April – May 2012 leapmagazine.co.uk
The Leap of Faith One Step at a Time
Networking for the Nervous by Chris Liles Increase Viewer Engagement on YouTube by Oliver Lawer Turning a Hobby into a Business by Roy Barnes
Business Networking
Sponsored by
Exhibition Thursday April 26th 2012 Free Entry & Free Parking 2 Free Keynote Speeches Bar & Food Available
Jointly organised by . . .
Exhibitors . . . we have a few stand spaces left. Reserve your space now - call 01603 605530.
Top of the Terrace Norwich City Football Club Carrow Road, Norwich 10.00am - 4.00pm
GUEST SPEAKER Entrepreneur, Author, Columnist, Motivational Speaker and the UK’s top Sales Mentor...!
STEVE CLARKE www.all-about-business.co.uk
Business Networking
Exhibition WHAT IS IT? All About Business is a relaxed yet vibrant Business Exhibition, where many of the best local businesses display their products, skills and offers. Be part of it . . .
Official Opening Speaker, Steve Clarke Speaker, Steve Clarke Exhibition Closes
WHY VISIT?
EXHIBIT! This is a fantastic opportunity to promote your business, network and make profitable new leads at an established, well organised and very popular business event.
Stand spaces available at only £250. For availability & bookings call 01603 605530 or visit www.all-about-business.co.uk.
Free Entry • Free Parking • Bar & Food
THURSDAY APRIL 26 10am-4pm Top of the Terrace • Norwich City Football Club Sponsored by
leaflet design : www.aarlsen.co.uk
10.00am 11.00am 15.00pm 16.00pm
It’s a great chance to meet local businesses, make lucrative new contacts and enjoy relaxed networking. There’s no need to register and the event is entirely free - including entry, parking and two Keynote speeches.
SPEAKER : STEVE CLARKE Would you like more sales, more profits and better results in your business? We are thrilled to have Steve Clarke as our guest speaker. Steve is one of the UK’s leading experts on grassroots sales and marketing strategies. Not a theorist or a guru, but a doer. Steve is also a member of an elite team of business mentors chosen by The Entrepreneurs Business Academy. Steve lives by his mantra . . . “It’s your attitude that determines your altitude”.
Bookings & info : www.all-about-business.co.uk
LEAP magazine: contents
Sunshine for five minutes and then rain for the next five, spots of colour in the trees and flowerbeds in the city, and a longing to spend as much time outside as possible can only mean one thing – it’s April, and it’s a new tax year. The deadline for filing self-assessed tax forms isn’t until the end of January 2013, but this is a good time to reflect on how running your own business requires you to do so much more than just the thing you set out to do. This month, LEAP Magazine is looking at the seemingly small things you need to pay attention to, that would otherwise lose you money or business – is your computer
Page 6 Page 10 Page 12 Page 18 Page 20 Page 24 Page 30
Norwich Events Calendar All About Business REV ACTIVE Keeps on Growing REV ACTIVE: East Bilney Coachworks Norwich Textile Designer Wins £5000 Winner Katie Whitton Talks About Brainchild A Quick Guide to Reynard City
secure and backed up, are you being charged extra (or not enough) on your energy bill, have you got a plan for your pension? We also continue our presentation of organisations that can help develop a business, this time with Rev Active, a three-year package of free, confidential and impartial support for small and medium-sized enterprises along Norfolk’s A11 corridor, and Brainchild, a business ideas competition run by NUCA. As always, this magazine is a work in progress, so please send any feedback to hello@leapmagazine.co.uk.
Page 36 Page 42 Page 46 Page 52 Page 56 Page 64
Increase Viewer Engagement on YouTube Networking for the Nervous Turning a Hobby into a Business Computer Security: Protecting Your Business Is Your Business Energy Billing Correct? Could You Be Getting More from Your Pension? 5
LEAP magazine: calendar
» An Epic Netwalk 18th April 6pm, Epic Epic Studios used to be the old Anglia TV studios where Sale of the Century and Frank Skinner were filmed. Nowadays, Epic is a hub of activity, hosting incubator units for start up businesses, executive offices, edit suites, a sound booth, a radio station, 3 studios (one 50-60 seater auditorium, one small studio for interviews and an over 6000 sq feet blank canvas), full HD in all studios and audio / visual galleries fully set up with dressing rooms, hair and make-up.
» Office Drinks 19th April and 17th May 6:30pm to 9pm, Farmer Browns A bar and plenty of space to network. » Norwich Kitty Thursdays 5pm - 7:30pm, a different pub every week Free to attend for first timers, submit a 30word description for your introduction to the room. » NR3 Networking 27th April from 5:30pm, The Lord Rosebery Pub Drinks and informal chats.
Norwich
» All About Business 26th April from 10am Top of the Terrace, Carrow Road You want more clients, more sales and more profits? Yes? Then you’ve got to hear the “UK Sales Mentor” Steve Clarke.
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LEAP magazine: calendar
Âť REVMEC 26th April from 2pm, Hethel Engineering Centre REVMEC stands for Rural Enterprise Valley Manufacturing Excellence Club and, as part of the REV ACTIVE offering, is a quarterly meeting hosted by a business on the A11 corridor and themed so that it is of interest to the Manufacturing and Engineering businesses in the REV ACTIVE network. The theme of the meeting will be Apprenticeships and Training in Manufacturing and Engineering. Âť Norfolk New Biz 9th May 6:30pm to 9pm, Prospect House Sell yourself, sell your business No matter how good we are at what we choose to do in business we all have to find customers and persuade them to buy from us. We put time and effort into our marketing to get the attention of a potential customer but how do we turn an enquiry into a sale?
