Your startup spring 2017

CG Professional is all about you.

Peace of mind on all employment law and HR related matters.

A business built on your needs… not our egos.

cg professional

Chorley Group Kia (Blackpool)

Amy Johnson Way • Blackpool • FY4 2RP • 01253 400510 www.cgprofessional.co.uk

Opening Hours:PR7 Mon-Fri Sun· 11:00am-5:00pm · LEGAL HR · PEOPLE CG House, Ackhurst Road, Chorley, 1PF8:30am-7:00pm, Sat 8:30am-5:00pm, 2

YOUR STARTUP

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elcome to the second edition of YOUR STARTUP in Lancashire magazine, in association with Business Lancashire.

If you’ve just started a new business, thinking about starting a business or have been trading for just a few years, this is the magazine for you!

As a new Startup ourselves, we know how hard it is to find inspirational advice and to make the right choices. We therefore decided to create this publication to give you a helping hand!

Our aim is to provide a magazine full of advice; tips, information and case studies from regional experts and to repeat it on a circa six monthly basis.

Finally, we’d like to thank all the contributors for their excellent articles and especially our core supporters: Chorley Group, RBS, NatWest, Marketing Lancashire, FSB and Boost Lancashire.

Editorial: Andy Mann - 01772 364152 andy@thesamueljamesgroup.com Advertising: Sam Whitear - 01772 364151 sam@thesamueljamesgroup.com Design: Stuart Box - 01772 364150 stuart.box@thesamueljamesgroup.com

Contents 3 Welcome 4 Boost Lancashire 8 Global 10 Beever and Struthers 12 Lancaster and District

Chamber of Commerce 14 Chorley Council 16 Federation of Small Businesses 18 The Samuel James Group 20 Business in the Community 22 BizSpace 23 The Temperance Spirit Company 24 CG Professional 26 NatWest 28 Preston Guild Hall 29 Downtown Lancashire in Business 30 Marsaoui Ventures Ltd. 32 Harrison Drury 34 The Franchise Specialist 36 Marketing Lancashire 38 Trinity Hospice

Sponsored by:

This publication is produced by The Samuel James Group Ltd, Suite 2, 290 Blackpool Road, Fulwood, Preston, PR2 3AE. Reproduction of the contents of this magazine in any form is not permitted, without the permission of the Publisher.

Whilst every care is taken to ensure accuracy, the Publisher cannot accept responsibility for errors and/or omissions in advertisements, photographs or illustrations. The opinions and advice in this magazine do not necessarily express the view of the company.

Published by The Samuel James Group

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Could a mentor make a difference to your growing business?

Jaydee Davis Operations Manager Community & Business Partners Tel: 01254 291 288 Mob: 07984 411140

Ann Holcroft Operations Manager Orvia Tel: 01772 429 291 Mob: 07531 869000

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YOUR STARTUP

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f you ever speak to a business owner, whether it’s somebody who has just set up or has been established for a number of years, they’ll tell you about all the highs and probably some of the lows – and they’ll always tell you they’ve learned a lot along the way.

The truth is, establishing and then growing your business successfully, can be a challenging process. One that can involve many unknowns, trial by error and learning from mistakes.

As part of Boost’s fully-funded Growth Mentoring programme, we have hundreds of mentors who have ‘been there and done it.’ They’re available to help, listen, guide and support you through your business journey and potentially stop you from making the mistakes they made, or wasting time pursuing something that might not be the right avenue for you.

We’ll work with you to identify the right mentor who can help you develop a growth action plan, over a series of one-to-one or group mentoring sessions and they’ll work with you to

put the plan into action and address any barriers that may arise.

As you’re growing your business, the one thing you will always wish you have more of is experience – and that’s where our mentors come in, and they’ll be a great sounding board for you to test your growth ambitions on.

A second pair of eyes can be really beneficial when you’re embarking on something new or facing a challenge within your growing business.

Those challenges might include business planning, finance, sales, marketing and HR and our Growth Mentoring programme, provided

by Community & Business Partners and Orvia, offers experienced mentors who have supported SME business owners to tackle a range of growth challenges.

And, working with a mentor helps you take focused time out to work on the business, rather than in the business, developing a growth strategy and clear business development goals.

To date, we have supported more than 500 businesses through the mentoring programme.

So, if the above sounds like you and you need support, start the growth conversation today.

Mentoring support leads to job creation and business growth

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Lancashire-based steelworks has created five new jobs and won new business contracts worth £300,000 after receiving mentoring support through Boost.

Fusion Team Ltd in Pendle provides steelwork for the construction industry, from balconies and flooring to full structural frameworks and its clients include Aldi, Costa Coffee and KFC. The team, which collectively has more than 50 years’ experience in the industry, wanted support to address its strategic growth plans, after taking on bigger orders and moving to a second location in Sough, Earby.

That support came through Boost’s fullyfunded Growth Mentoring programme delivered by Orvia.

The mentoring provided Fusion with a fresh perspective and direction for its growth plans, including a focused strategy for core products and services, a review of ideas for diversification into new product areas, support to effectively build a marketing plan and a review of funding and cash flow.

This support enabled Fusion to review operational and financial aspects of the business, and concentrate on creating a competitive edge to differentiate itself in the market place.

Since embarking on the mentoring

programme, Fusion Team Ltd has created five full time positions, including a project manager, steel fabricator and three site operatives and has secured new business worth £300,000.

Robert Nash, director at Fusion Team Ltd, said: “The support which our mentor Martin Kemp provided was invaluable to us here at Fusion Team. He took time to understand our business, what we do and the challenges we regularly face and provided us with various scenarios and possible solutions for us to think about and implement.

“Having Martin on hand as a successful, well-connected sounding board gave us the luxury of a professional opinion and a fresh pair of eyes to offer us advice and guidance.

He provided us with food for thought on each visit, dished out plenty of healthy challenges to get us thinking and never left us without adding value. It was a pleasure to have him working with us.

“As a small business going through the ups and downs of trying to grow both our sales, profit and infrastructure, while remaining profitable and in control, the assistance of both Martin and the Boost Growth Mentoring through Orvia proved extremely beneficial.

“I would be happy to recommend this scheme to anyone who is either just starting out in business or is already trading and looking to expand. The time and effort you invest in this partnership will definitely reap rewards.”

CASE STUDY 1 YOUR STARTUP

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Mentoring leads to job creation at digital agency

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Preston-based digital agency has embarked on a plan to build its software development offering and has already created one new job as a result of following support advice from Boost.

CASE STUDY 2 6

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Blue Wren, based in Winckley Square, plans to create a second new position before the end of the financial year, as it puts a focus on building bespoke software applications for its clients, such as sales tracking and CRM software.

The business, which employs 12 full time members of staff, has received mentoring support as part of Boost’s Growth Mentoring programme.

Managing director, Michael Lough, explained: “We had loads of ideas, but ideas are easy – we needed to test those ideas and gain

realistic feedback and that’s what Boost gave us the opportunity to do.

“Our mentor’s background was in our industry, so he challenged us and allowed us to test our ideas. The process confirmed that we were right to progress with software development as a service.

“We were able to clearly identify that technically we are well placed to add value to a client’s business and make a difference and create positive change.

“Our mentoring support involved four intensive one-to-one meetings which resulted in us creating a confirmed list of actions – we found it very valuable and have already seen a positive outcome and in the short term, the support was also the catalyst for us employing another software developer.

“Getting the right mentor is really important, somebody who can give honest and challenging feedback can make a huge difference.”

“I would recommend the services of Boost and urge all businesses with high growth potential to make the most of the support on offer.”

Steph Stephenson Stephensons Dairy

Boost; Lancashire’s Business Growth Hub, is helping the county’s businesses grow.

If you’re looking to fuel your business growth, start the growth conversation today.

Disclaimer: Boost Business Lancashire is funded by the European Regional Development Fund and restrictions apply. To see if your business is eligible and qualifies for support from the Boost programme, please call us on 0800 488 0057

Funded support Growth programmes 2,500 businesses helped

0800 488 0057 Search online for

‘Boost Lancashire’

#GrowingLancashire

Danny Thompson Commercial Director DAX Podcasts +44 (0) 161 662 4720 +44 (0) 7990 610 430 Danny.Thompson@global. com TWITTER: @global www.global.com

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Global launches first-to-market programmatic podcast product with DAX Tapping into the thriving podcast market, Global launched DAX Podcasts on 3rd May 2017.

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his ground breaking new advertising product will allow brands to advertise across multiple podcasts through a single buying

point.

With the popularity of podcasts growing rapidly, DAX Podcasts will allow advertisers to tap into this new audience by providing easy access to a diverse range of podcasts across categories including music, comedy, tech, finance, and health and wellbeing.

