Ulster Business - September 2014 by Ulster Business

SEPTEMBER 2014 Price £2.30 (€3.75)

The search party How 4c has turned the executive recruitment market on its head in just one year

Mediation: Why it’s sometimes better to talk than head to court

Apprentices: An old route to employment becoming fashionable again

ISSN 1363-2507

9 771363 250005

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Contents 6 News

40 Mediation

76 Business Breakfast

Jobs aplenty from inward and indigenous investment

Why itâ&#x20AC;&#x2122;s not always necessary to head to court to settle a dispute

Spectrum Hotels stop by for eggs and bacon

14 Cover story

56 John Simpson

78 Motoring

4c on the search for top executives in Northern Ireland

The economist cuts through the debate on renewables

Pat Burns keeps his foot to the floor

20 David Meade

66 Apprenticeships

86 Photocall

The mentalist explains why goals are important for everyone

Why on-the-job training is back in favour once again

Who has been out and about over the summer?

24 Five tech

74 Word from the Wise

92 Technology

We look at a quintet of the most exciting high tech companies

Alan Watts talks angels and investing

Our gadget guru Adam Maguire rounds up the latest tech

24 56

EDITOR’S COMMENT

New term, new energy

elcome to the September edition of Ulster Business. This month we go back to school with a spring in our step and an eagerness to learn to make sure we’re well equipped to drive the economy forward. An odd thought, maybe, but speak to any captains of industry and they’ll admit that they are always learning, no matter how long they’ve been in business or how high they’ve climbed. That’s why this month one of our features looks at the world of training and apprenticeships, areas which the Northern Ireland economy is embracing. Apprentices in particularly are coming back into vogue, and fast re-establishing themselves in their rightful place as a viable, and sometimes better, alternative to degrees and other forms of third level education.

Settling a commercial dispute can often send chills down the spine, particularly if it ends up in court where the accompanying costs, time and loss of relationship can be difficult to swallow. Mediation, however, can make life a lot easier for everyone by bringing the two warring parties together and coming up with a resolution without having to go to court. We also delve into the world of energy, waste and environment to analyse whether Northern Ireland is pointing in the right direction when it comes to renewable policy. The green path may seem obvious but there are a lot of variables to consider for policy makers.

As well as all the analysis and news from some of the top industry players, we also highlight five of the best high tech start-ups to have emerged over the last few months. The type of entrepreneurship these companies are displaying is the fuel which will

Elsewhere we’ve got some new profiles and some old, giving you an insight into the lives of the business people which make up the world we work in.

Publisher Greer Publications 5b Edgewater Business Park Belfast Harbour Estate, Belfast BT3 9JQ www.ulsterbusiness.com Tel: 028 9078 3200

Editor David Elliott

Art Editor Stuart Gray

Manager Sonia Armstrong

Production Manager Stuart Gray

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Cover Photography Richard Trainor

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SEPTEMBER 2014

help pull the economy back to rude health and if they get into any trouble of their step trajectory then our dispute resolution feature should be a help.

Enjoy the magazine and see you next month.

Sales Executive Chris Black

Free to download. Free to read. ulsterbusiness/app 5

NEWS

Briefs Atlas Communications has launched a new high speed data centre in the North West. The data centre, the result of a joint venture between Atlas and the North West Regional Science Park, promises to boost the local economy by attracting top quality tech companies to Derry~Londonderry. “It’s an eco-friendly, highly efficient facility which provides local high speed cloudsharing to support NWRSP tenants, as well as the wider business community and SMEs throughout Ireland,” said Mark Skillen, General Manager of Atlas.

A new business think-tank aimed at boosting export, innovation and entrepreneurship within the agri-food and drink industry across Craigavon has been formed. Co-ordinated by Craigavon Borough Council in conjunction with Food NI and the Northern Ireland Regional Food Programme, the newlyestablished ‘Craigavon Agri-Food and Drink Forum’ includes some of the leading businesses in the sector. The aim of the forum is to provide a platform for local producers, SMEs, business leaders and key stakeholders to work in partnership to promote and encourage the development of Craigavon as a “centre of excellence” for the agri-food and drink industry.

Barclays is ramping up the fight against fraud with the launch of the Barclays Biometric Reader, developed with Hitachi’s Finger Vein Authentication Technology – a new method for customer authentication in UK banking. By simply scanning their finger, customers will be able to easily access their online bank accounts and authorise payments within seconds, without the need for PIN, passwords or authentication codes. upgrades, cloud migration and provision of “Bring your own device” solutions.

Angels buy Carryduff bathroom company

Adamsez new owners are James McCormick, an engineer and MD of Macspec Engineering, and Ciaran Hunter, a Chartered Accountant and CEO of Arran Capital.

ne of the last remaining bathroom product manufacturers in the UK has been bought by a group of Northern Ireland investors which aims to grow the business and create new jobs. Adamsez was sold for £750,000 to the Arran Business Angels after the Carryduff company’s chairman Larry Dunlop decided to retire from the business.

Ciaran Hunter said a new approach to an established business will help. “Adamsez is a great business, with some 300 stockists, but we come to the company with a fresh pair of eyes and a new vigour.

The new owners are James McCormick, an engineer and managing director of Macspec Engineering, and Ciaran Hunter, a chartered accountant and chief executive of Arran Capital.

“We plan to take the Adamsez business in a new and revitalised direction. Our investment will protect skilled local workers and suppliers, and we aim for further job creation as we continue to grow.”

The deal was brought together by Halo, the Northern Ireland Science Park –based group which helps direct private investors to indigenous companies across the country.

The bathroom business was established in 1885 and was the first to develop baths with central taps and a leakfree, silicone-free shower enclosure.

Adamsez is one of the few bathroom manufacturers which still designs and produces its products in the UK.

Retiring chairman Larry Dunlop felt confident he was leaving the business in good hands.

Its products are stocked across Northern Ireland but 75% of the trade is exported, something the new owners hope to build on. “We will retain and invest in this recognised brand,” James McCormick said. “The acquisition of Adamsez will lead to investment

in the latest manufacturing technology. We are committed to providing the market place with the finest quality bath products and we will continue to grow Adamsez both in the UK and in the international market place.”

“At 85 I think the time has come for me to retire, and would like to take this opportunity to thank our customers for all their support over many years. “The company is in excellent hands with the new owners.”

NEWS

Greyabbey company flying high

Canadian aerospace company has bolstered its operation in Northern Ireland with 47 new advanced manufacturing jobs only two years after taking over the business. Magellan Aerospace said the additional posts are part of a £6m expansion which includes building a new specialised assembly plant and new machining technology to meet growing demand from across the globe. The Greyabbey business was originally John Huddleston Engineering before being bought by Magellan, which had been a customer, in 2012 for an undisclosed sum. It supplies products and services to leading aerospace customers including Airbus, Boeing, Bombardier, GKN and Spirit AeroSystems.

Pictured are Minister Arlene Foster and Magellan Vice President for Business Development in Europe, Haydn Martin. Picture: Michael Cooper.

Haydn Martin, Magellan’s Vice President Business Development Europe, said the deal puts the County Down plant on the company’s map.

its European operations. This investment takes the Greyabbey plant to the next level and will enable us to support growth in our key customer programmes.”

“With the acquisition of John Huddleston Engineering, Magellan strengthened its core manufacturing capabilities and expanded

Of the total £5,950,000 investment, Invest NI has offered £700,000 support.

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NEWS

A Month in Numbers 0.05% The European Central Bank’s headline interest rate following the introduction of a swath of measures to try and kickstart the Eurozone economy. It follows a cut to 0.15% from 0.25% in June and comes with an asset buyback programme to try and add liquidity to the economy and stimulate the money flow.

Legal eagles set up Belfast base

0.7% The rate at which the CBI expects the UK economy to grow in the third quarter of 2014, a slight decline on the 0.8% growth witnessed in each of the first two quarters. Despite the slide, the business organisation still expected growth of 3% in 2014 and 2.7% in 2015. “The UK’s recovery is on solid ground,” director general John Cridland said.

5 The maximum number of different jobs an employee can have in 10 years before potential new bosses are put off by excessive “job hopping”. That’s according to a survey by employers Robert Half of chief financial officers from companies across the UK. The majority of CFOs interviewed said that they would remove a candidate from consideration if they deemed him or her a job hopper.

£1,210 The annual rental price for a square metre of space in so-called Zone A retail property in central Belfast, according to the latest report from CBRE. To stand on some of the highest priced property in Northern Ireland, take a trip to the soon-to-arrive Jaeger store on Arthur Street in the city where a bidding war pushed average rents up.

Pictured are Invest NI chief executive Alistair Hamilton, Chairman of Baker & McKenzie Eduardo Leite and Enterprise Minister Arlene Foster.

he world’s biggest law firm is creating 256 jobs over the next three years at a new Belfast base.

Baker & McKenzie is headquarted in Chicago and plans to take on 70 staff in legal services, most of which will be lawyers, and 185 in administrative roles – human resources, IT and payroll services – at its new Global Services Centre. The total wage bill will reach £8m annually, a figure which works out at an average salary of £31,000, well above the Northern Ireland average of around £22,000. Baker & McKenzie already has a back office in Manila in the Philippines and was looking for another in a European timezone. The decision to come to Northern Ireland was partly a result of the experience of other legal giants such as Allen & Overy and Herbert Smith who have successfully set up offices here. Invest NI is supporting the investment with £1,280,000 and its persistence in selling the benefits of the region helped beat off stiff competition from other countries. “Through our visits to Belfast earlier this year and meetings with Minister Foster,

Invest NI and other international firms that have Northern Ireland operations, we were persuaded that Northern Ireland offers an excellent location for our needs,” Jason Marty, Executive Director of Baker & McKenzie Global Services Belfast, said. “We believe we can offer great opportunities to legal and other professionals in Northern Ireland wanting to work for the world’s largest law firm.” The company had travelled to Northern Ireland to attend last year’s investment conference and Enterprise Minister Arlene Foster and Invest NI head Alistair Hamilton had visited the Chicago headquarters in June. “The legal services operation will be the first unit of its type globally for Baker & McKenzie, and, as such, can be seen as a real coup for Belfast,” the minister said. “These are high quality jobs, contributing over £8m in salaries to the economy every year. With roles available across a variety of functions this investment will provide a wide range of opportunities for people at various stages of their career, from graduates to legal and other professionals. The firm is also keen to work closely with our universities to help develop curricula that will produce graduates with industry-relevant skills, making Northern Ireland an even more attractive to other global legal firms.”

NEWS

Belfast courier company creates new jobs

Belfast courier company is doubling its workforce after delivering stellar growth for its university studentfocused service.

Unibaggage.com is taking on six new employees – two managers and four general support staff – as part of a £150,000 investment to meet strong demand both from Northern Ireland and across the globe. It specialises in delivery of baggage to and from universities for students but also carries out deliveries for others, including service personnel and those working away from home. The company was started five years ago by Paul Stewart while at Edinburgh University and has grown substantially since then, delivering baggage to over 200 countries. Founder Paul Stewart said he’s focused on the export market. “Although our core business is still mainly focused within the domestic market, over the past 12 months Uni Baggage has expanded into more than 200 countries and territories worldwide and the new employees will service these areas. Our growth has opened up new markets, and allowed us to target international students that study abroad each year.”

Paul Stewart (front left) of Unibaggage.com with his team of new recruits.

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NEWS

Briefs Employment and Learning Minister Dr Stephen Farry has launched a new £111k scholarship programme at the University of Ulster’s Business School to boost careers in the global sports industry. Sport ConneX, a network of businesses with a sports focus, in partnership with SkillsActive, identified a need for skills training for people wishing to pursue a career in sports related businesses. Together they successfully sought funding from the Department for Employment and Learning and subsequently commissioned the Ulster Business School to deliver the programme.

Parents in Northern Ireland believe their children need to learn more about the value of money, according to a new survey released by Danske Bank. The survey revealed that 96% of parents of 4-11 yearold children here feel that their children could benefit from learning more about the value of money. All parents who responded felt that they were the most important people to help their children develop a healthy attitude to money. Nearly half of respondents (47%) said their child had access to a smart phone or tablet. Those parents were unanimous that such devices are a good learning tool for children.

Dr William Wright CBE, founder of bus manufacturer Wrightbus, has been announced as the 2014 Innovation Founder, an award celebrating the achievements of some of Northern Ireland’s most successful entrepreneurs. The accolade, part of the Northern Ireland Science Park Connect INVENT2014 Awards, recognises distinction in founding, leading or building an eminent local technology or life sciences business. Ballymenabased Wrightbus, renowned for bringing the “Boris Bus” to London, employs almost 2,000 people and exports to international markets, including Singapore and Hong Kong.

Tyrone strikes gold as Dalradian creates jobs

Arlene Foster is pictured at Dalradian’s Omagh office with CEO Patrick Anderson.

Canadian mining company is to create 19 new jobs as it expands its gold exploration in Country Tyrone. Dalradian Resources has mineral rights to explore for the yellow metal across 80,000 hectares including the Curraghinalt gold deposit outside Gortin, which the company said is one of the top ten undeveloped gold deposits in the world. It’s been exploring the region by taking core samples of rock over the last few years but wants to expand its operations by excavating underground. The new posts will be based at the company’s bases in Omagh and Gortin and will help establish the first underground gold mine in Northern Ireland. Enterprise minister Arlene Foster said Dalradian could have located the jobs in Canada “but was swayed by Northern Ireland’s cost-effective business environment and the support offered by Invest NI.” The agency has offered over £326,000 of support for the jobs and associated training, which will generate nearly £1m in salaries, a figure which puts the average salary at nearly £53,000 a year each.

Dalradian CEO Patrick Anderson said he is pleased with how the Northern Ireland operations are progressing. “Our Board, which has developed mines all over the globe, is focused on the Curraghinalt deposit in Northern Ireland because it has the right combination of geology, infrastructure, workforce and a business-friendly government,” he said. “To date, the gold deposit has responded exactly as we’d hoped; as we’ve invested, it has grown and the preliminary economic assessment is very positive. “This next phase of underground exploration, which will be managed and operated out of our Tyrone facilities, will take us through the more advanced economic assessment required to reach a mine construction decision. “We appreciate the support we’ve received from all levels of government as well as the local community. In return, we’re committed to helping to create a new industry in Northern Ireland, to hire locally and build up specialised mining skills through training over the next several years. Ultimately, we believe Northern Ireland can support a vibrant mining sector with well-remunerated jobs.”

NEWS

NI car sales stutter but are still strong

he steady growth in new car registrations stuttered slightly last month, according to the latest statistics.

top spot, the Volkswagen Golf in second place and the Ford Focus in third. The figures chime with the recent consumer confidence report from Danske Bank. The

A total of 3,843 new cars left Northern Ireland’s forecourts during August, a 2.8% fall on the same month last year, according to the Society of Motor Manufacturers and Traders. The figures give a good insight into consumer confidence – such ‘big ticket’ items are only bought if individuals are confident about their finances in the future – and despite the fall, the general trend points towards recovery. On a yearly basis, new car registrations are up over 10% with 41,608 sold since the start of the year. The most popular cars remain pretty much unchanged with the Ford Fiesta taking the

survey showed confidence had fallen in the second quarter of the year but said it remains in healthy shape. Danske Bank’s Chief Economist Angela McGowan said earnings growth is still an issue.

