dealing with a negotiation on a Formula One team - these are big ticket items. You don’t deal with that in the knowledge that you hope your advisors can support you, you have to deal with it knowing you have the true best-in-class advisors at hand to support you in what you need to go forward.”

“Where Anthony talks about having the experience of advising on behalf of the entire ecosystem, that is a really important point. Formula One is its own unique world and there are plenty of very intelligent and successful businessmen and women who have been stung by its own peculiarities and being safe in the knowledge that you have an experienced and credible advisor behind you plays such an important role.”

Much in the same way that Anthony and the team at Withersworldwide utilise their own depth of experiences to help navigate their clients successfully through the sporting landscape, Mark has turned his attentions to similar challenges albeit in a management sense as opposed to a legal one helping young drivers to maximise their potential both on and off the track.

Here, Anthony sees that it is the uniqueness of Mark’s own personal experiences across diverse race series that ensures he is incredibly well placed to support drivers on their own respective journeys.

“I have no hesitation in recommending to any of our clients to speak with Mark if they are seeking to understand more about the motorsport industry, it is an additional service for our clients which is so incredibly valuable to our firm and clients. I can’t think of a better person for someone to have an initial conversation with than Mark as he brings a unique perspective. He is an entrepreneur, he has been a driver, he is a manager - he brings a lot to the table.”

“It is not enough for us to merely provide our clients with legal advice, we need to be able to support them in every single way possible and opening up our network and connections for new conversations is just one of those ways. I have had clients tell me that the best thing we have ever done for them was to recommend them to Mark when they were struggling with which path to take in motorsport for their son or daughter and that is just huge for us. He also has an innate ability to transmit his experience in a way that make clients feel totally comfortable with him which is why they trust him implicitly.”

Beyond sharing a great depth of experience and expertise across motorsport, it is the principles that guide the ways in which both Withersworldwide and MB Partners undertake their work that both Anthony and Mark feel unites their respective organisations most clearly.

“Although in different sectors, a big part of both Mark’s and my role is relationship and client management. For many, that’s the failure right from the off - if you always view it as a client-manager or a client-lawyer relationship, then you are starting off on the wrong ground. Every interaction is a human interaction and we can often forget that it’s not a lawyer to a potential client, it’s human to human.

We are humans first and we’re whatever profession we are second - you can always act on both levels.”

For Mark, client management is about much more than that, it is about a partnership built on mutual values and that it is only with a common understanding and respect that the best results are achieved.

“As Anthony says, human interaction is incredibly important. I’m incredibly fortunate to have looked after the careers of two of our drivers for the best part of sixteen years each. In our world that is a very long-term relationship and you can only do that with trust, integrity and transparency. I would like to think that our drivers know that all of us at MB Partners go beyond what is the norm and are available 24 hours a day, seven days a week.”

Longevity is also a proud, distinguishing factor for Withersworldwide in their work supporting clients and Anthony agrees that it is an understanding of your client’s objectives and personal and family motivations that is key.

“We are proud to have acted for some families for moving into the sixth and seventh generations now which is not an easy thing to do for any professional service, let alone a law firm. But we do it through many of the characteristics that Mark has described - authenticity, curiosity, being open and a good listener.”

For both Mark and Anthony, having both enjoyed prolonged successful careers in the industries it is very clear that the passion burns as bright as ever, even if, as Anthony indicates, their motivations have now extended to supporting the next generation of talent in their relevant organisations.

“I think Mark and I are both very passionate about doing what we do and we love the challenge and complexities that it throws us on a day to day basis.

It is about personal growth too and putting yourself outside of your comfort zone and setting an example that you should never stop learning.”

“I always remember the time in 2018, when a Formula One team came into financial difficulty.

There were around thirty bidders including some of the world’s largest private equity funds and some of the most successful people on the planet all vying over this opportunity. We were instructed by one of our clients who is super competitive. It was a completely unprecedented situation and against all the odds we managed to bring it to fruition - we had a team of 23 people, most of them who were incredibly young and never been involved in this type of thing before.”

“It was a unique transaction in several respects and, in the process, we were able to save 512 jobs and support the team's suppliers in the way that we completed the deal. It was really quite extraordinary.

I was so chuffed that these young lawyers, both male and female, rose to the occasion and that they were able to see first-hand the impact that this had on the team's employees and creditors. That is truly inspiring and that is why I get out of bed in the morning.”

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MOTORSPORT

The Final Hurdle Ahead of the upcoming dramatic conclusion to the FIA World Endurance Championship season, Mike Conway talks through his aspirations for the remainder of the year as he and his teammates head into the final events of the season leading the world championship.