Podcasts available on DAX Podcasts include the Russell Brand on Radio X Podcast, Undisclosed, No Such Thing As A Fish, The Forbes Interview Podcast, City A.M. Unregulated and Athletico Mince.

Launching in the UK with five podcast platforms – AudioBoom, SoundCloud, BlogTalk, Podcast One, How Stuff Works – as well as Global’s own podcasts, the product will allow brands to advertise programmatically at scale, enabling them to target listeners based on genre, location and device. DAX Podcasts is the only way advertisers can access these publishers’ podcasts programmatically.

Oliver Deane, director of commercial digital for Global, commented: “When we launched DAX, it totally changed the way advertisers could buy digital audio advertising. By bringing all that innovation to the world of podcasts, DAX Podcasts is set to transform the industry once again offering brands a way to reach listeners at even greater scale, with the efficiency of buying programmatically.”

DAX Podcasts will enable advertisers to quickly and effectively target audiences listening

to a wide variety of content including comedy, sport and technology.

Advertisers that run a campaign through DAX Podcasts will also have access to comprehensive results, including a breakdown on genre, device, downloads and much more.

From S-Town to TED Talks, podcasts have never been more popular with 5.5 million people listening weekly in the UK – equating to 20% of the digital audio population. This number is expected to grow to ten million by 2020.

The podcast audience is highly mobile with 75% of listening taking place on smartphones and highly engaged, with 76% of users listening to the whole or most of a podcast in one sitting.

With more podcast content available than ever before, there has never been a better time for advertisers to tap into this market at scale and with simplicity.

Danny Thompson, Commercial director of Global in the North West commented: “With the media landscape constantly evolving, we are committed to continue to deliver a wide range of digital offerings to our clients, both nationally and here in the North West. Whoever you want to talk to and wherever they are, Global can deliver for your brand” To speak to Global about Dax or any of its products, contact Danny.Thompson@Global. com

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Lancashire’s Startups need tailored advice to achieve their business ambitions

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n this feature, Shelim Rahman, partner and head of the contractors and freelancers team at accountants and business advisors, Beever and Struthers, urges Lancashire startups to seek tailored advice to achieve their business ambitions.

Shelim Rahman Head of Contractors/ Freelancers Team at Beever and Struthers, Chartered Accountants & Business Advisors

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Government statistics confirm that the number of self-employed people in the UK is at its highest and with the issue of working for yourself centre stage in the recent Budget and front page news, there’s an increasing demand from startups for specialist and tailored advice on launching and operating their own business.

The most recent figures from the Office for National Statistics (ONS) for the October to December quarter of 2016 show a record high of 4.81m people were self-employed, across a wide range of business sectors, with most working in construction.

Such entrepreneurial contractors and freelancers, startups and established small businesses are therefore a key driver of growth and employment for UK plc, via the production of pioneering products and their ability to recruit staff – but they require expert and tailored advice to help them realise their individual corporate ambitions.

As a full-service firm with specialist staff dedicated to supporting contractors and freelancers, accountants and business advisors, Beever and Struthers, with offices in Blackburn and Manchester, works in partnership with clients to achieve genuinely measurable results.

For example, more than 500 contractors and freelancers are registered with freelancers@ beeverstruthers.co.uk – an interactive online platform dedicated to the provision of expert services, to help them access and make the best use of advice on key topics including how to maximise tax efficiency, record keeping, health protection, retirement planning and investment and mortgage advice.

As tax efficiency is one of the biggest issues facing startups, Beever and Struthers advises clients to be organised and methodical by saving 25 per cent of profit in a separate account (with the added potential of earning interest) to cover the payment of tax bills to HMRC and to secure significant tax savings by being established as a limited company and being paid in dividends as a shareholder as opposed to a salary.

Most people earning over £25,000 per annum should follow the company route because they’ll receive dividends, with no national insurance paid on those dividends. They’ll also enjoy limited liability and company status can impress clients, with many people giving themselves the title of director.

As a technology-aware practice, Beever and Struthers not only offers the freelancers@ beeverstruthers.co.uk platform, but also embraces developments in cloud accounting systems - or online bookkeeping - because such systems allow owner-managed businesses to run finances anytime, anywhere using any electronic device.

Offering such ‘on the go’ ease of access, process automation and greater knowledge of their operations via ‘dashboards,’ with real time information and tailored Key Performance Indicators (KPIs), the systems help business owners to work more closely with their accountant, who can also access the financial information online to give real-time help and advice.

Clients can plan their business finances more effectively than ever before, for example, a mobile phone app linked to the accounts software can show a live view of profit, corporation tax and dividends drawn and importantly, how much more can be drawn. The same app will also provide a timeline of key deadlines and dates for tax payments and filings, so nothing should come as a surprise.

In particular, contractors and freelancers benefit from the simplified methods of recording business mileage and using their phones, for example, to capture photo images of expense receipts that feed directly into the cloud accounting system, meaning they may never actually have to log onto their desktops to

populate the accounts software, a real boon for those keen to reduce record keeping duties.

Another key benefit for growing businesses of having their accounts ‘in the cloud’ could be to help smooth transition to HMRC’s Digital Tax Accounts and Quarterly Reporting regime should the initiative resurface following its removal from the Finance Bill 2017.

NEWSFLASH It has been removed from Finance Bill 2017, but there is a distinct possibility it could be re-enacted when the new government is elected.

To ease that transition for clients and enhance its IT credentials, Beever and Struthers has agreed a partnership with contractor cloud accounting specialist FreeAgent, the firm also supports clients on other platforms including, Xero, Intuit’s QuickBooks Online (QBO) , Sage One and KashFlow.

The firm is also a platinum partner with Intuit’s QuickBooks Online (QBO) - so that and the partnership with Xero, means clients can benefit from the expertise of the two biggest UK providers of cloud accounting software. The firm also supports clients on other platforms including FreeAgent, Sage One and KashFlow.

Lancashire self-employed professionals wanting to benefit from expert guidance can contact Shelim Rahman at the Blackburn office of Beever and Struthers on 01254 686 600, email contractors@beeverstruthers.co.uk or visit www. beeverstruthers.co.uk

• Accountancy • Tax • Online Accounting • Payroll • Corporate Services • Audit and Assurance

Many areas of specialism.

One focus. Your business.

At Beever and Struthers, we specialise in helping SMEs to achieve bigger and better things. We have the resources to successfully advise over 3000 clients, with services tailored exactly to your needs. Whatever your business, whatever issues you face, whatever level of input you need, we will give you the business advice and award-winning accountancy services you need.

Manchester

0161 832 4901

manchester@beeverstruthers.co.uk

London

0203 478 8400

london@beeverstruthers.co.uk

Blackburn

01254 686 600

blackburn@beeverstruthers.co.uk

www.beeverstruthers.co.uk

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Your Chamber of Commerce is the answer

Lancaster & District Chamber of Commerce aims to be a strong, confident voice to connect, support and grow a successful business community in North Lancashire. They are here for you, for business, every step of the way. The Chamber gives you opportunities to make money and save money with the right support at the right time. A perfect combination to grow your business.

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he Chamber has a long and proud history of serving North Lancashire, and 2017 is the Chamber’s Vicky Lofthouse 120th anniversary. Its Chamber CEO Lancaster & District members truly represent the whole range Chamber of Commerce of industry, from large multi-nationals 12

YOUR STARTUP

down to one man Startups; We represent all sectors including energy, transport, manufacturing, professional services and education.

Lancaster & District Chamber of Commerce is a strong, professional and unified voice, that campaigns on behalf of its members and the District. Whether it is on local, regional

or national issues that affect the District, or industry-specific issues. Big issues that the Chamber has had a large role in are the lobbying for the Heysham Gateway link road, the recent flooding and future allocation of land, ensuring a sustainable growth for our industries.

Startups and SMEs face challenges that bigger companies often don’t, including the raft of regulations and bureaucracy that bigger companies are equipped to handle, often through dedicated departments.

Becoming your own boss is a tempting adventure, but developing a business project requires careful preparation. It is essential to act carefully and methodically.

Setting up your own business or taking over an existing business represents a major challenge and may require some administrative procedures, permits as well as choosing the legal form of the business. Here are some examples of these administrative procedures: business registration, initial declarations with the tax authorities (HMRC Customs and Excise for VAT, HMRC for tax and National Insurance) and other regulatory hurdles, Vicky Lofthouse, Chief Executive Officer of Lancaster & District Chamber of Commerce said: “Membership of the Chamber of Commerce is a great way to utilise the experience, skills and practical support you need to develop strategies, implement best practice and discover the people who can help you take your business to the next level.