Norwich
» NWES Courses Ranging from introductory sessions about being self employed to book keeping and driving visitors to your website. » Working with the next generation 27th April “The Team Challenge” involving teams from a selection of Norfolk schools 14th June “Problem Solving” at Sewell Park College 11th and 12th July “Workwise” at Hellesdon High School MoCo Mentors are a select group of business people that bring real examples and experience to share with the students, adding real value to the learning. As a thank you for being a mentor, MoCo offers networking, social events and free access to training courses in return for your time.
Are you running a networking event? Featuring it in this calendar is free; just email the details to hello@leapmagazine.co.uk.
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LEAP magazine: exhibition
ALL ABOUT BUSINESS
The business to business ex connect small and medium
On 26th April 2012 the All About Business team are holding another free to attend business exhibition in the Top of the Terrace Lounge at Norwich City Football Club. This is the fifth exhibition held by All About Business, and has arisen from continued local demand, following what the organisers thought would be a one-off exhibition in 2009. Would more sales be useful to you? Steve Clarke, the guest speaker, is one of the UK’s leading experts on grassroots sales and marketing strategies. Not a theorist or a guru, but a doer, Steve is also a member of an elite team of business mentors chosen by The Entrepreneurs Business Academy. You can hear Steve speak at 11am and again at 3pm. There will also be a meet-up of Linkedin users at 1pm. www.leapmagazine.co.uk
xhibition designed to sized Norfolk businesses
Feel free to turn up at any time during the day from 10am to 4pm, but please do book via the website – it really is free to attend. There will be a bar and refreshments along with a networking area and exhibitors from local companies. For those wishing to rapidly raise their profile within the Norfolk business community there are a couple of stand spaces still available. Stands cost £250 (no vat); please book here. All About Business is a partnership between Sara and Chris Greenfield – The Best of Norwich, Martin Lake – FSB Mid Norfolk member, and Richard Kerrison - PIN network. We are delighted that this year’s exhibition is so kindly sponsored by Broadland District Council. 11
LEAP magazine: support
REV ACTIVE keeps on growing!
is a project part funded by the European Regional Development Fund (ERDF) that offers free, confidential and impartial support for small and mediumsized enterprises in and around Norfolk to help them cut their business costs and reduce their carbon emissions. REV ACTIVE provides systematic reviews of business premises and operations by experts and ‘hands on’ assistance – fullycosted business cases for change – identifying, quantifying and prioritising the various opportunities and their paybacks. Coupled with follow-on support and business grants, this eliminates many of the traditional barriers to business resource efficiency. www.leapmagazine.co.uk
Rev Active www.revactive.co.uk 01362 656808 info@revactive.co.uk
Achievements to date include: • Over 700 members joined the free REV ACTIVE business network • Over 250 businesses received a FREE onsite Environmental Review • £2,373,078 of annual cost savings were identified for businesses • 11,537 tonnes of annual carbon savings were identified for businesses • £122,604 of grants have been offered to businesses from the project The project's achievements to date have resulted in a 13
LEAP magazine: support
number of national awards including being shortlisted in the 2011 Environmental Excellence Awards and a prestigious gold Green Apple environment award.
It’s not too late!
We have worked with businesses from a wide range of sectors including manufacturing, food, printing, professional services and hospitality. You can see a number of examples
www.leapmagazine.co.uk
Rev Active www.revactive.co.uk 01362 656808 info@revactive.co.uk
of real local case studies on our website via video and pdf’s. Examples including Breckland Print, Bryan Turner Kitchen Furniture and Warren Services can been seen here. To see all the local case studies simply sign up online to become a member – it’s free and you can gain access to a range of products and services for the REV ACTIVE membership including:
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LEAP magazine: support
• REV Reviews Bespoke reviews of your business premises and operations, by impartial experts – fully-costed business cases for change – identifying, quantifying and prioritising the various opportunities and their paybacks, free for members. • REV Grants Following on from the review in the majority of cases we are able to provide grant funding for the implementation of the report findings, free for members. • REV Events Excellent opportunities to network and share best practice at our popular quarterly REV MEC events, free for members. • REV Money Through LloydsTSB you can apply for loan finance to fund the cost saving measures, free for members. • REV Buyer Benefit from the buying power of the UK’s largest www.leapmagazine.co.uk
Rev Active www.revactive.co.uk 01362 656808 info@revactive.co.uk
purchasing group, and receive discounted prices on thousands of products, free for members. • REV interns Save money and improve your operational efficiency with subsidised hands-on support from an environmental professional. • REV Telecoms A highly-competitive and professional telecoms service for REV ACTIVE members to significantly reduce costs quickly and then keep them low, free for members. • Magazine subscription discount Receive 3 months free trial and a 15% discount on subscriptions to the UK’s No.1 Climate Change and Sustainability magazine for business.
