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Half of Hiring Managers Expect Demand for Tech Professionals to Rise in 2017 | Profitero Accelerates Hiring to Meet Demand for Its Ecommerce

Best Risk Analytics Technology Provider

Delivering Enterprise Analytics Solutions for Today’s Financial Markets - Page 14

Digitisation of Tax ‘Harder on Small Businesses’ Page 10

Personal Legal Service DAO NGUYEN Page 33

Apprentice Winner Changing Lives HYPER RECRUITMENT SOLUTIONS Page 42

TYLER TIPSTM Your Essential Guide to Building a Profitable, Sustainable Business in Today's Marketplace


Corporate Vision l November 2016









Editor’s Note Welcome to the November edition of Corporate Vision Magazine. In this issue, Ricky Martin, winner of the BBC's 'The Apprentice' in 2012, talks to us about how his company Hyper Recruitment Solutions has gone from strength to strength in the recruitment industry. Over the next 12 months, the firm aims to achieve revenue of £10 million. The software and technology industry continues to be a hugely successful sector with many companies showing us how they stand out from their competitors. One example, OCSL have undergone a re-brand. The company supports corporate and public sector clients with world-class IT products. In addition, Richard Tyler gives Corporate Vision readers an essential guide to building a profitable, sustainable business in today's marketplace, and we highlight all the latest corporate news and developments, as well as the latest deals. We hope you enjoy this issue. Matt Lewis, Editor Phone: +44 (0) 203 725 6842 Email: Website:

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Inside this Issue New







44. Winners' Directory Corporate Vision November 2016 l 3


Half of Hiring Managers Expect Demand for Tech Professionals to Rise in 2017 • 47% of hiring managers in IT expect demand to hire more in 2017 than they did in 2016. • Cyber security professionals will be most sought after with 54% of employer planning to hire specialists in this area. recent survey from specialist recruiter Robert Walters and leading British job board Jobsite has found that 47% of managers in technology expect to increase hiring in 2017. The ‘Technology & Recruitment – The Landscape for 2017’ campaign surveyed over 700 senior technology professionals from across the UK to gain insights into how demand for tech specialists will develop in 2017, the challenges employers will face and what strategies they can use to attract top talent.


Cyber security is expected to account for much of the hiring in technology in 2017, with 54% of managers saying that they will be recruiting for positions in this area. In light of high profile breaches in data at security at major firms in 2015, IT security has become a growing priority, driving demand for specialists to fill in-house roles at large companies and to work with start-ups specialising in data protection and information security. Ahsan Iqbal, Associate Director for technology recruitment at Robert Walters comments, “specialists in cyber security have been highly sought after by employers over the past year and this trend is set to continue into 2017. With a limited supply of candidates with the required skills, competition will be high among employers to secure the best candidates.” More Than a Third of Employers Plan to Recruit Bi and Data Management Professionals Business intelligence and Big Data experts can also expect to see high demand for their skills in 2017, with 36% of hiring managers planning to recruit specialists in these areas.

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As employers become increasingly aware of the valuable market insights and ROI sophisticated data analytics can offer, demand for professionals specialising in this field is set to continue growing. Lee Allen, Sales Director for Jobsite comments, “as businesses look to increase market share and drive cost efficiencies, analysis of external and internal data is becoming more and more prominent. Demand for BI and Big Data specialists is particularly high from employers in fields such as FMCG, media, automotive and manufacturing, with employers competing to secure top talent.” Competitive Strategies Vital to Attracting and Retaining Talented Technology Professionals 69% of senior technology professionals said that offering candidates flexible working options is an effective strategy to ensure staff retention. Hiring managers also emphasised that considering the long-term ambitions of staff and clearly communicating the opportunities for career development is important (54%), as is providing training to demonstrate this commitment (53%). Ahsan Iqbal continues, saying “competitive salaries will be essential to attract the best candidates, but employers shouldn’t underestimate the importance of other policies such as flexible hours, the option to work remotely and the potential for long term career development.”


Profitero Accelerates Hiring to Meet Demand for Its Ecommerce Analytics Solution To support rapid growth, Profitero also strengthens experienced leadership team, adding ecommerce veterans Daniel King, president and COO, and Matt Tuel, CFO.

commerce analytics company Profitero is strategically expanding its team of ecommerce professionals in key markets to meet growing demand from retailers and brands. For the company’s more than 70 multinational brands and retailers, having FMCG analysts and support teams on the ground with deep local-market knowledge is an increasing priority.


Matt Tuel is responsible for Profitero’s financial performance. He has extensive experience building and scaling financial operations at venture-backed technology companies, most recently at Logentries. Profitero announced record sales last quarter, driven by rapidly growing demand for ecommerce analytics.

Profitero’s proprietary technology monitors more than 300 million products on 4,000 websites that reach consumers across 40 countries. To support the increasing demand for ecommerce analytics, the company now employs more than 160 employees worldwide, also recently opening new offices in the UK and France.

About Profitero Profitero monitors what shoppers see and buy online, actively tracking more than 300 million products across 40 countries for global consumer brands and retailers. Real-time ecommerce analytics, insights and strategic recommendations pinpoint how to improve daily performance across your sales channels.

“Profitero is committed to being a trusted ecommerce partner to the world’s largest brands and retailers, helping them achieve higher online sales,” said Vol Pigrukh, CEO and co-founder of Profitero. “Our global clients need talented people providing game-changing insights at a local level and we’ve responded by aggressively adding ecommerce experts and support teams in strategic geographies worldwide.”

Our proprietary digital monitoring technology is uniquely combined with sales data, ensuring that you maintain or increase market share. Many of the world’s leading brand manufacturers and retailers work with us to measure and improve their e-commerce performance, including General Mills, L’Oreal, Beiersdorf, Sam’s Club, Morrisons, Waitrose, Ocado, and Delhaize. Web address:

To support its rapid growth, Profitero also continues to strengthen its experienced leadership team, adding ecommerce veterans Daniel King, president and COO, and Matt Tuel, CFO. Daniel King oversees Profitero’s sales, client services, marketing and strategy and insights divisions, ensuring operational excellence across the company. He is also spearheading Profitero’s global expansion and helping accelerate the growth of its sales team across EMEA.

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Digitisation of Tax ‘Harder on Small Businesses’ In preparation for its ‘Making Tax Digital’ project, HMRC is reviewing the results of its official consultation period with the business community. he UK200Group, the UK’s leading membership association of qualityassured chartered accountancy and law firms, has been an active part of the consultation process and has in turn asked its members for their views and the views of their SME clients.


The UK200Group represents the interests of 150,000 SMEs through its members and it is taking a lead on tax digitisation to guide business owners through the process. So what exactly does HMRC mean by ‘making tax digital’? By 2020, businesses, self-employed people and landlords earning over £10,000 per annum will manage their tax affairs through a digital, online account, and will be required to update HMRC at least quarterly. These digital tax accounts will be a more sophisticated version of the personal tax accounts which are already in use for individuals, and allow taxpayers to see their Pay as You Earn position, tax credits and National Insurance Contributions, plus an estimate of state pension on retirement. However, by 2018, banks and building societies will be required to report interest payments to HMRC to be included in digital tax accounts, and individuals will be able to report additional sources of income digitally. Digital tax accounts for businesses will show an overview of income tax or corporation tax, VAT and National Insurance Contributions, plus income and expenses on a quarterly basis. Taxpayers will be expected to use software accounting systems to record day-to-day transactions, categorise them into different types of income and feed back to HMRC. Andrew Jackson is Head of Tax at UK200Group member Fiander Tovell and Chair of the UK200Group Tax Panel, and is also on the consultative committee of the Office for Tax Simplification. He said, “The digitisation of tax is going to have a very different effect on small companies

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compared to larger ones. For larger companies with financial controllers, accounts teams and reasonably sophisticated software accounting systems in place, the switch will be much easier than for smaller businesses without a dedicated accountant or bookkeeper. There is already internal reporting going on in a large business so it is not so difficult to start diverting that reporting to HMRC. “Making tax digital will force all businesses and self-employed workers to start using accounting systems, and that implies having someone to deal with accounts – even if they’re not a chartered accountant. “If they don’t have someone to input the data, keep the system up-to-date – who is aware of how things need to be done – they will have to get to a place where they have one. And often, that will be a bookkeeper who has never had to deal with taxation before. “HMRC officials think that getting small business to use accounting systems will reduce errors, and if people are making fewer errors they should have a more accurate idea of how their businesses are performing. That’s got to be a good thing. “However, they don’t seem to appreciate why people aren’t using accounting systems at the moment. I think what they’ve failed to identify is that businesspeople aren’t doing it now because of the cost of implementing an accounting system - this isn’t just financial, but includes the time and effort spent learning how to use it and keeping it up to date. It’s not just a case of putting a few numbers in various boxes – it takes a whole new set of skills to use these programs properly. “This, again, is going to affect small businesses more than it affects larger ones because the overheads for setting up accountancy systems are going to remain broadly the same, regardless of turnover. “A complex accounting system, for example, is also massively over-engineered for a lot of the UK’s businesses, which might only have half a dozen clients or customers.

“HMRC seem to acknowledge this, and are also proposing that businesses be allowed to use simplified methods for doing their accounts. Unfortunately, what this would do is destroy a lot of the useful information that is the whole the point of preparing accounts in the first place. There are also technical issues that Andrew sees as potential problems for his clients, such as whether he’s going to be able to access their digital tax accounts easily and effectively. “HMRC officials are happy to make the information in the digital tax account available to agents. Agents will be able to dial into HMRC’s systems, download the information they need and pull it into the tax return or the accounts that they’re preparing, or use various interfaces to see the information in the way that they want to. They’ll not be restricted to seeing the information in the way that the client does, and the format will be more flexible and more useable. I like that. “However, what HMRC officials have said is that the agent will not be able to see the digital tax account itself. What they’ll have to do is reconstruct the account from the data they have available. Now that is very dangerous because it means that the taxpayer and the agent are potentially seeing different things. I think it’s crucial that we can see on our screens what the client can see on theirs. If we can’t see your tax affairs, how are we supposed to help you handle them?”

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SaїD Business School Announces 'Oxford Future of Marketing Initiative' Initiative launched with five founding partners – L’Oréal, Kantar, Teradata, Nucleus Marketing Solutions and Allianz Group will inform Oxford Saïd’s research agenda and curriculum in the field of marketing to ensure it is rooted in real-world challenges and relevant to today’s practice. aïd Business School has announced the launch of its new Future of Marketing Initiative led by Professor Andrew Stephen, L’Oréal Professor of Marketing and Head of the Marketing Faculty. The Initiative brings Oxford Saïd together with five international founding partners: L’Oréal, the global cosmetics company L’Oréal; Kantar, the data and marketing insights consultancy that is part of the WPP Group; Teradata, a leading provider of analytic business solutions, consulting and hybrid cloud technology solutions for big data analytics; Nucleus Marketing Solutions, an innovative digital advertising and media solutions provider; and Allianz, the global insurance and investment management company. Together, Oxford Saïd faculty and these partners form a powerful community that seeks to influence the shape of marketing research and teaching, and impact marketing practice.


The aim of the Oxford Future of Marketing Initiative is to build a world-class community of like-minded academics and practitioners with a deep interest in issues that lie at the bleeding-edge of marketing. Together they will discuss, debate and address the challenges and opportunities that lie ahead for marketing in an increasingly digitised, socially interactive and technologically complex world. The initiative was launched in response to the much-transformed marketing landscape in recent years. Rapid advances in technology, along with shifts in consumers' expectations of companies and the massive amounts of consumer data now collected, have precipitated changes in the ways that consumers and firms interact in markets around the world. These forces have also led to many new forms of consumer behaviour, largely in conjunction with new technologies such as social media, and many of these behaviours and their consequences are not well understood.

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Talking about the Initiative, Professor Andrew Stephen said: “In recent years, marketing has experienced nothing short of a technological revolution that shows no signs of slowing. It’s exciting, but it also presents significant challenges. No single organisation can take on these new challenges on its own. And no business school should conduct research and teach current and future leaders without meaningful collaborations with industry partners. This initiative brings together leading thinkers and experts from marketing practice and academia. We will work together to identify and research relevant changes that are taking place in the world of marketing and address the real-world needs of contemporary marketers and business leaders. This initiative is in line with our vision of making Oxford Saïd a global hub for thought leadership and academic-industry collaboration around marketing that helps us tackle world-scale challenges in this field.” Seth Rogin, CEO of Nucleus Marketing Solutions, said: “It is our honor and privilege for Nucleus to be a founding partner of the Oxford Saїd Future of Marketing Initiative. The current changes in marketing and media present immense challenges and opportunities for the world's leading brands. Nucleus is leading the way in media and marketing transformation, but none of these obstacles will be surmounted by one organization on its own. As is already evidenced by the good work of Professor Stephen and his colleagues, true success will be created when global leaders from all of our critical industries come together for current solutions and to pave the path for the next generation of media and marketing leaders.”