Top 10 New Car Registrations in Northern Ireland Rank

Marque

Range

1 2 3 4 5 6 7 8 9 10

Ford Volkswagen Ford Nissan Vauxhall Vauxhall Volkswagen Renault Hyundai Nissan

Fiesta Golf Focus Qashqai Astra Corsa Polo Captur IX35 Juke

Year to Date 1,661 1,360 1,221 1,053 990 983 929 775 732 730

Total Top Ten

10,434

Northern Ireland Grand Total

41,608

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NEWS

Just desserts for food companies at Great Taste Awards

rom scallops to steak, cheese to chocolate; Northern Ireland’s food companies have come out on top in a competition to find the best delicacies in the UK. A total of 99 firms from these shores walked off with 264 awards at the UK Great Taste Awards organised by the Guild of Fine Food They notched up a record 349 gold stars, the most of any region across the UK and the Republic, with 11 companies awarded the top ranking three gold stars. Moira’s Hannan Meats was again one of the best performing, taking home seven of the three gold star awards for its salt-aged beef and pork. Others in the three star catergory include Baronscourt Estate, Donegal Rapeseed Oil, Ewing Seafoods, Flossie’s Fudge, Greenmount Meats, K&G McAtamney, Mauds Ice Cream, Quail’s Fine Foods, Suki Teahouse and Thompson’s Family Teas. The 18 products from the award winners go forward to the final stage of the awards on 8 September in London, when the Supreme Champion Award will be announced along with other category winners in the Ambient Foods, Farmshop and Deli Signature Dish

Suki Teahouse is one of the 11 Northern Ireland companies awarded three gold stars at the UK Great Taste Awards. Pictured is Anne Irwin and Oscar Woolley of Suki Teahouse in Belfast, with John Hood, Invest NI Director of Food and Tourism, when the company announced a £250,000 investment to boost its export sales. Picture: Michael Cooper.

and the Northern Ireland Regional Fork. The Northern Ireland companies will also be in the running to be included in the Top 50 Foods. This year’s awards included the first ever judging session to be held in Belfast. Overall, 405 judges including leading retail buyers, chefs and food writers were involved in the seven-week judging process that involved 10,000 individual products from the UK and Republic of Ireland.

Enterprise, Trade and Investment Minister Arlene Foster welcomed the strong performance. “These Great Taste results, especially the new food ideas, are already attracting the attention of major UK retailers including Harrods – the sponsor of the Great Taste Awards, Selfridges and Fortnum and Mason.” One of the three star award winners is Suki Teahouse, pictured above.

ank of Ireland has entered into a longterm agreement with EVO Payments International (EVO), a card payment acquirer and payment service provider operating in the United States, Canada and Europe. It will provide merchant acquiring services in the Republic of Ireland and Northern Ireland. Under this exclusive arrangement, Bank of Ireland and EVO will provide merchant customers with a wide range of marketleading debit and credit card payment solutions. Pictured at the launch are (Left) Andy White – Head of Sales Ireland & UK, EVO Payments International; (Centre) Sean Sheehan, Regional Director, UK Consumer and Small Business at Bank of Ireland UK, (Right) Niall Hodson – Chief Operating Officer, EVO Payments International.

ADVERTORIAL

PREPARING STUDENTS FOR THE WORKING WORLD Money is a big part of the conversation that takes place within most families. Advice, rules and opinions about spending and saving flow freely in many households and parents do their best to pass on their own values and experiences to children. Given how important financial skills are to navigating life, it’s perhaps surprising that schools don’t teach children about money. Schemes such as The Young Enterprise in Northern Ireland are a fantastic way of building a connected world of young people, business volunteers and educators, inspiring each other to succeed through enterprise. It is so important for businesses to get involved in schemes like this to offer students the best knowledge on their career path. The process of acquiring these skills can be sped up through workshops, community engagement, mentoring and internships. This is true for students everywhere but it seems an obvious win-win for the business community in Belfast. At the moment I am working with Queens University Management School to educate graduate students on the stock market, risk management and investment. Going into their premises and presenting to them gives them the opportunity to learn how a business such as Quilter

Cheviot is run and to ask me the questions on investment management and my role at the firm. Queens University Management School also offers its students a simulation experience where they can go into what looks like a real stock market environment. This provides invaluable training to students and to see how it all works, looks and feels is great experience for them. There are meaningful long term benefits to businesses and universities working together towards the shared goal of helping local students get a good start. Work experience is important but can sometimes be unstructured and a missed opportunity for all. As John Dewey once said: “Education is not preparation for life; education is life itself.” Paul Gibbons Investment Manager Quilter Cheviot Investors should remember that the value of investments, and the income from them, can go down as well as up. You may not recover what you invest. Past performance is not a guarantee of future results.

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4c marks 1Y One year ago Gary Irvine started 4c Executive Search with some lofty ambitions. We find out how he got on in the first year of business…

f a week is a long time in politics, a year is certainly a long time in the recruitment market.

That’s how long 4c Executive Search has been in operation, a 12-month period which has seen the company’s original ambitions not just breached, but smashed. Managing Director and Principal Search Consultant Gary Irvine’s business plan when the firm opened its doors in October 2013 factored in eight successful assignments in the first year but 4c had already been retained to complete 30 assignments before the one-year anniversary was reached.

The obvious question is how has such a result been achieved?

the day-to-day running of that business over to managing director Rick Butterworth.

Primarily, it would seem, by standing out from the crowd and following in the Ronseal manner of business which involves doing exactly what it says on the tin or, in this case, in the company name. Executive search is 4c’s bread and butter, a task which differs greatly from the role of traditional recruitment consultants, one which Gary knows all too well.

He remains chairman of Diamond but has devoted most of his energies to 4c – named after the accepted method for valuing the quality and worth of a diamond; the carat, colour, cut and clarity – for the last year and it seems his sprinkling of business fairy dust has done the trick once again. With the energy and focus common with most serial entrepreneurs, he told Ulster Business how the idea for 4c came after spotting a gap in the market for an executive service which catered for companies looking for key talent at a senior level.

He is the founder of Diamond Recruitment Group, one of the oldest and most successful agencies in Northern Ireland, but has passed

COVER STORY

That means chief executives, managing directors, financial directors, CFO’s, human resource directors, sales directors, market insight directors, marketing directors, corporate services directors, production managers, IS directors, audit directors, heads of treasury, compliance managers, heads of credit and many others ...the type of high-level posts which need thorough research and would be impossible to fill properly using the normal recruitment channels, and all of which have been filled by 4c over the last 12 months. Companies hiring such individuals expect to be presented with potential candidates of the highest level and in a professional manner. “We’re all about representing the company at the top end and about finding the talent that a company needs to drive its business forward,” Mr Irvine said.

SEPTEMBER 2014

To find out the key to that process, it’s worth taking a look at the candidates first, according to Mr Irvine. These include active job seekers, those unhappy in their current employment and who are actively looking for a new opportunity; passive job seekers, those doing well in their current position but who keep a lazy eye open for a better opportunity but aren’t actively looking for a new post; and the inactive, those performing well in their current jobs who are settled and established and have no desire or reason to move from where they are. These people are not registered with recruitment agencies or looking at job boards. As an executive search company, 4c mines from across the board but focuses on this last sector in particular, one which tends to be the home of some of the best candidates, albeit the most difficult to find and attract.

The process of coming up with a shortlist of candidates for clients is also an area of specialism which sets 4c apart. Rather than trawl from a limited pool of their own candidates, each search is started afresh via a selection of specialist researchers who are based primarily outside of Northern Ireland. Directed by 4c, the researcher anonymously targets the market and identifies the best people working in the position being recruited for – regardless of whether they have registered an interest in another job – and, once agreement is reached with the client company, they make an initial approach to decipher both suitability and interest. “We create a company target list,” Mr Irvine said. “We produce a list of companies which are relevant to our client. We also determine >>

COVER STORY

(L-R): Gary Irvine, managing director and principle search consultant; Orla McGreevy, business support executive; David Winterburn, search consultant and Emma Kieran, search consultant.

how far geographically we need to search to identify the right talent and frequently find ourselves looking well outside Northern Ireland. On a number of occasions we have also recruited people for clients who have a need for people to be based in GB. “At this stage the client is given the target list of companies and the people we’re about to head hunt to make sure they’re comfortable with it. Once that’s whittled down we approach the candidates and eventually produce a suitable shortlist of those who are interested and suited to the role.” That latest shortlist is then vetted by 4c’s team, all of whom have a wealth of recruitment experience, and the final list is drawn up in a detailed document for presentation in person to the client. The rest of the recruitment process – drawing up interview questions, psychometric testing, assisting on interview panels etc – can all be undertaken with as much or as little assistance from 4c as a client needs. Over the last year the company has assigned candidates into a multitude

of positions – from chief executive to executive assistant – for a host of successful companies across Northern Ireland within the banking, food & drink, IT, pharma, services and manufacturing industries. “It doesn’t matter if the role is for a financial director or an astronaut, it’s the process we follow that matters. It’s how we go about finding the person,” Mr Irvine said. “We make sure we represent the client company in a professional manner at all times and find the best available talent to fill the post.” Being able to do just that has meant committing to operating a strict ‘off limits’ policy with its clients when it comes to searching for candidates and also building the best possible internal team. Search consultant David Winterburn is a stalwart of the industry and brings a wealth of knowledge and expertise to the company, particularly in relation to managing the researcher base and interviewing candidates in GB, while Emma Kieran also has extensive search experience in the Northern Ireland

recruitment market. Orla McGreevy, meanwhile, provides the vital role of business support to the company. In addition to this, 4c is about to appoint an International Internal Researcher to further strengthen the team. And when it comes to the future, Mr Irvine believes there’s little point in changing the winning formula for 4c, one which has borne fruit in spades. “We’re going to keep doing what we have been doing while growing the business and becoming the first stop of executive search in Northern Ireland.” That means, as the company’s slogan “local knowledge, global reach” suggests, providing a local service to Northern Ireland by reaching out to the rest of the world. “We want to be the undisputed leading executive search firm in Northern Ireland.” That’s quite an aim, but given 4c’s experience of the last year, one which would appear easily achievable on the current trajectory.

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BUSINESS PSYCHOLOGY

Going for Goals Setting goals can be a stressful business and, as we enter the second half of the financial year, David Meade shares one psychological trick that will dramatically affect your ability to achieve your goals in your business.

he contemporary workplace is built on goals. From top level strategic visioning to the lowly ‘to-do’ list, they’re part of the grammar of the way we do business. Frankly it’s difficult to imagine how we’d work – or live – without them. Even the softest, warmest, tree-huggiest of the corporate world probably have a goal to hit their ‘staff yoga’ attendance targets. Without a clear target of some sort, teams and individuals have an undefined sense of purpose and lack the drive required to build and grow their operation leading to an eventual stagnation of meaningful and measurable organisational effectiveness. Goals become the milestones that physically, and mentally, demarcate one’s position on the road to profitability. As such, they should form the backbone of every business decision and action. Goals are the resolutions we make to ourselves as leaders and employees every Monday morning when we set out our week, so you’d think we’d be pretty good at it by now. The reality, though, is very different as newlypublished research has revealed that even the most tried and tested methods for goal setting which champion the idea of creating a specific and measurable goal-like closing an extra 10% of leads, making 25 more sales calls, or even dropping two stone of that ‘post-summer’ belly – are doomed to failure. The lessons contained in this new research will not only help you and your team set more

effective goals for your organisation, but following the guidance will dramatically increase your likelihood of achieving each and every week. But before we look at the business impact of the research, lets talk about that two stone.

Fat Fighters Few goals are more controversial, and more frequently broken, than those we make about our own health and lifestyle. Watching our weight has become a £40bn industry, but does the way we set our gut shrinking goals actually decrease our likelihood of actually achieving them? The research was carried out at a regional weight loss group where members paid a fee to join a group of likeminded individuals for shared weigh ins, motivational talks, and dietary advice. Participants were divided into two groups, with one section of attendees being issued a ‘range target’ that had a high and low parameter within which they were expected to fall for their next weigh in e.g. ‘lose 2-4 pounds each week’. The second section of attendees were issued with a single specific numeric target e.g. ‘lose two pounds every week’. Both teams were set targets like this and monitored for 10 weeks in total. The only parameter to change between each group was the style in which their goal was presented. They were given precisely the same experience on every other dimension of their participation in

the programme; fitness programmes, eating guidance, motivation talks, and weigh in’s were all carried out in an identical manner.

Weighing In The results at the end of the study were fascinating. When the ten weeks had passed, the researcher assessed the weight loss achievement of each of the respective groups. As well as the pounds shed, they also surveyed how likely the participants would be to continue to engage in the programme moving forward. The results were incredible. With some variance across individuals, the researchers found that those who were issued a range goal e.g. ‘lose 2-4 pounds each week’ achieved well over 20% more weight loss across the entire length of the 10 week programme, an astonishing achievement given every other element of their experience was identical to their respective participants.

Over Time The impact of having a range-based goal, as opposed to the traditional specified numeric goal that we are all used to trotting out, are enormous. The second part of the study is even more interesting. When asked if they’d be willing to engage in the programme beyond the originally agreed 10 weeks to continue towards their goal, the section of participants that were given the range based goals were 60% more likely to continue in the future beyond the end of the study. The researchers (Scott & Nowlis) have proven clearly that as human beings, we fear the

specificity of hard numeric goals, and when offered a target that has some ‘wiggle-room’ the results show that we’re much more likely to engage meaningfully since, perhaps, it feels more achievable or accessible on some level.

Back in the Office Thanks to this brand new research, the evidence is clear. Experience tells us that in order for our people and our organisations to move forward we need to set specific and measurable goals, and while there is some truth in this, the reality is far more complex. Undeniably, the first factor that affects the likelihood of a target being met is how realistically achievable it feels to the parties involved. Like a ring toss in a fair ground, if the ‘hook’ is too far, effort will decrease; equally, if the hook is too close, the lack of challenge will similarly decrease both effort and engagement since, frankly, we all love a challenge, as long as it’s not too challenging. While specific numeric targets might aid accounting, they can produce fear and disengagement amongst individuals if their attainability is in any way in doubt. The range based goal – in contrast – feels flexible, attainable, and perhaps gives the attainee a sense of control and ownership over their final destination. So, the next time you sit down to establish some personal or organisational goals, remember to give the target some breathing space. It increases the likelihood of getting a few small quick-win’s in the short term, and dramatically increases your likelihood of ticking their respective box off your to do list. Furthermore, doing so will make it much easier for you to stick with the activity over it’s life, and beyond it’s completion. Come to think of it, in the interest of science I should put my money where my mouth is with this technique and give it a try myself. I hereby resolve to have next month’s article delivered to my editor one to two hours just before Ulster Business goes to print, which I hasten to add is a dramatic improvement on the timeliness of this article. Find out more about David’s work on www.davidmeade.co.uk and follow him on twitter @davidmeadelive

SEPTEMBER 2014

Shorlist of finalists

Achieving Excellence in Partnering Award

Construction Celebrates Excellence

The Showcase of Finalists for the Construction Excellence Awards 2014 was held at the Guildhall in Derry. H&J Martin picked up the Overall Award last year for their restoration of this historic and iconic building.

The competition to win the highest accolade in the local construction industry took a step forward at the start of General Construction John Armstrong, CEF Managing Director; Derek Martin, CEF President; September as the shortlisted finalists for the Construction Commercial Construction Award and Stephen Peover, Permanent Secretary of the Department of Finance Excellence Awards 2014 were revealedofatFinalists the Guildhall Derry. Gilbert-Ash Ravenhill Re-Development and Personnel at the Showcase for theinConstruction Excellence Henry Brothers (Magherafelt) Lanyon Place The awards, by in the Construction Employers Awards which 2013 atare Therun MAC the centre of Belfast. The world class arts venue, Mascott Construction CFR built by Mascott Construction, was the winner of the Overall Award in 2012.Construction Academy House - DARD Federation (CEF) with the support of SPECIFY magazine QMAC and in association with Ulster Business, celebrate the best Restoration Award construction and civil engineering projects delivered in H&J Martin Ebrington Barracks Building 80/81 Moss Construction Various Remedial/Refurbishment Works Bishops Northern Ireland over the past year. Palace Speaking at the Showcase of Finalists event, John Tracey Brothers Fit Out of the SS Nomadic & Restoration of Hamilton Dock Armstrong, CEF Managing Director said, “Last year H&J Woodvale Construction Company Aras Cholmcille Martin won the Overall Award for their exquisite restoration Sponsored by of this iconic building. The Guildhall is a perfect example Crescent Specialist Recruitment of how the construction industry can enhance our existing Social/Community Construction Award built environment, help to revitalise an area and boost the H&J Martin Belfast Welcome Centre local economy. It is a most fitting location to showcase the Heron Bros Cancer Fund for Children Daisy Lodge McAleer & Teague Killicomaine Community Centre contenders for the 2014 awards.” QMAC Construction Enniskillen Presbyterian Church “I warmly congratulate all of those companies who have Infrastructure been shortlisted for an award. QMAC Construction and Education Infrastructure Award Graham Construction are shortlisted for four awards and David Jameson Roofing Longstone Special School Felix O’Hare & Co Campbell College H&J Martin have put themselves in a good position to follow Graham Construction Lagan College up on last year’s success by making the shortlist for five awards.” QMAC Construction University of Ulster Coleraine “Construction output in Northern Ireland hit a new low in Health Infrastructure Award 2013/14 and the number of construction projects being Farrans Construction Antrim Emergency Department Felix O’Hare & Co Old See House completed locally was noticeably down. However, whilst the TAL Hemsworth Court - Dementia Care Facility volume of work has reduced substantially it is reassuring Woodvale Construction Company The Rowan Centre to see the quality of projects that are still being delivered. Sponsored by Transport NI Over the summer our distinguished judging panel has Transport Infrastructure Award Felix O’Hare & Co Portadown Railway Station been visiting each of the shortlisted projects to identify the Glasgiven Contracts Antrim Railway Station fourteen category winners and the overall winner. They now Woodvale Construction Company Walled City Lighting Project have some very difficult decisions to make.” The winners of the Construction Excellence Awards 2014 will be revealed at Utilities Infrastructure Award Deane Public Works Lisburn Public Realm Sewer & Watermain a Gala Dinner on 2 October 2014 in the Culloden Hotel. For Rehabilitation further information contact Joelene Poole on Farrans Construction River Strule Abstraction Project Lagan Water Clay Lake water Treatment Works jpoole@cefni.co.uk

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ICT & TECHNOLOGY

Five of the best Simon Rowe profiles five of the best technology companies to have started up in the last couple of years.