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hey say that all good things come to those who wait. For Mike Conway, the current situation has put his and his teammates' assault on the FIA World Endurance Championship on hold. Sitting proudly at the top of the Drivers’ Standings before the Coronavirus pandemic hit, Mike’s focus now turns to the resumption of the racing season and his attempts to claim his first ever WEC title.

With three events left to run in the 2019-20 championship - including the prestigious 24 Hours of Le Mans - Mike and his #7 TOYOTA GAZOO Racing teammates, José María López and Kamui Kobayashi, currently sit five points ahead of their TOYOTA GAZOO Racing sister car at the top of the standings. In the first five races of the campaign, they’ve been the team to beat taking the #7 TOYOTA TS050 Hybrid to two victories, two third place finishes and a second place to boot.

Locked in a tight battle with their sister car on the opposite side of the garage, Mike finds himself in one of the most interesting title fights that the FIA WEC has seen in recent years.

“We’ve put ourselves in a really strong position this year,” Mike said. “We started well with pole and the win at Silverstone and we’ve managed to carry that form on ever since. Even with the success penalty at Bahrain we still took charge and controlled the race.

“Having come so close in recent years it would be amazing to finally win the championship! That said, there is still over 38 hours of racing to come in this season so there’s plenty of time for things to change. We know that we need to be focused every step of the way and really start things off on the front foot when we get back to racing in Belgium next month.”

With all sport halted during the grip of the coronavirus pandemic, Mike’s charge was temporarily put on pause. The last event to take place was Lone Star Le Mans in Texas in February, where Mike claimed a worthy third place despite him and his teammates being the most severely handicapped by the success penalty.

The calendar has since been revamped with Le Mans moved from its traditional June slot to late September with the 6 Hours of Spa-Francorchamps marks the recommencement of the season in August.

“It’s nice to have a few dates in the diary once again. It’s been nice to have some downtime at home but it’s time to get back to it and see what we can do with the rest of the season. We’ve had a few podiums at Spa in the past and

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we’re looking to pick up where we left off after being out of the car for so long.

“I always love going to Le Mans so I’m really glad we’ve managed to keep it on the calendar this year, it wouldn’t be a proper championship without it. It’ll be an interesting one as we’ll spend more time at night as it’s later in the year but we always love a challenge! It’s also a win that’s eluded me for a long time, I’ve finished second three times so my full focus is on going one step further this time.”

If it weren’t for a puncture and tyre sensor issue, meaning they changed the wrong tyre, in the very last hour of the 2019 race, Mike may very well have won the race that year. However, instead of dwelling on it, Mike has used it as inspiration to push him towards his title charge this season.

“It was gut-wrenching to lose the race like that. Knowing we did everything right ourselves and something out of our control could take it away from us was a real blow, particularly in the final hour of the race! But these things happen, the racing gods clearly weren’t with us that day and we weren’t meant to win it.

“Rather than letting it get to us we all took that as a push to make sure we left nothing on the table for this season. Given how it’s gone, I don’t think we have any regrets and it’s simply a case of keeping the momentum we had before everything stopped. Once we’re all back in the car I’m sure it’ll feel like we’ve never been away.

“We’re in such a competitive fight with our #8 counterparts, the margins are so small and we can’t afford any slip ups so we’ll be working as hard as we can to make sure of that. Having fallen short the past couple of years, it would mean so much to us to finally stand on that top step. We know we can and we’ve proved we’re capable of doing so - it’s just a case of putting it all together out on track and hoping it sticks.”

As the WEC gears up for the season restart at Spa-Francorchamps in August, it’s all to play for as Mike and his #7 teammates prepare for the final stretch.

Steadfast in his professionalism and determination, you can be assured that Mike will leave nothing to chance and will push with all his might to bring home that elusive drivers’ championship at season’s end in November.

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PARTNER

Inspiring Moments To Saviour Developing a reputation as the pioneering world-leader of an industry is no easy task, let alone upholding it for more than 75 years. In this feature, one of the newest members of the MB Partners Official Partner Programme, Sub Zero & Wolf, detail how they’ve managed exactly that and what gives them the edge in a hugely competitive sector.

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hen it comes to listing your clients, you’d struggle to get a more notable list of names such as James Martin, Gary Lineker and Sir Michael Caine. For Sub-Zero & Wolf who set the industry standard in refrigeration and cooking appliances, these are very much par for the course and testament to their commitment and dedication in delivering the tools you need to achieve the very best in your kitchen.

The company can trace its roots back to Madison, Wisconsin, where in 1945, the business was founded by Westye F. Bakke in his mission to revolutionise the way we think about chilling and freezing our food. It is now a third generation family company, run by James Bakke, Westye’s grandson.