Don’t miss out, get in touch Please visit the website: www.revactive.co.uk and sign up. It’s free and will mean you get all the latest information on grants, case studies, offers and more. Or feel free to contact us at 01362 656808 or on info@revactive.co.uk. 17
LEAP magazine: support
REV ACTIVE: East Bilney Coachworks
Location: Norwich | Sector: Engineering Number of FTEs: 148 | Turnover: £7million
THE CHALLENGE East Bilney Coachworks is a family-run company that specialises in the repair and painting of vehicles. The biggest drain on resources is curing paintwork in LPG-powered ovens. Each car costs around £20 to process, equating to the consumption of 3,300 litres of LPG and emission of 256 tonnes of CO2e annually.
REV ACTIVE’S ROLE
Through an onsite review, the REV ACTIVE team were able to document key issues, evaluate cost savings associated with the paint-curing process and examine alternative technologies.
THE SOLUTION
The installation of a bespoke mobile spray oven replacing LPG www.leapmagazine.co.uk
Rev Active www.revactive.co.uk 01362 656808 info@revactive.co.uk
with infrared and UV paint-curing technologies significantly reduced operating costs and curing times. There are also additional benefits with decreased staff time and a reduction of vehicle movements by 80%.
THE BENEFITS
Mobile Spray Oven • Investment: £10,000 • Cost savings: £44,000 in fuel costs and £16,400 in staff labour time • Carbon savings: 35 tonnes • Payback in: 2 months “REV ACTIVE has enabled our business to be more efficient and the financial savings have been very significant.” 19
LEAP magazine: winning ideas
Norwich Textile Designer Wins £5000 Enterprise Competition Norwich student and Textile Designer Katie Whitton’s creates personalised fabrics that allow personal mementoes to be drawn then screen printed to make a unique fabric. Her idea won Brainchild 2012 – a “Dragons’ Den” style enterprise competition run by Norwich University College of the Arts (NUCA). The competition, now in its fourth year, provides a series of workshops on professional business skills to NUCA students and recent alumni, before inviting them to submit their business ideas for judgment by a panel of business mentors. Katie, a 2nd year BA Textiles student at NUCA was one of six applicants shortlisted from a number of entries into the competition to pitch to the panel. Originally from Cambridge, Katie will use the fabric to make cushions, aprons, tea towels and other items that can be given as a wedding gift or present www.leapmagazine.co.uk
Norwich University College of the Arts is an independent higher education institution within the University sector that carries a 165-year history. The University College has a reputation of excellence, and attracts students regionally, nationally and internationally. The University College’s mission is to be a centre of excellence for creativity, learning and enterprise, fostering new talent for the creative industries and contributing to economic and social development. www.nuca.ac.uk
for another special occasion or can be bought by the metre. Katie’s prize consists of £1000 cash to help her develop her business and dedicated mentoring from each of the competition’s mentors valued at £4000 including a year’s free membership to networking organisation Norfolk Network, one of the sponsors of the competition. Other sponsors are: chartered accountants Lovewell Blake, Farrows design agency, web design agency Selesti and solicitors Steeles Law. Also joining the panel of judges was last year’s winner Sue Foster who could offer students entering this year’s competition the benefit of her experience of taking part in the competition and how winning has helped her to develop her own business. Chair of the judging panel Bev Hurley, founder of Norfolk Network, announced the winner in a ceremony held in 21
LEAP magazine: winning ideas
NUCA’s Duke Street Building Foyer on Wednesday 21st March. She said: “We’re always impressed with the creative talent and imaginative proposals that are presented to us during the Brainchild competition. This year we felt that there were some really good ideas pitched to the panel that all have business potential but Katie’s idea stood out as being ready to take to market. I hope the other contestants will learn from the experience, go away and work on their ideas and re-enter next year.” Katie also plans to expand her business by creating a series of items using a non-personalized fabric which could consist of iconic buildings and places relating to a particular city. She is currently working on a design for Norwich which she hopes could be sold to tourists visiting the city. Katie explains: “There are two elements of my business, the personalized fabrics which may include places, objects, people and anything else that the client wishes and non-personalised fabrics to appeal to the same market as a gift to reminisce on a time in a certain city, holiday or honeymoon but could also be sold through gift shops, at special events and other tourist outlets.” www.leapmagazine.co.uk
Prof John Last, Principal at NUCA, comments: “I am impressed by the standard of business ideas from students entering the competition this year and I am encouraged to see entries from across all year groups at the University College, especially from first year students. We are extremely grateful for the time and support our sponsors give to the competition and to students in creating business ideas which will have a strong chance of success in the creative industries.� 23
LEAP magazine: winning ideas
Katie Whitton: BRAINCHILD I am a 2nd year textile student who especially enjoys drawing and screen printing. Travel inspires my work and my business idea originated when I was on a drawing course in Spain. I began to really enjoy drawing the beautiful buildings in the AndalucĂa area. I wanted to continue this style of drawing when I returned home so I began drawing buildings from photos of previous trips and also the buildings around me. I then began to piece www.leapmagazine.co.uk
Katie Whitton katie_whitton@msn.com