The inaugural meeting of the group took place in Oxford on 7th November at the Oxford Future of Marketing Conference, a full day of activities attended by academics, executives from the founding partner companies, and students. In addition to hosting an annual Oxford Future of Marketing Conference, the group will meet twice annually to exchange knowledge and inform the faculty’s research agenda and curriculum. Yasmeen Ahmad, Practice Partner Business Consulting of Teradata, said:


“Teradata is proud to be an inaugural member of the Future of Marketing Initiative at the Oxford Saїd Business School. Through Professor Andrew Stephen and other leading academics and industry partners, we look forward to addressing the crucial challenges faced by marketers of today. With market disruption from new business models and advances in technology, today’s marketers must meet changing customer expectations. By utilising new technologies such as social media, sensors and wearables, marketers will have the ability to interact in real-time with customers across channels. Breaking down barriers in business silos and using data and analytics to measure and optimise spend across channels, will allow marketers to handle the complexity of an increasingly connected world.”

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Software and Technology COMPANY DETAILS Company: Blue Prism Group plc Name: Pat Geary Email: Web Address: Address: Centrix House, Crow Lane East, Newton-le-Willows WA12 9UY Telephone: +44 (0) 870 879 3000

Pioneer in Robotic Process Automation

Blue Prism is a software company who have built a virtual workforce of software robots that follow rule-based processes and interact with the system in a more efficient, secure and reliable way than human users. CMO Pat Geary chats with us about the company and what sets Blue Prism apart.


lue Prism is a pioneer in Robotic Process Automation. This technology consists of software robots who are configured by business operations in large corporations, large banks and any company who has operational teams who look after customers.

Pat Geary (CMO) talks to us about what Blue Prism does and how this benefits clients, saying “the software robots are like a virtual workforce owned by the business. The company trains them to do the repetitive, rules-based transactional work that is currently being done by people. Leslie Willcocks from the London School of Economics describes this as ‘taking the robot out of the human’. With clients, we free up people’s time by taking the computerised work that they are doing on their own desktop machines and putting it into the data centre, where the virtual workforce does the work instead.” Building markets is a speciality of Pat’s. His experience has helped Blue Prism become a success. “This is my fourth startup company, and I would say that two out of four went well. However, I have benefitted from learning what worked and did not work. My speciality is building markets: defining a market, creating its place in the market landscape, being able to develop the early stage chasm-crossing type technology and making it of value to the consumer. It’s a different set of skills from marketers who are looking to create a brand and differentiate it in an existing market.” With technology becoming more accessible to more people, Pat describes how Blue Prism have had to adapt to rapid technology changes. “Generally, I think the industry is going through a phase of democratisation, so we’ve pushed a lot of technology out to people to use themselves via their smartphones. For example, I can do an amazing number of transactions now just from my phone – I can book my own airline ticket, choose my seat, change flights, etc. People have become hyperconnected to these kinds of services, and organisations who offer these services have to respond to that. They have to go through the same process, democratising the way that their operations teams use their internal IT to better service the customer. They’ve got to build apps quickly, but they’ve still got to be secure, and they’ve still got to perform the transactions as the customer expected them to.” The biggest challenge for Blue Prism is getting the message about a product or service to the people interested in it. Pat explains it can be difficult for clients to hear about a product while also ensuring that they’re hearing a true and accurate reflection of what the software is.

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“It’s hard to get a new offering like this heard by the people who are interested in it and can evaluate it. Everybody is bombarded with information. You can pretty much build something that you say you have, but you also have to be able to demonstrate it – get it working, at scale, to a large sample of customers. Therefore, it’s really about making the message connect to the people who make the decision and ensuring it’s a true and accurate reflection of what the actual offering is.” Working with Blue Prism is an enjoyable experience for staff and clients. Pat informs us how the company stands out in the market and about the importance of the peer group to maintaining high standards. “I think what sets us apart is our attention to quality, focus on the customer and a genuine focus on ensuring the customer is getting value from our technology. The more value they get, the more of their peer group they will tell. The peer group is a very strong marketing force that a lot of companies don’t take advantage of. Building our brand as being a good and enjoyable company to work with is important to us. A lot of our customers tell us that they enjoy working with us and that with Blue Prism – it’s more than just a normal B2B relationship. We have a good relationship with clients that we work hard to maintain. “ Blue Prism has high aspirations for the future, but Pat is confident that the company can reach them, saying, “We want to be a multibillion-dollar company. Our ambition is to be Britain’s first real global enterprise software company. We believe the technology we have is capable of that and there’s a market requirement for it. It’s about time that British software companies pulled their weight on the world stage.”

Finest in Business (CMO of the Year - UK)

Established in 2010, AppleTree Capital is an independent financial advisor specializing in emerging markets and absolute return strategies. Our philosophy is simple: Alignment of interest, Transparency and Commitment with our investors.

Company: AppleTree Capital Name: Dimitrios Apistoulas Email: Web Address:

Software and Technology

COMPANY DETAILS Company: Logic Programming Associates Ltd Name: Clive Spenser Email: Web Address: Telephone: 02088712016 Mobile: 07989 971802

Artificial Intelligence Innovators

LPA provides a range of software development tools for both programmers and nonprogrammers who wish to deliver knowledge-based decision support and expert systems. Marketing Director, Clive Spenser gives us an insight into what the firm does to stay ahead in the industry. ogic Programming Associates Ltd develop advanced software solutions using artificial intelligence algorithms. Since 1981, LPA has been developing and supplying software tools to application developers based on LPA Prolog for Windows, the world’s leading commercial Prolog compiler system. In recent years, the company’s focus has moved to its VisiRule product – graphical tool for non-programmers to develop and deliver rule-based and expert systems simply by drawing their decision logic. This is as a result of a conscious effort to deskill the technology stack which LPA has, and make it available to a much wider audience of non-programmers. The goal is to empower business users to build their own cognitive models and deploy them as expert systems.


LPA’s clients range from small software developers who want to build intelligent solutions, through to business professionals such as doctors and lawyers who want to automate some aspect of their profession. Clive Spenser, Marketing Director is responsible for product development, positioning, pricing and sales strategy. He spoke to us about what the firm has been doing to compete and stay ahead in the software industry, in order to create a positive client experience. The industry in which LPA operates has seen many changes, altering the industry at a rapid pace. Clive explains the main challenge the company faces and what the changes they are seeing which are affecting the company’s development. “As mobile devices become more omni-present, the challenge is to leverage existing infrastructure and get informed knowledge and information out there to consumers and business users in a timely and efficient manner. One particular industry change is the growth of artificial intelligence as Clive explains, “LPA has been working hard to embed its artificial intelligence algorithms within mainstream processes and make them more intelligent. The industry is starting to take an interest in artificial intelligence and recognize the potential benefits that AI has to offer. Using AI to augment people’s daily routines by providing specialist expertise is welcomed, whereas threatening to replace them is not. The challenge is to identify those aspects that are worth automating and those which are best left to human experts.” The internet provides a constant source of new information and trends, however Clive notes that clients are key to staying on top of current and growing industry trends. “Nothing helps predicting its likely takeup than talking to your existing customers and prospects.” This has helped LPA to maintain its success in a challenging sector. LPA has a legacy of expertise in developing and deploying AI solutions which it has amassed over the past 30 years. LPA staff have a lot of invaluable experience in tackling the various technical and process

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obstacles which arise in the task of automating complex human process. LPA’s focus is now on VisiRule. A principal goal of the VisiRule product is to make it simple and easy-to-use, so that business users who understand their line of business can use it directly. After all, they hold the knowledge, and it is they that need help in extracting that knowledge and organizing it in a coherent and manageable way. VisiRule helps address this 'knowledge elicitation' problem, which historically has been the bottleneck in developing intelligent applications, through combining a visual model with rapid rule generation, instant compilation and immediate testing. The key challenge is that of extracting and exposing knowledge which is buried within human brains, manuals, technical papers and transforming it into actionable rules to create automated systems. Experts do not know what they know, they often cannot explain how or why they came to a conclusion in a given situation. Concepts such as 'intuition' and 'instinct' are very, very hard to quantify and capture. VisiRule helps experts explore their own knowledge by providing a very soft and flexible toolset. VisiRule is a graphical tool which plays the role of a rule generator. Rather than require the author define the rules using some rule language, the author simply draws a connected diagram which the VisiRule compiler translates into executable rules. The drawing task is helped by VisiRule knowing, to some extent, what the intended meaning and context is of each box as it is being drawn and/or linked. As the generated rule-base is executed, and questions presented, VisiRule re-engineers the process to present a graphical view based on the original chart and the active session. Going forward, LPA plan to extend VisiRule to include machine learning and attempt to build solutions which learn how to improve their own performance. With these solutions the company can look forward to a bright future in the industry.

European Business Awards - Best for Innovation in Artificial Intelligence Software

Software and Technology COMPANY DETAILS Company: OCSL Name: Martin Hess Web Address: Address: East House, Newpound Common, Wisborough Green, West Sussex, RH14 0AZ Telephone: 0845 605 2100

Thinking Without Limitation

UK Business Elite

OCSL is an IT Services company headquartered in West Sussex, UK. Chairman, Martin Hess spoke to us about how the company has made an impact in a challenging industry.

CSL deliver business transformation by having a different perspective on the world of IT and business. They give their clients the winning difference through identifying better answers. The company’s fast, agile and adaptable approach can flex, scale and change with the business needs of their clients. Their offerings include consultancy, cloud, on premise and managed services. We invited Martin Hess to talk about how OCSL serves their clients.


Just as OCSL is recognised as a leading UK partner for providing on premise solutions, the company plan to be a leading cloud service provider in the future. They are also looking to continue their expansion into the EMEA and American market place.

“Typically, our clients are in the mid-market space. OCSL supports corporate and public sector clients with world-class IT products, solutions and services. Focusing on the clients’ aims is what makes OCSL stand out from other companies in our industry. Across the world of IT, we always focus on the goals of the client, pushing what is possible to make a measurable difference. At OCSL, we are behind the technology that is right for the client. “With each client, we turn knowledge into fresh perspectives and we ask searching questions to challenge conventional thinking. For 25 years, we have been wrapping up the right technology from on premise infrastructure to digital transformation. The IT we implement is underpinned by exceptional management, monitoring and support.” The industry has presented numerous challenges to OCSL but they have managed to overcome these sticking points by taking a collaborative approach to their projects, along with creating innovative products with an objective assessment as Martin explains. “Let me be clear about one thing - digital should be transformational for your business. That is why we bring no preconceptions to your project. Enterprising ideas in IT spring from challenging convention; thinking beyond the latest innovations. Others stop with expertise and analysis. However, we take a quick, collaborative step ahead and turn everything we know together into fresh perspectives to give clients a better answer. “We are in what Gartner call, the ‘second decade’ of Cloud. The cloud offers extraordinary opportunities in all sorts of exciting areas, so it is not surprising many organisations lose their way. At OCSL, we take an objective view to make the most of this innovative technology for clients.” One of the company’s core values is ‘thinking without limitation’. OCSL is not constrained by partners and legacies. Martin tells us how the firm stands out from their competitors, saying “we are inspiring and inventive and think laterally. We challenge convention. We think big and we think bravely. We think beyond the tempting quick wins to the truly great solutions for which we’ll be known. This attitude helps drive our success.”

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Software and Technology COMPANY DETAILS Company: Numerix Name: Steve O’Hanlon, CEO Email: Web Address: Address: 99 Park Avenue, NYC 10016 Floor 5

Delivering Enterprise Analytics Solutions for Today’s Financial Markets

Founded in 1996, Numerix is the market’s leading provider of risk analytics technology for the pricing, structuring, modelling and valuation of any derivative instrument, or portfolio. Headquartered in New York, Numerix works with over 700 clients and 90 partners across more than 26 countries. CEO Steve O’Hanlon, EVP of Sales, Joseph Saporito and CMO, James J. Jockle discuss how the Oneview Enterprise Platform is helping to solve today’s business challenges. umerix is the leader in financial technology solutions supporting risk calculations, pricing and trading across all areas of the enterprise. With the industry’s broadest instrument coverage spanning cross-asset and hybrids, commodities, credit, equity, fixed income, FX, life and inflation solutions, Numerix brings together unparalleled expertise across all asset classes and engineering disciplines.


