B2B in Canberra September 2010 (Issue 52)

SEPTEMBER 2010 ISSUE 52 $4.95 inc. GST BUSINESS IN FOCUS MONTH www.b2bincanberra.com.au

PROFILE:

Michael Desmond National Portrait Gallery

ISSN 1833-8232

01

PROTECT YOUR IP

Canberra’s lawyers tell how

9 771833 823005

Business In Focus Month September 2010 is here Business In Focus Month is an annual program of business events for the ACT. Local businesses can take advantage of events to access the information, skills and service providers they need to assist them to build better businesses. This September, Business In Focus Month will help small business connect, create and grow with a wide variety of events throughout the month.

September offers business owners the opportunity to take a step away from the daily running of their business – to invest time in activities to help prepare for the future. With a range of seminars, workshops, networking opportunities and more, there is something that will appeal to just about everyone and every interest.

Find the latest information about events in September to support your business by visiting www.business.act.gov.au and follow the Business In Focus Month September 2010 link, or free call 1800 244 650.

CONNECT

CREATE

GROW your business

Check out these and more events during the month: Small and Micro Business Forum – Building Human Resource Capability

Venue:

Learn from three successful local businesses about how they have handled the people and talent issues that have confronted them. This Forum will cover matters like finding and retaining skilled people, keeping your skills up as an owner manager, training options and approaches, where demographic change is taking us and related issues like succession planning. This is a great opportunity to hear about and contribute to these issues. Participants will also take part in mini workshops to develop new ideas and solutions. Presented by the ACT Government.

RSVP:

Date:

Tuesday 14 September

Time:

5.15 for 5.30pm – 7pm, plus networking Pre-Forum Discussion Hour: 4.30pm – 5.30pm ACT Government representatives from various agencies will be available on a one to one basis to discuss your business issues.

Cost:

FREE

Venue:

National Portrait Gallery, Parkes Place, Parkes.

Bookings are essential.

Visit the Business and Industry Development website at www.business.act.gov.au and click on ‘Events and Seminars’

Contact: Andrew Dibb 02 6207 7215 or andrew.dib@act.gov.au

Going Green – What’s in it for you?

Increase your business income and help the environment!

Come along to this exciting forum for small to medium sized businesses and hear about how other local businesses have adopted environmentally sustainable practices that have built their business profits. The ACT and Australian Governments will also be there to provide information on programs currently available to support green business practices. Presented by Regional Development Australia ACT Committee.

Date:

Monday 20 September

Time:

5.30 – 7pm, followed by networking

Cost:

FREE

Hotel Realm, 18 National Cct, Barton.

Bookings are essential.

By COB Tuesday 14 September.

Contact: 6173 7004 or liz.veitch@rdaact.org.au

Enter the Dragon or a Passage to India – Australia’s positioning between the giants of Asia, India & China.

Guest Speaker Doug McTaggett, Chief Executive of Queensland Investment Corporation will provide an insight into lucrative Investment opportunities in India and readiness of the Indian market to share its rising potential to the world. If you have a business interest in India or China, this is an event you cannot miss.

Presented by Canberra Business Council.

Date:

Friday 24 September

Time:

12.30 – 2pm

Cost:

$85 Member, $105 Non-Members, $800 Table of 10 Members, $1000 Non-Members

Venue:

National Press Club, 16 National Circuit, Barton Bookings are essential.

RSVP:

by Tuesday 21 September.

Visit www.canberrabusinesscouncil.com.au

Contact: Kate Holland 02 6247 4199 or kate.holland@canberrabusinesscouncil.com.au

Business In Focus Month Finale Robyn Moore from How Green Was My Cactus, returns to add her unique touch to the last event of the month. Enjoy the elegant surrounds of the Boathouse by the Lake, unwind and celebrate the achievements of the second Business In Focus Month. Presented by the ACT Government, Chief Minister’s Department.

Date:

Thursday 30 September

Time:

5 – 8pm

Cost:

FREE

Venue:

Boathouse by the Lake, Grevillea Park, Menindee Drive, Barton.

Bookings are essential.

Contact: Maryanne Honeyman 02 6205 8602 or maryanne.honeyman@act.gov.au

Find the latest information about events to support your business this September by visiting www.business.act.gov.au and follow the Business In Focus Month September 2010 link or call 1800 244 650.

PUBLISHER I EDITOR Tim Benson Liz Lang editorial@b2bincanberra.com.au 02 6161 2751

B2B IN CANBERRA BUSINESS AND GOVERNMENT MAGAZINE SEPTEMBER 2010 ISSUE 52

PUBLISHED BY Man Bites Dog Public Relations ABN 30 932 483 322 PO Box 4106 Ainslie ACT 2602 t 02 6161 2751 f 02 6262 7721 b2b@b2bincanberra.com.au www.b2bincanberra.com.au DESIGN www.voodoocreative.com.au PHOTOGRAPHY www.art-atelier.com.au PRINTED BY Blue Star Print Group DISTRIBUTED BY Fairfax ISSN 1833-8232 LEGAL NOTICE Man Bites Dog Public Relations (‘MBD’) owns the copyright in this publication. Except for any fair dealing as permitted by the Copyright Act 1968 (Cwth), no part of this publication may be reproduced without the prior written permission of MBD. MBD has been careful in preparing this publication, however: it is not able to, and does not warrant that the publication is free from errors and omissions; and it is not able to verify, and has not verified the accuracy of the information and opinions contained or expressed in, or which may be conveyed to readers by any advertisement or other publication content. MBD advises that it accepts all contributed material and advertisements contained in this publication in good faith, and relies on various warranties and permissions provided to it by the persons who contribute material and/or place advertisements. Those warranties and permissions include that neither the material and/or advertisements are misleading, deceptive or defamatory, and that their use, adaptation or publication does not infringe the rights of any third party, or any relevant laws. Further, MBD notifies readers that it does not, nor should it be understood to endorse, adopt, approve or otherwise associate MBD with any representations made in contributions and/or advertisements contained in the publication.