‘I

ntelligent’ bicycle lights, a robot that brews beer and an app to help dyslexia sufferers are just some of the innovations that are transforming Belfast’s Titanic Quarter into Northern Ireland’s Silicon Valley, albeit without the subtropical climate. With many of our hottest tech start-ups located in Northern Ireland Science Park – the technology and digital hub that hosts more than 100 companies – the province is punching above its weight on the global stage. And with business incubators, angel investors, innovation funding and a highly skilled and creative talent pool on tap, our technology sector is booming. In a recent survey of tech firm bosses conducted by BDO, three out of every four highlighted new markets and product innovation in emerging technologies as key to future growth. “More than ever, technology companies recognise that ‘standing still’ is not an option if they wish to build on or even maintain current market position. Innovation is seen as integral to this,” said Teresa Morahan of BDO. And in an age of nanotechnology and nanoscience “small is the new big”, says one

industry insider. As a result, Northern Ireland is uniquely placed to take on the tech titans.

launched a £240,000 seed fund to stimulate growth within the sector.

“A small region like Northern Ireland is better able to accelerate quickly to meet emergent demands,” says Matt Johnston, founder of Digital Circle, the body that represents over 320 firms involved in web content, mobile content, film and television, digital animation, e-learning and gaming.

The Honeypot seed fund is part of the Honeycomb-Creative Works initiative, a £3.5m skills and business development programme funded by the EU.

“There are no signs that digital is slowing down; quite the opposite. There is more demand for software and content and more demand for the people who make it. That’s a huge opportunity if we align with it and a huge threat if we don’t respond to it,” he said. “Most people don’t know we have over 40 games companies and dozens of new hardware companies – all formed within the last five years,” he said. This ongoing success story may have gone unnoticed because “local digital and tech companies have much better success and presence outside of Northern Ireland than within it”, he remarked. Closer to home, however, the digital content sector received a massive boost last month when the University of Ulster

“Technology companies recognise that ‘standing still’ is not an option.” The seed funding is available to firms involved in animation, film and broadcasting, computer gaming, interactive media and music technologies. Fiona McElroy, creative enterprise manager in the University of Ulster’s Office of Innovation, said: “Northern Ireland is becoming renowned for innovation in the creative sectors and the university is committed to nurturing talent and playing a key role in helping the sector flourish through education and research. Our support is helping to cement Northern Ireland’s reputation as a leader in the creative industries.”

ICT & TECHNOLOGY

Five to watch! ProAx-SiS

Kelly Moffit (left) and Lorraine Martin (centre) from ProAx-Sis, Queen’s University Belfast, pictured with Julie-Ann O’Hare of main sponsor Bank of Ireland after being named the overall winner at the NISP CONNECT 25k Awards 2013.

he amount of data we acquire is growing faster than our ability to process it (the gap doubles every 18 months). Belfastbased Analytics Engines has developed high performance data processing applications. The company offers significant benefits to businesses that need to run faster, more accurate analytics on large volumes of data, across a range of sectors such as finance, aerospace, utilities and database sectors. Analytics Engines won the Silicon Valley 2013 Best Emerging Technology Award from the Irish Technology Leaders Group.

SEPTEMBER 2014

ueen’s University Belfast spinout ProAx-SiS is developing a test which will enable routine monitoring of patients with chronic conditions such as cystic fibrosis, either within the clinic or at home. Following a number of academic grants, the team is commercialising the technology to bring the test to market and make it available to patients within three years. ProAx-Sis was named the overall winner of the Northern Ireland Science Park CONNECT 25k Awards (now known as INVENT) in 2013. ProAx-SiS received its first major investment earlier this year by healthcare medical technology company NetScientific plc.

Analytics Engines

Dr Stephen McKeown, centre, and Professor Roger Woods of Analytics Engines are pictured with Deirdre Terrins of Crescent Capital, the venture capital company which has backed Analytics Engines.

ICT & TECHNOLOGY

rite to Read is an Apple application capable of photographing text and displaying it on screen in a bespoke font, proven to improve the comprehension and retention of words a person with dyslexia reads. The creator is 16-year-old schoolboy Gareth Reid from Belfast who created Write to Read to help his classmates with dyslexia in 2012. The application has sparked interest across Northern Ireland and the UK, and Gareth is currently in discussions with a number of organisations and charities, including the Police Service of Northern Ireland and Disability Action.

Gareth Reid from Grosvenor Grammar School with his project Write-to-Read at the Big Bang National Science and Engineering Competition.

Write to Read

See.Sense

ee.Sense is an award-winning cycling software and technology company, based in Newtownards. See.Sense has developed intelligent sensor technology to help make cyclists more visible, identifying and responding to the headlights of approaching vehicles. The intelligent bicycle light, which also reacts to road surface, the bike’s orientation and speed, and the cyclist’s movements, was launched on crowd-funding website, Kickstarter.

The See Sense intelligent bicycle light.

t’s an idea so ingenious that it could only have been dreamt up by a man from Northern Ireland: smart technology meets brewing.

Brewbot

Brewbot was founded last year by Chris McClelland and already employs five people. The ‘robot’ appliance enables anyone to brew high quality craft beers using their smartphone. Brewbot has raised over £110,000 from investors to date using Kickstarter, the world’s largest funding platform for creative projects. Brewbot, the smartphone-control personal brewing device.

ICT & TECHNOLOGY

Don’t miss the Fast 50 trick doubt that 2013 has been a tough year for technology companies in Northern Ireland but that doesn’t mean businesses have under-performed. Many have done extremely well in challenging circumstances. Receiving recognition for that in our awards is something worth having.” Last year, Belfast-based insurance comparison company Seopa was placed in the Deloitte Fast 50 for the third consecutive year. The accolade is not lost on the company.

Pictured launching the Fast 50 awards is Greg Wilson, CEO of Belfast-based insurance comparison company Seopa, left, and David Crawford, partner at Deloitte in Belfast.

ompanies seeking to gain advantage in competitive markets find that particular challenges increase during a time of growth. Those behind the globally renowned Deloitte Fast 50 Awards recognise this as much as those who win on the night. They know awards matter. Entries for this year’s awards close on September 19th with the winners announced in a glittering ceremony in Dublin on November 7th. The awards, which are now in their fifteenth year, honour the very best of the indigenous technology sector and seek to recognise those companies which have demonstrated exceptional growth in turnover during the past five years. In addition to the Fast 50 ranking, the Rising Star category will award two up-and-coming companies who are in business less than five years.

Northern Ireland companies performed extremely well last year, occupying 18 spots, an increase of three on the previous year. This year is shaping up to be no exception with entries from remarkably resilient and innovative businesses popping their name in the ‘hat’. David Crawford, technology partner at Deloitte in Belfast said: “It was very encouraging to see so many Northern Ireland companies performing so strongly last year and we want to see the same again this year. “The closing date is approaching, there is still time to enter and we believe fast growing technology businesses are missing a trick by not putting themselves forward.

Greg Wilson, Seopa’s CEO said: “The Fast 50 awards provide the perfect platform for Northern Ireland technology companies to showcase their talents. Our ranking has allowed us to demonstrate our growth to the industry and wider business community, thus increasing our presence, both in Northern Ireland and further afield.” Deloitte too have been investing heavily in the technology sector with the opening of a new UK digital and analytical hub in Belfast’s Gasworks. This year’s Fast 50 Awards are expected to be as competitive as ever and Deloitte are encouraging companies not to be shy in coming forward. “A Fast 50 Award can certainly put a company on the map in a way they least expected,” said David Crawford. “Over the years we’ve seen so many businesses breakthrough in Fast 50 and go onto greater international success.

“I believe it is testament to the strength and innovation of our indigenous technology firms and to the growth potential of the industry that every year, we see encouraging progress in this sector.

“In the current economic environment where opportunities are starting to present themselves, a Fast 50 Award could be just the advantage a business has been seeking.”

“Of course maintaining that consistency requires a lot of hard work and there is no

For further information and details of how to enter the award, visit www.fast50.ie

OUTLOOK FOR 2014

The Future of Network Security Next Generation Protection for your Business Network security continues to be a

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were easily identified as “everything else”.

& Technologies

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managers recognise the diminished effectiveness of legacy network

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applications are required without the

security solutions that continue to

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risk or detrimental impact of having to

rely on methods and technologies

from the ground up. Its next generation

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designed for the threats of yesterday.

firewalls deliver a truly innovative platform that provides security to safely enable the

Reducing Total Cost of Ownership

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modern applications required to operate

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against a wide range of constantly evolving cyberthreats, regardless of users’ locations, and without any performance degradation, all while reducing total cost of ownership through simplification. These requirements led to P2V Systems partnering with Palo Alto Networks to deliver next generation firewall security to enable businesses to protect themselves and their customers against cyberattacks.

To find out more about Palo Alto Networks solutions contact P2V Systems on 028 9252 8528, email: security@p2vsystems.com or visit: www.p2vsystems.com

ICT & TECHNOLOGY

Cutting-edge security Dan Braden-Astbury, Business Development Director at STANLEY Security NI, discusses how technology is changing the face of security.

ew technology is intended to make life easier. However, as the security industry progresses, offering seemingly more complex solutions, understanding how you can take advantage of new security technology can be a challenge. Security systems are designed to help organisations keep their premises, people and assets safe and the most commonly used security systems are intruder alarms, access control and CCTV systems. To ensure you have a future-proof and cost-efficient way to manage your security risks, IP-based systems are now well worth considering. IP (internet protocol) is fast becoming the technology of choice for many organisations looking to upgrade or replace security systems. Offering increased functionality, easier installation and integration than analogue systems as well as long term value for money, there is now a wide choice of IP-based systems available to suit all budgets and security requirements.

Digital video Installing a CCTV system is one of the most popular security measures taken to protect premises. As digital technology has developed, IP video cameras offer useful functionality such as remote viewing, high resolution imagery, video analytics and event management that’s beyond the capability of traditional analogue CCTV systems. With manufacturing costs coming down, digital video is no longer just for the big budgets – there are many affordable entry-level products available, making IP-

Dan Braden-Astbury

based systems accessible to organisations of all sizes and requirements.

meaning that an IP camera system can be a valuable management tool for any business.

Access control

Work smarter

As digital technology advances into access control solutions, we can see similar trends in the market. Networked access control systems are increasing in popularity for small systems as well as larger installations. Presenting lower installation & maintenance costs with enhanced capability, IP-based access control systems can deliver many benefits to the end user, whether it’s a 10-door system or hundreds of doors.

We all know the value of hard work. But we also know that sometimes taking a different approach can pay dividends. By making the best use of digital technology you can leverage additional functionality from your security system that will improve not only your security but also the overall efficiency of your organisation.

Stay connected The practical application of new technology results in flexible solutions that can be tailor-made to solve your security issues. IP signals are transmitted securely enabling remote viewing, monitoring and maintenance of IP-based security systems, resulting in cost savings and enhanced efficiencies. For example, software is readily available that allows remote viewing of video footage on mobile phones so business owners don’t have to be onsite to keep an eye on things,

With a growing awareness of how IP security technology can make the task of security management easier, the trend towards IP security systems will continue. Don’t be limited by new technology – take advantage of it and speak to an experienced installer to get the best solution to protect your organisation.

For more information on IP security technology, contact STANLEY Security on 028 9079 9988, email: nisales@sbdinc.com or visit www.stanleysecurityni.com

ScalabilITy Our IT services can be tailored to businesses large and small. Our support and field services provide peace of mind that your IT has the support it needs to keep operating efficiently. Enjoy greater flexibility with 24/7 support, tailored service windows that meet your individual needs and a pool of skilled engineers.

“What we value most about Capita Managed IT Solutions is the continuity and commitment from them. The local delivery team on the ground today is the same team that deployed an implementation for us almost 5 years ago. We have built up an excellent working relationship and have peace of mind that if issues should occur, the right services and people are in place to ensure they are resolved quickly and we continue to operate efficiently.” Michael Rooney IT Manager, Murdock Builders Merchant

Why us? • T rusted ICT advisor that values partnership and maintains highest levels of customer service • Expertise across a wide range of technologies • Commitment to growth and investment locally • Supporting over 250 Northern Ireland businesses out of our Belfast based ITIL Service Desk • Large engineering team across Northern Ireland, integrated into our local delivery centre with over 500 employees and growing • Benefit from the scale, breadth of experience and support of a FTSE 100 company

Call us today to find out how we can help make a difference to your business.

Tel: 0844 346 0025

E: mits@capita.co.uk

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making IT work

ICT & TECHNOLOGY

The lowdown on software patenting

elfast law firm Cleaver Fulton Rankin has teamed up with Patent Attorney firm Ansons to offer a seminar for companies interested in the latest developments on UK software patents.

The free breakfast seminar will take place on 29th October, 8.00am – 9.30am, at Cleaver Fulton Rankin’s offices at 50 Bedford Street, Belfast. Breakfast will be provided. Places are limited so please contact marketing@cfrlaw.co.uk to secure your place.

The seminar will be led by Jonathan White, a European software attorney, who specialises in registering and licensing patents in electronics, software and mechanical engineering. He advises start-up ventures and companies throughout the UK and further afield to assist them in securing valuable patent portfolios. Scott Kennedy, Director at Cleaver Fulton Rankin said: “We are delighted to be able to offer this free seminar at our premises. Some businesses are under the impression that software can only be patented in the United States, but software patents are being increasingly explored in the UK and Ireland. We’d like to assist interested companies in finding out what is patentable and how they can best conduct the process.”

Mash Direct grows business with Sage system from Pinnacle

ood company Mash Direct Ltd from Comber, County Down has moved to a powerful business management system with support from leading Sage Business Partner Pinnacle.

Dubai. Finance Director Gary Armstrong said: “Growth is great but has to be closely managed. Our Sage 50 Accounts system was struggling to cope, so we started the search for an alternative.”

that offered space to grow. An integrated Pinnacle-developed solution would import data into Sage 200 from the point-of-sale system used in the vans that distribute to smaller, independent retail outlets.

Mash Direct supplies products to the UK and Ireland’s leading supermarkets, food manufacturing businesses, and food service and catering outlets, and has customers as far afield as New York and

In reviewing the options, Mash Direct met with Belfast-based Pinnacle, which took time to understand the business and its objectives before recommending Sage 200, a comprehensive and robust solution

Gary Armstrong said: “It was a major transition but Pinnacle kept everything on track throughout the migration. Today, the business intelligence available within Sage 200 provides us with valuable insight. With data flowing in from all parts of the business, we now spend less time collecting data and more time analysing it. We can see who owes us what and which payments are coming due. Similarly, we can track our purchasing and when payments will be required. We can analyse customer sales by month for each financial year and identify our most and least popular product lines, with reports by sector, region... whatever we need in fact.”