One of the company’s many innovative products is the Numerix Oneview Enterprise Platform, which helps organizations transform their current business process by integrating and aligning front office analytics with middle office risk management activities. Through the platform institutions can generate risk-informed pricing in the front office in complete alignment with market risk management, operations and regulatory reporting. Numerix also offers a comprehensive set of analytics for complying with financial regulations such as the new standards for managing minimum capital requirements for market risk. Steve O’Hanlon, Chief Executive Officer and President at the firm discusses the financial challenges of this new regulation, known as FRTB or Fundamental Review of the Trading Book. He explains how Numerix can solve some of the challenges that exist in the early stages of FRTB decision making. The regulatory burdens of today are increasing costs across the board and putting banks in a position where they need to determine what businesses lines will remain viable. With Numerix, assessing FRTB’s impact on different trading desks and lines of business is a relatively easy first step to take. “Under FRTB banks need to understand what businesses will thrive and succeed in the future, and which will need to be reshaped and restructured. To do this, they need the right software in place; a solution that supports a business process that’s optimized to provide better, and faster decisions.” Helping Banks Transform the Front and Middle Office to Comply with FRTB Numerix FRTB is available now and ready to help banks assess FRTB’s impact on their overall and desk-level capital requirements. Numerix FRTB can assist with strategic decision-making in early stages, and provides a high performance cloud-based solution for ongoing FRTB compliance. “The analysis has to be done for banks to figure out exactly what the impact is going to be. Banks are underestimating how difficult this is, and in some cases do not have the resources, domain expertise, attention and focus to perform this analysis on their own. Numerix is teaming the best of quantitative and financial engineering, along with a platform which is ready to go and has the capacity to prove that it can handle the largest banks. Our approach gives CEOs, CROs and board members time to decide where to focus, where to spend their money and how they can transform their business.”

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FRTB should not just be viewed as a regulatory headache – proactive adopters of Numerix FRTB can experience positive P&L impacts and achieve competitive advantages. The true cornerstone elements of the FRTB early stage regulation is having a solution for the Standard Approach and the Internal Model approach. One of the main challenges of FRTB, according to Joseph Saporito, EVP of Sales, is front office and middle office alignment of models for P&L attribution under the internal model approach. Numerix FRTB supports calculations required for the Internal Models Approach, and runs IMA calculations for all business units from desk level to enterprise level. Numerix FRTB makes using IMA simpler and relatively pain-free, so banks who would normally use SA have an opportunity to use IMA to lower capital charges. Another important thing to note about this platform is the powerful technology which underpins it. Numerix FRTB cloud-based SaaS deployment enables quick time-to-market for integrating into existing IT infrastructures. Scalability of the cloud calculates daily capital numbers in minutes instead of hours.

Software and Technology

“Technology is a strategic enabler in FRTB transformation projects – and Numerix FRTB is the perfect technology solution to assist banks through each stage of their transformations.” The systems that are required for the future are much different than the systems banks have had in place for years. The market is seeing a shift where regulation is serving as a catalyst for transformation of existing systems. As FRTB is adopted some institutions undoubtedly will be left behind if they do not explore dynamic solutions that are flexible and have an intuitive workflow. “We believe that our solution is well suited to the smallest banks that have not got started as well as powerful enough to meeting the needs of the largest banks. Between the platform, the performance and our knowledge of FRTB we have a complete solution, regardless of where the banks are in the process.”

“We have been very mindful of our clients of low cost, flexibility and scalability. The market requires a platform which looks at market, credit risk and counterparty credit risk in a holistic way within an institution. Millions of dollars will be spent on an institution by institution basis in software, hardware and data. The critical thing for institution management is to work with smart companies like Numerix, who can benefit a wide, diverse client base.” As Numerix celebrates 20 years, the company’s footprint may have changed but their continued dedication for innovation has not. From starting out as a small team of PhDs to a global company with more than 200 employees, Numerix continues to break new ground with holistic enterprise solutions for risk management.

Lastly, James J. Jockle, Chief Marketing Officer explains how Numerix is dedicated to solving the problems of FRTB in a much broader way, for a much larger client base.

Best Risk Analytics Technology Provider

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Software and Technology

COMPANY DETAILS Company: Imaginatik Name: Ralph Welborn Web Address: Address: 745 Atlantic Ave, 8th Floor, Boston, 02111, USA Telephone: US office: + 1 866 327 4330 UK office: + 44 1329 243 243

New Values in New Ways

Imaginatik is a software innovation company which provides consulting and software platforms for enterprise organisations. We interview Ralph Welborn to find out what has led to him becoming an award winning CEO at the firm.


Founded in 1996, Imaginatik has two decades' experience applying advisory, software, and analytics to the pursuit of innovation excellence. The company has a crisp focus: to help clients identify and capture new sources of value in new ways.

The types of clients that Imaginatik work with have realised that the world has changed and that ‘more of the same’ thinking, engaging, and executing no longer works. Responding to these changes, Ralph gives us an insight into what the company is doing to address these issues. “As most businesses well know, the world is changing, and as we all know, changes always create new winners and losers. We can see this in the topple rate within many industries, whereby market leaders of yesterday have fallen or toppled off of their leading position and companies previously unknown have become the new leaders of tomorrow. We can see it in the rise of new business models and the greater market multiples they carry compared to many other companies. And third, we see it in the 3x revenue growth, on average, that companies that have a robust innovation program have compared with those who don’t. “These changes are the result of shifting technologies, changes in customer expectations and the blurrings across industry boundaries as well as between physical and augmented/virtual realities. The implications of these changes and shifts are profound. First, it creates the opportunities for new ways to engage customers, stakeholders and markets. Second, it involves a fundamental re-thinking of where to play and how to do so – with respect to where new sources of value will come from and how to capture it. And third, it requires what we call the ‘new 20%’ of critical capabilities needed to capture 70% of the new value. This is a different world, requiring new ways to ‘make sense’ to ‘take action’ regarding the opportunities that these differences create.” According to Ralph, organisations have three strategic options to take regarding a changing world. “One, they can ignore it (for now); two, they can do more of what they do, better, faster and cheaper and try to outrun the changes, playing what he calls “the outexecution game.” Or three, change the game by taking advantage of the new opportunities that changes always create.” Innovation, for Ralph and Imaginatik, needs to focus on the third option. To do so, innovation has a crisp definition, and becomes the rallying cry for Imaginatik: to help organisations identify and capture new sources of value. Organisations tend to be at different places have different maturities regarding innovation. Consequently, as Ralph puts it, Imaginatik helps organisations ask, and answer, one of three questions: what’s next and what do we do about it (with respect to where to play and how to do so); how do we get more out of the innovation programs and activities we’re currently driving; and how do we get started along the innovation journey?

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Ralph highlights the three types of services Imaginatik has to help organisations answer these questions. “First, we have workshops which are half to two day sessions providing clarity and driving executive alignment around these questions and/or specific topics regarding strategic and innovation objectives. Second, we work with clients on an advisory basis, helping them ask, and answer, these questions from insight to market impact. And third, we provide innovation software and analytics innovation management platforms that support the full innovation journey, from market insight to crowd-sourced ideation, from idea prioritization to market testing. One of the elements that’s unique about us is our combination of what we call ‘Computational Intelligence’ (via data analytics and machine learning) with ‘Human Insight’ (based on frameworks, experience and just-plain perspective) - service to driving innovation programs. Lots of people can sell software, or provide advisory services; it’s the combination in service of creating business outcomes, from insight to impact that compels us and provides value for our clients.” Imaginatik was designed a number of years ago as a crowd-sourced ideation platform, based on the principle of engaging employees and customers at the edge of the organisation in a way that harness their insights and thereby promote a culture of ongoing innovative engagement. This remains core to what the company does today. However, over the past two years, clients have expanded their focus as Ralph explains. “Ideas are nice, but execution is key. Figuring out how to ‘cross-thechasm’ from an innovation to market impact is what matters to get the type of business value that we all need. Engagement becomes sticky and persistent when results are realized and people see, feel and experience change coming from collaborative insight. Prioritized and aligned ideas are harder which is why we have now built up a robust set of analytics to ‘make visible what is too often invisible’ in terms of who engages around what, from where, why, and how, as well as what ‘white space’ might we explore from a set of what we call “collision analytics” from different industries, perspectives, disciplines, and geographies. Our strategic shift has been pulled by client demand and need for insight into the changes in technology, customer expectations and emerging business models and the opportunities that such changes always create. “Our strategy remains to focus on the three questions we hear from clients. How do we get started? How do we get more out of what we are doing? And what’s next and what do we do about it in terms of where to play and how to do so? And, of course, we keep refining and developing new workshops, advisory services, analytic insights and technology products to support them.” He continues. “The world has changed; what worked before no longer will require new insights into where value is being created and destroyed within the ecosystems in which you and your customers are engaged.” This focus on what has changed. The ecosystems in which organisations are engaged has dramatic implications,

Software and Technology Ralph highlights, on customers to engage, ecosystems to shape, capabilities to orchestrate and value to realize, in new ways. The blurring of industry boundaries, the emergence of new business models and the high market multiples they reflect and the blunt reality of “cognitive eating the world” – at the interface of machine learning, social, mobile and big data – underpin the new competitive realities we face. They are the catalysts affecting the change in customer expectations, the acceleration of the topple rate of the once former industry leaders and drive the very different market multiple of the new business models. “It takes time for clients and companies to figure out how to take advantage of technology shifts. There has always been a time lag between technical advances and managerial/business model innovation. There’s nothing different about the existence of such a lag. There is, however, a significant difference in the risk of the lag, given the implication of ‘cognitive eating the world’ via machine/ deep learning and the catalysts of the ‘algorithm’ economy. Namely, the risk that our exponentially accelerating pace of technical change will spread out the lag, making it more and more difficult for companies to figure out what to do, and how to deal with these changes, and the lag that already exists. We’re seeing this now with pressures on nearly every industry, with value being created and destroyed everywhere, and with new entrants coming into existing firms playing fields shifting the game, with new value propositions and capabilities. The implication? Greater pressure for all, yet significant opportunity for a few. Requiring what? New ways to make sense of both the challenges and the opportunities. How? By learning how to see the emerging patterns of opportunities and the ripple effects that decisions made and

actions taken will have on those opportunities. “Tomorrow’s leaders will be skilled in seeing such patterns, and adept in thinking systemically around where to play, and how to orchestrate capabilities from different actors to capture new sources of value. That’s where we’re headed. Those are but some of the lessons we’re seeing, and helping catalyse, with the organisational leaders of tomorrow. “The reason Imaginatik has expanded our advisory offerings is to help people recognize this imperative and learn how to take advantage of it. That is one of the best ways, I believe, we can help our clients to capture new sources of value in new ways.” Ralph has significant global business advisory and technology implementation experience, focusing on identifying where value is being created and destroyed and how to capture new sources of value. He has held a variety of leadership positions including Strategy and Transformation Leader at IBM (Middle East and Africa) and Senior Partner of Global Solutions and Innovation at KPMG Consulting. Ralph believes there are key principles which he adheres to run an effective business. An important aspect is listening to clients and fellow colleagues. “I try to listen carefully – to our clients, to the market and to the incredibly rich talent of people who work at Imaginatik. Our staff are extraordinary in their insight, capabilities and passion to help clients. The team, and our clients, are the engines of change, I’m merely the catalyst. Curiosity and the passionate intent to learn from different people with different perspectives from different disciplines is what I try to do and encourage our teams to do as well.”

CEO of the Year - USA

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Software and Technology

COMPANY DETAILS Company: VALIData Computer and Research Corporation Name: Warren Philips Email: Web Address: Address: 600 South Court Street, Montgomery, AL 36104 Telephone: (334) 834-2324

Leader in Enterprise Software Testing

Owned, operated and supported in the USA, Validata is the leader in enterprise software testing and release automation, helping its clients accelerate application delivery, optimize business risks and reduce costs. Warren Philips, president of the company gave us an overview of what the company provides.

ounded in 1978, as VALIData Computer and Research Corporation, VALIData has provided complete systems of industry-specific hardware and software for office and networking since its inception during the pre-PC and pre-MS-DOS era of micro-computing. As a route distributor in the snack food industry, the company's founder recognized the need for application programs to be specifically designed for the route distribution industry. These programs formed the founding elements of Validata Computer and Research Corporation.