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CONTENTS

ADVERTISING ENQUIRIES Tim Benson 0402 900 402 advertising@b2bincanberra.com.au

EVERY MONTH 06 UPFRONT Read about local business success Save money on your car lease with novated leasing Having access to your bank manager 24/7 Stratsec named Australia’s best business for 2010 Australian of the Year champions mental health Taking the leadership challenge to Shanghai 12 OPINION Hear from people in the know Two good reasons to document your financial arrangements after a relationship ends, Ann Northcote, Farrar Gesini & Dunn 14 PROFILE Richard Everson, Small Fish Business Coaching

FEATURES 16 BUSINESS PLANNING SERIES Part One: Now-Where-How process 18 INTELLECTUAL PROPERTY Protect your IP: Canberra’s lawyers tell how 22 COVER STORY SpySee: putting the wow factor in business

2BUSINESS 35 G2B: Government to Business ACT Government 36 A2B: Associations to Business Chamber of Women in Business Canberra Business Council ACT & Region Chamber of Commerce & Industry CollabIT ACT Exporters' Network 41 U2B: Universities to Business The University of Canberra

24 CULTURE Arts, sports, and charities Michael Desmond, National Portrait Gallery 26 ADVICE Advice from business experts Accounting Accounting services Business coaching Collaborative law Commercial law Corporate governance Fleet leasing Information security Information technology 42 NETWORKING See who’s out and about in Canberra

Digitally rendered cover photo: Carolyn Queale, CEO of SpySee. Shot on location at the Kremlin Bar. Photography: John Lupton

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Save money on your car lease with novated leasing

U

UPFRONT

sing a novated lease for your car can be a great way to finance your next new car explains Scott Iriks, leasing manager for Easifleet, a fleet management and finance company established in 1992.

Scott says that novated leasing is a taxeffective way of financing a car because it enables people to pay for their car out of a combination of pre and post tax salary, reducing the amount of tax they pay.

“Instead of earning your money, paying tax, and then paying for your car, you have the opportunity to earn your money, pay for your car and then pay tax,” Scott says. “Not only does it give people the ability to pay for their car out of their pre and post income, but it also gives them the opportunity to pay for the vehicle’s running costs such as tyres, and maintenance as well.”

Scott explained that the Australian Taxation Office charges fringe benefits tax on novated leases so it makes sense to offset this tax by making a post tax contribution.

“Instead of paying all of the car contribution pre-tax, you can pay the fringe benefits tax portion post-tax, which then offsets your pre-tax fringe benefits tax payable,” Scott said.

“Say for example your car costs $1200 a month to run and you had to pay $400 in fringe benefits

tax. Instead of having to pay $1600 pre-tax, you could pay $800 pre-tax and $400 post tax.”

“Without a novated lease you would be paying $1200 from your post-tax income,” Scott said.

The ACT Government has been promoting novated leasing to its employees for many years. Easifleet took over Rhodium, the ACT Government’s state-owned novated leasing company from 1 July 2010. Easifleet manages 800 vehicles under that contract.

“Every lease has an expiry date, whether that’s two, three, or four years down the track. We want to develop strong positive relationships with people, so when they get to the end of their lease, if they are comfortable with their current lease payments, we can get them into a new car for the same fortnightly cost for the next three or four years down the track,” Scott said.

Easifleet first entered the Canberra market in

2002 and has grown strongly. Scott says that the ACT market has been particularly good for business.

“The good thing about the ACT market is that it’s very well entwined. It means that if you do the right thing by people, they then tell all of their friends and co workers. We get a lot of business that way,” Scott said.

Easifleet, T: 1300 266 828, info@easifleet.com.au www.easifleet.com.au

Having access to your bank manager 24/7

E

ver wished you could talk to your bank manager after work or on the weekend?

John Smeeth, Owner-Manager of BOQ Belconnen offers clients that possibility.

“All our clients have our mobile phone numbers. If they have a pressing banking issue at seven o’clock on a Sunday night that they need to discuss, they can call us.” John laughed when he said, “Not that I want to encourage everyone to ring me on a Sunday night of course.”

“With a lot of the big banks, a customer might have to speak to the Call Centre or explain their situation to a different manager every time they call and wait a long time to have their query answered.

“Each time a customer calls me they’ll speak to me, and I’ll return any calls straight away.”

It’s just one of the advantages that John says exists under BOQ’s Owner-Managed branch model.

Under this model, the manager actually owns the business and this means they have greater control than a corporate manager over a number of things, such as personal service.

“We’re a small business ourselves, so like all small businesses we’re involved with accounting, paying the rent and doing tax; all of the same issues that other small businesses have to deal with,” John said.

6

September 2010 | B2B in Canberra

“So it makes it easier for us to relate to other “I’ve made a commitment to the local commusmall business owners when we go out and talk nity and I’m here for the long haul,” John said. to customers about their business.

Contact John Smeeth, Owner-Manager, “I believe it gives us a greater awareness of the BOQ Belconnen, Shop 101, Westfield Shopping issues small business owners face, so we have a Centre Belconnen, T 02 6209 4888, www.boq.com.au. good understanding of their needs and how we can help them to achieve their business goals.”

Since John doesn’t have as many customers as a major bank he says he has more time, and makes the time, to give his attention to each and every client.

Client liaison is one of the factors that led John to make the move to the BOQ OwnerManaged branch model.

“I worked at a major bank for 33 years, heading up their business banking division in Canberra,” John said.

“The part of banking I enjoyed the most over those years was the customer contact, and over the last decade before moving to BOQ, I had been moving further and further away from the customer.

“Now I’m back in touch with my customers on a personal one-to-one basis, which is how banking should be done!”

John purchased BOQ Belconnen in October 2009 and as his one-year anniversary approaches John Smeeth, BOQ Belconnen Owner-Manager he doesn’t see himself stopping anytime soon.

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Stratsec named Australia’s best business for 2010

N

UPFRONT

ot only did Canberra company stratsec win the 2010 Panasonic Australian Medium Business Award at the Telstra Business Awards, they also took out the top gong, the Telstra Australian Business of the Year Award.

Stratsec is a world-class provider of independent information security consulting and testing services for blue-chip government and commercial clients in sectors including defence and national security, banking and finance, critical infrastructure, health, mining and telecommunications.

“We’re the people that rattle the doors and windows that are the entry of your internet business to check that you haven’t left them open. We also check that the building blocks are solid and that the bad guys can’t peel back some roof tiles, descend down the chimney or dig under the floor. We also check the alarm system is good and the people monitoring it are doing a good job,” stratsec director and CEO, Peter Lilley, said.

Established in 2004, in a spare bedroom in Doug Stuart’s house in Deakin, by current directors Doug and Peter, stratsec has added another director, Nick Ellsmore, through a merger with Sydney company SIFT, and grown to a staff of 50 with offices in Canberra, Sydney, Melbourne, Singapore and Kuala Lumpur.

Telstra group managing director and Telstra business awards ambassador, Deena Shiff, said, “stratsec is an outstanding business selected from a group that had prospered despite the tough business conditions of the global financial crisis.”

On receiving the awards Peter said, “We feel honoured and privileged to receive this award in

the presence of so many businesses that are the engine room of the Australian economy.”