“We provide a range of networking opportunities and sector-based workshops and

training events aimed at helping you grow your business acquaintances and share knowledge and ideas. You can develop your skills through a variety of training courses, and there are many ways in which to engage with members, through our newsletter and website, and social media channels. We have extensive international networks and can assist businesses with their requirements and export documentation. We meet with and influence key decision-makers in local and central government and are regularly consulted for feedback from the business community when policy is being developed, locally and nationally.”

The Chamber offers its members a variety of services including export advice and documentation and a legal and human resources helpline. It also runs various training sessions, as well as networking events and business lunches.

The Lancaster & District Chamber of Commerce was also instrumental in establishing the two local Business Improvement Districts, Lancaster and Morecambe. They work hand in hand on local and other issues to ensure that all voices are heard.

Prominent members of the Chamber include EDF Energy, Lancaster University and the University of Cumbria, Seatruck Ferries, Peel Ports, Standfast and Barracks, Lingwood Security and many professional service firms.

This year, the Chamber is working to put on the first North Lancashire Expo in September.

Its membership packages are very affordable and range from its “Entrepreneur/Start-up” package to the top-level “Ambassador” programme.

Gemma Beaton Membership & International Trade Officer Tel: 01524 381 331 Mob: 07867 489483 Email: gemma@lancasterchamber.org.uk

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More businesses continue to Choose Chorley

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f new development is a sign of a growing economy, then the future is looking bright for Chorley, as work starts on progressing three major schemes with one common factor driving them all forward – a proactive and forward thinking local Council.

Councillor Alistair Bradley Leader of Chorley Council 01257 515104 8 chorley.gov.uk

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One of the key components of Chorley Council’s corporate strategy over recent times has been a strong local economy – the Authority believes that this is the basis of a successful Borough and by getting more people into work, it gives them a better quality of life, allowing them to reach their full potential.

Councillor Alistair Bradley, Leader of

Chorley Council, said: “If we are going to have a strong local economy, then it’s important that we are here to help local businesses.

“If we are to attract new investment, the businesses already operating in Chorley are the ones that will demonstrate the success of an area and act as advocates to other businesses.

“We want them to be telling the Chorley story, to have the ambition to grow and expand and to employ local residents.

“To do that there are two key components – one is that we get the business community together, which we do through our Choose Chorley for Business events and two, that we as a Council give something back to them.

“Our most recent Choose Chorley event saw former Dragon, Hilary Devey, tell her story to businesses and from speaking to people who

attended, everyone was really enthused by the event and took something away that they can apply to their own business.”

The other way Chorley Council gives something back, is by driving forward key development sites in the Borough to ensure the place remains an attractive proposition to investors.

Significant progress is being made on three major projects: Strawberry Fields Digital Hub – providing state-of-the-art office accommodation for businesses in the digital sector. This would include a high capacity server and super-speed broadband plus a new intensive business incubation facility for startups.

Botany Bay, M61 Junction 8 – a mixed use business opportunity with waterfront development, surrounding the landmark building. Master planning has been completed, as the scheme moves towards development.

Market Walk shopping centre extension – supporting the retail offer in the town centre, big name stores and a cinema will be moving into the town centre, with work already underway on site.

“The Strawberry Fields development is really exciting for us because this is the type of development that you might ordinarily see in

the city regions, but there aren’t many places the size of Chorley that would attract this type of interest and independent experts say it could boost the local economy by £18.5 million” said Councillor Bradley.

“What is helping us to attract this type of development, apart from our very proactive approach, is our perfect location – we are situated on the M6, M61 and M65 motorways and we are a gateway to three of the major northern cities, in Manchester, Liverpool and Preston.

“And because we are telling our story, people wanting to be a part of the Northern Powerhouse, are now starting to look north of Manchester and Liverpool, rather than looking south to Cheshire, because we have got everything you need to succeed.”

The Strawberry Fields development is an £8.4 million scheme which has attracted more than £4 million of European funding. The digital hub will have business advisors and university researchers, giving business extensive support in setting up and developing growth.

“I would urge anyone who is looking to set up a business, whatever type that might be, or who may just want to sound out a business idea, to give us a call on 01257 515300 or email edu@ chorley.gov.uk and see just what help we might be able to offer you,” added Councillor Bradley.

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FSB Connect up and running in Lancashire and Cumbria

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embers and guests gathered at the picturesque Samlesbury Hall as the Federation of Small Businesses launched their new networking offer. FSB Connect is the brand for networking events, which will take place throughout 2017 on the first Thursday lunchtime of each month.

Paul Foster Development Manager for Lancashire & Cumbria at FSB (Federation of Small Businesses)

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The first event was well received as guests undertook structured table networking, which allowed everyone in attendance to promote their business and exchange business cards, before enjoying a lunch of Lancashire Hotpot, prepared by the venue’s top chefs, followed by tea and coffee. Each event is just £10 to attend and offers a great way to meet other FSB members and guests in an informal yet structured way.

Gary Lovatt, FSB Regional Chairman said: “FSB has traditionally been more about the services we offer than about events and networking, but that is all changing now.

Having a regular low cost opportunity to get out of your business for a couple of hours and

share ideas with, ask questions of and do business with fellow small business owners, is vital for entrepreneurs and we look forward to seeing members throughout the year.”

All events are communicated to members via email and are listed on the regional events calendar at www.fsb.org.uk New FSB! The Federation of Small Businesses announced on 20 March 2017 that it was introducing the most major changes to its offer since it was founded in 1974. The sweeping transformation programme sees the introduction of a range of innovative new joining categories, as well as new and additional benefits.

Dave Stallon, FSB’s Commercial Director, said: “When FSB was founded in 1974, we adopted the Ford maxim of ‘you can have any colour you like as long as it’s black’. We had one membership category, delivering the same benefits to all.

That model worked for over 40 years, but we recognise that today’s landscape is fast-changing and we want to offer different options to different business owners, as well as to those who are thinking about starting a business, to help

them achieve their ambitions.”

FSB Business Creation and FSB Business Connect are two new joining categories which launched on 20 March and will sit alongside the original, but newly re-branded and enriched, FSB Business Essentials. A further joining category, FSB Business Plus, is due to launch later in the year, and a revolutionary new small business e-commerce platform, FSB Marketplace, is planned to be rolled out in the Spring.

Dave added: “There are huge opportunities for both new and existing smaller businesses at this time, and we’re committed to assisting the nation in harnessing these. Advances in technology, manufacturing techniques, infrastructure changes, exciting new exporting opportunities, consumer diversification and demand for personalisation, all bring thrilling new prospects.”

Women in business boosted by Growing Club In 2015, Lancaster business women Jane Binnion and Rachel Holme got together to run an experiment.

Jane identified a gap in business education when she was unable to find the support she needed and noticed that increasingly her clients were female business owners in a similar situation.

After a lot of research, in February 2016, Jane and Rachel launched The Growing Club to see what would happen if a group of women worked

together for a year to grow their businesses.

Jane was a youth and community worker for 20 years and The Growing Club is very much based on group work models of learning from, and supporting, each other.

The group meets monthly for a taught input and action learning, based on a systematic programme of business growth essentials. The women then buddy up to do their homework and stay on track.

The work so far has been self-funded, subsidised by Rachel and Jane with support from Boost Business Lancashire and the Federation of Small Businesses.

Jane said: “We seem to have developed a model that really makes a difference and we would love to roll that out. We plan to trial an on-line group this year too”.

One of the first graduates from The Growing Club, Mandy Blackwell, spoke in glowing terms of the impact it had had on her: “I was unsure about The Growing Club before I started, but it has been the best business decision I have made so far. My business has grown and I have grown both in confidence and now have a sense of direction. I would honestly say you are lucky to get a place on this course. It will be invaluable for you. Brilliant inspiring tutors and fellow women.

Fantastic...”

If you are interested in finding out more about The Growing Club visit http://www. janebinnion.com/product/growing-club-cic/

YOUR EXPERTS IN

Let’s stay ambitious together We don’t want the inevitable complexities of running your business to dampen your enthusiasm and get in the way of your dreams. So we help you deal with those typical legal, tax, employment and compliance issues that every business faces.

With us on your side, your motivations, plans and targets will never take second place to business obligations and concerns.