The company has a firm commitment to its diverse clientele, which includes true small business owner-operators, franchise operators and operating divisions of regional and national organizations i.e. COMPASS-Canteen, Coca-Cola and Pepsi Cola. The firms’ library of applications provides each client group with appropriately scalable versions that address the variability (sometimes volatility) of time, size and sophistication of client operations with innovative logistical algorithms and decision-engine, from ground-level driver and front-line supervisor personnel to the financial management and board-level decision-makers. Validata has installed software solutions in over 700 route-based companies across the USA, Canada and abroad. Customers include full line vending, office coffee services, bottled water distributors, snack foods, sandwich, as well as direct store delivery and over the counter services. Validata has complete software and hardware solutions designed to meet the needs of virtually any route-base company of any size and combination. Today, development and implementation of software solutions for a wide variety of route-base industries is still our only business. Validata's success is directly tied to the success of our route distribution industry clients. Our main business strategy for success includes relationship loyalty, owning our own IP (Intellectual Property), partnering with other industry-leading companies, abiding by stringent dedication to the development of and adherence to industry standards and never-ending drive for quality though continuous-improvement of all products. The business strategy which we adhere to helps us to create

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innovative products for clients. The following is a brief description of each product we offer: •

• •

RouteExec – windows based executive reporting that allows the user to generate route performance graphs, and enables unlimited historical reporting. It also provides tracking for best-selling products, product category, location performance, sales analysis and route performance. It also enables you to export to Microsoft Excel and many other popular programs. ServiceTrack – Windows application that enables equipment service call tracking. It allows the user to track common repair calls, enables both standardized and free-form call entry, and also gives responses for service call performance. Vend Navigator – Windows application that provides Perpetual Warehouse and Track Inventory. It features product-category movement reporting along with an automatic pick list. Route Supervisor – provides instant, on-screen route management reporting, by tracking schedule compliance, catching missed stops immediately at the end of the day, and gives instant access to route sales information. It allows the user to see machines with empty spirals, while eliminating lost reports and inventory guesswork. VendScape – industry first internet based vend product analysis reporting, allowing comparisons for both regional and national product preference data. It also helps the user to build better vend-product plan-o-grams, and has the most reliable regional/national pricing info, while enabling the user to see “whats hot/whats not” products.

Validata is headquartered in its own 16,000 square foot facility with the most dedicated staff in the route distribution software industry. Our corporate office houses its own design and programming department, remote diagnostics centre, hardware department (with repair and assembly capabilities), systems training department, customer support, marketing and sales departments, as well as systems documentation and training curriculum department.

Software & Technology Innovation Award 2016

Software and Technology COMPANY DETAILS Name: Tim Critchley Company: Semafone Email: Web Address: Address: 3 The Billings, Walnut Tree Close, Guildford, Surrey, GU1 4UL Telephone: 0845 543 0822

Securing the World's Sensitive Data

Founded in 2009, Semafone has a team of experienced contact centre professionals with the aim of resolving the PCI compliance challenges faced by the industry. Today, our senior team includes some of the UK’s most experienced figures in outsourcing, security and compliance for contact centres.

hat products and services does your firm provide? Our patented payment method is all about securing data and protecting reputations, by providing businesses with a simple and secure way of taking sensitive data over the phone. For example, when a consumer calls up a contact centre and pays for something, instead of saying their credit or debit card numbers out loud to the agent, they type them into their phone keypad so the agent can’t see or hear the numbers! Unlike automated processes, the agent and consumer stay in full voice contact throughout the entire call so it’s a perfect way to improve security while still maintaining high quality customer service and building customer trust.


How would you describe your firm’s client base? Semafone supports more than 60 customers across 14 countries, working within a range of different industries including financial services, media, retail, utilities, travel and tourism and the public sector. What factors make your firm unique? Semafone employs great people who are passionate about building secure software. We also provide flexibility, so that our customers can integrate with our software in a way that is most beneficial for them. What are the most significant challenges currently facing your business in the months and years ahead? Getting corporations to invest properly in securing their sensitive data is, without a doubt, the biggest challenge we face. Companies are beginning to understand the risks they run to their reputation if they don't look after their customers’ data properly. But there are still too many CISOs out there having to make uncomfortable decisions about which critical threat to protect their companies against because they're not given the budget they need to do it properly. What is the main objectives for your business in the future? Our mission is to secure the world's sensitive data. We want to do that in a smartest possible way, so that global businesses can continue to engage fully and meaningfully with their customers. Essentially, securing data should not equal a poor customer experience. What business or business person do you most admire and why? Larry Ellison from industry giant Oracle. He's built the best enterprise software company on the planet!

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Software and Technology COMPANY DETAILS Company: DataGenic Ltd Name: Richard Quigley Web Address: Address: Cheapside House, London, EC2V 6BJ Telephone: +44 203 814 8500

Innovative Software Solutions

Best for Smart Commodity Data Management Software

DataGenic is the leading global provider of on-premise and in-cloud smart commodity data management software, delivering intelligent analytics, data content and proven business value. multi-award winning platform with a focus on product innovation and support excellence, DataGenic is proud to be recognised by their clients and industry participants as the global leader in commodity data management and decision analytics. The company’s flexible solutions are deployed at Tier 1 enterprise clients as well as amongst the SME community. The innovative offering includes a data-agnostic multicommodity data management platform, business process workflow, rules-based data quality management, plus unfettered forward curves construction; all within an intelligent decision framework.


Richard Quigley, Chief Executive Officer speaks to us about the underlying principles of DataGenic’s strategy and how they have helped in the success of the DataGenic. “Our focus is on servicing energy and commodity market participants. We have remained true to this focus from the outset. The key pillars to our approach have been anticipating, and adapting to the constantly changing market conditions and requirements, both from a technical and functional perspective, as well as adapting our service level requirements accordingly. Our flexible commercial and technical entry points ensure that we can reach all market participants, irrespective of company size or location. Furthermore, we have an unwavering commitment to further develop our cloud based/zero IT footprint offering, build upon our technical partnerships that deliver demonstrable value to our clients, and to become the #1 trusted software provider for all trading and risk based commodity data within an organisation.” DataGenic maintains a cross section of clients, including utilities, integrated oil companies, commodity trading houses and commercial and industrial players. Each client has its own idiosyncrasies regarding how they operate their business and derive market value. For certain companies, a pre-configured ‘off the shelf’ solution is more than sufficient, whereas for others a bespoke approach may be required to recreate and enhance their internal processes. DataGenic has witnessed many changes in this ever evolving industry, not least the adoption of the cloud which has gained more momentum, through cost savings, ease of operation, improved scalability and more robust security. Another progressive area that will have a dramatic impact on the industry is Big Data. This has already led to ground breaking developments, such as preventative maintenance, more informed trading decisions, improved logistics and a sharper lens on risk indicators. However, this element of the industry remains in its nascent stage to a certain extent with an abundance of possibilities ahead. Such industry changes can present challenges as well as opportunities for the DataGenic’s business. Unquestionably, there have been some subtle yet striking lessons learned along the 16 year journey, which Richard summed up, “Ensure you set expectations, and, on occasion, learn to say no to clients. Otherwise, the risk of under delivering is increased. Also, foster a culture of honesty with clients, staff and partners, no matter how uncomfortable the immediate conversation. Explaining the options available with the associated risks, enables the counterparty to make an informed decision and avoid issues and disappointment further down the line.”

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With one of the highest client retention ratios in the industry, DataGenic has built a solid reputation in the marketplace that offer some very quick wins whilst providing significant long-term benefits. As Richard explains “Clients quickly realise the inherent advantages of working with DataGenic when looking at several factors. Firstly, DataGenic has data agnostic highly interactive technology with functional flexibility, supplied by the largest aggregated hub of end of day data in the market. In addition to this our suite of commodity data management solutions offer in memory real-time curve building and the ability to simultaneously communicate with multiple downstream systems. Such capabilities are underpinned by some of the most comprehensive service level agreement in the industry.” Richard has ambitious plans for the future of DataGenic. He aims to consolidate their position as the leader in Commodity Data Management. “Our aspirations are to provide an intelligent decision making platform which offers a holistic 360-degree predictive analysis and view of their data in real-time, including structured and unstructured data. To mirror our European exploits, concerted success in the Americas is also something we are striving to achieve.”


Non-profit organisation A multi-national company, transforming the property development industry in the Ivory Coast. Groupe Soverd is dedicated to fighting against poverty.

Groupe Soverd is based in Abidjan, Ivory Coast and has now grown into a multinational company with five commercial aspects of activity.

Contact us: Company: Groupe Soverd Name: Johnson Ulysse Youalou BEGONE BI Email: Web Address: Address: Cocody, 2 Plateaux Bd, Latrille, Rue K 32 Lot 540, Ilot, Abidjan, 28 BP 1345, Ivory Coast 21 l Corporate Vision November 2016

Leadership COMPANY DETAILS Company: Richard Tyler International, Inc.® Name: Richard Tyler Address: 5773 Woodway Dr., Suite 860, Houston, TX 77057-1501, USA Phone: Tel: (+1) 713.974.7214 Websites:

Your Essential Guide to Building a Profitable, Sustainable Business in Today's Marketplace

Do you know the single biggest expense in your business? (hint: It’s not what you think.) Most managers are not conscientiously aware that the single biggest expense to their business each year is rework. Rework is defined as anything, which is not done correctly the first time and must be redone or adjusted to get the work to acceptable levels.


Rework occurs for many reasons: poor communication, inadequate skills, unmotivated people and no pride of ownership are just a few. If you are not a manager now, this will be a great lesson for you if and when you choose to become one.

I also suggest you share this information with your management team to help get them on the right track. Sharing ideas in a positive fashion that can assist your company in saving or making money is always a great way to be recognised for your upward mobility potential. One major area of rework is employee retention. If you want to save tremendous amounts of money, you must hire the right people, retain the right people and motivate those people to perform as consistently close to excellent as possible. This is no easy task; however, it is not as difficult as most managers think. Primarily this TYLER TIPS® will give you some excellent points on retaining and motivating employees. I will save attracting excellent people for another feature.

One way to retain people is to give them recognition for what they are doing correctly. In employee surveys conducted by our research division, Tyler International Research Institute, as well as numerous other national research organisations, ‘feeling important’ and ‘receiving recognition for a job well done’ rank #1 with employees as to why they stay with or leave a company. This is as long as a fair wage is offered for services rendered. You would think that as simple as this sounds all managers would be able to easily master this task, wouldn’t you? Well, they don’t! Employers often tell me that their ‘supervisors’ are quick to point out the wrong and slow, if ever to point out the right. With that information as a starting point, one of your best tools to make improvements in recognition and performance should be your company’s formal employee evaluations or appraisals. Notice I said should be. I feel very confident in telling you that 95% of all the evaluations or appraisals used today are counterproductive, a tremendous waste of time and could be thrown in the trash with no loss of productivity or negative effect on your company.

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I say this for several reasons. They are: 1. 2. 3. 4. 5. 6. 7. 8. 9.

Evaluations are not done frequently enough; Evaluations are too generic; Evaluations give very few specific enough improvement instructions; Managers don’t know how to use an evaluation; Employees don’t know how to improve from evaluations; Evaluations are viewed by most as tools of punishment or deprivation; Evaluations are not properly prepared for by anyone; There is usually no clear-cut action plan with deadline dates and; Evaluations are done unfairly or without consistency to employees for all the mentioned reasons.

However, if used properly, evaluations are employees and managers best tool for recognition and improvement. Several years ago, a client asked me to examine the way his employees were evaluated and develop a better system, which we did. To this day, Richard Tyler International custom designs evaluations for many industries and many departments within each company. Let’s examine the key points of why our Employee Performance Recognition and Assessments™ are so successful. Notice how the name correctly works from a positive rather than a negative premise. Recognition - the #1 reason for employees to stay or go is right in the title. Assessment - clearly indicates review of specific skills and or behaviours. It’s impossible to have an excellent tool if right at the start it turns the employee off. 1. Purpose Clearly outline why this is important to the company and to the individual being recognised and assessed. Use an opening statement such as this one, which we developed for a number of our clients: To formally discuss with you the area’s ABC Corporation has determined are critical in striving for market dominance as they relate to your job function. These areas have been determined through years of experience and by constantly evaluating existing market conditions. Some of these principals are unique to our industry and others are universal to all industries. This assessment is meant to give you a straightforward analysis of how you are currently performing in the designated areas. This assessment is meant to recognise you for excellent performance so you may continue to develop and shape your strengths. This assessment is meant to give you a concrete diagram of the areas you currently need to concentrate your effort so that your performance standards may be elevated. Through this evaluation process you will better be able to achieve your personal and professional goals; thereby making it possible for ABC Corporation

Leadership to achieve our company’s goals. Notice our Purpose outlines clearly our opening objectives. 2. Frequency It is critical that Employee Performance Recognition and Assessments™ be done considerable more frequently than most evaluations are done today. I strongly recommend a minimum of once per quarter with monthly progress assessments based upon the formal quarterly Employee Performance Recognition and Assessment™. If you truly want to retain and motivate employees this is critical. Imagine if the pilot of an airline only adjusted course one or twice during a flight. You would never reach your destination. 3. Specifics Very specific, actionable areas must be outlined. They must be customised by; job, department and industry. As an example, if you were doing an Employee Performance Recognition and Assessment™ on a salesperson in the beverage industry you would have category headings like: Product Knowledge • Merchandising, rotation, distribution; • Sales - practices and performance; • Personal and professional appearance and; • Sales - technical skills. Each category should have very specific action areas to recognise and assess.