Gary Armstrong Finance Director of Mash Direct with Siobhan Marley Business Development Director of Pinnacle.

Siobhan Marley, Pinnacle’s Business Development Director, said: “Mash Direct is an Ulster success story and we’re delighted to have been able to deliver a strong IT platform to support the company’s growth ambitions.”

Welcome to the world in beta

By Noel Culbert

of letting a non-medical professional diagnose 16 separate health conditions will probably be a reality. That alone, has the potential to save thousands of lives in developing nations and thousands of diagnostic hours in the developed ones. As technology enables people to interact remotely and in new and different ways, work becomes less somewhere you go and more something you do. The recent PwC report, The future of work: A journey to 2022, predicts the rise of parttime and pay-by-project contractors who choose to work for several employers, with technology creating a virtual office where workers and employers collaborate remotely. To inform the report, we surveyed 10,000 workers and 500 human resource (HR) professionals worldwide to identify how organisations might operate in the future and who might want to work for them. Three ‘worlds of work’ emerged:

Noel Culbert

ast your mind back to the millennium. By most measures, it wasn’t that long ago – but in digital terms, it was an entire generation ago.

• Blue World – where corporate is king, globalisation is the goal and there’s a relentless pressure to perform. These elite organisations push back the borders of innovation and possibility, employ only the best, and offer long-term job security and reward. Only 10% saw this as their ideal employer. • Green World – caring companies that rethink their values and goals, have a powerful social and environmental conscience, and whose values closely match those of their employees. 53% of those surveyed chose this as their ideal employer.

The year 2000 was a world without Google, Wikipedia and Facebook; there were no Tablet computers, Apps, iPods or Smartphones, Apple was floundering, Microsoft was dominant and Facebook’s Mark Zuckerberg had just turned 15.

• Orange World – where small is beautiful; these organisations fragment into looser networks, brought together by technology, with social media heightening the connectivity. 33% opted for this as their ideal employer.

But, by the end of 2013, those who grew up in a digital universe began to outnumber those who’ve had to adapt to a world where we interact electronically, where workers inhabit virtual offices and where the fate of traditional business models depends on how they react to what we now refer to as the ‘world in beta.’

Technology and business services organisations are leading change in this new world in beta. With over 100 ICT companies and 13 university ICT-related research centers in Northern Ireland and over 33,000 workers in business and professional services, changes are already heading our way.

In PwC’s 2013 survey, Breakthrough innovation and growth, we asked over 1,700 global business leaders what would drive growth over the next five years – 93% of them said ‘innovation’. Five years previously they said ‘globalisation,’ but the world in beta has refocused priorities from new markets, to new ideas and new ways of working.

However, the pace of technology is such that it may overtake even these forecasts. What is real however is that the world in beta is transforming people, ideas, work and business. Find out more about how emerging technology is transforming business; visit PwC’s view of the world in beta at: http:// www.worldinbeta.com/

Take the Tricorder – the handheld medical diagnostic tool that Dr McCoy waved around in Star Trek. With ten companies working on Tricorder development, by the end of 2015 a fully functioning, portable and reusable Tricorder, capable

Noel is an Associate Partner with PwC in Northern Ireland and is the regional technology leader. He can be contacted on 028 9041 5828 or by email at: noel.c.culbert@uk.pwc.com

From the boardroom to the street Paul Hanna, Chair of Byte Night Northern Ireland, is getting ready to spend a night under the stars…

t is estimated that 80,000 young people a year experience homelessness in the UK – leaving them vulnerable to violence, mental health problems and addiction In Northern Ireland, official figures show 4,189 young people registered homeless from 2012 to 2013. But these figures barely scratch the surface, as scores of cases often go unreported. Another study by the charity Action for Children has shown than one-infour children in Northern Ireland have thought about running away – with half admitting to spending a night away from home without telling their parents. And with cuts to welfare spending set to continue and budget constraints on support services, fears are rife that the situation could worsen. But help is at hand from a growing number of firms in Northern Ireland and further afield. Each year hundreds of individuals and teams from across the technology and business community spend a night exposed to the elements in a bid to raise sponsorship and awareness of Action for Children’s work to help prevent youth homelessness.

Launching this year’s Byte Night annual sleepout are (from left): David Meade; Dawn Shaw and Paul Hanna.

Wales and Northern Ireland. The money goes towards helping find young people suitable accommodation and to equip them with the skills they need to get a job and escape the homelessness trap. This year will see Northern Ireland’s third Byte Night, which has got bigger each year and counts heavyweight homegrown and international tech firms like Cisco Systems, Digital Derry, i3 Digital, Kainos, Brightwater, SQS, BT, eircom, HP, Virgin Media, Liberty IT – as well as NI Civil Service – among its supporters.

Byte Night in Northern Ireland takes place on Friday October 3rd at the Belfast Activity Centre in Barnett’s Demesne, Belfast. From small start ups to big global corporations, we invite businesses from across Northern Ireland to take part in the third Byte Night Belfast.

To find out more about Byte Night log on to http://www.bytenight.org.uk/

The fundraiser, known as Byte Night, began 16 years ago when 30 individuals from the IT industry slept out and raised £35,000. Since then the event has grown to over 1,000 sleepers taking part each year, raising an amazing £6.2m since it began.

The goal for Northern Ireland in 2014 is to raise £40,000 through Byte Night. This money will go toward local projects such as Action for Children’s Sperrin and Lakeland Floating Support Service which works with young people and care-leavers who are homeless or at risk of homelessness.

This year the charity hopes to raise a total of £1.3m at eight simultaneous sleep outs in cities in England, Scotland,

To enable this to happen, Action for Children is calling for more volunteers to break out their blankets and sleeping bags.

So while fundraisers may experience some discomfort, they can go home to a warm bed and a full fridge, unlike many young people without a home.

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City service at new city base Pinsent Mason settles into new Waterfront offices in Belfast as the firm’s Northern Ireland presence continues to evolve.

Andrea McIlroy-Rose, head of Pinsent Mason’s retail property practice.

ext month international law firm Pinsent Masons will round-off a remarkable period in its history with the official launch of prestigious new offices at the Waterfront area of Belfast.

of a £320m turnover firm with 390 partners and almost 1500 lawyers worldwide, how does Paul McBride, the firm’s Belfast Office Head, rate the firm’s progress?

The firm has been on a tremendous journey to reach this point. Pinsent Masons can trace its roots back to 1769 – and of course to Northern Ireland. One of its legacy firms was L’Estrange and Brett, part of the firmament of the Belfast business scene.

“It’s really been a hugely positive step forward, not just for us but for our clients. Ten years ago, too many complex legal services were often sourced from London City firms, at considerable expense to local businesses and our local government. Obviously we missed opportunities for our legal community.”

Almost three years on since the firm first announced the deal that saw it become part

“Wind the clock forward to today and we have changed the market. Not only are we

now able to give people that kind of citycalibre service from a local base, we are also able to have conversations with them about how we can help them grow their businesses internationally. It’s no secret that for most Northern Ireland businesses, growth will come from sales outside the region. Having four offices across Asia Pacific, two in the Gulf and bases in places like Paris, Munich and Istanbul means we are well-placed to help Belfast clients tap those markets. Many of those offices act as gateways into other regions, so for instance our lawyers in Dubai will regularly work across places like Oman and Bahrain, our team in Paris operate in Francophone North Africa, and so on.”

PROFILE

from Belfast, says the firm has built up deep expertise which really differentiates it. “As a firm we have global credentials in major industry sectors such as energy, infrastructure, financial services, technology and manufacturing. We – and our clients – see ourselves as market leaders in those sectors. We simply couldn’t do that as a small firm focused exclusively on a local market.” “What that means is that we regularly act on some of the biggest global mandates within those sectors, and that we can take that cutting-edge experience and apply it in the local Northern Ireland market.”

“For most Northern Ireland businesses, growth will come from sales outside the region. Having four offices across Asia Pacific, two in the Gulf and bases in places like Paris, Munich and Istanbul means we are well-placed to help Belfast clients tap those markets.” “The reverse is also true; our clients in the UK mainland and overseas often feel reassured doing business in Northern Ireland where they have access to an internationally recognisable legal brand whom they may already be working with in a different jurisdiction.” But has that international dimension distracted the firm from its client base in Northern Ireland? “No, not at all”, says McBride. “I think there were a few who felt a bit of concern that Belfast might somehow become marginalised but the reality is that clients have responded very positively to our unique position in the

SEPTEMBER 2014

market. We act for a higher proportion of the top 100 companies in Northern Ireland than any other law firm, and that tells its own story. We have also given some of the best and brightest lawyers in Northern Ireland a chance to remain here but fulfil their potential on an international stage.”

“One week we can be advising on a large infrastructure project with a contractor or government body in the Gulf, and the next advising on similar projects here or the Republic of Ireland.”

Pinsent Masons’ size and reach has brought other benefits. With more than 2500 people worldwide, a law firm of that scale allows it to effectively ‘hothouse’ knowledge in specific industry sectors.

“That kind of knowledge transfer is invaluable – particularly in a field which evolves quickly and where there is only a limited pipeline of projects in procurement locally – and for me as a lawyer being able to do that quality of work while being based in Belfast is an exceptional opportunity.”

Adrian Eakin, who heads the firm’s UK Infrastructure Projects and Concessions group

Indeed, Eakin’s Belfast-based team has become an established ‘centre of >>

Pinsent Mason’s new offices in Belfast city centre.

One of the projects which we have been working on for the last few years is the proposed £1bn redevelopment of the Whitgift Centre in Croydon. A joint venture between Hammerson and Westfield, the project has the backing of both Croydon Council and the Greater London Authority. Our team has been advising the London Borough of Croydon on all property aspects of this development along with planning, procurement, compulsory purchase as well as state aid.”

excellence’ within the Pinsent Masons network, regularly advising Government bodies, lenders, consortia and contractors from inside and outside the UK on major infrastructure schemes in a range of sectors including water, waste, education, transport, ICT and health. The team won ‘Best Legal Adviser’ at this year’s prestigious UK Partnerships Awards ceremony.

“Pinsent Masons has a well-earned reputation for innovating in service delivery, particularly in large scale development and infrastructure projects.” “Our Belfast-based team has of course worked on landmark projects such as the roll out of the Primary Care Programme, arising from the major changes in healthcare delivery signalled by Transforming Your Care.” “We also continue to work closely with the sole bidder in the arc21 residual waste programme which will eventually manage waste from 11 local authorities in the east

Adrian Eakin.

of Northern Ireland. At the same time we have been working on similar projects in the likes of Poland, Dubai, Doha and Oman.” Another partner in the Belfast team who is thriving upon the firm’s reach is Andrea McIlroy-Rose, who leads the Pinsent Mason’s retail property practice. Andrea works on investments and developments both locally and outside Northern Ireland. “We work here and throughout the rest of the UK, advising on some of the largest retail developments under construction.

McIlroy-Rose points out that Pinsent Masons also acts for Croydon Council on a range of other projects such as the redevelopment of former headquarters, Taberner House, with the Council moving to a new purpose built site. As Northern Ireland now moves to its new ‘super council’ model of local government, with increased planning and development powers, it will be invaluable to bring best practice and ‘lessons learned’ from projects of this scale and complexity to our new local authorities. “Pinsent Masons has a well-earned reputation for innovating in service delivery, particularly in large scale development and infrastructure projects. Scale gives you the ability to invest in technology and we have developed ways of doing things which are more efficient and cost-effective as a result. That’s one reason why we are recognised by the Financial Times as among the ten most innovative law firms in Europe.”

Employment Flags, firebombs & Dispute & Law flashbacks Resolution

It’s good to talk Commercial disputes don’t always need to end up in the courtroom. David Elliott finds out why mediation is sometimes the best way to a happy outcome.

here are times in the world of business when the gloves have to come off.

Nobody wants to fight with suppliers, customers or competitors but in a competitive environment there will inevitably be times when you need to take a stand. It might be over an unpaid bill, a faulty product or a breach of copyright, but if your bottom line is likely to be hit then you can’t sit idly by. The only logical step is to take the legal route, one which generally strikes fear into the minds of company accountants with its costly toll.

“Mediation is cheaper, faster, more flexible and more likely to preserve a working relationship between the two parties.” That’s multiplied tenfold when a court case is involved, one which can prolong a dispute and swallow up huge amounts of time and resources. It stands to reason, therefore, that mediation is becoming an increasingly popular means of resolving commercial disputes.

It is part of alternative dispute resolution (ADR), a term used to describe a number of means used by to settle a dispute without going to court. Other methods involve a judgement being made by a third party but through mediation, warring parties are directed to a settlement agreed by all those involved. Such an outcome sounds too good to be true, especially as it can drastically cut down on costs and time and seemingly ends with as near a ‘win’ for all those involved as possible. But in reality the process is becoming increasingly popular and one of the chosen routes to resolve disputes. It involves appointing a mediator, a neutral third

EMPLOYMENT LAW & DISPUTE RECOVERY

and more likely to preserve a working relationship between the two parties.”

This will give you an opportunity to decide whether to go ahead with the mediation.

To illustrate how much less mediation can cost than a court case, Ms Crawford points to a recent commercial case she mediated in a day. It cost the clients £10,000 against the £2.2m cost which would have resulted had the case gone to court, not to mention the additional time.

If the mediation proceeds, the mediator will make all the arrangements with you as to where and when the mediation will take place. He may also ask both parties for details about the dispute in advance of the mediation.

Mediators can be found at specialist organisations such as Mediators NI, made up of a group of specially-trained solicitors and barristers from law firms throughout Northern Ireland who run the Dispute Resolution Service, a non-profit organisation. It offers some salient advice for those considering the path of mediation:

HOW DO I SELECT A MEDIATOR? First, contact the other party to the dispute and ask if they will agree in principle to try mediation as a method of resolving the dispute. This is essential. Mediation is a voluntary process and it cannot happen unless each party is willing to make a genuine attempt to resolve their dispute by mediation. If the other party agrees in principle to try mediation, select one of the mediators from the Directory of Mediators. Tell the other party of your proposed choice of mediator and allow them time to consider the suggested mediator. party who will try to make the two parties negotiate and come to a settlement. Think of it as a teacher pulling two fighting school children in the playground into a classroom to talk through their differences and reach a truce. An oversimplification perhaps, but one which demonstrates the aims of mediation to reach agreement without picking up the cuts and bruises of the courtroom. Dorcas Crawford is a senior partner at Edwards and Company Solicitors in Belfast and an enthusiastic advocate of mediation. “It’s a no brainer,” she told Ulster Business. “Mediation is cheaper, faster, more flexible

SEPTEMBER 2014

The other party may accept your choice or propose an alternative and when a particular mediator is agreed in principle, the proposed mediator can be contacted.

REFERRING THE CASE TO THE MEDIATOR

WHERE DOES A MEDIATION TAKE PLACE? Mediation does not take place in a court building but in a neutral location which the mediator will agree with the parties to suit everyone. This can be anywhere in Northern Ireland where there are facilities with separate rooms for each of the parties and for the mediator and for refreshments. Most mediations are completed within a day. You may bring your legal adviser or a friend with you to the mediation – this should be mentioned to the mediator in advance to ensure that each party is aware of it and has a chance of doing likewise.

“It cost the clients £10,000 against the £2.2m which would have resulted had the case gone to court.” HOW MUCH DOES A MEDIATION COST? If you and the other party select a mediator from the website directory who agrees to act in the case, the mediator will write to you to indicate the fee which will be charged for the mediation.

Send brief details about the type of case and the parties involved to the mediator. Allow the mediator time to consider whether he will accept the case. The mediator may have acted for one of the parties in the past or may not be available at an early date.

If a mediator is appointed by the Dispute Resolution Service where the parties have failed to agree a mediator, the fees will be in accordance with the scale.

If the mediator agrees to accept the case, he will write to the parties to confirm his appointment and to outline the fees which he will charge for the mediation.

In the unlikely event that a mediator cannot be agreed with the other party, the matter may be referred to the Dispute Resolution Service to appoint a mediator.

WHAT HAPPENS IF WE FAIL TO AGREE A MEDIATOR?