the drawings together to create fictional cities compiled from drawings of places that were important to me. From here I thought about making personalised fabrics for other people and to include other elements such as food, people and animals which may be significant to the client. After some reflection I came to the conclusion that a website would be important, as this is where people would upload their images, choose their colours, fabric and end product. I will be offering bags, cushions, aprons, scarfs and fabric by the metre. I will also be offering a range of products depicting cities including Norwich, Cambridge, London and Edinburgh. When I entered the competition I had to fill out an application form of about 300 words including information on my idea, my chosen market and financial plans. When I was shortlisted I was given feedback on which areas needed improving. This really helped me when putting together my presentation. 25
LEAP magazine: winning ideas
Now I have taken on board the suggestions of the sponsors to further develop my idea. I am in the process of designing the city fabrics and I am looking forward to working with the mentors to help me set up my business. I have a number of ideas that I wish to pursue. I think that these personalised products would make a unique keepsake gift for any special occasion. However, I hope to sell my www.leapmagazine.co.uk
Katie Whitton katie_whitton@msn.com
personalised products within the wedding industry, perhaps at wedding fairs. My city fabrics will be aimed at the tourist market and I would also like to make fabrics for events such as the Jubilee and the Olympics. I thought that the Brainchild lectures were really helpful and I would encourage anyone at NUCA to attend, even if you do not have a business idea. The advice they give is extremely 27
LEAP magazine: winning ideas
beneficial even if you do not use it right away. I found the session in which we were offered one to one support from the mentors really useful as the mentors encouraged me and gave me the confidence to enter. For me their advice was invaluable so I would recommend that anyone thinking of entering the competition should sign up with each of the mentors when the opportunity arises. I am also very grateful to my tutors, especially Jill Rodgers, for their support in helping me develop my ideas. I am glad that I entered in my second year as I will be able to benefit from the knowledge and support of the staff for a further year. The most important thing I learned was to have a go, as I was uncertain as to whether to enter the competition until encouraged by the mentors. I was on a two week placement at Zandra Rhodes when I was shortlisted, so I had to work to a tight schedule to organise my boards and my presentation but that only served to make the event all the more memorable for me. The presentation evening was exciting and I am really delighted to have won. Now I am looking forward to working with the mentors to launch my business. www.leapmagazine.co.uk
Katie Whitton katie_whitton@msn.com
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LEAP magazine: local business
A quick guide to
Some things stay with you. That bit in Willy Wonka and the Chocolate Factory when you see that snake and the psychedelic flashing lights. The first time I saw Jurassic Park in the cinema. Thankfully one good thing that stayed with me was the idea of foxes that are also superheroes. It was something that seemed to attract inspiration like a magnet. This included the colour and rushing speed of Sonic The Hedgehog, the cheekiness and swashbuckling of Disney’s Robin Hood and cartoons as varied as Earthworm Jim, Samurai Pizza Cats and Teenage Mutant Ninja Turtles. It’s how Reynard City got started and, as more people got www.leapmagazine.co.uk
Reynard City by Rob Turner Polycomical www.reynardcity.com will2000uk@yahoo.com 07769 686 050 @ReynardCity
involved, they all brought their particular influences, enriching the stories with their various contributions. The plot is relatively simple and probably familiar to people who watched anthromorphic cartoons in the Nineties. Three superhero foxes come to Earth to stop an evil robot fox and his villainous cronies from taking over. The twist is in the nature of the stories and the lead characters. The heroes take on a variety of bizarre villains. These include Warp King, the eccentric cross between Sgt Bilko, Willy Wonka and The Terminator who is in charge of the gateway to all dimensions. There’s also Caramel Girl, a 31
LEAP magazine: business ideas
One of the main AK Girl, a psychic proclaimed saviou Her weakness is th on contact with ca friend is Wonderv beauty queen with Her boyfriend is H son of the gangste created the evil M
disgruntled former caterer who has vowed revenge on the world. Other villains include the mischievous Humiliator, the alluring Temptress and blue metallic squirrel (and fanwww.leapmagazine.co.uk
by Rob Turner Polycomical www.reynardcity.com will2000uk@yahoo.com 07769 686 050 @ReynardCity
favourite) Squirmy. All of the issues are available for free via the website (www.reynardcity.com). n characters is As well as being able to download them c vixen and self via computer you can also do so with your ur of the universe. smart phone. In both cases instructions are hat she inflates available on the site and the webmaster aramel. Her best has his email details on there if you have vixen, a former any problems! h a dark secret. In terms of the business model — we Hyper Rob, the operate on a sponsorship sharing basis. er overlord who Occasionally we do commission work but Mega Fox. we have to be careful as there is a limit to what we can afford. We try to be as fair as possible and to get the most from the budget we have. We also aim to assist our artists as much as possible. If they want a reference for their work all they have to do is ask. If they have their own comic that they want to promote then we are happy to promote it. The attitude always is that if we benefit then everyone should benefit. 33
LEAP magazine: business ideas
Our sponsorship packages have also been created with other businesses in mind and to assist them as much as possible. We offer a package that includes a one page advert in the comic itself, a partner link on the website and inclusion in our promotional material (that has been distributed everywhere from Norwich to Arizona and events as varied
www.leapmagazine.co.uk
by Rob Turner Polycomical www.reynardcity.com will2000uk@yahoo.com 07769 686 050 @ReynardCity
as the Norwich Sci Fi convention and the Edinburgh Fringe Festival). We have been fortunate to work with some fantastic people and have met some inspirational business people along the way. If all goes to plan we hope to one day repay the faith people have shown in us.