4. Activity Programme Every excellent Employee Performance Recognition and Assessment™ should include an activity program. This will list out the specific areas that the employee agrees to work on improving immediately. Activity programs should also make it clear that maintenance of other areas is necessary. The activity program should include managerial review and an action plan with target dates. The employee and the manager should both affix their autograph to the activity program. 5. Resolution Every Employee Performance Recognition and Assessment™ should have a specific set of resolutions at the end. Those resolutions are to be determined by the cumulative ratings on all the assessment points. When all of these components are utilised properly in an Employee Performance Recognition and Assessment™ program you will begin to get excellent results. An additional benefit of this type of program is that it also makes an assessment of the manager since it clearly defines areas that the manager must be an expert in as well as the specific areas a manager must train in. Following these principles will improve your employee retention as well as motivate your people to excellent performance.

Tyler’s 5 Keys To An Excellent Employee Performance Recognition and Assessment™ 1. Purpose 2. Frequency 3. Specifics 4. Activity Programme 5. Resolution

TYLER TIPS® 21st Century Edition by Richard Tyler

If you are an excellent manager or on your way to becoming one you will embrace these principles. If you are a weak manager, you will shrink away and say this ‘sounds too difficult’ or ‘that can’t work for our company or me’. You decide. If you need help with developing your own Employee Performance Recognition and Assessment™ give us a call and we will design one for you.

“Remember, your success tomorrow is in direct proportion to your ‘Commitment to Excellence®’ today.” ™ Richard Tyler ©1989-2016, Richard Tyler. All rights reserved. Except as permitted under the United States Copyright act of 1976, no part of this publication may be reproduced or distributed in any form or by any means or stored in any database or retrieval system without prior written permission from Richard Tyler.

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Support Services COMPANY DETAILS Company: Kortright Capital Partners Name: Ty Popplewell Email:

Kortright Capital Partners

Ty Popplewell profiles his business - Kortright Capital Partners ortright Capital Partners is an event focused long/short equity fund focused primarily on small and mid-cap stocks. The firm was founded in 2010 by Ty Popplewell and Matthew Taylor, both previously at Och Ziff Capital. Kortright has been positive every year with annualized returns of +13% through 2015. The majority of this return has been stock selection driven with annualized stock selection alpha of 10% through 2015. Our client base mainly consists of primarily large institutional clients.


2016 Hedge Fund Performance Award


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Support Services COMPANY DETAILS Company: Re:Cognition Health Name: Dr Emer MacSweeney Email: Web Address: Address: 77 Wimpole Street, London, W1G 9RU Telephone: 0203 355 3536

Complete Cognitive Care

Five years ago, Tom Dent and Emer MacSweeney founded Re:Cognition Health (RCH), the leading independent UK provider for cognitive disorders.

s a globally recognised provider, Re:Cognition enables individuals with Alzheimer’s Disease (AD), to gain early access to new medications to slow down progression of AD, through final phase international clinical trials. In addition to services for AD, the company is acknowledged as the leading independent provider in the UK, for individuals of all ages suffering from cognitive impairment.


Co-founders Tom and Emer brought together over 50 nationally and internationally recognised cognitive experts to create Re:Cognition Health. With access to the latest available diagnostic technology and therapeutic options, the company provides unique, patient-centred, clinical pathways for early, accurate diagnosis and management of cognitive impairment. The linking of early accurate diagnosis to the latest therapeutic opportunities and optimal long-term care management was Tom and Emer’s vision. Through the combination of Emer and Tom’s medical, corporate and entrepreneurial experience, Re:Cognition deploys the highest quality of clinical leadership, but also recognises excellent management as essential to providing the best clinical service to the individual affected, their family, employer and the wider economy. In addition to services directly aimed to the public, Re:Cognition provides services to personal injury lawyers for their brain injury

clients, corporates for employees and pharmaceutical companies for international clinical trials for new generation medications to delay the progression of neurological conditions. Tom and Emer have brought together a team of medico-legal experts at the forefront in interpretation of brain injury. With increasingly sophisticated diagnostic techniques and new biomarkers, the team work closely with lawyers to interpret functional and structural brain damage. They provide value which extends from facilitating the settlement of high value difficult cases outside of court, to appearing in court as expert witnesses and providing bespoke rehabilitation. Tom and Emer’s vision to create a company with a reputation as a global leader enrolling individuals in international clinical trials, has been realised in a very short time and is supported by Re:Cognition’s position as one of the most successful centres in every study in which the company is participating. This success is underpinned by Tom and Emer’s innovative strategies for raising awareness of an increasingly discerning and well informed UK public. The company’s uncompromising clinical standards, comprehensive governance and operational effectiveness attract the best clinical expertise and support from patients. Specialists, referrers and patients choose Re:Cognition Health in the knowledge that the company’s model is patient centric, collaborative and cost effective.

Health Tech & Pharma Innovation Awards 2016 – Patient Care (UK)

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Support Services COMPANY DETAILS Company: World Chandlering International Inc. Name: Vagie Iliakis Email: Web Address: Address: 6933 Clinton Dr, Houston TX 77020 Telephone: 713-269-3298

WCI: Supplying Shipping Success

World Chandlering International, Inc (WCI) specializes in all types of supply to the maritime transportation industry, including the highest quality deck, engine, radio, safety, and cabin stores. We spoke to Founder Vagie Iliakis to find out more.

stablished in 2000, WCI draws on Vagie’s experience in the ship supplies. Working with her industry contacts Vagie identified a number of areas which shipping firms wanted their suppliers to focus on, including providing cost effective products, better accuracy, increased communication, improved availability and order accuracy as well as better time management in order to help clients improve their efficiency. Sensing a gap in the market Vagie created WCI, and the firm’s quality objectives were created to meet the above stated customer requirements, which lead to customer satisfaction, commitment and improvement.


In her opening comments Vagie talks us through her firm’s approach to client service, which is the main USP for the company and something she is very proud of. “Here at WCI we work direct with Ship Owners or Ship Management companies, and try to avoid middle men as they tend to increase cost and decrease efficiency of communication. For example, catering companies or brokers tend to have an office somewhere in the world with no actual supply capabilities or resources and all they do is locate marine suppliers worldwide and manage the food supply of the ship. Food supply management may be efficient for some ship owners or management companies who choose not to deal directly; however, it definitely takes away accuracy and quality in some cases as the main objective is to minimize cost. “In addition, we choose to do business with customers who care not only for the cost but also quality; The word ‘quality’, unfortunately, has become a synonym of ‘expensive’; however, that is not the case with WCI. Our customers are enjoying very competitive pricing along with the customer service we provide in ideal or non-ideal situations.” This approach starts from the very first interaction with the client, which Vagie believes is of vital importance to ensuring that the service her firm provides meets their needs. “Our process of dealing with a new customer or project includes a thorough client background check. That includes size of fleet, references from other suppliers, current and prospect financial information, payment terms and trends and most importantly; the client’s feedback as to what they are trying to achieve through our cooperation. We extensively discuss our capabilities with the new client and make sure that we understand the requirements of the cooperation or project details involved. “On some occasion we have to politely decline to work with a new customer as we do not only look at what the customer needs; we make sure that the customer meets our requirements. Using this approach for the last 16 years, we have managed to create a slow by steady growth and we have been able to have a very high customer retention rate, as the ultimate goal is not only the sale, but customer satisfaction followed by a profitable sale. Additionally, we

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do not have thousands of customers, but the ones we have are the top of line and we have managed to create a mutually successful business relationship.” Moving forward, growth is a key focus for Vagie who is eager to build upon WCI’s current success. “Overall the future looks bright for WCI and I look forward to taking advantage of the opportunities our growth will provide. “A major part of WCI’s long term plan is the development of a software that allows the company to run the day to day operations and be able to get the right reports in order to operate efficiently and effectively. We have been upgrading and improving our software to include almost 60% of our operations. However, our goal longer term by improving the software has not been to limit human interaction and ability to make decisions. To the contrary, we have developed a software that allows employees to think and have choices and flexibility. The software should not limit human interaction; it should enhance it and allow employees to create instead of just clicking buttons only. Of course that has created some problems as using the software requires certain qualities which sometimes is hard to find in employees, whose heart is not in the business and they have no passion about their work. Currently we have a great team and I am excited to continue building this going forward.”

Time is Money

Support Services COMPANY DETAILS Company: JSK Etiquette Consortium Name: Janet Adetu- Managing Director / CEO E-mail: jtadetu@ Web: Address: 6B, Maitama Sule Street, off Awolowo Road, Ikoyi, Lagos. Telephone: +234 8131838380

JSK Etiquette Consortium: Changing Images, Shaping Lives

JSK Etiquette Consortium, an off shoot of the JSK Consulting Group, is an experienced Human Capital, Leadership Lifestyle & Reputation Management Consulting Firm. The firm prides itself in being experts in image & impression management, attitudinal change & behavioural transformation. SK Etiquette Consortium offer a vast number of leadership and image training courses for corporate organizations, professionals, entrepreneurs, and institutions. Janet discusses the firm’s service offering and how it aims to provide clients with the tools to achieve business success.


“Here at JSK, our purpose is to provide a fun filled and interactive learning experience in a cordial conducive environment that aids participants boost and enhance their personal and professional image that will aid their competitive advantage as they pursue their respective careers. We identify those essential soft skills that will take participants to the next level. The skills today that have been heavily overlooked but have become the missing link between success and failure in today’s global business world. “In addition, we also provide group and one on one Coaching and Mentoring Services. Our clients range from corporates in the banking, telecom, manufacturing, education and media industries. We also like to catch them while they are young so that they gain good habits right from the start, and as a result we offer a special program to university undergraduates, teenagers, and toddlers. “However our services go beyond just open and implant training programs. We engage in speaking events, external workshops and seminars, Image Consulting advice and coaching executives too. Currently we are working with youths seeking employment and lacking entrepreneurial skills. We also have a brand called “Etiquette with Janet.” We air on three radio channels; Classic 97.3fm, Beat 99.9fm and City 105.1fm. and also on Channels TV, Business Day and Vanguard Newspapers weekly.” The image industry is relatively new in Nigeria, and as such JSK need to keep advocating for its relevance and the importance its impact has on the bottom line of entrepreneurial businesses and corporate profitability. More importantly, the consulting profession is yet to be regulated in financial terms. What is expected internationally as a guideline for operational standards does not apply in Nigeria, making it difficult for firms such as JSK to enforce payment terms. The only way to combat this is for firm’s such as JSK to continue to raise awareness of the importance and value of their service offering, which Janet outlines in detail. “Fundamentally a brand is the identity of an organization. Once a brand has been established we assess what the brand stands for and what is intended of the brand. We need to establish clarity, consistency and constancy. As an individual, a brand mantra is important, we assess personality traits and go through a series of assessment tools to establish proper footing for the brand of that individual or organization to communicate the right message.

First Impressions and Lasting Opinions “Brands are key to success as they are everything that the clients see of a business. Brands can also be personal, and as such we offer image consulting to ensure that clients are projecting themselves in a way which is in line with their personal goals and objectives. Everybody has their own personal style which is good if you have been able to identify it. What we do as image and protocol consultants is to ensure that our clients know what is appropriate to wear given certain settings. It is all about what to wear, where, when and how. Company dress code policy is very important and should not be flouted if detailed and documented well. Dress wear for office are numerous, it is just a matter of knowing what is suitable and what is not, just learning the rules of the game.” Moving forward the firm are rebranding in order to continue to evolve and meet the ever changing needs of their clients, as Janet enthuses. “Ultimately the future is bright for JSK as we forge ahead with our growth plans. Currently, we are revamping our website and social media platforms to conform with the current trend and to provide more valuable content for our clients. New products will be launching very soon and we are working on a program for young graduates and professionals that is long term to enable them express, develop and empower themselves. We also have the CSR Projects undergoing as our give back to the society.”

27 l Corporate Vision November 2016

Support Services COMPANY DETAILS Company: Mitie Name: Helen Greenwood Web Address:

Most Influential Woman in Marketing

Best Female Marketing Leader – UK

Mitie is a strategic outsourcing company, helping their clients be more efficient by looking at their facilities, energy needs and the people they are responsible for. We got in touch with the Head of Marketing Helen Greenwood to discuss her role at the company. ere at Mitie, my role sits within Mitie’s Property Management business, which delivers a range of property services primarily to social housing landlords across the UK. Within the company, sales and marketing work very closely together, so my role is to make sure that all our messaging and material is relevant and consistent so it meets the needs of our clients.

As a woman working in the corporate environment, I’m fortunate enough to have not faced gender discrimination, but I’m fully aware that this does happen in the workplace and companies have a requirement to put in the correct procedures, training and disciplinary measures to make sure that this sort of behaviour is eradicated. To the women out there, I would say work as hard as you can, don’t be afraid to ask questions, stand up for yourselves and stay true to yourself.