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EMPLOYMENT LAW & DISPUTE RECOVERY

Zero hours contracts – friend or foe? By Rosemary Lundy, Partner, Arthur Cox

he issue of zero hours contracts has generated a lot of media attention recently. Most commentators warn of the potential for exploitation of staff on such contracts which give no guarantee of shifts or work patterns. However, zero hours contracts also allow flexibility which enables companies, particularly those whose business is seasonal, to compete in a very demanding market. The Chartered Institute of Personnel and Development found that up to 4% of the UK workforce are on zero hours contracts, which equates to around 250,000 workers in the UK.

What are zero hours contracts? • A zero hours contract is one where the employer is not obliged to provide a minimum amount of work, but the worker is obliged to be available for any work when offered. • Zero hours workers are extremely effective in businesses that are seasonal (such as agriculture, where periodic bursts of intense activity are dictated by the nature of the work itself), or businesses where work flow is variable, such as tourism, construction

or the arts. Zero hours contracts allow businesses to hire staff while being able to adapt to changes in demand, increase the range of services offered and allows business to grow without the risk of recruiting permanent staff if the demand for new services is lower than expected.

is a common misconception that zero hours workers are poorly paid but this is not always the case. Zero hours contracts allow businesses to retain the skills and experience of staff who may have retired or semi-retired and are used in many sectors including IT and engineering.

• As well as the costs savings presented by not having to pay workers when they are not working, employers can also benefit from having fewer obligations, where the arrangement is such that the individual is genuinely a worker and does not acquire employment status and the associated employment rights (such as the right to claim unfair dismissal, the right to receive statutory maternity or paternity leave pay, statutory redundancy pay or statutory sick pay).

• Nevertheless, it is widely perceived that the advantages of these types of contracts lie mainly with employers allowing them to have workers on permanent standby, ready to provide services if and when they are needed. This arrangement (commonly known as “exclusivity”) can result in the worker being unable to commit to any other kind of employment because they are not sure whether they will be called upon under the zero hours contracts or not.

• The main advantage of zero hours contracts is the flexibility they provide. This can be beneficial to both the employer and the employee, for instance, by providing employees with the flexibility to juggle family commitments. In today’s society many people wish to have a greater say over when, where and how much they work and surveys have shown that zero hours contracts provide this. There

Legislation is due to be passed in Great Britain. The Small Business, Enterprise and Employment Bill will remove “exclusivity clauses” in zero hours contracts meaning that workers can work for other employers and do not have to exclusively work for the employer they have entered a zero hours contract with. This has not been implemented in Northern Ireland but a consultation paper was issued on 23 June 2014 and is due to close on 29 September 2014.

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Excellence means securing your success At Arthur Cox we combine legal skill with a real understanding of the demands on local businesses. We apply commercial focus to help our clients achieve their goals. We have an experienced team of HR and Employment Law specialists providing detailed advice across NI, GB and RoI. With Arthur Cox you can always expect excellence.

To find out how Arthur Cox can help you, To speak to one of our team call us on: call us on: +000 (0)0 000 0000 +44 28 9023 0007 www.arthurcox.com

Expect Excellence.

EMPLOYMENT LAW & DISPUTE RECOVERY

Employee rights uncovered K

eeping up with the myriad of rights afforded to employees is a complex business. With a little help from the Citizen’s Advice Bureau we run through some of the main points employers need to be aware of in today’s modern workplace.

EMPLOYEES have the right to: • a written statement of terms of employment within two months of starting work. • an itemised pay slip. This applies from the day the employee starts work. • to be paid at least the national minimum wage. This applies from the day the employee starts work. • not to have illegal deductions made from pay. This applies from the day the employee starts work. • to paid holiday. Full-time employees are entitled to at least 28 days a year. Part-time employees are entitled to a pro rata amount. • to time off for trade union duties and activities. • to paid time off to look for work if being made redundant. This applies once the employee has worked for two years for that employer.

• to paid maternity and paternity leave. • to ask for flexible working – see under heading ‘The right to ask for flexible working’. • to paid adoption leave. • to take unpaid parental leave for both men and women (if you have worked for the employer for one year) and the right to reasonable time off to look after dependants in an emergency. • under health and safety law to work a maximum 48-hour working week. This applies from the day the employee starts work.

“To be paid at least the national minimum wage. This applies from the day the employee starts work.” • under Health and Safety law to weekly and daily rest breaks. This applies from the day the employee starts work. There are special rules for night workers. • not to be discriminated against. This applies from the day the employee starts work.

for your employer for one year if you started before 6 April 2012 or two years if you started on or after that date. • to written reasons for dismissal from your employer, provided you have worked for your employer for at least one year, regardless of when you started.

“To paid maternity and paternity leave.” • to claim compensation if unfairly dismissed. In most cases to be able to claim unfair dismissal you will have to have worked for your employer for one year if you started before 6 April 2012 or two years if you started on or after that date. • to claim compensation if unfairly dismissed, provided you have worked for your employer for at least one year. • to claim redundancy pay if made redundant. In most cases you will have to have worked for two years to be able to claim redundancy pay. • not to suffer detriment or dismissal for ‘blowing the whistle’ on a matter of public concern (malpractice) at the workplace. This applies from the day the employee starts work.

• to carry on working until you are at least 65. • to time off for study or training for 16-17 year olds. This applies from the day the employee starts work. • to paid time off for ante natal care. This applies from the day the employee starts work.

• to notice of dismissal, provided you have worked for your employer for at least one calendar month. • to written reasons for dismissal from your employer, provided you have worked

• of a part-time worker to the same contractual rights (pro-rata) as a comparable full-time worker. • of a fixed-term employee to the same contractual rights as a comparable permanent employee.

EMPLOYMENT LAW & DISPUTE RESOLUTION

Does dispute resolution always mean litigation? Legal and commercial disputes are a fact of life but if they are managed constructively a client’s outcome will generally be more positive. Kathy McGillie from Tughans Dispute Resolution Team looks at the alternatives to court.

isputes have traditionally been resolved through court proceedings which can be lengthy and costly for clients and can, as a consequence, result in a reluctance for parties to do business with each other in the future. We understand that this can be counterproductive for clients and whilst disputes are not altogether avoidable, the resolution of problems does not necessarily require the involvement of our courts. It is now common to deploy alternative means of resolving disputes such as mediation, arbitration and adjudication. The benefit of alternative approaches for those parties involved in a dispute is that their issues can potentially be resolved quicker, with less legal costs and commercial damage than might be experienced following a long running case before the courts. We count amongst our team of experienced litigation lawyers, accredited mediators and experts in adjudication and arbitration which are common methods of dealing with disputes, in particular in the construction industry. Arbitration clauses are frequently drafted into construction contracts as the primary method of resolving disputes requiring the parties to seek resolution of a dispute by means of arbitration as opposed to through the courts.

SEPTEMBER 2014

Dispute Resolution Partners, Tughans. Back (left to right): Neil Smyth, Andrew Anthony, Alistair Wilson, Patrick Connolly and Neil Cahill. Front (left to right): Patrick Brown, Michael McCord, Kathy McGillie, Toby McMurray and Anna Beggan.

In our experience, these “alternative” means of resolving disputes are not so alternative now. Judges are keen to promote settlement negotiations between parties in an effort to avoid the potential delays and costs associated with court proceedings. If settlements can be achieved, for example, by way of mediation, there are multiple benefits for the parties involved not least of all the potential to incur less costs, the speedier resolution of the dispute and the scope to preserve

the commercial relationship that existed between them prior to the dispute arising. Of course, it is not possible to resolve every dispute without involving the courts. Each case is different. The methods and tactics employed by our experienced team of lawyers to facilitate dispute resolution are tailored to each specific set of circumstances and are designed to achieve our clients’ objectives, if possible without recourse to litigation.

EMPLOYMENT LAW & DISPUTE RESOLUTION

Employers still getting it wrong Maxine Orr, partner with Worthingtons Solicitors, discusses how companies still fall foul of the law when it comes to sex discrimination in the workplace.

t is difficult to believe that 38 years after the Sex Discrimination Act was first was implemented, employers are still being brought to the tribunal for discriminating against females on the grounds of their pregnancy. A recent case in the Northern Ireland Employment Tribunal is a salient reminder. Ms Nicola McNamee commenced employment with Melting Moments Bakery in February 2013, following interview on 24 January. She alleged that, during her initial interview in January, Ms Millie McWilliams – proprietor of the bakery – told her she did not want her falling pregnant or to be married within the next year. Whilst she advised the tribunal she was not upset by the comment at the time, she advised Ms McWilliams she was not planning to. Ms McNamee was appointed a full time bakery assistant. The employer alleged that, during the course of her employment, there were issues with her performance, which resulted in three separate meetings to discuss the same. The employer alleged that it was at the final meeting the employee was advised she could work a “week’s notice with option to leave earlier if she wanted to.”

On 26 March 2013, Ms McNamee discovered she was pregnant and was off work ill the following day. It was accepted that she did meet with Ms McWilliams on 5 April 2013, where she revealed her pregnancy, but did not to discuss issues of her alleged underperformance. She alleged that, during this meeting, Ms McWilliams intimidated her, and advised her she was pregnant at a young age, as was her daughter, and added that some women are better off on the dole, and would give her until the following week to decide if she wanted to leave her job or not.

“Employers should always take appropriate legal advice when dealing with the termination of an employee’s contract of employment.” On 30 April, Ms McNamee forwarded a grievance letter to her employer, wherein she alleged sexual discrimination and reiterated the comment made by Ms McWilliams at her initial interview.

The employer replied via its advisors, denying the allegations; a position that it maintained throughout the tribunal proceedings. The unanimous decision of the tribunal was that Ms McNamee was unfairly dismissed and suffered sex discrimination. The tribunal stated that “the claimant was a more straightforward witness” and they found “the claimant a more credible witness.” The tribunal also stated that “the witnesses on behalf of the respondent were frequently imprecise, vague, contradictory and constantly couched their answers by what they would have done and would have said.” (our emphasis). The tribunal was satisfied “that the principal reason, or set of circumstances that gave rise to the claimant’s dismissal, was the fact of her pregnancy” and “that the reason for the claimant’s dismissal was that she had become pregnant.” The claimant was awarded a total sum of £23,288.25, £7,500 of which was injury to feelings. Employers should always take appropriate legal advice when dealing with the termination of an employee’s contract of employment.

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PERFORMANCE IN ACTION

ENTERPRISE

Bank of Ireland UK champions of local enterprise By Ian Sheppard, Head of Business and Corporate Banking

aving approved more than £500m of new lending to local businesses in 2013, Bank of Ireland UK is keen to cement its standing as Northern Ireland’s enterprise bank and is on track to surpass that figure this year. Ian Sheppard, Head of Business & Corporate Banking at Bank of Ireland UK said: “Our priority is to support and encourage business growth in Northern Ireland and our understanding of the local market ensures we are well placed to deliver on that.” “We have an experienced and knowledgeable team of local business advisors available across our branch network that can provide businesses with the full range of financial services required for growth. Moreover, we have dedicated experts working across specialist areas such as global trade; foreign currency management and working capital finance to ensure we can help all types of businesses achieve their ambitions for growth.” Bank of Ireland UK invests heavily in building strong customer relationships and stays close to their customers and Naomi Carey, joint Director of Hutchinson Care Homes, would agree. Naomi and her sister Janet Montgomery run an award-winning nursing care business and they have been Bank of Ireland UK

customers since 2005. Naomi said: “We have a very good relationship with Bank of Ireland UK. They’re a great bank that is interested in our business and their support and advice is a great asset to our company.” “Last year we approached the bank to help fund the acquisition of two new homes in Ballyclare. From the outset they were interested in details, they knew and understood our business and the unique challenges we faced and they could not have been more supportive throughout the process. In the event, they helped us to put new systems in place for the new properties and took away many of the concerns we had in the crucial acquisition phase.”

“We (Hutchinson Care Homes) have a very good relationship with Bank of Ireland UK, they’re a great bank that is interested in our business and their support and advice is a great asset to our company.”

Bank of Ireland UK is active in the Northern Ireland business community and works in partnership with key industry bodies and business influencers to ensure they continue to provide relevant support to local enterprises. Their partnership with the Northern Ireland Chamber of Commerce & Industry through the Connecting for Growth Programme is assisting local companies to grow by offering opportunities to increase cross border trade activity in Northern Ireland and the Republic of Ireland. Bank of Ireland UK also plays an important role in supporting the growth of Northern Ireland’s knowledge-based economy through the bank’s sponsorship of Northern Ireland Science Park’s (NISP) INVENT 2014 programme which showcases the most exciting prototype technologies emerging from Northern Ireland. While in recent years the bank’s own unique and pioneering Enterprise Week initiative – designed to champion the ambitions of local enterprise – has proved to be the model for engaging with SMEs, whether customers or non-customers. Ian Sheppard concluded: “Bank of Ireland UK is a passionate advocate for the local business community and we’re doing everything we can to ensure that the finance, expertise and support we provide to this sector is relevant, practical and can help to drive business forward in Northern Ireland.”

Our business is nursing care. Our bank is Bank of Ireland. We approved over £500m in lending to Northern Ireland businesses in 2013. This year we want to lend more.

Naomi Carey and Janet Montgomery

hutchinsoncarehomes.com

Talk to Northern Ireland’s Enterprise Bank today

bankofireland.co.uk £500m is based on the average number of Business, Commercial and Corporate approved credit applications between January 2013 and December 2013. This approval is based on formal credit applications across all Business sectors and includes renewals, applications for new money, increase of existing facilities and restructuring of facilities. Bank of Ireland UK is a trading name of Bank of Ireland (UK) plc which is authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority. Registered in England and Wales (No. 7022885), Bow Bells House, 1 Bread Street, London EC4M 9BE. 8513140701

A closer look at the manufacturing sector with Neal Lucas Neal Lucas, CEO of Neal Lucas Recruitment discusses the challenges and opportunities for the manufacturing sector with Mark Hutchinson, Managing Director of Hutchinson Engineering and Hutchinson AeroTech, and Sean Phelan, Managing Director of Maydown Precision Engineering.

he manufacturing sector is important for the Northern Ireland economy, making up 12.5% of the region’s GDP and employing around 86,000 people. For the year 2012/2013, Northern Ireland manufacturing companies were worth £16.9bn, according to the Department of Enterprise, Trade and Investment. Mark Hutchinson, managing director of Hutchinson Engineering and Hutchinson AeroTech, believes the current state of the manufacturing sector is strong, specifically in the areas of aerospace, coach building, materials handling, and agricultural sectors. “All of these industries have great potential,” he said. “We don’t have to look too far for companies in Northern Ireland that are managing to excel right across the globe in these sectors.” Sean Phelan, managing director of Maydown Precision Engineering, which produces machined details and sub-assemblies for the

SECTOR PROFILE

“We have a strong heritage in manufacturing which dates back centuries,” Mark Hutchinson said. “We should be proud of that.” Hutchinson’s own company, a secondgeneration family manufacturing and engineering firm, has been in business since 1971. The company started servicing the agricultural sector and has continued to evolve. But even though Northern Ireland has a strong manufacturing past and present, there are still challenges to overcome as the sector adapts for the future. Mark believes one of the obstacles facing Northern Ireland right now is a lack of people with necessary skills. “Until recently, engineering was discouraged as a career option,” he said. “As a result, it is now going to take time for the right talent to filter through and be of benefit to this sector.” To help grow the manufacturing workforce, Hutchinson Engineering is part of the Shared Lecture Scheme with Northern Regional College, which includes an apprenticeship programme and a lecture in the factory one day a week. “This allows us to grow and to share our technical expertise,” Mark said. “This is a great way to transfer knowledge at this level as well as encouraging the younger generation into an engineering career.” aerospace industry, said the aerospace sector is projected to see impressive growth throughout the UK.

But skilled workers are only useful if they can find a job in the manufacturing sector.

“The UK aerospace industry is expected to grow by 6.8% in the next few years with current revenues of over £24bn,” he said. “Northern Ireland contributes over £1bn to this total and therefore in scale is one of the top aerospace regions. So in terms of performance, aerospace in Northern Ireland is definitely punching above its weight.”

Sean Phelan said Northern Ireland needs to continue investing in research and development and technology, so jobs can be created to make that happen. Sean’s company, Maydown Precision Engineering, recently announced plans to increase its specialist workforce by 40 to ensure that “we continue to improve the service that we offer to our customers,” he said.