Peter also recognised the entire team at stratsec for their part in winning the prestigious awards.

“As directors of the company we are proud and grateful for the trust of our team. We provide the environment and the conditions for their success. And it is through their hard work and dedication that our success is delivered – they truly deserve this recognition,” Peter said.

Doug said stratsec was pleased to follow on from the success of Canberra company Point Project Management being awarded the 2009 Panasonic Australian Medium Business Award at the Telstra Business Awards.

He also thanked the ACT Government, Canberra Business Council and the ACT Exporters’ Network for their ongoing support.

This success comes hot on the heels of stratsec signing a formal agreement with CyberSecurity Malaysia to test 14 Malaysian IT products for security flaws between July and December 2010 using the global benchmark for IT security – the Common Criteria, with further extensions into 2011 and onwards.

The signing was held in Canberra and was attended by The Honourable Malaysian Minister for Science, Technology & Innovation, Y.B. Datuk Dr. Maximus Johnity Ongkili and CEO of CyberSecurity Malaysia, Lt. Col. Husin Jazri, and ACT Chief Minister, Jon Stanhope MLA. Malaysian Minister for Science, Technology & Innovation, Y.B. Datuk Dr. Maximus Johnity Ongkili said the initiative was made possible under the Malaysian Government Second Economic

Stimulus Package and that the signing was a milestone in the continuing strong climate of cooperation between Malaysia and Australia.

“We applaud stratsec.net Pty Ltd for your commitment and support for Malaysia’s ICT security industry. We look forward to be working closely with you in other projects in the near future,” Minister, Y.B. Datuk Dr. Maximus Johnity Ongkili, said.

Chief Minister Jon Stanhope said his government had been delighted to have promoted the success of stratsec through the ACT Chief Minister’s Awards in both 2008 and 2009.

“Securing this new agreement with CyberSecurity Malaysia and the Malaysian Ministry of Science, Technology and Innovation is another great achievement for stratsec and opens up fantastic opportunities in the southeast Asian market,” Mr Stanhope said. stratsec CEO Peter Lilley said, “We were honoured to be selected to establish our IT security testing facilities in Malaysia and looked forward to the future and collaboration to foster a vibrant IT security market in Malaysia and to build a strong local IT security capability.”

So, where to for stratsec now after achieving so much since 2004? According to Nick Ellsmore, in 2009, cybercrime cost Australian businesses around $600 million and businesses globally an estimated $1 trillion.

“So much of this loss is preventable. We really want to be working with our customers before they really need us – it’s the same in health – an ounce of prevention is better than a cure,” Nick said.

Contact stratsec Head Office T: 6260 8878 or info@stratsec.net, www.stratsec.net

Telstra business group managing director and Telstra business awards ambassador Deena Shiff, stratsec chief technical officer Nick Ellsmore, stratsec CEO Peter Lilley, stratsec chief operating officer Doug Stuart, and Telstra CEO David Thodey

8

September 2010 | B2B in Canberra

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Henry Ford, American industrialist

UPFRONT

Australian of the Year champions mental health

P

rofessor Patrick McGorry, Australian of the Year and youth mental health champion recently addressed a packed audience in Canberra at the SAP Business Lunch presented by the Canberra Business Council and AFFIRM: Australian Foundation for Mental Health Research.

Margaret Reid, patron of AFFIRM, like all good champions for their cause started with a plea for financial support: “We can only do what we can with the money we receive.”

Tim Ebbeck, president and CEO SAP Australia and New Zealand said in his introductory remarks, “So many people either have, or know someone with a mental illness. With the stresses of rapid change and events such as the global financial crisis many more people are being put under pressure.” He went on to say that Patrick McGorry was a ‘great Australian’ and asked the question why mental health had not received the attention it deserved during the federal election campaign.

Professor McGorry was ‘heartened’ to see more than 200 people had attended the lunch.

“Mental health is coming of age. There is a changing community attitude towards mental health that is ahead of the political game. Our task now is to get the government to scale-up

its support for mental health services and meet Outcomes are better and the cost is less over the community need,” Professor McGorry said. time. But if you pull out of care too early you The main thing, according to Professor lose all the gains,” Professor McGorry said.

Addressing a primarily business audience McGorry, that is holding back the mental health effort is the ‘stigma’ that is still attached Professor McGorry made the point that a lot of ‘talent’ was locked up in people with to having a mental illness.

To illustrate the magnitude of the gap in mental illnesses. mental health services Professor McGorry said, “Of the one million young Australians between 12 and 25 with mental illnesses, three quarters don’t get access to care.”

Professor McGorry not only puts this down to a lack of services but also to the fact that on many occasions, “Patients that present with mental health issues are treated very differently to those with other serious medical problems”.

Professor McGorry believes that early intervention is the key to the mental health effort.

“If we intervene early we Professor Patrick McGorry AO addressing the CBC SAP Business Lunch can limit the consequences.

Taking the leadership challenge to Shanghai

Y

ellow Edge and the Business and Industry Development Division of the Chief Minister’s Department have developed a Leadership Innovation Challenge as part of the ACT Government’s Silver Sponsorship of the Australian Pavilion at the Shanghai World Expo 2010.

Three Canberrans representing the public, private and community sectors have been selected to travel to China from 12-18 September to participate in the Challenge and take part in

the internationally recognised Global Leadership Practices Program, at the China Executive Leadership Academy Pudong (CELAP).

ACT Minister for Education and Training, Andrew Barr, will travel to China with the group and host a dinner in the Australian Pavilion at the Shanghai World Expo, where the trio will make a presentation about how leadership and innovation contribute to better city better lives.

“I would like to congratulate each member of the team participating in the Challenge,” Mr Barr said. “Their contribution, along with that of Yellow Edge, will ensure the ACT’s participation at the Shanghai World Expo is a great success.”

Dr Sam Prince will represent the private sector. He is a 26 year old medical doctor who established a Mexican restaurant franchise to fund his E-magine Foundation which builds schools and delivers healthcare in underdeveloped countries.

“I feel honoured to be chosen to participate in the Challenge and fly the flag for Canberra entrepreneurs and the business community,” Sam said.

Emma Walter will represent the Left to right: Mark Whybrow, Emma Walter and Dr Sam Prince. community sector: Emma is the

10 September 2010 | B2B in Canberra

program manager of community development and team leader of community links and directions at Woden Community Services Inc. “This is a great opportunity for the local community sector to be with business and government on the global stage,” Emma said.

Mark Whybrow will represent the public sector. The chief financial officer for the ACT Department of Education and Training, he is a CPA with more than 10 years experience at senior finance roles in a range of ACT and Australian Government agencies and statutory authorities.