FINANCE

T 01204 308681 M 07917 628909 www.fsb.org.uk paul.foster@fsb.org.uk

from

RUNNING A BUSINESS

ADVICE

Paul Foster Development Manager for Lancashire & Cumbria at FSB (Federation of Small Businesses)

£142.

a yea5* 0 r

To arrange a meeting or join now call us on

0808 1688 512*

or visit fsb.org.uk/join

SUPPORT

*Membership starts from £142.50 per annum with a £30 registration fee in the first year. This rate is applicable to businesses with no employees. Rates increase depending on your number of employees. Please see the website for full details of subscription rate bands. †Calls are normally free of charge from UK landlines but charges may apply from mobile phones. Lines open 8am-6pm weekdays, closed Bank Holidays. Registered Office: National Federation of Self Employed and Small Businesses Limited, Sir Frank Whittle Way, Blackpool Business Park, Blackpool, FY4 2FE. Registered in England No. 1263540.

FSB 847 Advert Resize - P.Foster.indd 1

02/05/2017 11:18

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I have worked in sales for over 15 years, in many different roles, selling a variety of products and services. During this time, I have developed, both as a person and as a sales professional, whilst building many long lasting relationships.

Sam Whitear Director, The Samuel James Group

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Lessons learnt during my career in sales

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his article will expand on many of the lessons I have learnt and the tips I have been given. In essence, you must be able to persevere, despite all the obstacles preventing a possible sale. Never give up, keep going, believe...

To be a successful entrepreneur, you must also fundamentally believe that your product or service is the best; it’s different to your competitors and that personally you have characteristics to succeed and will be motivated by a buzz every time you make a sale. Put it this

way, think of a moment that made you smile, how do you feel? This feeling should be the same every time you mention your company’s name, services or products.

Self-belief is vital and with experience, you will be able to adjust your voice and tone to have more impact and potentially upsell. For example, a client may say: “I love the idea, how about if we can also do XYZ as well.” Bingo! By listening and focusing on your client needs, you have immediately improved your chances of a sale.

The two ears and one mouth rule Selling is simple if you listen to your clients, potential clients or in fact anyone you meet

networking, at golf, football etc. By listening, you will learn from them! The amount of listening versus talking you should do is usually related to the fact that you have two ears (for listening) and one mouth (for talking). Hence you are not having a one-way conversation.

Instead you are paying attention, talking at the right time, preferably about how you can help their company, with your services/products.

You need to ask open questions, such as starting questions with what, why, how etc. in order to develop a rapport between yourselves.

Occasionally, you will come across people who just want to talk about themselves and may show no interest in you or your business. My aim would be to restrict the time I spent with them, since the chances of a sale will be minimal.

Tips for building a conversation People buy people so it is important that you remain passionate about your product/service and maintain your enthusiasm at all times, especially if it is with someone you don’t know.

A. TELEPHONE COLD CALLING Before calling anyone, you must decide what you want out of the call. What is the objective?

Is it to make a further appointment? Confirm contact details? Make a sale? Establish a relationship? Etc. Technique: • Research in advance - so you know a little about them and what they do.

• Introduce yourself - and say who you represent • Explain why your calling - in a quick, simple way, ideally around 5 to 15 seconds • Highlight the benefits - to them of why you are calling (for example, we offer a free evaluation on our innovative XYZ service) • Gauge their interest - through questions like: is this something that you would be interested in?

The outcome: Ideally you want to achieve your desired outcome by using closed questions. For example, which week do you want it delivering? what day is best? Can I take payment now? However, in reality, you do not always close the sale. Let us now look at two possible outcomes and the appropriate response.

Yes: “This is great, thank you for your business. I look forward to speaking to you again in the future” Please note that you should be professional, sincere and control your emotions. This could be difficult if, after 50 calls, this is your first yes!!!

All paperwork associated with this sale should then be quickly initiated.

No: “That is disappointing. Why are you unable to commit?”

Ask open questions to establish their reason and what opportunities are available to make them change their mind. Common reasons include: “I’m too busy; I don’t need it” and so on. This is where your objection handling technique comes into play. It may not work with everyone, so just accept it and ask: “would it be ok if I kept you informed of developments?”

Most people will say yes!

B. FACE TO FACE Usually this meeting has been set up from either a cold call; an introduction or as a follow up, having met them at an event. To begin with, as an icebreaker, re-call something memorable from your previous conversation. Ideally something funny, unusual or something you are both interested in, instantly re-building the rapport.

Technique: • Be prepared - remember that your best feedback usually comes from someone close to you!!

• Your pitch - will never be perfect, so don’t expect it to be, just ensure any question about your service/product, you can answer!

• Control the conversation - every step of the way.

• Clarity - keep asking them if everything makes sense. If something is not understood, go over it again and again until clarity is achieved.

• Never interrupt - or finish their sentence (this gives you time to think).

• Be honest - don’t just wing it since this is where trust and rapport can be instantly lost.

• After the meeting - provide a summary email to the client and ask for feedback.

• Celebrate any success - it is important to take a moment to reflect. If it is only by making yourself a cup of tea!! Alternatively, I know some companies who ring a hand bell every time a new order is received to motivate everyone to continue with their efforts.

Selling is not easy, but it can be extremely rewarding if you are successful.

I hope some of these tips and observations will help you develop your sales processes and techniques for your new venture. Ultimately you must get across the passion and belief in your product/service, which convinced you to start up the business in the first place. Remember: “A salesperson with no enthusiasm and belief is just wasting everyone’s time” If you want any further advice, I am always happy to chat, so please get in touch.

ALWAYS: • Prepare – do your research in advance • Listen appropriately – two ears, one mouth • Adapt and respond - to different people and situations • Be open – build a rapport (people buy people) • Accept rejection – see it as a learning point for the future • Celebrate – any successes

Sam Whitear Tel: 01772 364150 Mob: 0758 4626 769 sam@thesamueljamesgroup. com

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Business In The Community strengthens links between Preston’s businesses and communities Voluntary sector organisations and charities in Preston are receiving a boost following the announcement that Department for Work and Pensions has seconded a full-time Business Connector into the area. Angela Hickey is now in place as a full-time Business Connector in Preston and she is part of a pioneering £4.8m Big Lottery Funded scheme, run by charity Business in the Community, to enable the skills and talent from business and the Civil Service to benefit local communities.

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usiness in the Community is the Prince’s Responsible Business Network. Our members work together to tackle a wide range of issues that are essential to building a fairer society and a more sustainable future. They are a business-led, issue focused charity with more than 30 years’ experience of mobilising business, who engage thousands of businesses through their programmes, driven by a core membership of 800 organisations from small enterprises to global corporations.

Angela Hickey Preston Business Connector

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Responsible business is about how a business makes its money, not just how it spends its profit.

It is about managing growth responsibly, while reducing dependency on natural resources. It is about how the business operates as an employer, supplier and customer and how as a neighbour it helps to create vibrant communities where people can flourish.

With the encouragement of strong leadership, we are proving responsible business can be a force for positive change – and that tackling social and environmental issues can return financial value.

One of the key programmes of the charity is the Business Connector Programme which was borne out of a desire by businesses to do more to connect with and provide a business response to community need across the UK. It was developed following a consultation in December 2010 with the UK’s senior business leaders on the role of business in the context of the Government’s aspirations for a ‘Big Society’ and HRH the Prince of Wales’ call for businesses to step up and increase activity in areas of greatest social need.

Business Connectors are individuals on

secondment from business and the Civil Service, trained by Business in the Community to address local community need by connecting the resource of local businesses to the needs of a local community, such as small businesses, the voluntary sector and community groups.

Following a successful pilot programme, the Prime Minister called on Business in the Community and business to enable more of these roles in the coming years. Business Connectors applied for and was awarded £4.8m from The Big Lottery Fund, and is committed to recruiting and placing hundreds of Business Connectors across England, seconded from a wide range of sectors.

CASE STUDY:

Angela’s journey so far: “So for me it is fantastic to have the opportunity to be a Business Connector in Preston - getting to better understand the needs of the community.

“Already I have met some truly inspiring people in the numerous groups and individuals to better understand what they do and their needs are, these are as varied as needing some volunteers to help deliver support to people brushing up on their interview skills to a Community Centre seeking sponsorship to help keep delivering essential services to members of their local community to new enterprises seeking some mentoring.

“An example of a connection I made is Gainsborough Flooring, Preston, who provided and fitted some much needed carpets and flooring for Farringdon Park Community Centre, who do some fantastic work in their community through the provision of various events and support, including a youth club.

“I have also connected a local HR expert and the Adult Mental Health team from Lancashire Care, NHS Foundation Trust, who are looking to collaborate to develop a programme regarding increasing the awareness of available mental

health provision. Through this programme, they will support local businesses and their employees to engage with the appropriate service provision at the right time.