As Head of Marketing, my role involves managing a team and overseeing the whole marketing function. Prior to my current position, I was Mitie’s investor Relations and Public relations manager. Before Mitie, I worked in an agency, working with a variety of clients. I loved the thrill and dynamism of an agency, and I’ve tried to inject some of that passion and energy into the team here.

In the future, whilst I could see myself opening up my own vintage clothing store or boutique wine bar, at the moment, I’m very committed to driving the success of our business. It’s an exciting time for Mitie Property Management, with a lot of new things on the horizon.


I focus on a number of different marketing disciplines including writing and creating content that markets Mitie’s service portfolio to a range of clients and stakeholders. My approach is to engage with as many stakeholders as possible, in order to gather and create meaningful content that ties in to the company’s overall strategy.

COMPANY DETAILS Company: ATS Canada Name: Lorna Cohen Email: Web Address: Telephone: 4034525900

Going forward, organisations need to fully commit themselves to securing equal opportunities for all people regardless of their gender, race, ability or sexual orientation. I don’t think gender should be a factor at all in the corporate landscape and if we can get to a place where gender doesn’t make a difference, then that’s when we know when we’re getting it right.

Working Harder Will Pay Off

Most Influential Woman in Transport Alberta

Lorna Cohen from ATS Canada talks to us about her role at the company and what she has done to succeed in the industry. TS Canada specializes in open trailer transportation with our own assets along with a robust logistics division. While we are very good at providing ontime, high level customer service in the managing of transportation projects for the oil and gas industry, we are also diversified within agriculture, machinery, construction and infrastructure sectors. The more challenging and complicated the project is and the more obscure, large and heavy the load is, the more excited we are to move it!

almost second nature to me. I have been in the trucking industry for the past 15 years in many different roles, and wear multiple hats on a daily basis; however, my main role is to secure new business while providing operational support for my current customers.

Here at ATS Canada, half of our staff are women; however, we are not specifically targeting any particular quota. Talent, knowledge and hard work is always what any company will focus on, it just happens that the individuals we hired, for some of our key roles, were successful women.

While the economy, especially the oil and gas industry, are currently doing a reset, it will take off again soon. It’s a matter of when and not if. We are currently in the middle of working through the details of several multi-million-dollar projects slated to begin late this year which I am very excited about.

In my earlier years, it was a steep learning curve to understand the various types of equipment especially in heavy haul transport. I had to work harder to prove my operational knowledge in a mainly male dominated industry but persistence and a determination to learn paid off. Multi-million dollar projects and moves up to 19 axles have become

Looking to the future, I think as more companies realize the benefits of having a more diverse workforce, whether that be culturally or by gender, they will take more steps to encourage women to join. The trucking industry is facing a shortage of drivers and that will only continue, which will also mean making the profession more attractive to women. I am excited to see what direction this will take.


28 l Corporate Vision November 2016

For women looking to succeed in this sector, you have to be good at what you do – like in any industry. Having some operational knowledge is definitely a gender equalizer. Also, ensure that you work harder than your peers, it will pay off.

Support Services COMPANY DETAILS Company: Islamic Corporation for the Development of the Private Sector (ICD) Web Address: Telephone: +966 12 6361400

ICD: Raising the Bar in Islamic Finance

The Islamic Corporation for the Development of the Private Sector (ICD) is a multilateral development financial institution and is part of the Islamic Development Bank (IDB) Group. We invited Top Management of ICD to tell us more. ince its inception in 1999, the Islamic Corporation for the Development of the Private Sector (ICD), the private sector arm of the Islamic Development Bank (IDB)—the world’s largest Sharia’a compliant multilateral institution-- focuses on supporting its 57-member country development by stimulating the private sector in various ways, as Nabil explains.


“ICD operates via a four-pronged approach: firstly, we provide long and short-term financing to private sector entities and green field or expansion projects directly through equity participation, the purchase of assignable bonds and term financing. We also play a role in mobilizing resources for financing projects through cofinancing or syndication. “Secondly, ICD develops Islamic financial institutions and extends lines of finance to nurture and empower identified channel partners. Third, we provide advisory services to governments, public entities and private entities of member countries with an aim to create the ideal environment to facilitate private sector investment and also to assist companies in unlocking their potential. Advisory services include project finance advisory, raising funds through the issue of sukuk, and encouraging the development of the business environment for SMEs. Lastly, we supplement our own balance sheet by sponsoring and/or creating private equity funds as well as other special purpose vehicles (SPVs) in order to provide the IDB Group and other investors with access to projects that provide commercial returns as well as meet the developmental needs of member countries. “Overall our mandate is similar to other multilateral institutions with the proviso that all of our operations must be strictly Sharia’a compliant. Apart from providing critical capital, we also impart knowledge, help manage risks and catalyse the required participation of others in order to achieve development goals. Through our numerous projects, we support the type of entrepreneurial initiatives that help developing countries attain sustainable economic growth. Currently, we are rated ‘AA/FQ+’ by Fitch, ‘Aa3/P-1’ by Moody’s, and ‘AA’ by Standard & Poor’s.” Within the Islamic finance market, Nabil believes that although Islamic finance remains one of the fastest-growing segments in the global financial system, the industry remains highly fragmented despite the efforts of several cross-border organisations to bring some uniformity to the concept. “The lack of technical and contractual standardization will continue to hinder the growth of the industry. Challenges on the regulatory front, such as regulatory inconsistency, as well as the shortage of qualified human capital also remain key issues. “On a positive note, we have seen very encouraging signs in many jurisdictions, where government policy makers and regulators are providing greater support to create an enabling legal and regulatory environment which would be conducive for promoting Islamic finance and also ensuring the financial stability

of the Islamic finance industry through specific legislations. Therefore, I prefer to remain upbeat; the very nature of Islamic finance, and the greater awareness and interest in non-Muslim jurisdictions, will serve as an impetus for the industry to explore unchartered territories. “Given the dependence of core Islamic finance markets on oil, the decline in oil prices and the impact of subsequent policy responses are set to dampen the industry outlook in the near term. Affected countries are recognizing the urgency of the situation and are more focused on limiting its oil dependence in order to ensure sustainable economic growth. To this end, we are viewing it more as an opportunity for us to deliver our mandate, especially since this is an issue involving many of our member countries. Indeed, the private sector can be a key driver for economic diversification, balanced development, improved productivity, thus playing a major role in enhancing the competitiveness of the domestic economy and boosting overall growth, especially given the turbulent global economic environment.” Ultimately the future looks bright for ICD as it seeks to implement its 10-year strategy which will ensure its ongoing success, as Nabil outlines. “Moving forward, we will continuously strive to increase private sector engagement in our member countries. In this regard, ICD has set a 10-Year Strategic Road-Map, supported by a 4-Pillar strategy that consist of a) developing Islamic finance channels, b) investing in high-impact sectors, c) improving the enabling environment and d) mobilizing resources. “As part of the implementation of this ICD aims to establish and support Islamic financial channels in the member countries and provide advisory services to convert conventional banks into Sharia’a compliant institutions, in addition to setting up new Islamic banks and developing an enabling environment in at least 10 countries. “In addition, in terms of investment and financing, ICD is planning to provide finance to at least one direct investment project in each member country, but also allocate approximately 60% of new approvals to high-impact sectors such as infrastructure, agriculture and healthcare. These developments and the others will provide us with a number of exciting opportunities which we look forward to taking advantage of.”

Ones to Watch in Finance 2016

29 l Corporate Vision November 2016

Support Services COMPANY DETAILS Name: Rodrigo Horna Fernandez Company: Remaned UK Ltd. Email: Web Address: Address: Chichester Road, St. Leonards On Sea, East Sussex TN38 9BG Telephone: 07436818499

Diesel Systems Innovation

Remaned UK Ltd. was founded in 2007 with the goal of bringing to the automotive industry innovative business concepts that add value to the options available on the market.


hat products and services does your firm provide? Remaned UK Ltd. remanufactures injectors and pumps for diesel engines to the automation aftermarket industry. Also, the company is the licensee for the Lucas Diesel brand.

How would you describe your firm’s client base? The clients of Remaned are mostly motor factors which are the distributors of components to garages. Our target is to work with the main ones in each country. What factors make your firm unique? We are constantly looking for new processes to improve our products which makes our firm unique. The company is also well known for its after sales service to the clients with a strong technical assistance support for all the customers around the world. To improve a keep, the confidence of our clients is vital for us. What are the most significant challenges currently facing your business in the months and years ahead? To be able to produce more technologically complex injectors and pumps to be the first ones in the automation aftermarket in getting the new products. That will make the difference with our competitors which like us, are making good efforts to get the main customers. What is the main objectives for your business in the future? Obviously, the main objective will be to increase our portfolio of clients around the world and to get this, we must be one step ahead from our competitors in terms or processes and technology applied to them. I love the automation industry because the new systems, components and processes are amazing and they help to improve the driving and safety in a vehicle. What business or business person do you most admire and why? The business people I admire are the ones who work really hard to improve their business every day. Most of them are not on the news because on a daily basis they are running a small shop, garage etc. However, their effort to make their business profitable is in some cases unbelievable.

30 l Corporate Vision November 2016

g n i o g e r ’ u o If y o rebel, t it do pose. r u p h wit Recruitment

Proud to be the only agency in Canada to receive the CV 2016 Small Cap Top Fifty Award

RESET BRANDING Strategic Branding + Design

31 l Corporate Vision November 2016

Legal COMPANY DETAILS Company: Patent Law Firm “ISKONA-II” Email: Website: Address: 3-1, # 18, Krasnovorotsky proezd, Moscow 107078, Russia Telephone: +7 499 9751385

International Property Protection

Elena Gavrilova, General Director of Patent Law Firm Iskona-II gives us an insight into the impact the company has made in Russia. ounded in 1993, The Patent Law Firm ‘Iskona-II’ is made up of former employees of the Russian Patent Office (Rospatent). They have experience in various departments of the industry, including industryrelated inventions, utility models, industrial designs, trademarks, and agreements for items of industrial property.

Iskona-II has patent attorneys with over 30 years of expert experience in various departments of industry subdivisions of Rospatent, Elena tells us how they stand out from their competitors. “Our company offers clients an integrated approach for the protection and commercialization of intellectual property items in the implementation of scientific research and business projects.”

Currently, the company employs 15 people. Among them are patent attorneys of the Russian Federation, Eurasian patent attorneys, consultants, lawyers, and translators. The patent attorneys at the firm specialise in various fields of engineering and technology, in particular - chemistry, medicine, biotechnology, engineering, electronics, and physics.

Elena hopes that in five years’ time that she will still be managing the company, and she tells us how she thinks the future looks for Iskona-II. “My goals are to keep our group of professionals together, to provide comprehensive interaction with the companies and institutions which are engaged in innovative development in Russia and foreign countries and to enhance the company with young talented specialists. Also, to create a system of interaction between employees, using the institution of mentoring and transferring professional experience.”


Elena explains her role as general director of the company. “My aim is to provide economic stability, expansion of the client base and observance of standards of the current legislation in the field of small business. I believe that the head of a small company is obliged to be aware of affairs for which each employee of the company is responsible. “Also, I consider it important to provide a significant increase in the professional growth of each employee through the use of a flexible system of training programs, exchange of professional experiences with colleagues, as well as studying the legislation and practice in the field of intellectual property in foreign countries.”

International IP Excellence Russia

32 l Corporate Vision November 2016

Legal COMPANY DETAILS Company: DN Legal Name: Dao Nguyen Email: Website: Address: Level 3, 93 Nguyen Du, Ben Nghe Ward, District 1, HCMC Telephone: +84 8 3827 2418

Building Business in Vietnam

As the managing partner of DN Legal, Dao Nguyen advises on all aspects of doing business in Vietnam.

Legal was established in July 2014 by Ms. Dao Nguyen. Having managed and helped built law practices in Vietnam for two international firms as managing partner, Dao decided to set up her own firm so that she can provide personal attention to a select number of key clients. Therefore, DN Legal’s approach is a tailored and personal legal service. All work taken on by the firm will be personally handled by Dao. DN Legal work with clients who require commercial and innovative solutions and structures to build their businesses in Vietnam.