35
LEAP magazine: video
Increase viewer engagement on
I think most of us now know the power of video for business and the positive impact it can have. More importantly, the return on investment a strategically designed video campaign can have. However, you don’t hear much about video engagement. For starters, what does “video engagement” even mean? When you post a video on YouTube, almost every conceivable statistic is gathered about your video. Taking it a step further, if you run an Adwords (promotional) campaign, you can even track the number of people that clicked through to your website from the video. www.leapmagazine.co.uk
by Oliver Lawer OPL Productions www.oplproductions.co.uk sales@oplproductions.co.uk 01603 603 958 @filmolly
One of the most valuable statistics offered by YouTube analytics is “Audience Retention”. It’s valuable because aside from Views, which can give you a distorted picture of how your video is performing, “Audience Retention” can show you what percentage of those watching reach the end. Even more specifically, it can show you: • What percentage of people reach what point on a second by second basis • If and where people scrub back in the timeline and rewatch parts 37
LEAP magazine: video
“Audience Retention” is a great tool for being able to give you feedback on what parts of your video people are watching and rewatching or if they are even getting that far at all. One of the beauties of the “Audience Retention” tool is that you can view “Relative Performance” and see in real time how your video is performing in the broader sense.
The picture above shows the “Relative Audience Retention” from an animation we produced for www.bluebutterfly.co.uk – you can see the film on their website. As you can see, the content is far more engaging than the average content on YouTube. www.leapmagazine.co.uk
by Oliver Lawer OPL Productions www.oplproductions.co.uk sales@oplproductions.co.uk 01603 603 958 @filmolly
Here is the “Relative Audience Retention” stats from a series of How To Network videos we produced for Rob Brown. You can view them here. Again, very high engagement all the way though to the end. Both these videos have a high CTR (click through rate to their websites). Producing engaging content is a case of thinking strategically about what you are delivering and often means creating several targeted videos, rather than one long one. Not all videos are equal. Historically production companies have tended to produce long, yet professional content, but often it’s not very engaging for today’s impatient video viewer. 39
LEAP magazine: video
We have in the past too. Here are the “Relative Audience Retention” statistics for a video we produced for Igennus a few years ago (you can view the video here). We have had some great feedback on this video and as you will see from the comments, it quite possibility changed someone’s life.
However, over time we’ve discovered these type of videos tend to not perform as well and are not as engaging for today’s viewers. Not to mention that YouTube have changed their algorithm to now favour longer watched videos. The way people consume and demand content online has been changing and to engage your audience, you need to approach video production differently. www.leapmagazine.co.uk
by Oliver Lawer OPL Productions www.oplproductions.co.uk sales@oplproductions.co.uk 01603 603 958 @filmolly
Whether you are producing your own content or hiring a professional firm, it is a really good idea to think about the following: • Think if the video is trying to be too broad and cover too many topics and too many different types of audiences. • Can the subject be separated into different videos and put in a playlist? Use annotations to drive commitment to watch further videos. • Look at the audience retention of previous videos and see how they are performing – are people not getting to the important parts? Are they re-watching any sections? • If you hire a firm, ask them to show you “Audience Retention” figures before you hand over any money. And don’t forget, make sure you label your video effectively, write a good description using keywords and “tags”. 41
LEAP magazine: networking
Networking for the Nervous
Enter a crowded room? Talk to strangers? Mix with unknown businesses? Talk about yourself? How would you feel? Are we talking “sphincter moments” for you? For me it is Heaven since I love seeking-out new friends that I haven’t yet met. You may now want me to swig my medication, tighten the straps on my jacket and return to my padded room! Well, to recover your perception of my sanity, here are Ten Top Tips to help you to also network easily and with confidence: 1. Seek an invitation – from www.leapmagazine.co.uk
Chris Liles mentors small but growing businesses and especially helps people boost relationships with colleagues, staff, bosses, suppliers, prospects or customers. Refer: www.liles.co.uk then make contact via: chris@liles.co.uk or 07885 25 35 25
someone in your target network who can be there to meet you to help you integrate faster and more gently via introductions. 2. Personal presentation – consider the environment e.g. business suit or jacket and trousers, tie or smart casual? Ask your sponsor so you can prepare and feel confident as you enter the room. 3. Use breath fresheners – I have met people who could fell an ox at 50 paces with their breath and I curtail my networking with them at the earliest opportunity. 4. Wear a badge – but not just your business card in a holder, make the characters of a size that can be read comfortably from a metre away e.g. 5-8mm, say Font size 20. People will browse adjacent groups, viewing from a distance and you may be just the person they are 43
LEAP magazine: networking
looking for. My badge simply says “Chris Liles – Business Relationships Mentor. This is enough for people to say “What does a Business Relationships Mentor do then, Chris?” Do not prepare an excellent badge then pin it to your waist! Although I know a few vertically challenged people, most have their eyes around the level of my own, so I pin/ clip my badge at collar level. 5. Be prepared, when you are asked what you do, www.leapmagazine.co.uk