“I see this as a great opportunity to learn and grow. I hope that I can bring away from this experience elements that will make me a better leader,” Mark said.

The Global Leadership Practices Program is conducted by Yellow Edge in Shanghai, in partnership with the China Executive Leadership Academy. It is an innovative, highly successful program where the participants learn a lot about China and its relationship with Australia.

“The three scholars are outstanding individuals and leaders to represent the ACT in Shanghai,” said Andrew Simon, executive director of Yellow Edge.

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OPINION

OPINION: FARRAR GESINI & DUNN Two good reasons to document your financial arrangements after a relationship ends Many of our day to day financial transactions are simple. You find a lounge suite you like, you put it on your credit card and it gets delivered to you. While there are laws underlying the transaction, the process is straightforward.

By Ann Northcote, Director, Farrar Gesini & Dunn

What is surprising however is how often people visit my office not realising that ending a personal relationship has legal consequences

12 September 2010 | B2B in Canberra

T

he law intervenes in more obvious ways in relation to owning certain items. For example, if you purchase a car, there are laws and documents that must be complied with in relation to compulsory third party insurance, registration and stamp duty.

Purchasing or selling a home involves a whole series of legal transactions. For those in business, most people are aware that if their business relationship breaks down they will need to see a lawyer to have everything addressed properly.

What is surprising however is how often people visit my office not realising that ending a personal relationship has legal consequences which should be properly dealt with and formally documented.

There are two main reasons why documenting your financial arrangements after the end of a relationship (whether that be a marriage, a defacto relationship or a same sex relationship) is very important. These are: 1. Financial benefits 2. Finality.

If you and your former spouse own real estate or a car together then, many years ago in all states and territories the governments decided that it was unfair to impose stamp duty when the house or car is transferred from joint names to one name. However to claim the stamp duty exemption, Consent Orders made by the Family Court or a Binding Financial Agreement are needed.

On a standard home it is a saving of many thousands of dollars and usually the benefit exceeds the price lawyers charge for the preparation of the necessary documents. In addition if you own investment property there is Capital Gains Tax rollover relief.

The second reason relates to finality. Generally speaking, once the Agreement is done or the Orders are made, neither of the parties can make a claim against the other in the future. This is important, particularly for married couples.

For those who are in a defacto or same sex relationship, you have two years from the date you separated to make an Application for Property Settlement if you do not properly document your agreement. However for married couples it is a year from the date you divorce.

Some people choose not to be divorced despite the fact that they have been separated for many years which means that their time limit for making an Application to the Court may never expire.

Within that intervening period, people may have received inheritances or one party’s financial position may have improved markedly compared to the other leading to a party thinking that the handshake deal done years ago is no longer fair.

Not addressing financial issues soon after separation can also have adverse consequences for your credit rating.

If your name remains on the mortgage of a property or a car loan then you may have difficulty in applying for another loan as legally you are regarded as still being responsible for those debts.

Failure to change the ownership of a car could result in you being liable for your former partner’s speeding or parking fines.

Even if, at the end of your relationship, you have very little by way of assets or no jointly owned assets, it is useful to have a properly drafted Agreement which says that you each retain your own assets. This provides the finality referred to earlier. An hour with an experienced family lawyer can be an hour well spent and can save many thousands of dollars in the future.

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PROFILE

Small Fish Business Coaching Richard Everson is a man of many talents: chef, manager, business owner – and now business coach with Small Fish Business Coaching.

By Tim Benson It is an interesting story that has brought Richard to this point. Born in Canberra, his journey started here, took him all over the world, then back to Canberra with a wealth of experience to share with local businesses.

Richard’s career started with a commercial cooking apprenticeship at the Canberra International Hotel (now Pavilion). After being awarded Apprentice of the Year in 1989 he headed overseas to broaden his experience.

“I worked in London at the May Fair Intercontinental Hotel which is a prestigious hotel popular with entertainers such as Michael Jackson, New Kids on the Block and The Cure,” Richard said. “Gordon Ramsay also worked at the May Fair.”

This was a good move for many reasons.

Most importantly Richard met his wife to be, Evelyn, at the May Fair.

“No sooner had we met than I accepted a job on the QE2 – a four and a half month contract. Happily Evelyn joined me for the next two contracts. We went to sea together and saw the world,” Richard reminisced.

14 September 2010 | B2B in Canberra

He then spent a year in the kitchens of the Geneva Intercontinental and completed a Hotel Management Diploma at the Institut Hotelier Cesar Ritz in Le Bouveret, near Montreaux, Switzerland.

After graduating Dux of Course, Richard spent a year at The Metropole, Interlaken where Evelyn was housekeeper. They married in Germany in 1994 and returned to Canberra in 1995.

“We joined Sodexho, the company managing the catering and accommodation contract at RAAF Base Fairbairn. I was executive chef and Evelyn was the officer’s mess manager,” Richard said.

Richard was promoted to general manager and then area manager of the Canberra district, managing all of the Sodexho contracts in the region. In 2000 he joined Eurest as general manager of AFP College hospitality and accommodation operations.

In 2002 Richard and Evelyn built Country Guesthouse Schonegg at Murrumbateman – ‘schonegg’ means ‘pretty corner’ in Swiss German.

“We started with two rooms and a lounge/ dining room. By 2005 we were both working fulltime in our own business and extensions were underway. In Schonegg we realised our dream to move from being small fish in a big pond to owning our own little pond,” Richard reflected.

With Schonegg now a successful, established business, Richard is moving into the next phase of his career – business coaching.

“I chose Small Fish Business Coaching because their values resonated with me, they have a really good grasp of technology and great business systems,” Richard said.

“

I have a lot of respect for people who own their own business. Entrepreneurs choose freedom over security. But, sometimes the excitement and passion gets lost.

“

Richard Everson

The values Richard identified with were: integrity, fairness, generosity, abundance, and win-win relationships between peers and fun.

Richard says that potential coaching clients are first referred to the Small Fish website www.smallfish.com.au and offered a free coaching session of up to two hours.

“The first part of the session we call the ‘washing machine’ – this is a business model that identifies the drivers of business profitability. The second part is a mini business audit that assists business owners to identify their personal and business goals and where their business is at today,” Richard explained.

Richard would then present a proposal to the owner with the opportunity to consider whether business coaching would be of value to their business.

“Those that proceed have a choice of a half or full coaching program. Each program includes an online ‘business mastery course’, which covers 12 specialised business topics and a comprehensive business audit,” Richard said.

The full program includes four half-day workshops and weekly coaching appointments.