Dao is the managing partner of DN Legal. She advises investors on all aspects of doing business in Vietnam. Her practice includes corporate and M&A, banking and finance, real estate, energy and infrastructure. She has acted for developers and the government of Vietnam on several landmark projects including the first licensed BOT project in Vietnam. She is a US qualified lawyer and speaks fluent Vietnamese. The Asia Pacific Legal 500 (2012) notes she “demonstrates a detailed view of on-going and likely future legal developments, a strong willingness to understand the client's needs, combined with a pragmatic approach.” Dao is recognized as a leading lawyer by Chambers Asia in Corporate/M&A (2008-2014), Banking & Finance (2008-2012) and Projects & Energy (20102014). She is also a leading lawyer in Real Estate; Financial & Corporate; Banking and M&A by the Asia Pacific Legal 500 (2014) and IRLR1000 (2015, 2016). With a strong and experienced team, DN Legal advises in all aspects of corporate, M&A, investment, contract, commercial, banking, financial, real estate, tax, energy and infrastructure, capital markets, securities, tax and dispute resolution in Vietnam. The firm was highly recommended for the Corporate Law Position in Vietnam by Global Law Experts; recognized as Leading Advisor in Vietnam (2015) and Corporate Advisor of the Year - Vietnam (2016) by Acquisition International. The firm also won Boutique Law Firm of the Year - Vietnam by Corporate Live Wire’s 2016 M&A Awards Winners Guide.

APAC Legal Elite - Vietnam

33 l Corporate Vision November 2016

Legal COMPANY DETAILS Company: Griffith Hack Name: Tim Heberden, IP Economics Director Email: Web Address: Address: Level 29, 100 Miller Street, North Sydney, Australia Telephone: +61 2 9925 5919 & +61 405 121 820

Maximising IP from Every Angle

As a full service IP firm, Griffith Hack brings together the legal, technical and financial expertise to help clients gain competitive advantage through creating, capturing, valuing, funding and monetising IP. riffith Hack is a full service IP firm, based in Australia, helping clients maximise the value generated by IP throughout APAC. Although based in Australia, Griffith Hack has an international client base of blue-chip IP owners, start-ups, investment banks, private equity firms, tech transfer offices and government agencies. For over a century, Griffith Hack was like other IP firms; experts in our fields of technology and in prosecuting, enforcing and opposing patents and trademarks. But we felt our clients needed the following:


• • •

Robust analysis of the IP landscape to inform IP and innovation strategy. Quantify the value of IP for fund raising, M&As and strategic planning. Help in monetising and enforcing their IP.

That is why we have brought these skills together to help clients maximise IP from every angle. Tim Heberden is the Director of IP Economics at Griffith Hack, and leads the company in the following service areas: • • • •

Valuation of IP and enterprises that are dependent on intangible assets. IP analytics and monetisation. Tech economics advisory service. Brand economics advisory services.

Tim is a member of the Global Business Valuation Board of the Royal Institution of Chartered Surveyors, and is the technical author of the Guidance Note on the Valuation of Intellectual Property Rights.

34 l Corporate Vision November 2016

How important is IP Economics? We live in an age of intellectual capital. Intangible assets represent 85% of the value of NASDAQ listed companies, and over half of the value of other leading stock exchanges. IP-centric assets are pivotal to the value of all organisations. Yet most boards have little visibility of the strength and value of these assets. This is nonsensical as poor metrics compromises a board’s ability to mitigate value at risk and evaluate corporate strategy. The good news is that there is a growing appreciation of the economic contribution made by the IP that supports technology, brands, content and know-how. During the last year, we have noticed the following trends: • • • •

Greater use of IP valuations and IP ratings to support equity raising, M&A and debt financing. Increased boardroom recognition that IP risk management requires effective metrics. Recognition by tax authorities and multinationals that IP transfer pricing needs to reflect the economics of this complex asset category. Integrating use of patent analytics and valuation to direct innovation and inform the management of IP portfolios.

Asian governments have been particularly active in supporting the development of ecosystems that facilitate the creation and exploitation of IP. Hong Kong, Singapore and Malaysia are all active in promoting IP hubs. Key Message Understanding the current and potential value of IP supporting intangible assets enables organisations to develop value maximising strategies, set appropriate budgets and track the return on investment.


APAC Legal Elite - Australia

Tim Heberden, IP Economics Director 35 l Corporate Vision November 2016

Company: Maristela Basso Lawyers Name: Maristela Basso Email: Web Address: Address: Av. Brigadeiro Luiz Antonio, 4249-Jd. Paulista, Sao Paulo, 01401-002, Brazil Telephone: 0055 11 3057 1663

A new reference in the rendering of specialized legal services in Brazil.

Legal COMPANY DETAILS Company: KETNER, Legal Consultancy, Representation and Protection, Ltd. Name: Meti Ketner Email: Web Address: Address: Tržaška cesta 134, 1000 Ljubljana, Slovenia Telephone: + 386 (0)51 344 655

IP with Vision and Optimism

KETNER Ltd. is an intellectual property legal office, based in Ljubljana, Slovenia which is focused on the protection of industrial property. n a daily basis, KETNER Ltd. operates with vision and optimism. Working together, our actions within the law make us able to achieve added value with intellectual property protection. We immerse ourselves in our clients’ ideas and strive towards the enforcement, protection and maintenance of intellectual property rights. To maintain our strong market position, we represent our clients in intellectual property proceedings at the national, European, and international levels. Protected intellectual property rights of our clients confer on the owner’s exclusive right to use it, to have it at their disposal as well as the possibility to prevent all third parties not having consent from using it or using something similar in the course of trade.


As a passionate and innovative businesswoman, Meti Ketner, the firm’s CEO and founder, takes care that KETNER Ltd. is constantly progressing and expanding and following the key trends of intellectual property protection to which clients can rely on. Meti talks to us about what the industry may notice in the future. “The IP protection sector is constantly evolving. Ideas of the future are already changing the present moment. There will be many new

patents in the very near future, which a man of yesterday did not dare to dream about it. In my opinion, a lot of them will come from Slovenia.” Going forward, Meti explains how the company will continue to strive for success. “After five years, I am still doing the best job for our clients, working on the field of inspirational ideas and protecting them on a global level. With our subsidiaries around the world, our team is constantly growing, proud to show the world the intellectual capacity of Slovenia – the rising star of this world.”

International IP Excellence

37 l Corporate Vision November 2016

Legal COMPANY DETAILS Company: Wilhelm Avocats Name: Dr. Christophe Wilhelm Email: Web Address: Address: Av. de Rumine 13, PO Box 7781, CH1002 Lausanne, Switzerland

25 Years of Swiss Business Law

Wilhelm Avocats is a boutique law firm which specialises in Swiss business law – specifically advising businesses on contract, commercial, labour, financial and IP law.

ounder of Wilhelm Avocats, Christophe Wilhelm has accumulated over 20 years of commercial law practice. Doctor in Law (Ph.D.) from the University of Lausanne Law School, LL.M. (class of ’95) from the University of Michigan Law School, Christophe has been a lecturer at the University of Neuchâtel since 2011. He was awarded the “International Law Office Client Choice Award 2011” prize in the category of company law for Switzerland. His experience in commercial law is recognised and recommended by the Chambers and Legal 500 website. Recently, he was selected by his peers for inclusion in The Best Lawyers in Switzerland 2017 in the field of Corporate Law.


Christophe is a regular adviser to listed companies for the implementation of the Minder initiative with reference to abusive compensations. He was appointed as independent attorney for the shareholders for two major listed Swiss companies. He has extensive experience in the subject of commercial litigation, both before courts of arbitration and ordinary civil courts of law in the French-speaking part of Switzerland. Also, Christophe has acquired considerable experience in international arbitration proceedings (ICC rules of arbitration and Swiss Rules of International Arbitration) and practises in French, German and English. With recognized experience in business law in the French-speaking part of Switzerland, Christophe has worked as an experienced practicing attorney for 25 years. Here, he explains more about the firm and his role within the company.

The industry has seen various changes which Wilhelm Avocats has recognised and adapted to. “The number of lawyers has increased dramatically in Switzerland. This has led to some colleagues multiplying their operations instead of focusing on the most effective way to solve their client’s case. Our important client-base allows us to adopt a more straightforward approach as we are convinced that a satisfied client is a more valuable asset than a never-ending trial.” To enable the firm to stay innovative, Christophe and the rest of the staff ensure they acquire more knowledge in their field. This approach helps Wilhelm Avocats stand out from their competitors. “We attend seminars held in our specialised fields. I am teaching a master class on business law at the University of Neuchâtel, which makes me close to the most recent trends and jurisprudence in this legal field. As a company, we are convinced to be more pragmatic, economically oriented and open to foreign jurisdiction and to crossborder issues than the vast majority of our colleagues around in the Western part of Switzerland.” In the long term, Wilhelm Avocats plans to work with more clients from the UK, with Christophe ending his interview by saying, “We think we are close to their interests and concerns and are keen to help them develop their business ventures in and from Switzerland.”

“We are a boutique law firm which specialises in Swiss business law and is composed of experienced lawyers capable of advising our clients on the complete range of legal services needed to support their business operations such as the execution of contracts, the setting-up and legal management of their businesses, employment/ labour law and human resources management, intellectual property management, civil and business disputes litigations before the ordinary and arbitration courts. “We are advising small and middle-size enterprises active in Switzerland and abroad, whilst also advising foreign companies willing to make business in Switzerland. We enjoy working with entrepreneurs and from a legal view point, we are keen to make them succeed.” Wilhelm Avocats always maintains neutrality, confidentiality and fairness in their cases. Due to this approach, clients are ensured the best satisfaction whilst ensuring great value for money, as Christophe explains. “Our firm is bound by the professional secrecy applicable to members of the Swiss bar association. This professional secrecy is the strictest applicable under Swiss laws. It allows members of the Bar to oppose disclosure, even before a criminal prosecutor or a civil court of laws. We adopt a pragmatic way of solving issues and always consider the economic cost of our work. At Wilhelm Avocats, we prefer a pragmatic solution to a detailed but useless legal opinion.”

38 l Corporate Vision November 2016

Best in Arbitration

Legal COMPANY DETAILS Company: Name: Paul M. Kanitra, President Email: Web Address: Address: 430 New Jersey Ave, SE – Washington, DC 20003 Telephone: (202) 587-2736

Best Lobbying Firm & Government Affairs Consultancy – USA

Hanging on the wall of Lobbyit’s reception area is the phrase “lobbying for the people”, which succinctly sums up their ultimate goal. We had the chance to speak to their President, Paul Kanitra, to find out how this is achieved, and how their company aims to take the negatives out of the lobbying industry. t its core, Lobbyit is a full service lobbying and government affairs firm with a unique model focusing on transparency, clear deliverables and high levels of accountability. Equipped with a wealth of experience and expertise from the Executive Branch and Congress, the company caters to a highly diverse range of over 40 clients. Among these include companies, associations, cities and universities of all sizes.


Throughout the years, the company has achieved numerous victories for their clients. In fact, they have been successful for their clients when previous representation failed to get the job done, despite charging much higher prices. Perhaps Lobbyit’s most distinguishing factor is that they are the only lobbying firm that offers set pricing and arranges their services into different tier levels. In doing so, their clients can decide for themselves which level fits their unique needs best. Alongside their expertise, they provide some of the most competitive pricing, detailed monthly reports and short-contracts in the industry. According to Paul, it’s all of these ingredients combined that have led to their continued success: “All of these aspects serve to give our clients peace of mind when dealing with us that we will accomplish what we say we can. Basically, we offer all of the bells and whistles that the biggest firms do, while at the same time our size and focus lends itself towards a more personal approach. We truly view the clients at Lobbyit as part of our family.” Clients are at the heart of everything they do at Lobbyit, and their business model was built upon the fact that many lobbying firms simply do not communicate enough with their clients. Before Lobbyit even opened its doors, they conducted a year’s worth of concept building. During that time, they heard over and over again about just how disenfranchised organisations were with their lobbying firms.

As a result of this unique approach, Lobbyit has built quite a reputation for themselves in Congress and the administration, which has in turn allowed them to attract some of the best talent in the industry. These are people who really respect their mission and objective, and their non-partisan reputation has really served them well in this regard. As a company working in an industry that is constantly evolving, Lobbyit is always innovating and adapting to the myriad changes that occur in their industry. A major shift is occurring with the death of earmarks, and the old lobbying model of spending tens of thousands of dollars a month looking for something to get passed quietly in the middle of the night is now a thing of the past. Lobbyit is positioned perfectly to continue to benefit from this shift, as they stand on the merits of the stories of their clients, and have to tell and effectively leverage that for their various causes. Much like any other industry, the ongoing advances of technology continue to be a prevailing trend too. The increasing influence of social media is something that Paul wholeheartedly embraces, as it allows the public to be more engaged with public officials and vice versa. “Lobbyit is rolling out a new social media advocacy service to meet this shift head on and we feel strongly that there is tremendous potential here.” Looking towards the final end of 2016 and beyond, Paul is confident that they will continue to evolve for their clients. More specifically, they are rolling out a brand new website, allowing them to deliver even more information and services to their clients. As their client portfolio continues to grow, so too does the needs of their clients. With this in mind, Lobbyit will continue to evolve with changes in the industry so that their clients are always represented as effectively as possible.