“However, I am really mindful that my role is one of facilitation and to really understanding the needs of the communities – so inevitably in the course of the conversation I ask - what’s on your shopping list? What are your blockers/ challenges? I then work with an equally exciting and inspiring group of people helping to find solutions, but at all times conscious that sustainability is key, since as a Business Connector, my secondment is only for one year. The key challenge is to make sustainable connects that will outlive my tenure as a Business Connector for Preston.

“On reflection, of the two connections I mentioned and having discussed connections with other Business Connectors, I am not sure who is more thrilled, the recipients or those providing the solutions. It is truly an opportunity to be part of something fantastic, through those sustainable relationships which may seem like a small gesture for a business has significant impact on many people in your local community.”

There are Business Connectors supporting other communities across Lancashire: • Maria Desmond, Leyland Maria.Desmond@bitcconnect.org • Carolyn Booth, Pendle –

Carolynn.Booth@bitcconnect.org • Maria Lee, Burnley Maria.Lee@bitcconnect.org If you would like to find out more about the programme or how you could help in your local area, please do get in touch.

As Paul Buchanan, Executive Director, Business in the Community, said: “Business has a powerful role to play in the community, helping to build long lasting connections that will benefit Preston and leave a legacy of a more sustainable and vibrant community.”

For more details about Angela Hickey and her role as Business Connector for Preston please contact Angela Hickey Preston Business Connector Angela.Hickey@bitcconnect.org Mob 07771 974532 @ahickeybitc For further information visit: www.bitc.org.uk/ programmes/business-connectors Panel The Business Connectors programme, backed by HRH the Prince of Wales, is run by the charity Business in the Community. The scheme takes talented individuals from business and the Civil Service and places them in communities of greatest need – allowing them to use their time, networks and expertise to connect the needs of their local community with local business resources.

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The perfect location for your business to grow

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lexibility is key when it comes to running a successful business. With the best planning in the world, we can never be 100% sure what lies ahead and as business people, we need to be able to adapt quickly to capitalise on changes in the marketplace.

Glenfield Park Business Centre in Blackburn is run by BizSpace, whose whole ethos is centred on supporting the changing needs of their customers – in particular Startups and small businesses.

The converted mill is just a mile and a half from the town centre, as well as very close to

Junction 6 of the M65, and offers a mix of office and industrial spaces, ranging from 75 sq ft to 20,000 sq ft.

The on-site team is always happy to help, and the site is also home to the Work Lounge – a co-working space designed for home-workers or entrepreneurs looking to get a new company up and running without the need for full time premises.

Business centre manager, Julie McNulty, commented: “BizSpace is known as ‘the place small businesses call home’, and while we have everything a small business needs, we also have large spaces perfect for well established companies too.”

Glenfield Park also offers a spacious free car park, an on-site café and 24-hour access.

Julie McNulty Business Centre Manager BizSpace Direct:01254 682220 Web: www.bizspace.co.uk

From

£7.50 pw

s s e n i s u b r u o a y h t t u i P w p a m e h . t e c on ffi o l a u t r i v 0800 975 0875

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4/26/2017 4:02:51 PM

The Samuel James Group (TSJG) ventures into teetotal drinks promotion

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SJG is delighted to announce that it has formed a partnership with Skipton based, The Temperance Spirit Company (TTSC), to promote, market and help in the wholesale distribution of a new teetotal drink, GnT, in Lancashire.

Andy Mann The Samuel James Group Mob: 07951 731722 andy@thesamueljamesgroup. com

GnT is a drink that resembles and tastes like gin and tonic but is totally teetotal. Ideal for non-drinkers or people who are driving. The drink is produced by The Temperance Spirit Company, who specialise in this creative type of drink.

Commented Andrew Mann, Director, TSJG: “This is an exciting and innovative

development for TSJG, since it is the first time we have ventured into supporting a company in the wholesale drinks market.

“We look forward to helping TTSC develop their brand and supporting them in the future to promote any other innovative teetotal drinks in their development pipeline.”

Added Gill Venning, Sales Director, TTSC: “As a relatively new drinks company, we believe that we are developing a very innovative “family” of niche, teetotal drinks. The first one available is GnT and it has already been well received by both our customers and in blind taste samplings.

“The taste is excellent: refreshing and enjoyable and it enables customer to feel part of the “social drinking” environment, without have the risk of potentially drink driving.”

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Success in business is all about people Starting a business is one of life’s most daunting tasks - it’s a brave leap of faith to jump into a world of being the employer rather than having the security of being an employee - not a leap that suits everyone, but for the ones that it does, it is vital that you build your foundations right from day one.

Stacey Turner CG Professional

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T

he foundation of any successful business are its people, and like any great project, if the foundations are solid and have been given enough thought in the planning process, the structure above will stand

strong through any weather.

Many people would say that we live in a digital age where we could be convinced that the ‘power of people’ is lessening. A world where an algorithm can replace an opinion and where a robot can replace hard labour. This may be true? However, every successful business across the globe still needs successful people, a

strong dedicated workforce who ensure that the algorithm is designed and operating correctly and the person to maintain the robot, whilst ensuring it is operating at maximum efficiency.

These people all have individual needs, that may or may not align with the business’ needs... and these can’t be catered for by a robot or an algorithm - it’s therefore vital that you have a HR/employment structure that protects the needs of the business, whilst engaging and motivating the employees, all from day one.

It was in Abraham Maslow’s 1943 paper: ‘A Theory of Human Motivation’ where the need for job security was highlighted as the second most important factor of motivation (bear in mind, the first was air & water). It is that security that the team feel within your workforce that makes them want to be a part of something successful, it gives them the belief they can grow and become great, whilst working alongside you to achieve your common goals.

Job security can be found in many different guises, it could be a formal job offer in the post, a current contract of employment on their first day, a monthly/quarterly appraisal, all things that take time to implement and develop, possibly things a new startup business doesn’t usually have the resource to do in-house.

We always feel it is crucial to remind our clients to focus on what they do well, take a minute and think why did you start the business?

What was it that gave you the spark to take the

leap? This gem (your security) is what you need to keep in the forefront of your plans, don’t get bogged down with the elements of the role you don’t enjoy doing or you may not be good at, but instead place trust in the professionals and utilise your skill set to its full potential.

CG Professional is a business that is bespoke for you - we pride ourselves on a ‘listen don’t tell’ approach to tailoring the advice that we offer, providing expert employment law/HR guidance, but remaining easy to follow and actionable within your working day. We don’t baffle you with jargon, we interpret the law and the regulations and offer guidance that will enable you to have sustainable and engaged workforces.

All employers working with our team get dedicated and personalised support for their individual requirements, whether you have current members of the team you are unhappy with or some that may be due a seat on the Board, we can help your business with all employee related matters.

Our team of experienced employment lawyers offer pragmatic and commercially relevant advice, can prepare your HR documents, assist with any training needs and much more.

Contact the CG team today to arrange a free consultation, so we can learn about you and your business and see how we can work together to help you and your people with the combined goal of strengthening the business.

Stacey Turner Call: 01257 448442 Email: stacey.turner@ cgprofessional.co.uk

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North West’s Female Entrepreneurs Boost Economy by £325m

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he North West’s womenled businesses contributed £325m to the UK’s economy, according to new findings by NatWest.

The research, undertaken in partnership with Development Economics, revealed that female entrepreneurs in the North West set up 12,000 new businesses in 2015 alone.

Female entrepreneurs contributed £3.15bn to the UK economy in 2015. However, despite a strong growth in female entrepreneurship overall since 2009, the number of women setting up a business in the UK still lags behind countries such as Canada and the US, costing the UK economy £1bn a year.

The research revealed that while the proportion of the UK’s female working population starting a business nearly doubled from 3.7% to 7.1% between 2009 and 2012, this has since tailed off, falling every year and standing at less than 5% in 2015.

This fact is supported by ONS data which shows the number of businesses started by women increased every year between 2006 and 2013 from 58,000 to 139,000, before falling to 116,000 in 2014 and to 126,000 in 2015.

If the UK had sustained 2012’s level of female entrepreneurship growth in subsequent years to reach the levels of its Commonwealth counterpart, Canada, the UK economy would have enjoyed an additional £1.35bn in 2015.

The proportional population percentage of new female entrepreneurs and women setting up a new business internationally is as follows:

Dale Sidebottom

Entrepreneur Development Manager at NatWest 26

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CANADA.........................13.5% USA....................................9.2% NETHERLANDS..............7.3% SINGAPOR.......................7.2% SWEDEN...........................4.9% UK......................................4.7% GERMANY.......................3.3% ITALY................................2.8%

Female entrepreneurs are central to the UK’s economy, setting up almost 1.2million business between 2002 and 2015. However, the study found that of all new businesses formed in 2015, around two thirds were set up by men, with women responsible for a third.