The half program includes two half-day workshops and a fortnightly coaching session.

“We use the workshops to develop a business plan, we then get on with implementing the plan,” Richard said, “A key outcome of business coaching is that things get done.”

“While a typical program lasts about a year, the minimum engagement is for three months – as long as we are delivering value, a business owner will keep us on. We also offer a ‘results guarantee’,” Richard added.

Richard says that there is a strong focus on the financials but many people find that when they reflect on what is important to them, they discover what they are really looking for is a better worklife-balance or a more systematised business that gives them greater freedom.

“I have a lot of respect for people that own their own business. Entrepreneurs choose freedom over security. But, sometimes the excitement and passion gets lost. Business coaching enables people to reignite that passion,” Richard said. “I’m excited about working with businesses across a broad range of industries to help people achieve their goals and keep their passions alive.”

Richard and Evelyn have two children: Katja (11) and Mathias (12). Richard is on the judging panel of the Canberra Region Tourism Awards and the Canberra Southern Cross Club Graduate Cooks Award and is a board member of the Yass Valley Development Corporation.

Contact Richard Everson, Small Fish Business Coaching, T: 0427 272 754, www.smallfish.com.au, richard.everson@sfbc.com.au Photography by John Lupton

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FEATURE

Part One

Business Planning Series Welcome to the first part of the 7 part series on business planning.

The most recent thinkBIG survey undertaken by RSM Bird Cameron highlighted the fact that 80% of businesses with a plan experienced revenue growth over the last 12 months.

B

usiness planning is very important – it’s like knowing the directions when you choose to go somewhere.

A great way to make sure your business stays on track is the Now-Where-How process. This process asks three key questions that need to be answered when developing a business plan: 1. Now – what is the current situation?

2. Where – what is the destination?

3. How – what needs to be done to get there?

How do we get there?

WHERE

HOW

Where are we now?

NOW

Where will be in the future?

The Now can be difficult for business owners to answer as it requires an honest assessment of the good and the bad within the business, encompassing: • Financial performance trends • Benchmarks • Staffing issues • System and process issues • Customer and product profitability • Market and wider economy factors.

16 September 2010 | B2B in Canberra

Reviewing these internal and external factors enables business owners to ‘draw a line in the sand’ that can then be used as the base from which to measure future improvements. Assessing where you are Now can often lead to jumping in and fixing problems – or lead straight to the How part of the process. The problem this can cause is that you may just be fixing the easy things or the most visible. Ideally you want to be spending your energy on changing the systems or processes that are going to give you the greatest return in terms of increased profits or dollars spent. The Where part of the process will solve this.

Where is best seen as the strategic plan for your business. This is the plan that answers the questions of where are you going and why?

The strategic plan should look three to five years out and cover: • Core values that guide the business and the reason that it exists • Vision – where do you want the business to be positioned?

• What capabilities are required to achieve the vision?

• What are the competitive advantages of the business?

• How will success be measured?

Once you know the Where, then you can focus on the How. This is your business plan – the action plan that will take your current position to where you want to be. This is the exciting part of the process because it means action. This is when you get to pull the ‘levers’ of the business and see changing performance.

Now-Where-How analysis ensures that your business plan does not simply become an operational plan, focusing on how you will run your business. It ensures that you are not stuck on an endless journey, without a destination. The continual use of this process is like referring to a road map. Always ask where is your business now, where do you want to get it to, and how will you do it.

RSM Bird Cameron will be presenting on this and other business topics at a seminar on 9 November 2010. Please email me to book a spot – andrew.sykes@rsmi.com.au For information on business improvements contact our experienced team, 103–105 Northbourne Ave, Canberra.

T: 02 6247 5988, www.rsmi.com.au

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BEFORE

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AFTER

FEATURE

Intellectual Property Many businesses get caught up in running their business and forget about their most important asset – intellectual property.

In this feature find out tips on how to secure your intellectual property from Meyer Vandenberg Lawyers, Buchanan Law and ARUNA Trade Mark Attorneys.

18 September 2010 | B2B in Canberra

Yes

Got a great business idea?

then make sure you know the best way to protect it Businesses live and die by their business ideas. If you have a great idea then you need to know the best way to protect it so that you can exploit its full potential.

By Alice Tay The following senario sets out why it is so important to ensure that you have the best protection for your intellectual property.

A client outlined an amazing concept for the celebration of Canberra’s centenary. “How do we protect this concept?” they asked.

We discussed the different types of IP protection afforded by the law and our conversation went something like this: Me: How novel is it?

Client: It has been done before but in other formats. It is not novel like the Idol concept.

Me: So, we can’t patent it.

Client: Should I register the name as a business name, and/or incorporate a company with the same name?

Me: Yes, but that will not help protect the concept. Business names are required to be registered so that the world-at-large knows who the operator of a business is. A company name is simply that, the name of a company, no different than your name or my name. Neither of them gives you any ownership rights in the name. We can trademark the name and logo if it is capable of being trademarked. Besides we want to protect the concept, as much as what it is known as.

Client: It’s hopeless. I won’t be able to protect my concept.

Me: Not necessarily. There are things we can do such as: • Before you speak to anyone about it, get them to sign a confidentiality agreement. Do not use a generic agreement downloaded from the internet. The agreement must be tailored to suit your circumstances.

• Remember that information in the public domain is not subject to a duty of confidence.

• Mark all the documents you provide whether in paper or electronic format as confidential.

• Start all discussions by reminding the other person, that what is discussed is confidential.

• Choose wisely who you discuss your concept with. Be aware that you cannot forever stop them from using your concept.

In a worst case scenario, even if the person has breached their duty of confidence, and copied everything, can you afford to sue them?

• Go to market quickly and loudly. The best form of protection is to develop a reputation and a large market share. Let everyone else play catch-up.

The above conversation with this client is typical of many that I have on a regular basis. We would then go on to identify the IP and

strategise about IP protection, ownership structures, how to go to market, and the exit plan. While it’s important that business owners consider the statutory protections afforded by law, it may not give them the best form of protection for their intellectual property and its exploitation.

I also work with a client who has developed fire retardant paint.

It used to worry me, (and still does, but not to the extent it used to) that the formula was not patented. The reason, the client tells me, is that by lodging a patent, the whole world will know the makeup of the formula. It will not, they assure me, take much for a competitor to replace one component with another like component and not be in breach of the patent. Their market strategy is reputation, name and references.

Go to market quickly and loudly. The best form of protection is to develop a reputation and a large market share. Let everyone else play catch-up.