One of the biggest complaints was that there seemed to be a huge disconnect in the knowledge of what firms were actually doing on a monthly basis. As such, Lobbyit utilises and tracks client communications to ensure that they are constantly keeping their clients up to date and informed. “Every client is different,” says Paul. “Some clients want and need more hand holding, while other clients simply don’t have the time to discuss every detail. As a result, we tailor our approach differently for each client accordingly. It’s ingrained in every Lobbyit employee to always put themselves in our clients’ shoes and objectively assess if we’re doing our very best.”

39 l Corporate Vision November 2016

Education COMPANY DETAILS Company: UNINTER EDUCACIONAL S/A International Affairs Office Web Address: Email: Address: Rua Francisco Nadolny, 100 – Campina do Siqueira,. 80740-030, Curitiba, Paraná, Brazil Telephone: +55 41 2104 2504

Developing and Transforming Lives Through Education

For over 20 years, UNINTER has made big strides in the education industry. Wilson Picler talks to us about how they the company is determined to help develop and change people through education. he UNINTER Group has been present in Brazil for over 20 years and is one of the major players in the college education sector. The institution boasts over 170,000 college-level students distributed in four campuses in the city of Curitiba and in more than 470 units nationwide. UNINTER offers graduate courses in classroom and distance-learning modes, working with youngsters and adults, and producing books, content and didactic materials for college, high school and basic education. Due to its wide geographical presence, UNINTER relates to students of several different profiles and with different objectives, as well as with diverse regional and social-economic backgrounds. The institution firmly believes in the democratization of superior education and is proud to be part of the lives of people who would otherwise be unable to go through college.


The Group has two publishing houses which produce didactic materials and books in general, and which service schools and city governments across the country. The institution also maintains partnerships with companies of many segments to facilitate the access of employees to graduation and graduate courses. As the founder and chairman of the board of directors, Wilson Picler talks to us about what the college has done to make a name for themselves in their sector, saying, “Our commitment to quality from the very beginning until nowadays has set us apart from the competition and our students recognize and appreciate our quality and our long-term commitment to quality. As a result, we enjoy very high levels of customer satisfaction and very high levels of customer referral. This positive feedback allows us to keep up with great growth figures and invest continuously in technology to further enhance their satisfaction and reduce our costs. At the same time, it allows us to charge the fair price for our services and refrain from bargaining like many competitors do.” UNINTER invests permanently in new models of learning. The Engineering courses can illustrate this, as one of the main doubts for potential students was how the practical experiments would be conducted during the course. In answer to this need, UNINTER created an individual lab kit that allows students to carry out experiments at home. The kit has all the basic components, equipment and tools to allow practical implementation of theoretical content. This unique and innovative solution guarantees laboratory practice to all, with no additional cost. Our institution is one of the largest educational institutions in Brazil, committed to delivering quality college education to all parts of the country. Therefore, UNINTER continues to invest in educational technologies, in the improvement of didactic materials, in the development of new courses, in partnerships with institutions outside of Brazil, in the hiring of professors who distinguish themselves in the academic world and in the constant improvement of virtual learning tools. UNINTER believes the most important thing that they have learnt in business is adaptability. Wilson explains how

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“When thinking about education, for many the image that comes to mind is a teacher, a blackboard and chalk. However, others believe this is a scene from the past, and that nowadays the learning process occurs with a tablet in hand. UNINTER believes that education is a blend of both. Books, blackboards and chalk are combined with technology in an integrated process. In superior education, for example, the separation between classroom and distance learning no longer exists.The Ministry of Education is working on a proposal to integrate the two modes, but UNINTER is already combining the processes to the students’ benefit.

Large Cap Top Fifty - Brazil “Today, UNINTER classroom-learning students have full access to taped materials and other resources used in the distancelearning mode. Therefore, studying by using a cell phone does not necessarily mean a distance-learning student. Also, having a lab kit with all the components, equipment and technologies for practical application of content at home is not a privilege of distance-learning students. Teachers also adapt and employ teaching technologies that contribute to learning. The adaptation to changes helps the institution grow and find new options in a reality where people learn in different ways.” Wilson describes what UNINTER has planned for the future, saying, “We want to maintain our position among the largest educational institutions in Brazil, with the commitment to offer quality education to all areas of the country. We will also continue to invest in educational technologies, in the improvement of our materials, in our portfolio of courses, in new partnerships and in recruiting the best teachers from the industry.”


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Apprentice Winner Changing Lives In this engaging interview, Ricky Martin, Managing Director at HRS (Hyper Recruitment Solutions), tells us how recruitment is all about a person’s talent, not just finding a candidate to fill a job. Since winning the BBC reality TV show ‘The Apprentice’ in 2012, Ricky has proven that the show is not a fad and the entertainment has an underlying business goal.

yper Recruitment Solutions are a specialist recruitment supplier to the science industry. The company was set up in 2012, with Lord Alan Sugar, on the back of ‘The Apprentice’. With an initial £250k investment to get the business going, HRS is now operating as an independent company with 25 employees, growing every year, and working with an international client base across the sciences.


75% of the company’s workforce have a background in science, and are now using their expertise to support recruitment. Ricky speaks to us about what his team does to source talent from prospective job seekers. “I think a lot of people think the best way to find talent is to put an advert on a job board and see what comes in but this could not be further from the truth,” says Ricky. “The important thing when identifying talent is discovering the category of talent you are looking for and you need to be creative by branding, advertising and networking. Talent is about people, not just finding a candidate to fill a job; it’s about finding a person who matches a business’s culture. The key thing when you’re hiring people, is that you need to consider what your offline approach is whereas most recruitment companies just consider their approach online.” Ricky tells us that HRS wants to become the preferred partner for the sciences. As a qualified biochemist, this is something Ricky firmly believes in. The company’s ethos is about helping people and changing lives. “This business isn’t run like most recruitment companies. Our business runs on the ethos that the more people we help, the more lives we change. Every single person in my business focuses on how we can make a difference, and by making a difference, we make our money as a by-product of delivering a great service. Most people in recruitment are focused on making money. We focus on doing what’s right by the industry first, make a difference, and our money will come.” Credibility is an important attribute to have in order to be successful in the recruitment industry, as Ricky states. “Some people recognise recruitment as an amazing industry with fantastic people who can make a difference, however others see it a sales industry where people are just snakes. In this industry, you have to be professional because people buy from people, and if you are professional, credible and likable, people will probably want you to support them. “Some companies put the client on a pedestal and think they’re more important because they’re paying the bill. But the reality is they’re both as important. I think when it comes to looking for a job, the most important thing that person needs to feel, is that you’re on their side. It’s the same with the client. I think one of the challenges is actually conveying empathy that we are on the side of both customers. It’s trying to manage those expectations as correctly and equally as you can and giving the hard news as well as the good news.”

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The influence of Lord Sugar was vital when the company was set up. Other than the £250k investment, Ricky tells us how Lord Sugar has helped the company. “The reality is that I was going to set this up with or without Lord Sugar and I was going to make it successful,” Ricky states. “However, he has helped me set it up quicker, to grow the company faster, and he’s been a tremendous mentor. Over a 40-year career, he’s hired a lot of people and he knows some really good business contacts. When we have our board meetings, he’s very good at identifying risks and problems before they even exist and that helps you not to fall into certain traps.” Over the next 12-18 months, HRS plans to achieve £10 million of revenue, set up a brand new technology division in January and are looking to acquire new offices so they can deal bring other great recruiters to the business that won’t currently locate to their HQ in Essex. Also, in the next month, the company is launching a new careers website. Ricky finishes by saying, “I think the key thing to realise is that ‘The Apprentice’ was a great opportunity to get a business started, but the reality is that the actual hard work started the day the business started. I would like people to know that there is life after the show and if you work hard and follow your dream, it can be a success.”

Recruitment COMPANY DETAILS Company: Career Birds Web Address:

Flying High in Recruitment

CareerBirds is the collaboration between two companies - Mastering Leadership Agility LLC in the UK and Sabistar Pty Ltd in Australia. The firm’s main goal is to grow and nurture future leaders through training and mentoring. Paul Cohen, director at Sabistar talks us through the partnership and what services Career Birds offers. areerBirds’ mission is to guide future leaders. We do this by developing leaders through personal training, coaching and mentoring in agility, diligence and performance. Our purpose is to grow and serve future leaders infused with entrepreneurial spirit, so they become skilful contributors to and mindful guardians of the enterprises and fragile world they impact on. Firstly - innovate to accumulate; second - tread lightly and do no harm; third - leave your enterprise and world in a better state than how you found it; fourth - make your legacy venerated by those who will follow.


We support leadership learners coming together to fulfil their own lives, alongside improving conditions for those less fortunate than themselves. Our focus on developing agility practices enables talent to resolve the tensions between competing personal, enterprise and societal demands, as the world continues to encounter disruptive change. By building their

own capability in this particular way, our future leaders create sustainable enterprises and communities, bringing longer-lasting profitability, continued shared prosperity, and worldly benefits for humanity and nature in unison. When clients register for CareerBirds, they undertake a quiz to discover which career bird type they represent, with each bird representing a different leadership personality. This leads to services which we provide to help clients with their leadership skills. There are a range of services which we offer clients including development opportunities by discovering how your selected bird type can go from Hatched to High Flyer in record time, allow our psychometric data to show you how to set your goals and guide you through your agility journey and our Pigeon service which helps clients discover how to be agile in presentations and get your message home.

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Winners' Directory

WINNERS' DIRECTORY Recommended Luxury Resort

EUROPEAN BUSINESS AWARDS Company: Leigh Christou Ltd Name Chris Christou Email Website: Contact : Jackie Christou

Company: ITEM d.o.o. Name: Gregor Maček Email: Website: Contact: Metka Malis Furlan

Company: Grimscote Manor Hotel Name: Gillian Etheridge – Steven Cuddy Email: Website: Telephone: 01675 464222

Company: Metis Partners Name: Stephen Robertson Email: Website: Telephone: 0141 353 3011

Company: FundAssist Limited Name: Andrew Johnston Email: Website: Telephone: +353 1 2079700

Company: Grimscote Manor Hotel Name: Gillian Etheridge, Steven Cuddy Email: Website: Telephone: 01675 464222 Company: Arbeitskanzlei Gerhard Fachkanzlei für Arbeitsrecht Name: Manuela M. Gerhard Email: Website: Address: Funkenburgstraße 17, 04105 Leipzig, Germany Telephone: +49 341 5832635 Fax: +49 341 5832635

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Company: Hideaway Haven B&B Email: Address: 72 Tysons Road, South Bingera, Qld, 4670 Telephone: 074 155 0448 / 040 387 3129 Company: Villa Borobudur Email: Address: Borobudur 56553, Magelang Central Java, Indonesia Telephone: 0062 851 0052 5520 Company: Stonewell Cottages & Vineyards Email: Address: Stonewell road, Stonewell, via Tanunda, Barossa Valley, PO Box 96 Tanunda SA 5352 Telephone: 0417 848 977 / 08 85628 628 Company: Agroturismo S'Horabaixa Email: Address: Segunda Buelta, 117, Agrupación Son Mesquida, Buzón n 47, 07209 Mallorca, Balearic Islands, Spain Telephone: 0034 971 18 30 91 Company: SK Place, Crete Villas Email: / Address: Almyride, Apokoronou, 730 08, Greece Telephone: 0030 693 225 2352

Winners' Directory

FINANCIAL SERVICES AWARDS Company: Dalfruin B&B Email: Address: 18 McCulloch St, Bairnsdale, Victoria, 3875, Australia Company: La Bastide D' Eygalieres Email: Address: Chemin de Pestelade, 13810 Eygalières, France Telephone: 0033 (0)4 90 95 90 06 Company: Relais Villa Roncuzzi Email: Address: Via della Libertà, 8, 48026 loc. San Pancrazio, Russi (Ravenna), Italy Telephone: 0039 0544 534776 Company: The Inn at Locke house Email: Address: 19960 Elliot Road, Lockeford, California, 95237, USA Telephone: 001 209 727 5715 Company: Mariners Cove Inn Email: Address: 303 W. Ocean Avenue, Westport, Washington, 98595 Telephone: 001 360 268 6000

Company: Insurance2go Name: Gary Beeston Email: Website: Address: Insurance2go, Enterprise House, Isambard Brunel Road, Portsmouth, PO1 2RX Telephone: 0333 999 7905

INTERNATIONAL IP EXCELLENCE Company: Ketner Name: Meti Ketner Email: Website: Telephone: 00 386 0 12566 966 Company: Patent Law Firm Name: Gavrilova Elena Email: Website: Telephone: 007 499 975 13 85 Company: St Catherine’s Chambers Name: Sean J Randall Morris Email: Website: Telephone: 0207 666 3069

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Corporate Vision November 2016  
Corporate Vision November 2016