The brand arrived in the UK 30 years ago, when Managing Director Craig Davies spotted a gap in the market for American-style home appliances. He was instrumental in expanding Sub-Zero & Wolf as he became the brand’s first international distributor - selling its wide portfolio of products to the UK, Europe, Israel and Russia. Today the US based manufacturer sells its products across the globe, highlighted by the fact it supplies more than 450 dealers in Europe alone, via Craig’s carefully selected and loyal network of approved dealers.

When quizzed on how the company maintains its reputation for quality, Craig highlights five key factors in how it continues to be a successful, cutting-edge business.

“Attention to detail, unrivalled customer service, a dedicated and loyal team, unbeatable products and loyal clients;” Craig explained. “From high profile chefs and brand ambassadors, to luxury property developers and consumers.

Constantly evolving and striving for improvement is part of our ethos and hopefully shows in everything we do and is appreciated by our clients and business contacts.”

Another vital element to a successful business is the relationships you garner and the trust you place in those around you, a value shared across the Official Partner Programme. For Sub Zero & Wolf, this is another key component in how they operate.

“Relationships are crucially important. Loyal, long-lasting relationships with our dealers, manufacturers, clients and brand ambassadors, such as James Martin, Galton Blackiston, Jason Plato and Gary Lineker, mean everything to us.

“We have enjoyed sharing some fantastic events, from product and showroom launches, to charity auctions and 70-year brand celebrations with our clients and friends

over the years. We enjoy supporting our dealer’s showroom launches and events and by leveraging our contacts with celebrity chefs and high-profile brand ambassadors where we can.”

With technology an ever-evolving sector as new advancements are regularly developed and produced, Sub Zero & Wolf strive themselves on being at the forefront of those developments and in turn, continuously being able to meet the changing needs of their customer base.

“Two needs that never change are quality and performance; within the Sub-Zero & Wolf product range, those key qualities remain top priority at all times.”

To achieve that, Sub Zero & Wolf invest heavily in research and development to ensure they maintain their leading edge over their competitors.

“We are spoilt by the manufacturers who never become complacent about being the ‘best of the best’, in terms of luxury kitchen appliances. We pride ourselves on our quality, hand-built, eco-conscious manufacturing.”

Craig also believes these qualities play a large factor in Sub Zero & Wolf’s penchant for retaining customers over time.

“Once you’ve experienced the power and performance of Sub-Zero & Wolf appliances it would be very difficult to go back to what you knew before.”

The future for Sub Zero & Wolf looks bright, with the company having weathered the harsh realities of the current climate and adapted to meet the challenges and requirements of them.

“We are pleased to have recently re-opened our Knightsbridge and Maldon showrooms, which are now available to visit by appointment only; meaning that clients will be able to enjoy the entire space to themselves, for the duration of their visit.”

Craig is also optimistic about what lies ahead for the company, citing its strong workforce and network.

“Having survived the recession around a decade ago and the more current global crisis, we emerge stronger having learnt, once again, to adapt and respond quickly to issues as they arise.

“We have a great team, unbeatable products, two fantastic showrooms and a network of approximately 500 displaying dealers – cautiously, I would say the future looks rosy.”

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Smarter Decisions & Smarter Solutions Group CEO of Your Smart Home, William Hopkins, talks us through the luxury smart home specialist’s seamless approach to business - where simplicity will always be paramount.

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he complex world of technology in the home, at work and elsewhere is a source of frustration for many - a source of frustration that has been exacerbated by the current situation which has seen the home and the workplace having to merge into one. While for many of us integrating our technology at home can feel like a foreign concept, Will Hopkins and the team at Your Smart Home have spent the last decade and more easing these frustrations for their clients and delivering fully automated, technologically advanced living spaces in the process.

For Will Hopkins, it was frustrations in his own home that ultimately led to the birth of Your Smart Home and the exciting journey that has followed since.

“We originally started looking at smart home technologies as a sideline project whilst renovating the place where I was living back in the 2000s. As a sector, home automation was very much in its infancy back then. Nothing really worked together in terms of its integration and everything was disproportionately expensive.”

“I’ve been interested in technology since a young age. Whilst still at school I taught myself to write code in order to create websites for local companies. The internet was still in its infancy, so it turned into a nice little money-earner, as well as giving me a feel early on for running my own business. I’ve also been a motorsport fan for as long as I can remember, and always been particularly interested in the technology side of things. Once I started looking in to smart technologies for the home, I was astounded how far behind motor technology our houses were. I was always reading of new innovations in vehicles - indeed, as things like security, climate control, automatic lighting etc had become common place in vehicles for some time, I wondered why were our living spaces so far behind?”

Looking back at this original project, Will reflects on how far the sector has come since but it was a desire to do things differently that really prompted Your Smart

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Home’s subsequent growth.