I have another client in the food industry. Only two people know their secret recipe. Everything is kept in a locked cabinet in a secure environment. Their employment agreements contain secrecy and restraint provisions. The company’s success is a result of having a unique product, quality and consistency, good business processes and practices – all of which contribute to a strong brand and market success.

Importantly, always register your trademarks before you commence your business, but then, that is a story for another day.

Alice Tay is a partner at Meyer Vandenberg Lawyers. Meyer Vandenberg is a leading commercial law firm in Canberra with specialist expertise across a range of fields including intellectual property, IT, business services, international trade law and corporate advisory. Level 3, 1 Farrell Place, Canberra City, T: (02) 6279 4444 alice.tay@meyervandenberg.com.au, www.meyervandenberg.com.au B2B in Canberra | September 2010

19

FEATURE

Intellectual Property Law

101

“I’ve got IP”, “They’ve taken my IP” and similar phrases are often heard today.

But users are not always aware that IP is just a label of convenience – one that covers a grab bag of different subject matter and rights.

It’s important to be clear about what falls into which IP category and some of the basic differences, including whether there is any kind of application process to get the intellectual property right(s) (IPR(s)) in question and how long they might last (their term).

Main IP type

Finite term?

Patents

Inventions / innovative ideas

Yes

Yes

Plant breeder’s rights (PBRs)

Plant varieties

Yes

Yes

Registered design

Visual feature(s) of a product

Yes

Yes

Registered trade mark

Signs distinguishing goods or services provided by one person in the course of trade from those of another

Yes

No, if renewal fees paid (rollover)

Copyrights

Original works and allied subject matter in material form (eg ideas as written)

No

Yes

Circuit layout rights (CLRs)

Original layouts of semiconductor circuits

No

Yes

Trade secrets and confidential information

Trade secrets and confidential information of more than a trivial nature

No

No, so long as secrecy/ confidentiality is maintained

The significance of difference So, patents, PBRs, registered designs and registered trade marks all have an application process. An application for any of these will involve submission of the relevant forms, payment of official fees, a formalities check, substantive examination (against the requirements of the relevant Act) and some form of final grant/registration. However, those application processes vary between the different types of IP. Just because some IPRs involve no formal application does not mean that you get them ‘automatically’; copyright, CLRs, trade secrets and confidential information all have threshold requirements that have to be reached before subject matter protection arises.

Further, all have detailed, complex rules allocating first ownership (or, in the case of trade secrets and confidential information, controllership). This is very important in the context of enforcing rights, as clearly it is not possible to enforce rights that you do not have. Further, copyright, trade mark and patent laws provide prohibitions against the making of groundless threats of initiating infringement proceedings.

Exploiting and commercialising your IP Once an individual or entity owns IP, there are a number of options open. The most obvious is to use the IP directly according to type, for example, applying the mark in relation to goods/services, producing things embodying the invention, etc. However, self-use of IP is not always a practical option and that is where other ways of exploiting IPRs arise.

Application process?

Subject matter

20 September 2010 | B2B in Canberra

Licensing means that an owner retains IP ownership but permits others to use or otherwise exploit it. In essence, this provides an opportunity to create leverage over use of the IP. Licensing arrangements come in many different shapes and sizes (eg exclusive v non-exclusive, royalty free v royalty payment, worldwide v territory limited, perpetual v time limited, freestanding v embedded). It is important to fully understand the differences between different types of licensing arrangements when drafting commercial licences such as franchise agreements, distribution agreements, sponsorship agreements, software licences, IT development (including software, websites etc) and any other arrangement where one party is granting the other a right to use their IPRs. Other ways of exploiting IP include assignment (ie transfer of ownership) and securing charges for loan or other purposes.

Assignment has fewer options than licensing but can still involve partial or return-trip (reversionary) assignment. In any event, licensing, assignment and charging are all complex topics and, if in doubt, you should always consult a specialist IP lawyer.

Buchanan Law IP and Technology Pty Ltd is a specialist boutique IP law firm based in Canberra that assists clients across a wide range of industries to identify, protect, enforce and commercialise their valuable intellectual property rights.

Visit www.buchananlaw.com.au

Trade marks and your business Here are the answers to the most commonly asked questions about trade marks from ARUNA Trade Mark Attorneys – Canberra’s only firm dealing exclusively in trade marks.

What defines a trade mark?

A trade mark is a commercial indicator serving as a ‘badge of origin’ – something distinguishing goods or services of one provider from those of another.

Today, in addition to words, pictures or combinations (e.g. logos), trade marks can consist of sounds, smells, colours and shapes. There are also other types of marks such as series marks and certification marks.

Why should I register a trade mark? Can’t it be protected without registration?

Under the law of ‘passing off’, it is sometimes possible to protect an unregistered trade mark through the trading goodwill or reputation which accrues from use over time. The risk is that somebody else will start using it (or similar) for overlapping goods or services before sufficient reputation is established. Enforcement of registered trade mark rights does not require establishing ‘reputation’ in the mark.

I have already registered my business name/ domain name – isn’t that enough?

No, because all these systems operate largely independently.

The fact that you have established rights under one doesn’t automatically mean you are free to use or register that indicator in relation to the others. Only a registered trade mark grants exclusive rights in the relevant indicator.

Can I seek to register any trade mark I like for my goods or services?

Not really, because your application has to be examined for compliance with trade mark legislation. Here in Australia, the basic two threshold issues are whether a mark is sufficiently distinctive in relation to the goods or services for which application is sought and whether it is a ‘substantially identical’ or ‘deceptively similar’ mark to marks already registered or applied for in respect of overlapping goods or services.

However, because of the complexities of dealing with these and other possible threshold issues (e.g. whether a mark is ‘scandalous’ or not), applicants will often seek trade mark attorney professional advice before, during and after application (even if they choose to file the actual application themselves).

You said that trade marks are registered as against goods or services. Isn’t a trade mark registered ‘across the board’?

No. When you apply to register a trade mark, you apply in respect of specified (named) goods and services in specified classes.

The same or a similar mark can sometimes be used by different entities in different ‘classes’.

What happens after an application is filed (during and after examination)?

Usually 10-12 weeks after a trade mark application is filed it is examined. If the examiner is immediately satisfied with your application, it is accepted for publication. If not accepted, the examiner will raise one or more official objections. Depending on what the objections are, they might be overcome by written submissions, at a hearing or on further appeal, in which case the application proceeds but, otherwise, it will go no further. Written submissions are usually provided by a lawyer or trade mark attorney referencing relevant law.

If the application is accepted, it is published for a period of three months and, at that point, third parties get a chance to oppose it on one or more of the specified ‘grounds of opposition’. If nobody opposes, or if opposition is unsuccessful, the application can then proceed to registration.