Alison Rose, Chief Executive of NatWest Corporate, Commercial & Private Banking, said: “We know entrepreneurs are vital to the economy, and it’s fantastic to see just how much women contribute, but it’s clear we need to do more to power this growth in the same way our global counterparts do.

“At NatWest, we have created numerous roles within the bank that are dedicated to providing tailored support for women to start up and succeed in business. It’s not simply about starting up, but supporting through all the business life stages. From introductions to relevant organisations to tangible day-to-day support, we want to go beyond providing financial services and help female entrepreneurs achieve their business ambitions.”

Catalina Sastre-Done set up her first business Part and Play Funhouse in 2007, after being made redundant from her role in the shipping industry, where she had worked for nearly 20 years. Catalina was studying for her MBA, when she decided to open the centre at Wingates Industrial Park in Westhoughton. The business moved to a larger purpose-built centre in 2013, located on the same park. Last year, she opened Outdoor Adventure - an outdoor play area which includes a zip wire, a maze, an outdoor trampoline, a Hobbit Hole, tree houses, a fireman’s pole and much more.

Cataline said: “I was writing my dissertation on play centres and customer satisfaction, and knew I could do something different and built the business from there. At the time, I didn’t have children but now I have two, and have been able to develop the business from a parent’s point of view.

“It’s never easy to start your own business and without question, you need to have a strong network of people supporting you.”

CASE STUDY

Methodology Data on rates of female entrepreneurship in the UK and for international comparators has been obtained from published and online data produced by the Global Entrepreneurship Monitor (GEM). The most recent published annual report for the UK is for the year 2015. The GEM report is produced following an extensive survey of individuals across the UK and other countries, with

questions focusing on business formation intentions and the experiences of those who have started a business.

The research also utilises UK data published by the Office for National Statistics (ONS) on a range of indicators at a national, regional and local authority level. In particular, ONS data on the following indicators were used in the research, with data pertaining to the time period 2002-2015:

INDICATOR

DATA SOURCE(S) USED

SPATIAL LEVEL

TIME PERIOD

COMMENT

New start ups

1. Demography datasets 2. VAT registrations

UK, regions, local authorities

1. 2010-2015 2. 2002-2009

Business demography datasets replaced VAT count data from 2010 onwards

UK, regions, local authorities

2002-2015

Workforce jobs data is only available at a UK and regional level.

Data on employees and self-employment is available at a local authority level and provides a very close approximation to workforce jobs.

UK, Regions, Sub-regions and larger individual local authorities

2002-2015

1. ONS Workforce jobs 2. ONS BRES survey and ABI (employees) Employment growth 3. ONS Annual Population survey (self-employed)

Economic output

ONS GVA datasets

Assumptions regarding the proportion of employment growth that is attributable to new business start-ups and early stage business growth have been developed based on research published by the OECD. NatWest NatWest serves customers in England and Wales, supporting them with their personal, private, and business banking needs. NatWest helps customers at all stages in their lives, from opening student accounts, to buying their first home, setting up a business, and saving for retirement.

Alongside a wide range of banking services, NatWest offers businesses specialist sector knowledge in areas such as manufacturing and technology, as well as access to specialist entrepreneurial support. NatWest has been running MoneySense, an impartial financial education programme for 5–18 year-olds, for more than 21 years. By the end of 2018, NatWest will help another 1 million young people to understand and take control of their finances.

Dale Sidebottom Entrepreneur Development Manager at NatWest 07917 553973 www.entrepreneurial-spark. com

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Could Preston Guild Hall host your next event?

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reston Guild Hall is one of Lancashire’s leading iconic and unique venues, offering everything from shows and events to large scale conferences and exhibitions. With an impressive eight event spaces, the complex is adaptable for almost any occasion, whether it’s a meeting for 20 delegates or an awards ceremony for 3,000 guests.

Victoria McEnaney Event Manager Preston Guild Hall T. 01772 80 44 43

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After its take over in October 2014 by The Villa Group, Preston Guild Hall embarked on an ambition plan to create a hub of arts, entertainment and leisure for Lancashire. Since then, the venue has made significant additions across the complex, enhancing the experience for its visitors and there’s more still to come.

Now offering a wide range of facilities including two restaurants, a coffee shop, cocktail and wine bar, outdoor seating area and purpose built Exhibition Hall, Preston Guild Hall has everything you need for a great visit.

Hosting some of the country’s most prestigious regional, national and international conferences, events and exhibitions as well as many sporting and televised events, our team are highly trained and offer a wealth of knowledge and expertise in all areas. The last 12 months have seen the return of the Ladbrokes Grand Prix World Snooker, primetime TV show Question Time and has become home of the hugely successful Lancashire Business Expo.

The venue has not only invested heavily in the complex but in the technology and service it provides too, including two state of the art projectors, a new lighting rig and sound equipment as well as four VIP boxes and extra facilities within the auditoriums.

Whether you’re looking to launch a new product, need a relaxed place to meet or want to host a charity dinner, our team are on hand to help. Contact us now for a site visit and discover what Preston Guild Hall can do for you!

To speak to a member of the team please call 01772 80 44 43, visit www.prestonguildhall.com or email victora.mcenaney@prestonguildhall. co.uk.

Raise your business profile and be part of a business club that makes a difference

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nyone can start a business, not everyone can sustain a business. You have laboured over the business plan, listed every possible cost that you are likely to incur, written the dream mission statement, fantasised about the yacht, and lay wide awake in the early hours, contemplating the possible. It is both an exciting white knuckle journey and a horrific undertaking, all rolled into one.

Lancashire is certainly the perfect place to start a business, with an abundance of top class business support and growth initiatives, all designed to hold your hand through the early days. But ultimately, the onus is on you to implement and deliver the strategy that you have researched, developed and scrutinised in your business plan, to give you the best chance

of survival, and the key to this sustainability is clients, the more the better (but not too many that you over trade, and can’t deliver).

This is where Downtown Lancashire in Business should be incorporated into your business plan as part of your marketing budget (yes, you do need one) and growth ambition.

Downtown is the fastest growing business membership organisation, supporting SMEs throughout the County.

Business growth is at the heart of what we do, by creating environments that enable you to connect with future prospects, raise your business profile and be part of a business club that makes a difference.

Our team is ready to discuss with you the benefits and opportunities Downtown has to offer, and help to signpost you in the right direction. Our events are designed to keep you informed and updated on matters that can improve your chances in business and introduce you to networks county wide.

Luke Maher Head of Business Development Luke.maher @downtowninbusiness.com www.downtowninbusiness.com 0844 7550127 Follow me on Twitter: @DIBLuke_ and Downtown Lancashire: @DIBLancs

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Making e-commerce work from the get-go Laying solid foundations is key to the success of any business, as e-commerce expert, retail guru and fellow entrepreneur Sabri Marsaoui knows first-hand.

What is more evident though, is that startup ot your brand name?

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Check. Built your website? Check.

Distribution network in place? Check. HMRC/ VAT registered? Certainly. Profit and Loss and Cash Flow forecasts?

Definitely. Supplier agreements in place?

Of course. Ready to Launch? Not quite yet.

Sabri Marsaoui Managing Director Marsaoui Ventures Ltd Mob: 07939 590157 sabri@marsaoui.co.uk

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As a Startup, you become a business because of both the talent and ambition of the entrepreneur. What’s evident from experience, is that these first two parts are the simple bit. The entrepreneur has a product or a service they are clearly an expert within and they have the will to sell and provide that service ingrained within their DNA. I’m always asked can anyone become an entrepreneur; the simple answer is yes, however not everyone can become a successful one.

businesses usually have very little capital and even less time to focus on looking holistically at the business as a whole. HR, health and safety, tax, people management, insurance, compliance, marketing; the list is endless. But as the talentdriven idea develops into a solid business, with a few team members onboard perhaps, having a view and understanding on every element is vital for survival and certainly for taking that next step.

In the world of e-commerce, this is no different. You may not be setting up shop, bricks-and-mortar style circa 1990, but in 2017, the foundations are just as important. A great example that springs to my mind is that of an innovative e-commerce company that was started by two very technically savvy entrepreneurs, who understood the internet and its capabilities, however would openly admit to not being the most business-minded startup owners.

With a turnover approaching ÂŁ1.2million,

when I joined the company - through targeted general management of the business and clear leadership and direction; just 18 months later, staff numbers had quadrupled and turnover soared to £12.1million.

When the business was finally sold to a premier provider of online health and beauty products and private prescription services, they knew that what made the business a huge success was the true partnership approach which was the key to delivering these exceptional results. It’s the reason that I was asked to go across to become the Chief Operating Officer for the new owners now a market leader in the industry.