It’s nothing new for Northern Ireland to be regarded as a hub for manufacturing; the region is known across the globe for its manufacturing history in shipbuilding and linen production.

Sean said research from SEMTA NI shows a need to recruit and train 3,500 engineers, scientists and technologists by 2016 to keep the aerospace sector thriving. “Government at a local level is giving its

SEPTEMBER 2014

support to address this requirement,” he said, “but long-term plans and support need to be put in place if Northern Ireland is to remain competitive and grow the manufacturing sector.” Mark Hutchinson agreed that improving skills in the workforce and focusing on innovation is vital to improving Northern Ireland’s workforce. “Northern Ireland is making a good effort in keeping up with others across the world but I don’t believe that we are overcoming the challenges quick enough,” he said. “We’ll hopefully get there with the right support. There is a great emphasis in the aerospace, defence and space industries, and companies within these sectors are doing their utmost to keep ahead of the competition whether at home or abroad.” “Another challenge the manufacturing sector faces is the support of the financial institutions,” Sean Phelan said. “Access to funds has improved in recent times but to be successful in manufacturing, you must continually invest. Therefore, more needs to be done to open up funding streams to SMEs to underpin current business and support opportunities for growth.” As technology continues to force Northern Ireland and the rest of the world’s manufacturing sectors to evolve, Mark Hutchinson predicts the future of manufacturing will be the use of “additive manufacturing”. “It’s another name for 3D printing and I’ve no doubt this will play a major role in the future of manufacturing.” However Northern Ireland adapts to the future of manufacturing, Mark believes it’s important to remember the area’s heritage. “We have a great history of manufacturing,” he said. “If the right people have the right mentality and mind-set in addition to work ethos, then I believe anything can be achieved.”

PROFILE

Qualified to Succeed Magdalena Ryan, Finance Manager at Compliance and Environmental Services T/A Enviro, is the sixth student to be profiled in our “Studying Success” series. She is studying for an ACCA qualification at the Ulster Business School.

What did you study at the Ulster Business School? I am studying for the ACCA professional qualification. ACCA is the global body for professional accountants, with over half a million members and students in over 170 countries. ACCA members deliver public value by acting in the public interest, promoting ethical business and helping to grow economies, so I believe the qualification will provide a great platform for my future career. Why did you choose this course? After completing a Masters in Economics, I started working in accounting. I quickly realised that this was my niche and fortunately my employer gave me the opportunity to study while working. The global nature of the ACCA qualification provided a good fit with my ambitions

and I set myself the goal of becoming a qualified accountant within three years. The course also fits with my desire not just to pass exams but also to prepare for the job roles I aspire to once I have qualified. The course develops both financial and management accounting skills as well as general business skills, giving me the flexibility to move between roles, industries and sectors as my career develops. What attracted you to the Ulster Business School? I had heard great reports from other students about the Ulster Business School and how studying there can lead to a wider and more fulfilling career with greater earning potential and employability. I found that classes were approached in a systematic way to encourage learning and understanding and they provide a flexible way of studying that is essential for students like me who are in full time employment. What part of the course do you enjoy most? I really enjoyed studying taxation as the course content was entirely relevant to my current job. The lecturers used a structured approach with road maps and obvious transitions between points. They ensured that the most important points were emphasised clearly and that technical vocabulary was clearly explained.

Magdalena Ryan, Finance Manager, Compliance and Environmental Services T/A Enviro; ACCA qualification, Ulster Business School.

Multiple delivery methods were used in each class to avoid monotony and the lesson pace was adjusted to ensure maximum levels of interest within the classroom. The course hand outs and presentations were accurately synched and were used judiciously and intentionally. The lecturers continuously monitored our progress and patiently helped with any student queries. How will this qualification help in your future career? The qualification will enable me to become a chartered certified accountant and will ensure I can offer my employer a more rounded level of knowledge. Building on my affinity with numbers and developing my ability to interpret them for others will hopefully allow me to progress to the position of financial director, enabling me to make decisions that will increase my employer’s business both locally and internationally. In the process I hope to further enhance my people skills as well as my commercial knowledge and communication skills. Who do you admire most in the business world and why? The business person I admire most is Tory Burch, the international fashion designer and highly acclaimed entrepreneur. She has spent the past decade building a ladies’ clothing empire with an annual turnover in excess of £1 billion and employs 2,000 staff.

Balance defined. GTS: three letters that declare the concentrated essence of Porsche. Cars with increased power, enhanced specification and a direct link to our motorsports roots. Cars driven by individuals who always desire more.

The new Cayman GTS. Purist. Find out more at porsche.co.uk/caymangts

Porsche Centre Belfast 1 Boucher Way Belfast BT12 6RE Tel: 02890 389 999 info@porschebelfast.co.uk www.porsche.co.uk/belfast

Fuel consumption for the Cayman GTS in l/100 km (mpg): urban 12.7-11.4 (22.2-24.8), extra urban 7.1-6.3 (39.8-44.8), combined 9.0-8.2 (31.4-34.4 mpg); CO2 emissions: 211-190 g/km. The mpg and CO2 figures quoted are sourced from official EU-regulated test results, are provided for comparability purposes and may not reflect your actual driving experience.

TECHNOLOGY

Sharing the success

Propel to stardom

By Kyle Johnston, Sales Manager, Leaf

MEs have structured data they need to store. The structure they use is based upon the systems they have running. The way they structure their documents is no different from how we do it in SharePoint Online, theirs is just not digital. They understand and realise that entering the digital world is necessary. But the system they chose to translate their structure upon has to be able to cope with the same requirements as their offline system and SharePoint Online is able to do that. Digital collaboration efficiency Digital collaboration is finally possible for SMEs. They don’t have to mail every document to each other, they can use version control and they can simultaneously work on the document. SharePoint Online provides multiple tools to increase your business efficiency including ease of finding documents which takes care of the issue of reproducing documents. Easy communications through SharePoint makes sure that people know the company’s regulations, policies and guidelines. This helps decrease the number of accidents and increases the knowledge of Business Logic. Inter-SME relationships SharePoint Online (and Office 365) makes it easier to collaborate with suppliers and customers, which increases the ease of communication between businesses. This results in more business, and more business means more growth. SharePoint Online makes it possible for these businesses to focus more of their efforts on the company and not IT headaches. SharePoint online is affordable The resources an ‘on-premises’ environment requires to remain active are massive. This results in a high cost in hardware, software and licences. At that point we’re not even operational yet. We still need to setup our SharePoint environment suited for the business that we want to support, which results in additional costs. Our setup has to be operational for the maximum number of accounts that we are going to support, again, more money. When you make the sum of all these costs, it’s just too expensive for some businesses. The licensing model of Office 365 and SharePoint Online, allows SMEs to just pay a fixed price per month for the number of users that are working on their SharePoint Online environment. The bottom line is that Office 365 lets Small and Medium Businesses have access to an enterprise platform at SME pricing. To find out more about achieving SMB success with SharePoint contact: sales@leafconsultancy.com or Tel: 028 9089 7650.

The current Propel programme.

nvest Northern Ireland is calling on all Northern Ireland entrepreneurs with an innovative, export-focused business idea to propel themselves forward and sign up for the Propel Programme information seminars taking place in five locations across Northern Ireland next week. The seminar will give guests detailed information and inspirational insight from people that have benefited from this programme, which helps turn local businesses into the global success stories. The Invest NI Propel Programme is aimed at high calibre entrepreneurs who have the passion and energy to succeed on an international stage. Applicants must be in the advanced stages of planning, capable of commercialisation within the next 6-9 months and show significant global growth potential. Northern Ireland is booming with entrepreneurial talent including DigiPop Games founder, 22-year-old Adam McKenna. Since being accepted onto Propel in 2013/14, DigiPop Games has designed and released its first digital game, ‘Ramble Rumble,’ securing presence for it across popular platforms including Nintendo Wii-U and Microsoft Xbox. At the Belfast seminar, previous Propel participant, Kevin McGrath will discuss his experience of the programme and answer any questions from attendees regarding the application process and, support offered. Founder of ‘Beacon’, an online solution for publishing and selling digital magazines, Kevin said: “As a participant on the Invest NI Propel Programme I found the workshops, guidance and shared working space in Belfast massively beneficial. The ability to work alongside such varied entrepreneurial talent and experienced mentors creates a breeding ground for new ideas to incorporate in our business plans.

Flags, firebombs & flashbacks

Energy, Waste & Environment

Sponsored by

ENERGY, WASTE & ENVIRONMENT

Time to be bold? A cautious approach to exploring new energy sources by government could be negating progress in the sector in Northern Ireland, says John Simpson

rotecting the environment is a commendable objective. Protecting the environment, when it is at the cost, direct or indirect, of harming living standards, job creation or the international competitiveness of businesses, is less clearcut. First, to avoid unnecessary extreme statements, there does need to be an acknowledgement that pursuit of environmental safeguards is a both desirable and necessary element in many aspects of public policy decision making. Where environmental safeguards clash, or are perceived to clash, with useful economic policy initiatives, the tension is rarely black versus white. It is about outcomes which are as near to being objective as logic will allow and then reaching an outcome that balances risks and rewards. Northern Ireland official policies err, heavily, on the side of taking no risks, sometimes when the risk is minimal. As a working basis, can the assumption be made that no government policy maker would knowingly over-ride beneficial

economic initiatives by taking an absolutist view of environmental protection? In Northern Ireland, the evidence of recent years leaves a considerable doubt about the objectivity and rationale of several critical policy decisions. The line between professionally informed conclusions, as made by the Planning Service or the Planning Appeals Commission, should normally be the critical point of effective decision making and Ministers should then have the assurance that Ministerial prejudice or other motivation is not the critical part of the decision making process. There are, of course, critical departures from this ideal. Some Ministers, unwisely, make public comments which state their personal or party opinions so that a Ministerial decision is essentially predetermined. Some planning decisions also attract criticism as bending either too much in favour of conservation or environmental objections or too much in meeting the needs of businesses or developers. There is little dispute that Northern Ireland is experiencing a series of tensions which

can be summarised as, mainly, protecting the environment. Few examples, if any, favour the preference of helping the priority of supporting economic development. The tensions which have emerged in Northern Ireland pose a recurring choice. Is public policy really based on making the development of the economy a priority or not? If public policies have effectively resisted, or delayed, changes that would enhance the economy through a continuum of delayed or negative decisions, then the economy is not the priority. Precautionary decision making, or delays to decisions, effectively can mean that jobs and living standards are being traded off against protection and precaution. There is a balance to be found. Unhappily, the current balance in Northern Ireland can be seen as an effective imbalance! It is an imbalance that not only frustrates some aspects of economic progress but also sometimes imposes extra costs on households. Energy sector questions loom large in these tensions.

ENERGY, WASTE & ENVIRONMENT

Sometimes the difficulty lies in ensuring that difficult questions can be examined using due diligence in consideration of relevant evidence. Recently the (one-sided) public debate on alternative local sources of natural gas has rested on hostile and ill-informed comments on the merits of fracking. The most logical question to be answered is whether there are accessible, safe and viable sources of natural gas underground in the depth of local rock formations. If securing local natural gas would be difficult or dangerous, then public representatives should want reliable evidence. Collecting that evidence should be facilitated, not obstructed.

pushing for the grid to be placed underground instead of over ground on large pylons. This issue starts with adequate factual knowledge of the consequences. Undergrounding is theoretically possible, six times as expensive and trickier to maintain. [Test question: how many pylons did you pass when travelling today?] This interconnector delay is costing upwards of ÂŁ20m each year.

There are other energy issues with environmental dimensions in terms of carbon taxation and emissions ceilings. These are not within the devolved responsibilities of Northern Ireland so that the overall UK policies tend to Another expensive energy problem lies in the apply. The main exception has been a waiver unresolved request for planning permission for of the carbon taxation rules so that Kilroot has a high voltage electricity connection across the continued to trade into the all-island market. border between Tyrone and Cavan and linking the southern and northern grid networks. There is a continuing tension in Northern The Planning Commission has had this on its Ireland stemming from the proposals to agenda for several years and the scheme has generate energy from waste, including possibly been opposed by some residents who are generating electricity from chicken litter.

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On more than one occasion, energy from waste proposals have been rejected even though the technology can be demonstrated as well managed and acceptable elsewhere in the UK or within the EU. The consortia of local authorities trying to improve the management of waste collected and which should be deflected from land-fill have prepared well documented business case submissions only to be rejected. Subjective, sometimes contentious, objections can over-ride well based professional assessments. Our democratic decision making institutions exercise the right to respond to opinions from interest groups which may themselves lack objective rationale. On occasion, objectors have used the process of judicial review to stall useful developments. In a democratic system, perversity may win some decision making rights. That does not make the answer attractive or rational.

FULLY FUNDED ROOFTOP SOLAR PHOTOVOLTAIC SOLUTIONS

ENERGY, WASTE & ENVIRONMENT

A sunny outlook Mel Courtney (MC) and Kevin McCarthy (KM) are General Manager and Area Sales Manager for Kingspan Energy in Ireland. Kingspan Energy is part of the Kingspan Group, a leader in high performance insulation, building fabric, and solar integrated building envelopes. Headquartered in Co. Cavan, Kingspan’s mission is to deliver high efficiency, low cost & low carbon building solutions across a range of market sectors.

What is Kingspan Energy? MC: Kingspan Energy is a provider of rooftop solar photovoltaic (PV) solutions to businesses and large-scale property owners. Our products give owners and businesses the opportunity to generate their own electricity, reducing their energy costs and enhancing the value of their properties. We offer a comprehensive range of solar PV solutions, client-financed or fully-funded, with a unique 25 year combined roof and PV system guarantee. Why should businesses consider solar now? KM: Quite simply, because it is one of the most cost-effective investments a business can make. We all know that energy prices are rising; Government figures show electricity prices for the manufacturing industry in the UK have a Compound Annual Growth Rate (CAGR) of 10.6% since 2004. Investing in sustainable self-generation now helps protect a business from rising energy costs, offering immediate savings that increase over time, as well as generous Government incentives via the NIROC scheme. How much does it cost to install a system? MC: Rooftop solar PV systems are relatively inexpensive and usually pay for themselves within 5-7 years through a combination of reduced electricity bills and NIROC incentives. Many businesses want to

Jaguar Land Rover Engine Manufacturing Centre, i54 South Staffordshire, Wolverhampton.

benefit from the reduced operational costs and security of supply that comes from solar PV, but we recognise that some of these businesses decide not to invest the upfront capital required to install a PV system themselves. That is why we also offer a fully-funded solution. In exchange for a 25 year lease on the airspace above the roof, we will design, install and fully maintain a rooftop PV system for the lifetime of the lease. Electricity generated by the system is sold back to the business at a price approximately one-third lower than current grid-based costs, and index-linked

to RPI inflation, protecting against predicted soars in more traditional energy source costs. KM: We also provide a unique guarantee covering both the Kingspan roof and the solar PV system. This, coupled with half a century of expertise as the global leader in high performance building envelopes, means customers can rest assured that the structure of their buildings remains uncompromised. Does it have to be a new building, or can the system be installed on any roof? KM: Our systems work equally well in newbuild or retrofit applications. We understand

Web: www.kingspanenergy.com Email: pvenquiry@kingspan.com Twitter: @KingspanEnergy Tel: +44 (0) 1352 717 232

ENERGY, WASTE & ENVIRONMENT

Kevin McCarthy, Area Sales Manager Kingspan Energy; Jared Payne, Paddy Jackson and Darren Cave, Ulster Rugby; and Mel Courtney, General Manager Kingspan Energy. Kingspan Energy is currently conducting a feasibility study with Ulster Rugby for a fully-funded solar PV system on the south stand of the Kingspan Stadium.

that some customers will have damaged roofs or rooftops at the end of their life, and yet will still want to benefit from solar PV generation. In these circumstances, we can offer a very cost effective replacement roof and solar PV system package. This allows businesses to benefit from the reduced operational costs associated with both; an improved thermallyefficient roof and onsite PV generation. What’s the catch? MC: There is no real catch. In order to safeguard the third party PV investment there are obligations on the occupier under the airspace lease; to not restrict the continuous operation of the PV system in any way, and equally under the power purchase agreement (PPA); to commit to pay for the green electricity used. Which other businesses have you worked with? KM: We have an impressive range of customers from multiple market sectors, including Aldi, National Express, Honda and Morrisons. We are involved in a framework rollout for Sainsbury’s across their stores and distribution centres, and we also recently completed the UK’s largest rooftop solar PV installation; a 5.8MWp system for Jaguar Land Rover.