On expiration of the three month advertisement period, on payment of the registration fees, the mark is finally registered and a certificate issued. At that point (but not before), you can start using the registered trade mark symbol (the R in a circle) against your mark.

In addition to words, trade marks can also consist of pictures, sounds, smells, colours and shapes.

What happens after registration?

It’s up to you. You can use the mark for yourself but, equally, you may want to licence it to others (through for example a distribution agreement, sponsorship agreement, trade mark licence) or even sell it (e.g. as part of a sale of business). A law firm can help you with the relevant licensing documentation. We recommend Buchanan Law IP and Technology (www.buchananlaw.com.au).

After registration if you find third parties are using your mark in an unauthorised manner, we recommend you immediately contact an attorney or lawyer who specialises in trade mark law.

ARUNA Trade Mark Attorneys Pty Ltd offers a full range of trade mark services including brand conception, clearance advices, drafting, filing and prosecuting, oppositions, licensing, international aspects, domain names, watching services and management.

Phone: 1800 705 680, shaun@aruna.com.au, www.aruna.com.au B2B in Canberra | September 2010

21

COVER STORY

Putting the wow factor in business Carolyn Queale, CEO of SpySee, is determined to be a world leader in advising businesses on how they can provide customers with the best customer experiences. In other words, so customers are wowed rather than underwhelmed as often is the case.

C

arolyn asks businesses this question, ‘How do you measure your customer’s experience and guarantee that they feel the wow factor?’ We all know that it is easy for some businesses to provide less than average customer service. But what is it that sets apart businesses that provide great customer experiences?

According to Carolyn, a positive customer experience is about consistency and ensuring that businesses are ‘wowed’ at every opportunity.

SpySee was established as a mystery shopping business in 2005 to help Canberra businesses improve their customer experience.

Five years later, the company is the national leader in its field and is committed to making

SpySee can answer the following questions for business owners: 1. How do you measure your customer’s experience?

2. How do you get your staff to give your customers a great experience?

3. How do you create consistency across all your business touch-points?

4. What is your cycle of service?

5. Do you know what your customers are saying about your business?

How does SpySee achieve the answers to these important questions?

SpySee delivers a suite of holistic programs that empower and engage frontline staff within a business. As a result, employees take ownership for delivering the wow experience to customers

We all know that it is easy for some businesses to provide less than average customer service. But what is it that sets apart businesses that provide great customer experiences?

customer experience in Canberra the best in Australia – if not the world.

To illustrate SpySee’s rapid success, for the third year in a row, it will be working with the Canberra and Capital Region Tourism Awards to conduct Visitor Appraisals on the entrants of the awards.

The Canberra and Capital Region Tourism Awards have set a benchmark for innovation and lead the tourism awards nationally by providing comprehensive Visitor Appraisal assessments as a crucial component of the awards judging process. These assessments ensure that the awards are influenced by consumer perceptions and, importantly, the visitor experience offered by the entrant.

The Visitor Appraisal Award has been so successful that SpySee has also partnered with the Qantas Australian Tourism Awards and the Western Australian Tourism Awards.

22 September 2010 | B2B in Canberra

which benefits the business. In essence, SpySee creates a link between what management wants and what frontline staff can deliver.

What is the wow factor?

The wow factor is the over and above experience that makes people walk away from a business and want to tell others how fantastic their experience was. This word-ofmouth marketing is invaluable for business – money cannot buy this sort of marketing.

According to Carolyn, approximately 66% of customers would pay 10% more for exceptional service. She says, once a business starts putting the wow into the customer experience, they will see: • increased referrals • increased profits • increased sales • and a business that thrives not just survives.

These days people don’t just tell their friends and family about their customer experiences – they broadcast the news to the world on social media networking sites such as Facebook, Twitter and LinkedIn. It is vitally important that business owners are aware of what is being said about their business through these networks.

SpySee has grown more than 400% in the last four years. about their great experiences.

Carolyn loves working with people and says helping people and their businesses comes naturally to her.

“A healthy work-life-balance, keeping fit and healthy and personal development are really important for me – the more I learn and experience – the more I can pass on to others,” Carolyn said. “As my coach Darleen Barton from Confidence In Action (C.I.A) says – ‘together each achieves more, and most people will forget what you say but they will never forget how you made them feel!’”

There is no stopping Carolyn Queale.

After achieving so much in five years her sights are set firmly on the future. Eighty five per cent of small businesses fail in the first

five years and SpySee is showing no signs of slowing down. SpySee has grown more than 400% in the last four years.

Carolyn invites you to visit her website and log your details for the opportunity to win a complimentary Diagnostic Appraisal valued at $1100. You will also be placed on a client list to be the first to find out about the opportunities through the Preparing the Workforce Towards 2013 Project.

Carolyn is a member and committee member of Family Business Australia, a member of the Chamber of Women in Business and a sponsor and supporter of the recent Olivia Charity Auction.

Contact: Carolyn Queale on 02 6241 8228 or 0400 411 179. For more information email carolyn@spyseebiz.com.au or visit www.spyseebiz.com.au

Digitally rendered photographs of Carolyn Queale by John Lupton.

Shot on location at the Kremlin Bar.

SpySee works with businesses to create a culture of customer experience excellence.

As Carolyn likes to put it – culture is caught not taught!

When this alignment is achieved, customers will walk away from a business raving about how fantastic the customer experience was and become a positive force of word of mouth marketing.

Carolyn pays tribute to the ACT Chief Minister’s Department as they have been instrumental in SpySee’s success.

“The Department has enabled SpySee to further innovate so that we can develop programs to improve customer experience both locally and nationally,” she said.

SpySee is working with the Tourism Industry Council (ACT and Region) the Australian International Education Academy and CIA Peak Performance Coaching to ensure that local businesses are ready to shine when Canberra is on display nationally and internationally in 2013. This partnership wants tourists to leave Canberra raving

CULTURE

Michael Desmond

Senior Curator, National Portrait Gallery

by Liz Lang, B2B Editor

O

n a beautiful Canberra day, it seemed particularly fitting to take a photographic portrait of the man who, as senior curator, is primarily responsible for looking after the National Portrait Gallery’s collection of several thousand portraits.

Michael Desmond, who considers himself an amateur photographer, seemed laid-back and at ease throughout the photo-shoot.

When I interviewed Michael later over a cup of tea, I asked him, what is it that makes a good portrait?

“It’s the emotion that comes out of the image which makes a good portrait – it doesn’t have to be a photographic likeness,” he said.