“Back then, there was a lot of smoke and mirrors around the high-end technology market. Everything was very clunky and not very well integrated. After extensive research and evaluation of what was available, we realised there was a huge gap in the market for things to be done better and that there were technical possibilities to make equipment work in a different way, and so Your Smart Home was born.”

“If you talk to anyone who has had a smart home system for ten or fifteen years now, you’ll find that their system is very disjointed. The technology has evolved to such an extent it’s almost unrecognisable from the first generation of smart homes.

Initially such technology was incredibly unattractive and too often installed for the sake of it. From the start we knew this had to change, and thus set about sourcing technology that was unobtrusive, stylish and well designed. We have always believed technology in your home should be there to make life simpler; It should be easy to use, designed around your lifestyle, blend in with your interior design aesthetics and most importantly it should work seamlessly. All our work is about ensuring your kit integrates properly, replacing the piecemeal systems that many people found themselves with and offering a complete solution.”

Initially finding new ways to work with existing products, it wasn’t long before the Your Smart Home team were establishing strong industry relationships. These started with the manufacturers themselves which helped the company to carve out an excellent reputation for itself in doublequick time.

“In the first instance, we caught the eyes of the manufacturers. We were using their equipment in a way that they hadn’t seen before. Again, following a more seamless solution-based approach, we were getting their kit to work in such a way that manufacturers were coming to us with referrals for their most important clients.”

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“We weren’t just throwing technology in for the sake of it and screwing it on the wall. A lot of our initial growth came through rescue projects, where work had been carried out by other installers but not to the level that we would have expected it to have been done. The clients had essentially fallen out with their original provider which meant they would go back to the manufacturer and the manufacturers felt confident recommending ourselves, which was great! So, we went in and resolved the situation for them, whilst build lasting relationships on the way.”

Staying true throughout to their principles of simplicity and seamless integration, Your Smart Home’s growth has seen the company expand into new sectors as well as forming their own umbrella company in the shape of Intrinsic Group.

“The longer we worked in this space, the more we realised the existing smart home systems didn’t deliver everything our clients wanted, and certainly not in the effortless responsive manner we desired. That didn’t suit us, so in order to cater effectively for the needs of our expanding customer base we took things under our own control and began developing our own integration solutions through our work at Intrinsic Dev. This side of the company focuses solely on software development for the smart home industry, allowing us to provide our clients with a fully bespoke solution tailored exclusively to their needs. Through this arm of the company we’ve also developed smart home integrations for many of the leading names in music, media and security, many of which started out in the motorsport world.”

in living spaces. There was no excuse for this! In response to our clients’ frustrations we established and added Smart Yachts International to our family of companies, and the principles are very similar to that of Your Smart Home, it’s just that you’re on the water rather than being in a home! Lockdown has been a really interesting time for this area of our business as it’s given us the time to work on a few larger projects for the marine industry, including a really exciting smart boat monitoring and control solution.”

“On the purely software side of things much of our business comes from the United States where smart technologies in the home are more established than in the UK. That market has remained incredibly strong throughout the last few months so we’ve certainly been kept busy.”

“As with anything, it is the relationships we hold with our clients that allow us to be successful in the way we have been. We’ve tried to keep in touch with our clients throughout the lockdown period as we believe personal relationships are the key to delivering our product well. Many of our past clients have become good friends, indeed we currently have a client who we’ve been speaking with for eight years and he’s not even built his house yet! We regularly discuss evolving plans over meals and drinks and by getting to know the client personally we know the end solution will be exactly what they’ve always imagined.”

While work under the Your Smart Home umbrella has naturally slowed down through the lockdown period, the multifaceted nature of the business has ensured that the group and the team have been able to stay resilient through this period.

With the various businesses seamlessly integrating together and supporting each other much in the same way as their technology does for their clients, the future looks positive for William and the team as they continue doing things in their own unique way.

“Well, lockdown simply meant that we weren’t allowed in homes anymore so that brought things to a pretty rapid standstill for Your Smart Home, but we were able to focus our energies and efforts elsewhere.”

“A few years ago we realised that much like the home was initially far behind the motor industry in terms of technology, the marine industry was now well behind the home in terms of technology

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Our Clients’ Success A pictorial look back at the latest successes from the track.

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Left page: 1. Andrew Watson 2. Callum Ilott 3. Jake Hughes 4. Gary Paffett Right page: 5. Kanato Le 6. Kiern Jewiss 7. Louis Foster 8. Mike Conway 9. Tom Blomqvist 66

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Thank You MB Partners wish all of their Official Partners continued success for the remainder of 2020.

www.markblundellpartners.com T: 01763 250 888 E: office@markblundellpartners.com 70

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