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Here in Northern Ireland, our most notable installations to date are those undertaken for the Henderson Group. We are also currently installing systems on two of our own manufacturing facilities in Newry and Portadown – the latter coming in at 1.35MWp (see case study). On top of this, we are working on projects to deliver an additional 1MWp of capacity across various client buildings in Q1 of 2015. Are the returns guaranteed? MC: With the fully-funded option our comprehensive remote monitoring and proactive maintenance regime means we can guarantee to optimise the performance of the installed systems for the full 25 years. For customers with the fully-funded option, the price per unit agreed beforehand is fixed and only rises in line with RPI inflation for the life of the agreement. For the client-funded option the NIROC incentive payments are also RPI-linked and government-backed for 20 years. You’ll need to act fast to benefit from the best rates of return on your system though. The Government has recently issued a consultation document outlining plans to reduce incentives by up to 60% for solar PV installations commissioned after 1st

April 2015. This leaves a small window for those clients seeking to maximise their ROI on self-funded installations, or alternatively to minimise the price per kWh in the PPA for customers with the fully-funded solution. Given the approval timescale required by NIE, we recommend customers apply by the end of October this year to ensure they benefit from the higher rate. If you want to benefit from reduced prices and secure your business from energy price shocks in the future, now is the time to do it. What should businesses do if they are interested? MC: If your building rooftop is less than 15 years old and greater than 1,000m2 (10,000ft2) in size, the Kingspan Energy team would be very happy to explore its development potential with you. Further details can be found on the Kingspan Energy website at www.kingspanenergy.com, or you can contact Mel or Kevin directly at: Mel.Courtney@kingspan.com Kevin.McCarthy@kingspan.com

Case study: Practising what they preach As part of the Kingspan Group’s commitment to being a net-zero energy business by 2020, Kingspan Energy is installing a 1.35MWp rooftop solar PV system on the headquarters of sister division Kingspan Environmental in Portadown, Co. Armagh. When completed, the system will generate 1.1GWh of electricity per annum. This fully-funded PV system will be installed with no capital outlay to the Portadown site. Based on the average annual electricity unit price paid by UK businesses1, a fully-funded system of this scale is projected to save £40,000 in year one, rising to £2.5m over 25 years assuming 5% annual rises in grid-based electricity costs. 1: Figure calculated using prices of fuels purchased by manufacturing industry in Great Britain from ‘Department for Energy and Climate Change Quarterly Energy Prices Report June 2014’. Excludes VAT and Climate Change Levy.

FULLY FUNDED ROOFTOP SOLAR PHOTOVOLTAIC SOLUTIONS

ENERGY, WASTE & ENVIRONMENT

Anaerobic digestion – coming of age By Russell Smyth

scale projects; farms produce the amount and type of waste required; it provides an opportunity for agricultural diversification. Despite these benefits and the fact that the rural community embraced the concept of farm-scale renewable energy, progress has been slow. There are a number of reasons for this: historical lack of proven technology; the economic challenge of making small-scale projects financially viable; and the difficulty of accessing funds. Over the past 18 months KPMG has worked with a number of clients to address these challenges and create a scalable funding template that can address the specific funding issues that have held back the farm-scale AD sector to date.

Russell Smyth

orthern Ireland has had considerable success in developing its renewable energy market, with renewable electrical generation currently standing at 18% of total supply. However, there has been a lack of diversity, with the focus being on large-scale renewable assets mainly in the wind sector. The situation is changing and 2014 is fast becoming the year of anaerobic digestion (AD) in Northern Ireland. For some time AD has been recognised as an ideal energy technology for Northern Ireland. The nature of the agricultural sector means that AD is suitable for smaller farm-

“For some time AD has been recognised as an ideal energy technology for Northern Ireland. The nature of the agricultural sector means that AD is suitable for smaller farm-scale projects.” By identifying a pipeline of 500kW projects, adopting a common contractual approach, and introducing funders that have specific experience and appetite in this sector, KPMG has been able to develop a Northern Ireland specific funding solution which has been designed from scratch to address and

accommodate the objectives and aspirations of Northern Ireland farmers and developers. More specifically, the funding package provides 100% of the funding requirement to build the AD plant while giving the promoter the opportunity to own the asset outright, with an appropriate fixed cost of finance, within 12 months of operations.

“Anaerobic digestion is a very promising renewable energy technology for Northern Ireland.” In July funding was announced for the first two AD plants funded under this arrangement, located in Co. Tyrone and Co. Down. These projects are worth £6.5m to the rural economy and will create 22 jobs. The electricity produced can be sold into the grid (the two plants will generate enough renewable energy to power 1,700 households per year) or used on site. The by-product, digestate, can also be used as a fertiliser replacement. So in addition to its green credentials, it also economically benefits the farming community. Anaerobic digestion is a very promising renewable energy technology for Northern Ireland and given that there is an economically sustainable model to create the scale required and funding available, this is a sector that is going from strength to strength. Russell Smyth is a Director in Corporate Finance at KPMG Belfast and be contacted on T: 028 9024 3377 or E: russell.smyth@kpmg.ie

ENERGY, WASTE & ENVIRONMENT

Business won’t go to waste at Henderson Group

ver the past four years a team at Mallusk based Henderson Group has managed to significantly reduce the amount of waste the company produces while generating new sources of revenue from waste disposal.

from the basics – recycling and waste reduction – and covering all waste streams.

Henderson Group (owners of the SPAR, EUROSPAR, VIVO and VIVOXTRA franchises in Northern Ireland) is made up of four companies including Henderson Retail, Henderson Wholesale, Henderson Foodservice and Henderson Group Property and needless to say, there is a huge amount of waste that needs to be dealt with on a daily basis.

The team has started working with waste management partners to ensure the group’s waste is collected and disposed of in the most sustainable manner, which also reduces and often eradicates costs. The team worked alongside New World Products (NWP) not just to collect the majority of Henderson’s cardboard and plastic waste, but also to develop new ideas to reduce the amount of this waste produced at source, as well as continually negotiating rebates for collection of all that is generated on site.

Wooden pallets, plastic wrapping, paper prints and confidential waste have all now been turned into a source of revenue thanks to the tireless work of the environmental and facilities team in the head office. They have worked together to raise environmental awareness right across the whole group, with many initiatives being introduced to all departments, starting

There have been significant savings, largely turning what was an expense into a stream of revenue, by simply initiating a proper segregation process for the paper waste generated by the print area of the business. A cost that was standing at £1,500 per year has been wiped out to zero with the Company now receiving a rebate per tonne being collected.

The team also removed the disposal cost of damaged wood from pallets by strategically changing their waste management provider, another simple tactic which has wiped out costs of up to £155 per collection, and £55 per tonne. Whereas in previous years the Henderson Group paid £1,500 for disposing of wood each year, they are now receiving a rebate per pallet resulting in the company generating over £20,000. Smart supplier collaboration is the key for the Henderson Group, reducing waste costs and making some completely disappear. For example, Bailey’s Waste Collection Services now collects all the office paper waste in every department free of charge as well as supplying waste paper collection bags free. This collaboration has also saved the company over £12,000 a year in shredding costs for all confidential waste as Bailey’s Waste Collection Services now come on site and shred it for free. Throughout the retail area of the business, the group has started working with Love Food Hate Waste and will be initiating several activities across their small and large format platforms in the coming months, including SPAR and EUROSPAR. EUROSPAR, the supermarket offering from Henderson Group, has just wrapped up a series of consumer activities in store with Paula McIntyre and Love Food Hate Waste to drive home the food waste reduction message.

L-R Helen Crilly, Compliance Officer, Marian McGreevy, Compliance Manager and Rory Hamill, Facilities Co-ordinator at the Henderson Group are part of the team behind the implementation of significant waste reduction and cost saving initiatives.

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It is a responsible business practice that the business will continue to demonstrate, and set the bar for the rest of the retail, wholesale and foodservice industries.

PROFILE

Mind blowing business of the month Company: Ruach Music Product: Cajons By David Elliott

iven the choice between going to university and jumping feet first into the world of business, most people chose the former, less risky and more laid-back route.

Stephen Henderson tests out a Cajon

Not so Stephen Henderson, a 19-year-old from Kilkeel who has a taste for music and a thirst for entrepreneurship. “I don’t have time for university at the moment,” he said, waxing lyrical about his fledgling business Ruach Music. “I’ve too much to do.” It’s easy to see why the prospect of lectures and daytime television doesn’t hold much appeal when the process of turning a pastime into a business has started to gather pace. Stephen makes and markets cajons, traditional Peruvian percussion instruments which are played with the hands or brushes. Although they look like little more than rectangular wooden boxes, the Cajons offer the skilled musician a wealth of possibilities, hence the name “drumkit in a box”. That’s a term which can rightly be ascribed to Stephen’s cajons, but not all of the instruments have such a repertoire. He built his first cajon as part of a design project at school after hearing a friend playing one and liking the sound. “I was 16, had £60 to my name and

couldn’t afford one so decided to have a go at making my own,” he said. It’s probably just as well he did, because after finishing his first instrument and learning how to play it, Stephen realised he could produce a better product than that which was currently on the market. “Musicians tend to get frustrated with the cajons which are currently on the market because of their lack of functionality,” he said. “Our unique selling point is that you can change the sound of the instrument as you’re playing it and retain more control.” The Cajons then proved extremely popular with first friends, then other musicians starting to order their own instruments. It was then Stephen realised he had the beginnings of a business and quickly started the process of exploring ways to build his clientele and perfect the product.

Because of Ruach Music Stephen did in fact end up going to Queens University, not to lectures but to avail of the technical experts used to finesse the cajon as part of an Invest NI Innovation Voucher. He’s also since taken part in the Propel Programme, one designed to fast track products to international markets and has already started exporting to England via a supply chain of 29 retailer and more locally through Matchetts Music. And only last month the company raised more than its £10,000 target on crowd funding website Kickstarter which will be used to launch a new product line and employ an assistant. So far, 400 cajons have been sold but if Stephen’s drive is anything to go by, many more will be rolling off the production line in the months ahead. And that will be music to the ears of the Kilkeel man who said he’s plenty of other percussion ideas in his head.

LIFE SCIENCES

A life of its own Dr Robert Grundy, Director of Commercial Development and Licensing at Almac Discovery and co-chair of the Matrix Life and Health Sciences expert panel, reveals how the life and health sciences sector holds huge potential for Northern Ireland.

are the obvious candidates. These areas attract significant foreign direct investment and provide fertile environments for spin outs and SMEs. The NI L&HS sector is currently underperforming on these two key parameters, a source of much frustration given the importance of the sector. Looking at the same sector in different jurisdictions also indicates that there is much work to do as employment and investment per capita in this sector in regions such as Scotland and the Republic of Ireland exceeds the levels observed locally.

he statistics speak for themselves: 130 private sector companies employing circa 7,500 people; close to £1bn value to the local economy; 90% export focussed accounting for 12.5% of Northern Irish exports, growing by an average of 12% per annum. Then consider a unique closed loop Health and Social Care service with an annual budget of around £5bn, two world-class higher education institutes with very strong biomedical teaching and research departments and three of the UK’s most successful indigenous life sciences companies. Taken together it is clear that the Life and Health Sciences (L&HS) sector is one of the most important in the Northern Irish economy. Yet it is not performing to its potential. In seeking comparators on a sectorial basis, ICT, engineering and financial services

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However, the L&HS sector in Northern Ireland has all the component parts to be a world leader if we can meet the challenge of exploiting them to their full potential. Larger companies such as the Almac Group and Randox Laboratories have a world leading commercial presence in precision medicine, diagnostics, therapeutic development and generic drug supply. Smaller, fast growing companies such as Heartsine Technologies and Armstrong Medical are blazing a trail in the provision of state of the art medical technologies. This indigenous commercial capability can be tapped to help business proliferate across the sector. World class research and development is executed on a daily basis in the numerous specialised research centres at Queen’s University Belfast and the University of Ulster. Aligning this research with key areas of strategic focus could transform the economic impact of the

sector. We are living through a period where payers and prescribers of new medicines are increasingly demanding of evidence to prove the value of novel therapeutics. NI’s HSC service is very well placed to offer real world outcomes as it tracks and records patient treatment and social care in a way that is quite unique. An opportunity also exists here to apply NI’s exemplary capabilities in the ICT sector to Health Analytics, the discipline of collating and analysing this data for the benefit of the patient. Making the outcome of this analysis available to those who can employ it to improve new medicines would attract huge amounts of investment to these shores. The role of government cannot be ignored either. The UK is committed to L&HS, (having recently announced a Minister specifically for Life Sciences), and has significant funds set aside to drive key areas from an R&D and commercialisation perspective. The task of identifying key areas of focus within the sector has been assigned to the Matrix Life and Health Sciences expert panel. Given the scale of the opportunity and the resources at our disposal those leading the sector in NI have a chance to match or even supersede the successes achieved in other sectors and other geographies. The time is therefore upon us to be bold in our leadership of this sector to ensure that the opportunity to prosper in health and wealth is not lost.

NEWS

The race to rebrand

Geoff Wilson

eoff Wilson runs his own sports consultancy and knows the importance of branding...

“Road racing has a strong heritage in Ireland, but many people don’t know that the Ulster Grand Prix (UGP) was one of the circuits used in the World Series in the 1970’s when the championship was raced on roads and short circuits. It’s popularity dipped but since 2009 it has seen a resurgence and is now viewed as one of Northern Ireland’s key sporting events with around 50,000 fans attending Bike Week. It all started with a conversation I had with one of the board members who asked for my thoughts on how to attract sponsors to the event. My response: let’s rebrand first! This included development of a new logo, positional statement and brand guidelines document; redefining the sponsorship packages and product offering; creation and development of communication platforms such as PR, social media, enewsletters and the website; creation of a new merchandising range; new events such as our ‘meet the riders’. The result? 50,000 fans attend the event from all over the world, more partners than ever, a clear brand that is consistently applied across all our marketing activity, new revenue streams identified and much more.”

You can follow Geoff on twitter @geoffwnjwilson or Linkedin at

Photo: Stephen Davison

www.linkedin.com/in/geoffwnjwilson

Focus on IT What are the key trends right now? Demand for developers who can build apps for the iOS ecosystem has exploded in line with Apple’s increased sales in both tablets and smartphones. Web and mobile technologies, such as Ruby, are

Roisin Byrne of recruitment specialists Hays gives her view on recruitment tips for budding IT professionals...

also enjoying increased popularity. Server side scripting language PHP is also popular.

but employers want to see that you have wide interests and a passion for what you do, both inside and outside of work.

What skills are in most demand? Having a different language or two is very helpful – but be careful not to be pigeonholed in a legacy technology within a larger organisation where there may be little scope for movement or transfer on to different team. Overall, there are a wide range of destinations to consider in development, an area where there is a huge demand for skilled graduates.

I’m an IT graduate – I’ve finished my studies – what do I do now? You could join a large firm on a graduate programme, where you will receive exposure to lots of technologies and best practices. You could also join a small specialist IT business, where your experience may be less structured but will likely come with additional responsibilities.

What other skills will I need? Software developers will always be in demand because of the incredible pace at which the industry changes. However, communication and presentation skills, leadership and adaptability are all very valuable. Academic excellence is important,

Where are all the jobs right now? This year should see increased popularity in web and mobile. With both multinational and smaller niche companies coming to the fore, anyone who enjoys data analytics, working with numbers and statistics should check out a role in this growing part of the sector.

Flags, firebombs & & Training flashbacks

Apprenticeships

TRAINING & APPRENTICESHIP

The new fast track? Simon Rowe finds out how apprenticeships are becoming increasingly popular across all sectors of business with some of Northern Ireland’s best companies.

ultimillionaire business tycoons and TV celebrities Alan Sugar and Donald Trump have transformed the staid image of apprenticeships into something a lot more exciting in recent years. Whereas once apprenticeships were seen as the poor sister to university degrees, they are now seen as a fast-track to business success – and to making your own personal fortune. Not only are increasing numbers of schoolleavers seeing the benefits of apprenticeships, but more and more of our top firms are waking up to the fact that apprentices can help transform their businesses too.