It’s also an example of how understanding and embracing technology, whilst delivering exceptional service, helps businesses to reach their true potential. But with budget restraints, tax regimes hampering growth potential, the wake of Brexit and now even a General Election, it’s time to think more laterally about the ways in which Startups in the e-commerce sector can build a successful and profitable business.

It doesn’t have to cost the earth and it doesn’t have to mean employing permanent members of the team; rather more, it takes the objectivity and additional talent of expert consultants to really hone and shape a business that is viable in a very crowded market place. And it doesn’t stop there.

Ongoing support from consultants will

mean that entrepreneurs feel supported throughout their journey and even when they are established. We can troubleshoot, but what is more important is to have a relationship that flourishes as the business does too. That person you turn to when you need honest, objective and constructive advice.

It’s about creating that partnership approach between entrepreneur and consultant, where both sides see value and work to their strengths that makes Startups into SME’s and beyond.

From the get-go, Startups need to have the basics covered - software, website, location etc, but moving forward, making sure that all the other aspects are given focus, when you, as the entrepreneur, don’t have time to do so, is critical.

So, the time is now.

Top 5 tips for Startup entrepreneurs: • •

• •

•

Research your marketplace and competitors Create a clear vision and strategy for the business and focus on your USPs Reward customer loyalty Don’t try to do everything yourself - build a team of highly trained people Get experts on board early

To learn more about the ways we can help you to grow your business and take that next step, send us an email today - sabri@marsaoui.co.uk.

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Is alternative finance right for my startup?

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n this Question & Answer profile, David Filmer, head of the mergers and acquisitions team at Harrison Drury solicitors, explores the burgeoning alternative finance sector and whether it can be a viable form of finance for your Startup business.

Q. How would you best describe alternative finance and is it becoming more common?

Alternative financing, or Alt-Fi as some are now abbreviating it, is definitely growing in popularity and can be an effective method of funding growth, particularly for Startups.

Alternative finance is a bit of an umbrella term as it incorporates different types of lending that are separate from mainstream finance, such as high street banks.

It includes forms of finance such as online crowdfunding, where businesses get finance from many smaller investors, and peer-to-peer lending where those businesses and Startups seeking funding are matched with investor businesses and wealthy individuals, such as ‘business angels’.

David Filmer Director - Corporate & Commercial Harrison Drury

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Q. Why is it still seen as ‘alternative’?

While it has become far more common in the years since the financial crisis in the late noughties, many businesses still lack awareness

and understanding of alternative finance, seeing it, wrongly, as a riskier source of investment or a lender of last resort.

A 2016 survey by specialist finance provider, Together, found that the majority of businesses still instinctively go to their bank as a first port of call, with many ceasing their search for funding if they are rejected by those traditional lenders.

That said, the UK online alternative finance sector grew by 84% in 2015, facilitating £3.2bn in investments, loans and donations, according to the Cambridge Centre for Alternative Finance, so it is growing exponentially. Perhaps in the not too distant future, it will cease to be ‘alternative’.

Q. What type of businesses and sectors is it most suited to?

In theory, alternative finance can benefit almost any business in any sector if it has the growth potential and meets the lending criteria.

However, certain sectors have been shown to be more suited to (or more likely to be supported by) alternative finance, perhaps because of a lack of availability of traditional finance.

For example, peer-to-peer lending in the property sector grew to £609m in 2015 and accounted for 41% of the total volume in P2P business loans, according to the same Cambridge study mentioned above. Technology and manufacturing were the two other sectors that received the strongest backing from the alternative finance industry.

Q. How effective is alternative finance, especially crowdfunding and peer-to-peer lenders?

Equity-based crowdfunding is becoming an increasingly viable funding method, especially for Startups and new business projects. Sites such as Crowdcube and Kickstarter are popular with the SME market, especially if there are innovative aspects of a business that are likely to capture the imagination of the public.

In addition, peer-to-peer (P2P) lending matches private investors or businesses with borrower companies. On average, companies using P2P lending tend to be established, profitable companies. The main draw for borrowers is the speed at which they can access funds; P2P lending enables you to get the paperwork through and access cash very quickly.

Q. How do you assess regional funding organisations?

Regional funding organisations are another option for businesses seeking funding, and one advantage to these types of funds is that they often provide support to local sector specialist advisors who can help businesses with their growth.

However, these funding organisations can carry with them certain limitations. For one, the process of accessing such funding can be a relatively drawn-out process, with applicants

needing to demonstrate a clear vision for growth or innovation articulated in their business plan, and certain funds can have very specific entry criteria. Where matched funding is required, this can also be prohibitive for some smaller businesses.

Q. Do you expect demand for alternative funding sources to increase in light of the uncertainty around Brexit?

Industry experts have predicted that alternative funding options will continue to grow in light of uncertainty around the Brexit negotiation process. In times of financial uncertainty, banks tend to decrease their lending to small businesses and Startups. The opposite is the case with alternative finance lenders. Such lenders can identify gaps and move fast to provide shortterm secured finance. However, until we start to see what Brexit might look like, for now I would not expect much change in the short term to the current position.

David Filmer heads up a team of corporate solicitors in Preston, advising on a wide range of legal matters including fundraising, refinancing, business acquisitions and sales, joint ventures and company reorganisations. For more information on alternative finance and other forms of business funding, e-mail David or call him on 01772 258321.

For more information: David Filmer Director – Corporate & Commercial David.filmer @harrison-drury.com 01772 258321

£30M

IN COMPLETED DEALS IN 12-MONTHS

Harrison Drury’s specialist Mergers and Acquisitions team can advise you on all legal aspects of: • Buying a business

• Due diligence

• Selling a business

• Fundraising

• Management buyouts

• Company reorganisations

KEY CONTACTS

David Filmer

Jack Stephenson

david.filmer@harrison-drury.com

jack.stephenson@harrison-drury.com

Director

Solicitor

Offices throughout Lancashire and Cumbria

Tel: 01772 258321 Web: www.harrison-drury.com

YOUR STARTUP

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Franchising is not for everyone... is it for you?

F

Len Rainford The Franchise Specialist

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YOUR STARTUP

ranchising can be a complex business for those who don’t know the ins and outs. Setting up and running a franchise can be a daunting task and needs a high degree of expertise. Mistakes can prove very costly but getting it right can rapidly take your business to a new level and ultimately a successful national brand.

Likewise, becoming a franchisee is no

guarantee of success even with a major brand. It requires hard work, dedication, discipline, and a determination to succeed.

Clearly understanding franchising and what being a franchisor or a franchisee means is essential. A strong and effective business relationship between franchisor and franchisee is critical to the success of both businesses and the franchise system overall.

Franchising is a term that some business owners regard with anticipation and excitement and others with fear and trepidation. The truth is that franchising is one of the most significant,

stable, and sustainable growth strategies that a business can implement.

Almost any business that can operate a branch network can be franchised. However as with any business venture, there is risk involved and it must be done right. It is well worth spending the time, money, and effort in the early stages as this will pay dividends in the long term.

What are the Pros and Cons of franchising your business?

Entrepreneurs who have developed a successful business often look at franchising as a way to expand. Like any business model, franchising has its benefits and drawbacks.

There’s no way to know for sure whether franchising is right for your company until you evaluate its pros and cons in the context of your operations. That usually requires the help of a franchise advisor or consultant, but before you start talking to the experts, you should get a sense of the key advantages and disadvantages of franchising a business. Franchising offers several major benefits to business owners seeking to expand their business.

• Pros of franchising - Lower Capital Investment, motivated partners, rapid growth, local knowledge, increased brand awareness, increased revenue and profits, minimized growth risk, increased capital value of the business. In short franchising offers a “low risk”, high return on investment.

• Cons of franchising - It is not all plain sailing. Although there are many positive reasons for franchising your business, there can also be some disadvantages of the franchise business model. Up-front costs, less control over franchisees, a weaker core community, innovation challenges.

Before you talk to the experts about franchising your business, consider these pros and cons. Franchising isn’t a silver bullet for business expansion. But when the advantages outweigh the disadvantages, as they clearly do, it can be a great way to grow your business.

Case study – Poco, a local business with three successful coffee shops decided to open a fourth. The owner was already looking at franchising to grow the business but decided to keep this one company owned. The first three months were a nightmare. Plus the fact that the new outlet was a 90 minute drive away, had a major impact on the owners’ time and input and in fact ruined their holiday. Hindsight is a wonderful thing, but if the new outlet had been franchised, most of the problems wouldn’t have occurred as they would have mainly been sorted by the franchisee with a little input from the franchisor.

Better to get it right first time and seek advice from a reputable franchise consultant with a wealth of experience, someone who has been there and done it.