have a prepared phrase to get the conversation off to a flying start. In my case “I can boost your confidence in communicating with colleagues, staff, bosses, customers, prospects or suppliers”. That is enough for them to decide if they want to know more. If the response is negligible: 6. Ask open questions e.g. “What line of business are you in?” ... “What does that entail?” 7. Remember names – take
by Chris Liles Business Relationship Mentor www.liles.co.uk chris@liles.co.uk 07885 25 35 25
their card, repeat their name whilst you are looking at them, to help it lodge in your sub-conscious e.g. “Hello Kate, so what does being a Duchess entail?” 8. Arrive early so that (a) you can familiarise yourself with the environment at leisure (b) meet similarly keen networkers with whom you already have punctuality in common to chat about. 9. Leave late since sometimes people who were distracted by others during the session will say “Oh I’m glad you’re still here, I’m keen to speak with you”. 10. Record all names, trades and personal details on your database to help you remember them when you revisit that network. People will be amazed and impressed by your ‘memory’. Simple enough right? Notice there is a fair degree of preparation involved. Lack of such is often what creates Nervous Networkers. Do your research and preparation, be early, relaxed, suitably dressed and confidence will carry you through. Now you only need to overcome prevarication don’t you? OK then, remember “Today is Yesterday’s Tomorrow”. Don’t put it off, network now and grow your business in one of the best ways possible. 45
LEAP magazine: business ideas
Turning a Hobby There you are, enjoying your hobby, whether it is DIY, photography, knitting or whatever, and someone says to you “You’re really good at that, you should start your own business and do it professionally”. That’s enough to generate several sleepless nights pondering the “What if?”. That was what happened to me ten or more years ago www.leapmagazine.co.uk
Roy Barnes is a photographer who specialises in people photography (weddings, portraits and commercial). For more information see www.roybarnes.co.uk blog: roybarnesphoto.wordpress.com email: mail@roybarnes.co.uk, tel: 01953 601564
into a Business when I took some photographs at a friend’s daughter’s wedding. Some friends said “Your photos were better than the professional’s photos.” It created in me the desire to earn a living from something I love doing. It took five years to get into a position to start charging properly for my “hobby”, and several more years before 47
LEAP magazine: business ideas
it became profitable. If I knew then what I know now, would I have taken the plunge? Probably, as I would have the foreknowledge to avoid the mistakes I’ve made :-) This article is the first in a series which will help people thinking about starting their own business to decide whether to take the plunge or not, and what pitfalls may come their way. Do this – ask yourself the following 6 questions, answer honestly and then decide whether you still want to, or more pertinently, are capable of, running your own business.
Six Questions to Ask Yourself Do I believe the hype my family and friends are telling me about my products or services? Your family and friends want to be encouraging to you and may not give you objective opinions. Do some market research with people who may buy your services or products and get them to give you some honest feedback. www.leapmagazine.co.uk
by Roy Barnes Photographer www.roybarnes.co.uk mail@roybarnes.co.uk 01953 601564 roybarnesphoto.wordpress.com
Am I offering a service or products that people need or do I need to create a desire in people to buy? People will always need plumbers, electricians or even undertakers! Careers springing from creative hobbies may not deliver necessities and, in a slow economy, may struggle to tempt customers. Ask yourself, “How will I separate people from their money to buy what I am offering?� Assuming I am able to sell, can I generate enough income to live off? Is what you are selling of such high quality you can charge a premium or can you produce and sell the volumes needed for a lower priced product? For example, if you are selling hand made 49
LEAP magazine: business ideas
cards, how many thousands do you need to produce to make the requisite profit? Have I got the skills to perform the tasks necessary to launch a new business? It is likely 20% or less of your time will be spent doing what you like. The rest of the time will be taken up with sales, marketing, book keeping, sourcing suppliers, creating and updating a web site, complying with legislation and financial management. Do you have those skills or can you www.leapmagazine.co.uk
by Roy Barnes Photographer www.roybarnes.co.uk mail@roybarnes.co.uk 01953 601564 roybarnesphoto.wordpress.com
acquire them? Remember that there are many free training opportunities. Do you need further training or certification to operate your chosen business? Can I find people to help me during start-up? Am I able to work with family members? Family businesses are often a challenge – particularly separating work from family life. Have I got access to capital to keep me going until I start turning a profit? It is very unusual for a business to start earning money and making profit in the first couple of years due to start-up costs and the time taken to generate a customer base. Don’t underestimate the amount of money it will take to market your services or products and set up costs can often run away. If, after answering these questions, you feel like you could still make a go of it and are happy you can develop a strategy for dealing with the issues you’ve identified, then maybe you need to get the ball rolling. In the next article, we will cover some of the practicalities of launching a new business, based on our experiences. 51
LEAP magazine: computer security
Protecting Your Business Given that every day thousands of new viruses are unleashed on the internet you would be forgiven thinking that the only way to keep your computer safe is to avoid the internet and emails altogether. Malware (viruses, worms, Trojans etc) can cause serious disruption to your business and loss of essential data. Fortunately, most modern security software will keep malware at bay. And regular back-ups will minimise data loss.
Who creates this malware?