Indeed, in a further boost, Employment Minister Stephen Farry has put his department’s muscle behind promoting apprenticeship schemes as an efficient way of filling the skills gap for Northern Ireland firms. Utility firm Phoenix Gas is a big advocate of apprenticeship schemes and sees them as vital to ensuring a pipeline of talent to supply its 200-strong workforce every year. Phoenix runs a three-year apprenticeship scheme and the firm has taken on around 50 apprentices in recent years. Among its current staff, an impressive 60% of its service

Peter Dixon

engineers have come through the scheme. Moreover, the utility firm targets areas of social deprivation when it is hiring apprentices as part of its commitment to corporate social responsibility. “Phoenix made a strategic decision to encourage applications from young people in areas of social deprivation,” said Peter Dixon, group chief executive of Phoenix Energy Holdings. “In doing so, we were able to recruit staff from all areas of the community.

TRAINING & APPRENTICESHIP

Daniel Gilmore & Niall McKenna from James St South. The restaurant group is taking on eight apprentices

“The benefits are clear. Our experiences in the early years were very positive and successful candidates were very dedicated to completing their apprenticeship. They turned up to work on time, had little time off sick and brought a positive attitude to all that they were asked to do.” “Our apprentices add to our organisation making it more effective, competent, productive and competitive by addressing our skills gap directly,” said Dixon. Apprentice of the Year 2014 winner Gareth

SEPTEMBER 2014

Harkness says apprenticeships are a “smart choice” for ambitious school-leavers. Gareth, an engineering apprentice at Ryobi Aluminium Castings in Carrickfergus, was crowned winner at the Department for Employment and Learning awards in May. “I did well at school and I wanted to get out in the workforce and start earning,” he said. “An apprenticeship was the smart way for me to achieve this. Whilst at Northern Regional College I learnt new and innovative techniques in the use of modern robotics >>

“I am proposing that, for the first time in Northern Ireland, a central service will be introduced to promote and support apprenticeship provision” 67

TRAINING & APPRENTICESHIP

<< computer aided design and control panels. With the help of Ryobi Aluminium Castings I am able to further develop and integrate this learning to production techniques.” Consulting giant PwC is one of Northern Ireland’s top recruiters of apprentices. It has recruited 35 recent school-leavers and graduates into its Higher Apprenticeship programme since 2012 and last month launched a new recruitment campaign to attract a further 40 Higher Apprentices. The results of its apprenticeship schemes have been “remarkably successful”, said Paul Terrington PwC regional chairman in Northern Ireland.

that government can provide to alleviate training costs incurred by a business will no doubt increase apprenticeship places.”

The search is now on for eight apprentices, aged between 16 and 24 who have the drive and enthusiasm to develop their skills

In response, Employment Minister Stephen Farry said ensuring a streamlined and successful apprenticeship system in Northern Ireland remains his “top priority”. “Apprenticeships make a strong contribution to our competitiveness; this is why delivering a world-class system through my department’s current review of apprenticeships is my top priority,” he said.

“I am proposing that, for the first time in Northern Ireland, a central service will be introduced to promote Terrington said that Belfast is booming and and support apprenticeship provision, offers great opportunities for apprentices to including assisting both employers and work on some of PwC’s biggest client projects. potential apprentices to make informed But Phoenix Gas boss Peter Dixon says decisions about their participation.” hiring apprentices is expensive and has called for more government support Finally, one of Belfast’s top restaurants has for firms to hire school-leavers. launched an Apprentice-style competition “Taking on apprentices each year is for aspiring chefs. Niall McKenna, owner of expensive,” he said. “Any additional support James Street South, is offering contestants

the chance to win a year-long placement.

and learn from some of our best chefs. McKenna, who was recently named Northern Ireland Tourism Hero at the NI Tourism Awards, said: “This is geared for aspiring chefs who have the determination to succeed.” The successful candidates will combine their James Street South training with two days attendance at Belfast Metropolitan College each week to learn and practice the skills for the job.

Belfast Met training manager Heather Hedley says the Apprentice-style scheme will give students the chance to hone and showcase their skills. “Belfast Met is a huge advocate for apprenticeships and believes they are one of the best ways of preparing young people for the world of work.” So, if you’ve got what it takes to be a cutting-edge apprentice, ‘You’re hired!’

EDUCATION

Belfast Met’s Titanic Quarter campus.

Priming the workforce O

ne of the most striking facets of the Northern Ireland economy over the last few years is the number of overseas companies setting up base here. They come – with a good nudge from Invest NI – for many reasons, one of the most important of which is the people. That such a draw exists here is certainly not by accident, but through concerted planning and collaboration between industry and the education establishments producing tomorrow’s workforce. One of the latter – which is feverishly beavering away at priming students not

just for overseas investors, but for the plethora of indigenous companies up and down the land – is Belfast Met. It is being driven at a rate of knots by Principal and Chief Executive Marie-Thérèse McGivern, and holds the titles of the largest further and higher education college in Northern Ireland and the sixth largest in the UK, with enrolments totalling 30,000. Numbers, while important, aren’t everything but it’s the type and quality of the courses on offer that sets the college apart. That has been formulated by being not just aligned with the business

world here but intertwined with the economy in a number of ways. Students, whether on apprenticeships, further education, degree or post graduate courses, are embedded in companies through the work placements they undertake as part of the curriculum, are taught by lecturers who have worked in industry and have regular exposure to guest lecturers from some of the best business people in their field. But, most importantly, the college listens closely to the needs of industry to make sure it is producing students qualified in the right disciplines to fill the growth industries in the Northern Ireland economy.

EDUCATION

That might sound a simple concept but there had been a period when educational establishments and business weren’t in as close communication. For Belfast Met, such collaboration stretches back to its inception as the Municipal Technical Institute in 1906. Then the board members numbered captains of industry from the likes of Harland and Wolff and other major employers, keen to make sure students were primed for the workforce.

“The college used to be seen as somehow second best but we’ve blown that away. This is now a first choice and the best choice for a multitude of professions.” “We’re putting Belfast Met back at the economic heart of Northern Ireland,” Ms McGivern told Ulster Business in the Titanic Quarter campus. “We are an important part of the economic agenda and are focused on producing the right skills to answer the needs of the economy.” This dynamism and drive hasn’t been lost on industry, with Invest NI regularly consulting with the college when pitching for large inward investment projects, and also in the political field, with ministers working in tandem with the college to design and tweak education and training policy and provision. One area which the college majors on is driving apprenticeships, a practice which is becoming ever-more popular amongst students and companies. “There has been a sea change in attitudes to apprenticeships, and not before time,” Ms McGivern said. “We still need to put more work into persuading parents, in particular, that an apprenticeship is a viable alternative to a degree, but after being

SEPTEMBER 2014

New Harland and Wolff Welding Academy.

championed by (employment minister) Stephen Farry, we’re making huge progress.” That’s embodied by the likes of James Street South owner Niall McKenna, an alumni of Belfast Met, who is taking on eight apprentices across his business. For employers like Niall, it’s about investing in the next generation of chefs and in the future of world class hospitality here. Meanwhile, the college is also providing training and direct help to small businesses. “There are a number of programmes where we work with businesses on the ground to find out what their training needs are and what they need in terms of innovation. We can support small businesses with the likes of websites and IT systems and help them take advantage of Invest NI’s Innovation Voucher program and also the Knowledge Transfer Programmes.” Much of that work is carried out at the college’s cutting edge e3 building in Springvale, West Belfast, where a whole range of services are offered to business. But the college’s reach doesn’t stop there. It’s also setting up stall in both China and India, not just to attract students to Northern Ireland but also to teach in situ, with plans

to offer the likes of A-Level courses and much more (Belfast Met certainly has form in teaching that discipline, being the largest supplier of A-Level students in Northern Ireland to universities here). All this points to a dramatically changed “tech”. “The college used to be seen as somehow second best but we’ve blown that away. This is now a first choice and the best choice for a multitude of professions.” While there may be many different professions, the overarching goal is a simple one for Belfast Met. “What we’re offering is the enhancement of talent everywhere we find it,” Ms McGivern said. “I believe in the extraordinary people who live in Northern Ireland. We have great ingenuity, we’re courageous, we’re tenacious and we’ve come through difficult times and built peace which took huge levels of all those talents. “It’s our job to take that talent, enhance it and add to the success of this very small but vibrant region.” For more information visit www.belfastmet.ac.uk

ICT & TECHNOLOGY

iSmart: the rise of the smartphone Northern Ireland is becoming a nation of gadget lovers, writes Ofcom’s James Stinson

More smartphones, more tablets, better broadband and mobile phone coverage! If you like numbers, you’ll enjoy reading Ofcom’s Northern Ireland Communications Market Report.

The proportion of premises in areas with outdoor coverage from all four national 3G networks has increased by 20.2 percentage points to 82.1% from a year ago, driven by significant investment by the networks.

The report is brimming with stats on the takeup, availability and use of communications services right across the UK, from telecoms and post, through to radio and TV.

Meanwhile, the proportion of homes in Northern Ireland with outdoor 2G mobile coverage from all three national 2G networks increased by 10.7 percentage points to 91.7% in the year to June 2014.

But by far the most striking figures to come out of this year’s report are on the numbers of people in Northern Ireland using smartphones and tablet computers. More people now have smartphones (55%) than don’t, while nearly one in two homes in Northern Ireland (45%) have a tablet computer. These are startling when you consider that the iPad was only launched in 2010 and the smartphone, as we currently know it, isn’t much older. Just as significant are improvements we’ve noted in the region’s telecoms infrastructure.

But by far the most striking figures to come out of this year’s report are on the numbers of people in Northern Ireland using smartphones and tablet computers.

More people now have smartphones (55%) than don’t, while nearly one in two homes in Northern Ireland (45%) have a tablet computer.

95%, this compares with England (80%), Scotland (64%), and Wales (58%). The number of people able to receive superfast broadband services (>30Mbps) is lower than the 95% suggests because of the dispersed nature of housing, especially in rural areas. The further you live from a fibre enabled cabinet, the less likely you are to benefit from the higher speeds these are capable of delivering. But Northern Ireland is still ahead of other parts of the United Kingdom, a fact that was borne out by other recent Ofcom figures, which showed a sizable increase in average download speeds and a significant reduction in the number of premises receiving less than 2Mbps. Still, more needs to be done and especially in rural areas. The good news is that the UK government, the Stormont executive, and operators are investing further to ensure that the infrastructure is in place to help feed our growing desire to be online wherever we are.

The roll-out of 4G in Northern Ireland, which is already gathering pace, should improve the situation further, with Ofcom having placed a coverage obligation on O2 that its service must be available in 95% of premises in each of the UK nations, including Northern Ireland. The picture for fixed broadband networks in Northern Ireland is better still. The region has the highest availability of Next Generation Access networks (used to deliver superfast broadband) in the United Kingdom. At

SEPTEMBER 2014

PROFILE

Name: Alan Watts Experience: Co-founder of YELO Ltd Director of Halo, the NI business angel network.

A word from

The Wise How did you start out in business? Two of us were engineers in a company that failed. When a company goes bust, the government steps in and pays a minimum redundancy. So we took our £470 and decided to start on our own. Initially we hired a room with one chair and table and had to take it in turns to sit! However, we had good technical experience and were able to quickly get consultancy work which developed into a product line. What did you find the most challenging during your years in business? We were both engineers and were very good at the technical side. However, great technology is no use if you can’t market and sell it. So my biggest challenge was to re-train into sales and then to compete with some of the largest names in the business like Hewlett Packard and Marconi. Fortunately, I turned out to have a natural knack for this and the business prospered. After an aggressive rebranding to Yelo Ltd, we became very successful before eventually selling out to a Canadian PLC at what turned out to be the top of the market. How would you describe your management style? It’s no exaggeration to say that moving into sales changed my life. I’d describe my management style as ‘consensus’. I like to listen a lot, understand the needs of the team and then find a solution which is in their interest. This is very like the process of good selling – when you definitely cannot tell the customer what to do.

What would you change if you could go back and do it all again? Given the experience I now have in running Halo, the NI business angels, I think we could have been more aggressive and grown faster. We had an excellent mentor at the very early stages, but if we’d brought in more external expertise, we could have grown bigger and more quickly. We did, in fact, take business angel money to grow the company, however, with hindsight, we could have done more. Have you done it all on your own? No! I had the benefit of what eventually became two great business partners. They provided the technical and administration skills and collectively the three of us took some great decisions – or were very lucky, depending on your point of view. How would you like your business career to be remembered? We created long term, well paid jobs in Northern Ireland by innovating and selling technical equipment all over the world. Today Yelo Ltd is still doing very well, even though, or possibly because, I’m no longer involved. It is a world leader in its niche and even bought its main competitor. Since 2009 I’ve been in the NI Science Park and we’ve revived the Halo angels with over £8m invested (that’s £17m if you include the leveraged money this unlocked.) What piece of advice would you give the 20-year old you? “Alan, you always suspected that you were ‘unemployable’, well you are so just go for it and it will all work out for the best!”

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REVIEW

Business

Breakfast

By David Elliott

The column which doesn’t have time for lunch

umping into Susie Osborough in the not-too-shabby surroundings of the RAC club in London was the trigger for this month’s Business Breakfast, one which is focusing on her company Spectrum Group Travel. She runs the business in tandem with husband Andrew and, in keeping with the trend which this column is establishing, both are filled with boundless energy and enthusiasm for a sector of industry which is in their blood. Rather than the opulence of Mayfair, back when we were celebrating the Aer Lingus Viscount Awards, we instead chose to break eggs in the slightly more down to earth but no less worthy Homebird Café in Holywood, County Down, an establishment which is fast becoming the hangout for the movers and shakers of the local business world. In an effort to avoid yolk on the notes, the business of ordering and eating is quickly taken care of with Andrew and your scribbler plumping for the old faithful bacon and poached eggs and Susie enjoying the pancakes and maple syrup. Perfect sustenance for an intense grilling. Spectrum describes itself as a specialist hotel booking service for both business and leisure customers, a million miles away from the likes of a selfservice website or call centre. Service is how it sets itself apart, using its small team to make sure it tailors each

booking to specific requirements and shares global knowledge from its Bangor base. That knowledge is not picked up from the office, but instead from a lifetime of travelling by both Susie and Andrew in all corners of the globe. Lisburn-born Andrew is an ex hotel manager and has worked in Hong Kong and London, the latter as manager at the Brewery, one of the capital’s top conference venues. Susie was born in Singapore and has vast experience in the sales and marketing game, previously working for the Louis Vuitton/Moet Hennessey Group and for international designer Caroline Charles. Throughout their lives and their careers they have travelled extensively, meeting in 1989, marrying shortly after before moving back to Northern Ireland in 1994. In 2000 the couple bought Spectrum and have since grown it into one of the most respected hotel booking services, not just for companies in Northern Ireland but those across the UK. Initially the growth came from servicing government contracts through direct contracting with hotels “and then it just snowballed”, Susie said, pointing to a plethora of some of the biggest companies in Northern Ireland on Spectrum’s books. That’s been helped by close relationships with wholesalers. “We approached some of the largest wholesalers in the UK and thought that we, as a small company, would have been laughed out of the water but we weren’t

Andew & Susie Osborough

and now we are one of the biggest bookers for many of them,” Susie said. By being able to tap into six or seven wholesalers, Spectrum is able to find cheaper hotel prices than you would from booking directly and can search across a number of platforms rather than just the one offered by online channels. Also, if you book through Spectrum the rooms are prepaid, minimising expense claims and giving more control back to customers, said Andrew. “If people are travelling for business it can be difficult to have thousands of pounds on your credit card and have to wait a month to have it refunded,” he said. “We cut all that out.” Not only that but Spectrum vet the hotels, a more accurate measure than some spurious Tripadvisor reviews, and is also growing its bookings for private customers. It’s no wonder Susie and Andrew are so, busy and with that it’s time to brush off the breakfast crumbs and head back to the office to book some more travellers a place to stay.

Flags, firebombs & flashbacks

Executive Motoring

By Pat Burns