Len Rainford The Franchise Specialist len@thefranchisespecialist. co.uk www.thefranchisespecialist. co.uk 07795 960320

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How Marketing Lancashire’s work with the Northern Powerhouse is benefiting SMEs Lancashire is central to the success of the Northern Powerhouse, with 50,000 businesses, generating almost £28 billion per year, with SME’s being the lifeblood of our economy. We are the only area that borders the North’s largest city regions, Manchester and Leeds, and count the Liverpool City region, Cumbria and North Yorkshire as our immediate neighbours. arketing Lancashire is the agency charged with promoting the county on a national and international stage to visit, live, study, work and invest in.

Visit Lancashire is the tourist board and is a division of Marketing Lancashire.

The organisation works with both the private and public sector businesses across Lancashire and collaborates with neighbouring cities and counties, national agencies and government departments to attract interest, enquiries and investment.

M Ruth Connor Chief Executive, Marketing Lancashire

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For some time, a key priority of the Lancashire Enterprise Partnership (LEP), had been to address the area’s long term under performance in positioning and marketing of the Lancashire offer to potential new investors, occupiers and businesses, whilst supporting the effective marketing of Lancashire as one of the UK’s leading visitor destinations and places to study; on behalf of the LEP, Marketing Lancashire has subsequently led on the development of a place marketing and communications strategy to promote

the county more cohesively and confidently than ever before. Since its inception in 2011, having secured £1billion of investment to drive economic growth and prosperity for Lancashire the LEP were keen to ensure we continue to promote ourselves coherently and with a strong sense of identity to actively unlock the county’s potential.

Following a wide consultation with both the public and the private sector, a new Lancashire narrative was launched in November 2016 articulating the county’s strengths and assets, its attractiveness as a place in which to live, study, do business and to visit. The supporting ‘We Are Lancashire’ campaign aims to inject confidence into “brand Lancashire” and generate a unified, ambitious voice for the county, which business can get involved in by sharing Lancashire’s successes, our key assets and strengths and leveraging further opportunities. With Lancashire’s global track record of innovation and industrial excellence, with a new unified and coherent message, alongside a strong identity and a clear sense of economic purpose, Lancashire’s offer is more compelling and more recognised than ever before.

At the launch of the narrative, attended by Northern Powerhouse Minister Andrew Percy MP in November 2016, the LEP and Marketing Lancashire both signed agreements as official partners of the Northern Powerhouse. The promotion of the Northern Powerhouse seems to be gaining some traction and a thriving and confident Lancashire at its heart, is a powerful message to take to market. Ruth Connor, Chief Executive of Marketing Lancashire, sits on the Northern Powerhouse Communications Steering Group who work with the campaigns office at Number 10 to improve awareness and communications about the NPH initiative to encourage better engagement and understanding.

Central to the ethos of the Northern Powerhouse is that the northern regions working together can be stronger than the sum of their parts. Lancashire, partnering with Manchester for the first time at the world’s leading property

market, MIPIM Cannes, in March 2017, is an example of how a common sense approach to strategic and joined up working together can be beneficial, as is the collaboration with Lancashire and Sheffield on the Advanced Manufacturing Research Centre to be developed at the Samlesbury Aerospace Enterprise Zone site adjacent to BAE, or building the evidence base for improved connectivity via rail and road from East to West, with the Lancashire LEP working with its Yorkshire counterparts as part of the Transport for the North programme.

Lancashire has been more prominent in the last 12 months than ever before, taking the brand to market at key events such as MIPIM in London and in Cannes, the Farnborough Air Show, the Lancashire Powerhouse launch, and a unique Lancashire Day Lunch in London, showcasing some of the county’s top chefs and producers to the most influential food and drink writers in the UK to generate interest and investment into Lancashire. This will continue at a pace over the next 12 months with a focus on inward investment, particularly leveraging the opportunities through the £430 million City Deal and the four Enterprise Zones in the Lancashire Advanced Manufacturing and Energy Cluster, which are of Northern Powerhouse significance.

So our work is aimed at generating more

business for our Lancashire businesses, driving growth and increased opportunities across the county.

SMEs engaging with Marketing Lancashire can benefit from this extensive network, access marketing opportunities and intelligence, and place their business on national platforms.

Marketing Lancashire is focussed on growing the profile and success of the county, on gaining greater recognition regionally, nationally and internationally for Lancashire. It is essential that we understand SME’s opinions and feedback as well as sharing our activity with the business community here in Lancashire so this is really about partnership working and collaboration.

Listening to the ambitions of our Lancashire businesses for the county, it is evident that these businesses can play an active role in articulating Lancashire’s strengths to attract more investment, more business to be done, to retain the best talent and unlock Lancashire’s potential.

By working together we can all achieve more.

We Are Lancashire – the place for growth For more information contact Marketing Lancashire on 01772 426450 www. marketinglancashire.com To receive the LEP newsletter and weekly Lancashire Business Brief visit www. lancashirelep.co.uk

For further information, please contact: 01772 426450 www.marketinglancashire.co.uk @marketinglancs #wearelancashire

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Trinity Hospice Takes The Gold

T

rinity Hospice and Brian House Children’s Hospice cover the entire Fylde Coast, touching the lives of around 8,000 people each year. Specialising in palliative and end of life care for adults and children but sitting outside the NHS, the hospices must raise over £5 million from voluntary donations each year. Trinity is at the heart of the community, providing hospice and home-based nursing during the day and overnight. Its mission is that by 2020, everyone in Blackpool, Fylde and Wyre should have access to excellent end of life care, in the place of their choice.

David Warburton HR Manager Trinity Hospice Tel: 01253 358 881 Email: david.warburton@ trinityhospice.co.uk

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The hospice has recently been awarded the coveted Investors in People Gold standard, joining the top 13% of accredited organisations across the UK who believe in realising the potential of their people. But why does an award, more usually associated with big business, mean so much to a local charity and what can SMEs learn from their experience?

David Warburton, HR Manager at Trinity explains: “Quite simply, in a sector such as ours, investing in our people is paramount. It takes a particular type of person to work in a hospice, someone who not only has the technical skills to deliver their job, but also has the right character and attitude to do so. As part of our work towards achieving IIP Gold, we put a great deal of emphasis on our values and ways of working, so ‘how’ someone goes about their daily work and the positive behaviour they display was critical.

“Being based on the Fylde Coast – beautiful as it is – means we face some recruitment challenges that hospices near large cities do not have. Looking after our employees and making this a fulfilling place to work helps with retention. We have just over 200 staff, not just clinical and medical but in disciplines as diverse as income generation, facilities management,

finance and administration. Many work day/ night shift patterns and some are part-time.

“As a charity, we cannot always offer the ‘extras’ which many corporates can use to entice staff and hold on to them. We can however, offer our people really good development opportunities.

“Would I encourage other small organisations to go for gold? Yes, because it really makes you refocus on the important aspects of running a successful organisation, at the heart of which are the people. By doing everything to ensure that they are well led, motivated and have a sense of pride and clarity of purpose, we are setting down solid foundations to deliver the high quality compassionate care that we pride ourselves on.”

Trinity, which also incorporates Brian House Children’s Hospice, was assessed in December 2016 when IIP representatives interviewed a cross section of staff and looked at processes and procedures, along with external audits and staff survey results, to find evidence that Trinity consistently met the high standards required.

Trinity Chief Executive, David Houston said: “The Gold accreditation is a tremendous achievement, especially following on so quickly from our ‘Outstanding’ Care Quality Commission inspection. I personally feel proud to work for an organisation with colleagues who have such high standards and work tirelessly to make things even better. The effort involved in the IIP process was considerable across departments, but well worth it.”

Investors in People is the UK’s leading accreditation for business improvement through people management and Steve Burrows, Managing Director of IIP North of England added: “This is a fantastic achievement for the hospice. Good people make a great business and as a proven organisational development framework, Investors in People is designed to help organisations and their people to realise potential, enhance performance and meet goals. With their Gold accreditation, Trinity is certainly working to realise their people potential.”

Local businesses do

AMAZING THINGS for

BECAUSE OF YOU

we are here when local families need us most THANK YOU

CAN YOU HELP?

Whilst all of our care is free of charge, it costs £1.2 million a year to run Brian House and we are only able to keep our doors open because of the generosity of people like you.

By offering support, in any way that you can - you’ll be allowing our very special and much needed care to continue for so many local children with life-limiting illnesses.

Brian House Children’s Hospice, Low Moor Road, Bispham, Blackpool FY2 0BG Tel: 01253 358881 www.brianhousechildrenshospice.co.uk Registered charity no. 511009

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