It is estimated that around 70% of all viruses originate from China while Eastern Europe also hosts plenty of ‘factories’. However, most countries can boast computer whizz-kids who use their skills to upset the rest of us. www.leapmagazine.co.uk
Mark Ryde Inspire Anglia Computing & Accounting Services 01508 491627 info@inspireanglia.com
Why is malware released? The purposes of malware range from devilment to criminal gain. A good number of them are simply designed to cause disruption and inconvenience by making your computer slow, unusable, inflicting permanent damage or deleting your files. Their creators perhaps need to ‘get out a bit more’. At the other end of the spectrum are the criminals who release programs with aims which vary from getting you to pay for useless software to, in extreme circumstances, stealing your bank account, credit card and other confidential details including your online username and passwords. 53
LEAP magazine: computer security
So how do we protect ourselves from these villains? Malware often gets onto your PC when a rogue email (spam) or attachment is opened, or an infected web page is opened. Therefore, the first line of defence, and perhaps the most important, is in your head. If you receive an email from a stranger or an unexpected one with an attachment from your Auntie Flo in Neasden be very suspicious. If it doesn’t look right don’t open it, just delete it. Also infected CDs, memory sticks or floppy discs (some people are still using them) can be the source of problems. So if anyone gives you one of these make sure you scan them with your anti-virus program before opening them up on your PC. Security software should be installed on all PCs and networks. This has two main components – the firewall and the anti-virus program. The firewall, as the name suggests, acts as a barrier to prevent nasties coming down from the internet, while the anti-virus springs into action to deal with any malware that manages to breach the firewall. There are many security suites such as Kaspersky, Norton www.leapmagazine.co.uk
Mark Ryde Inspire Anglia Computing & Accounting Services 01508 491627 info@inspireanglia.com
and McAfee which can be purchased. However, for small businesses with non-networked stand-alone PCs there are some very effective free anti-virus programs, including Microsoft Security Essentials, AVG and Avast, which can be downloaded free from the web. Conveniently, Windows Vista and Windows 7 have sufficiently robust firewalls for most people’s purposes which can be used in conjunction with a free anti-virus. However, even the most careful of us will fall prey to computer malware on occasions. Fortunately, in the vast majority of cases the damage caused by infections can be remedied, though sometimes specialist help is required. Finally, I have not mentioned Apple or Mac computers as almost all malware is produced for Windows PCs. This is because potential victims are more likely to own a PC rather than a Mac, and PCs dominate in the countries where most malware originates. Therefore Macs have traditionally been immune from infections, a compensation for their much higher prices. However, lately a few Mac users have experienced malware problems. I was first asked to remove a virus from a Mac in 2010. 55
LEAP magazine: utilities
How Do You Know Your Business Energy Billing Is Correct? This is the first of several articles to help businesses of all sizes understand their energy billing. Energy billing should be a relatively simple process but it most certainly isn’t. If you stop anybody in the street and ask if they (or anyone they know) has had a bad experience with their energy supplier, the answer is almost certainly ‘Yes’. This series will help businesses understand some of the processes and more importantly help them to defend themselves by being more proactive by taking the battle to the energy supplier. www.leapmagazine.co.uk
So how do you know your business energy billing is correct? Well, the simple answer is you probably don’t. Here are some simple steps to check yourself. Energy suppliers make their billing more complicated than it needs to be. Businesses can struggle to understand the terminology, the format and indeed the consequences of billing raised by energy suppliers.
by Simon Binks Cost Centre Services Ltd www.CostCentreServices.com Independent Energy Consultants Simon.Binks@CostCentreServices.com 0845 450 1446
Of course, almost everyone has heard of a business or residential property which hasn’t been billed for months or even years — they face a big problem to start with. • Where do you go? • How do you find out who your supplier is? • Should you actually make the effort because you may get away without paying any bills? • What do you do when moving into a business property? The answer is that you should make every effort to identify your energy supplier, so if it’s electricity in the East Anglia region try calling 0845 601 5467, and if it’s gas, call 0870 608 1524. So, let’s assume you have your bill, what next? You need to identify the supply number (the electricity cable or gas pipe coming into your property). This will always be provided 57
LEAP magazine: utilities
and have a unique number, but there may be more than one meter attached (to the supply) so this is the first of our checks. Make sure that there are no other meters in your property. Obviously there will always be an electricity meter, and possibly a natural gas meter. But are there any others? In multiple occupancy buildings like terraced buildings, or large buildings arranged over several floors or several spaces, it’s common to have more than one occupier and consequently, more than one meter. Another example is in trading units where walls have been taken down / put up to expand or contract a business. Now, you must physically identify your meter from the meter serial number given on your bill. Do they match? Are the numbers exactly the same? Are you positive that this meter supplies your property (and not another)? In the property examples given above it may be worth checking – especially in basements or under stairs environments where it’s not obvious. You can check yourself by first observing how fast the meter consumes electricity (watch the dial speed) and then flicking off for example the www.leapmagazine.co.uk
by Simon Binks Cost Centre Services Ltd www.CostCentreServices.com Independent Energy Consultants Simon.Binks@CostCentreServices.com 0845 450 1446
lighting circuits and / or equipment consuming significant energy. Be careful that you do not interfere with socket circuits or those linked to alarms or servers etc. If you don’t know or understand this side of things, and if it’s a real concern, then ask your electrician to check: it’s a simple procedure and you could be paying another business’ bill! Once your meter is identified, affix a label to show it belongs to your business. If you proved that the meter belongs to another business, then you should contact an independent energy consultant able to deal with this issue. Finally, while looking at the meter, count how many digits are displayed on the meter. There are several types of meters ranging from older ones that display a number of dials, to a straight readout like a car’s milometer and finally the electronic type, where you have to depress a button a number of times to obtain a series of data. This is not an easy subject to explain due to the variety of meters installed over the years so what follows is a generalisation. The purpose here is to count (where possible), the number of 59
LEAP magazine: utilities
digits capable of registering consumption. For example it could have 5 or 6 digits before the decimal point (normally there are 2 digits after the decimal point – which you can ignore). This means, that if your energy supplier thinks you have a 5-rate meter and is billing you accordingly, and you actually have a 6-rate meter, you are being under billed by a factor of 10. Another obvious clue is the amount you are being billed – does it seem realistic? For example, If you are being charged £87 a month for electricity, does that seem realistic? In the example above, it should be www.leapmagazine.co.uk
£870 a month. As extreme as this appears it happens regularly and our assistance is often called upon (see further below). There is a move to try and encourage energy suppliers to restrict their backdated billing, and this is having some success. It’s crucial you look at your electricity meter, because the national database used by energy suppliers is riddled with mistakes and many businesses are suddenly delivered demands for thousands of pounds. Data on electricity meters is particularly suspect here. For example we have
by Simon Binks Cost Centre Services Ltd www.CostCentreServices.com Independent Energy Consultants Simon.Binks@CostCentreServices.com 0845 450 1446
helped a butcher in Bradford settle a £38,000 backdated demand, a scientific company in Durham with a £46,000 backdated demand and there are many examples. For years – energy suppliers can go back 6 years to make backdated claims – businesses may have been underbilled so a real note of caution is sounded here. If you think you may have been underbilled, then you should seek proper help from an independent energy consultant able to deal with this issue. Finally, one more check on the electricity meter is necessary if you are a relatively heavy user of electricity driving such things as a plant, manufacturing equipment, compressors or lighting. Look at the electricity meter and see if it displays a large X followed by a number (such as X10). There will be a plate or some such fixing (so it can’t fall off), or it may even be displayed on the meter face.
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LEAP magazine: utilities
This is called a “Factor” or a “Multiplier” and basically is a geared meter designed to slow down its rotation speed. Imagine a meter in a factory spinning round because of heavy energy consumption – it would soon wear out – so it’s ‘geared’ to a multiplier of (say) X10, meaning one rotation is actually equivalent to ten rotations. Now go and check your bill to see if it displays the same number against the number of kWh units consumed. If the X numbers match, there isn’t a problem. If they don’t match or one is missing (off the meter or the bill) then you need to seek immediate independent advice. The gas meter is configured in either metric units (newer meters) or imperial units (older meters). Note a gas ‘unit’ does not equate to a kWh as the electricity meter does. So, check that the right conversion calculation marries up with the type of meter you have. Energy suppliers generally provide the calculation for converting the number of units into kWhs on the bill, but fail to tell you if you have a metric or imperial meter! So the wrong conversion calculation could be used. Since it could mean the difference of the units being multiplied by (roughly) 11 or 33, it sure makes a difference! To be continued in the next issue.
by Simon Binks Cost Centre Services Ltd www.CostCentreServices.com Independent Energy Consultants Simon.Binks@CostCentreServices.com 0845 450 1446
Cost Centre Services (CCS) is a client focused energy procurement and carbon reduction consultancy, with proven experience in helping clients develop efficient energy strategies to reduce both costs and carbon footprint. CCS was founded in 2000 and now operates 12 licensed offices in the UK, assisting clients on a nationwide basis.CCS is totally independent and provides clients with logical, clear and analytical solutions. Our bespoke software application completely manages procurement cycles - helping businesses find the best value energy suppliers - and we stay alongside our clients, giving support and advice. We believe in “Active Management� - always searching new ways to achieve savings and promote accuracy. We have a 100% success record in disputes with energy suppliers on behalf of clients.
www.CostCentreServices.com
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LEAP magazine: finance
Could you be getting more from your pension?
Retirement is an enticing idea, isn’t it? Being able to do exactly what you like every day and never having to go to work; it’s like being on a 20 or 30 year holiday! Of course, there’s one snag. You should be thinking about starting to save for that “holiday” now. It’s recently been estimated that one in six of us will live until we’re 100 (Source: Daily Telegraph, December 2010), which means you run a serious risk of outliving your savings. So, if you haven’t already found a secure way to provide www.leapmagazine.co.uk
by Andrew Milne Anglian Wealth Management www.sjpp.co.uk/anglianwm andrew.milne@sjpp.co.uk 01603 752500
For a limited time only, Anglian Wealth Management are offering free of charge pension reviews. So, if you’d like to make sure you’re getting the most from your existing pension or you’d like to discuss what other options are available to you, get in touch today.
for your future, you really need to take action soon, which is easy to forget when you work for yourself and your monthly income is variable. The earlier you make a start, the easier it is to create the lifestyle you want when you finally give up work.
How much do you need to fund your retirement? The simplest way to find out what you’ll need to fund your 65
LEAP magazine: finance
retirement years is to work out your magic number. Estimate what monthly income you’d need if you were to retire at the age of 65; taking into account your estimated living costs and allowing for inflation. Then, multiply this figure by 25 to get your magic number: the retirement fund you’ll need based on current annuity rates.
Pensions made simple! Sounds complicated doesn’t it?! If you haven’t already got a pension, where do you start? If you do have one, how can you be sure it’s right for you? And what if you’ve got more than one? Can you consolidate them? Well, that’s where an independent adviser can help. Whatever your stage of life, it’s important to get professional advice on your pension needs. A specialist retirement planning adviser will help you plan for your retirement and give you a better understanding of all the available options. Anglian Wealth Management will work with you to ensure you’re getting the best from your existing pension and that your future is secure. www.leapmagazine.co.uk
by Andrew Milne Anglian Wealth Management www.sjpp.co.uk/anglianwm andrew.milne@sjpp.co.uk 01603 752500
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