“A portrait is a record of the interaction between the sitter and the artist be it a painter or photographer. It’s a recording of whether these parties got on well or not,” Michael explained. ”There is also a third person in that triangle and that’s the viewer who looks at the conversation and sees something as well.”

“People are fascinated by faces. They want to read a life into a face and portraits give them a chance to do so. You can put yourself into the shoes of the person in the portrait and then reflect upon your own life.”

The National Portrait Gallery selects portraits for its collection based on two guiding principles. The subject must be significant in his or her field of endeavour or a known and named person whose life sets them apart as an individual of long-term public interest.

The subject must also be Australian, either by birth or association.

The National Portrait Gallery has a policy of commissioning portraits, a process which supports development of the collection. The permanent collection includes more than 400 portraits.

“The National Portrait Gallery is a space that combines art and Australian history. We don’t expect people to walk through and read every label alongside the portraits because this would be immensely fatiguing. But for the portraits of interest to them, visitors can read the accompanying stories which can be encouraging, breathtaking, or heartbreaking in some cases,” Michael said.

“Part of my job as a curator is to take things that I find fascinating and exciting and make them accessible to people. My aim is to challenge

24 September 2010 | B2B in Canberra

people on the one hand with ideas that are different and then equally reassure them with concepts and people with which they are familiar.”

I asked Michael which portrait he would nominate as his personal favourite within the Gallery’s collection. He answered by saying that it was portrait of a young Barry Humphries when he was starting out on his career. The Humphries’ portrait was the first portrait that entered the National Portrait Gallery’s collection and was donated

by Marilyn and Gordon Darling, the founding patrons of the Gallery.

“Humphries at the time is hardly known outside of a small coterie of clubs in Melbourne. He is an artist and poet rather than the famous satirist that he becomes. You can see from the portrait that he is a sensitive young man as his thin fingers twitch nervously.

The portrait reeks of calculated bohemia.”

“We also have a self portrait of Barry Humphries in his later years where he is very aware of his skills and the power of his personality. In that portrait, you see the rogue who knows how to twist audiences in any way he likes,” Michael said.

A Canberra School of Art graduate, Michael Desmond’s career path has wended its way through cultural institutions including the Drill Hall Gallery where he was the Gallery’s inaugural Manager, he spent 20 years at the National Gallery of Australia as Curator of International Paintings and Sculpture, then Manager of Collection Development and Research at the Powerhouse Museum before taking up his current role at the National Portrait Gallery.

If you’re an aspiring or professional photographer, take note as it’s time to submit your entry to the annual National Photographic Portrait Prize. With the support of VISA, the Gallery is offering a prize of $25,000 for the most outstanding photographic portrait.

For more information: www.portrait.gov.au/site/news.php As a judge of the portrait prize, Michael said that a lot of people who have never shown work before submit entries along with a strong contingent of professional photographers. “In this sense, everyone has one great photograph in them.”

National Portrait Gallery, King Edward Terrace, Parkes, Open daily: 10am-5pm except 25 December, T: (02) 6102 7000 info@npg.gov.au, www.portrait.gov.au

Photography by John Lupton

ACCOUNTING

Ownership protection – do you have a plan?

ADVICE

by Nathan Nash

T

he unthinkable happens – you die or are permanently injured forcing your immediate exit from your business. What now?

Over the past seven years, we have seen many Canberra businesses go through the unnecessary stress and uncertainty that comes with the unforeseen departure of a business partner through death or illness. Ownership protection is an important part of business planning that provides certainty as to how the shareholding of an exiting partner will be transferred and how their beneficiaries will be remunerated.

Ownership protection is generally managed through a Buy/Sell Agreement which stipulates the events that trigger the transfer to take place, the type of interest to be disposed of, who is to acquire and who is to dispose of the interest in the business, how the business is to be transferred and valued and how personal guarantees and loans are to be settled.

This agreement determines: • Events – generally death or total disability will trigger the enforcement of the agreement, although serious illness and retirement can also be event triggers.

• Transfer – the remaining owner/s could purchase the shares from the exiting business partner, or their estate, or if the business is a company it could buy back the shares from the exiting partner, or their estate, and proceed to cancel the shares.

• Valuation – the agreement stipulates how the shareholders have agreed to value the business and who should perform the valuation.

Funding options: 1. Self-funding – creating a contingency reserve or emergency fund, borrowing the funds or selling the business or personal assets. Self-funding is rarely successful as creating a reserve takes vital funds from a growing business.

2. Insurance – ownership protection is a cost-effective insurance option which is designed to enable surviving business partners to fund the transfer payment on the death or exit, for illness or injury, of a fellow business partner.

The Buy/Sell Agreement takes precedence, even over the exiting partner’s Will and can save a huge amount of stress on your family and the families of your business partners.

RSM Bird Cameron can help you correctly establish your Buy/ Sell Agreement and liaise with your solicitor to give you peace of mind for the future and protect the ongoing viability of your business and your family’s lifestyle.

Nathan is a Certified Financial Planner with RSM Bird Cameron Financial Services Pty Ltd. For information on business improvements, contact our experienced team, 103 – 105 Northbourne Ave Canberra, T.6247 5988, www.rsmi.com.au

ACCOUNTING SERVICES

Creating equity between beneficiaries

by Richard Navakas

C

lients trust their accountant and often ask questions regarding the important issues in their life. Have your clients sought advice regarding their estate?

The first principle of estate planning is to ensure clients choose how their assets transfer to their beneficiaries following death. For many people this means sharing their estate between several people and fairly dividing assets.

Our insight Firstly, clients must have a valid Will, otherwise state based intestacy rules will decide the outcome.

However, a Will does not always capture all of a client’s assets on death.

For example, a Will is commonly unable to deal with: • a home owned jointly with someone else, normally a spouse • other jointly-owned investments like bank accounts • superannuation (although with advice this can be avoided) • benefits of certain life insurance contracts.

Your clients may also want to leave specific assets to specific people either for personal reasons or to make the best use of the tax system.

Clients may think that leaving one child a portfolio of shares balances leaving another their superannuation. But the reality may be different.

What this means for your clients There are two ways to deal with this imbalance. One is for a client to ensure their Will includes an equalisation clause. The other is to create balance with life insurance.

26 September 2010 | B2B in Canberra

An equalisation clause requires the client’s executor to take into account who has inherited which assets, including outside of the estate, before dividing estate assets.

Life insurance lets clients nominate a beneficiary to receive a specific amount in the event of their death. This does not fluctuate with investment market movements.

The last thing most people want is a situation where one family member goes to court to contest a Will against another family member, due to an unplanned inequity.

This is costly and can be avoided with the right advice, particularly when the client’s accountant and adviser work closely together integrating taxation and wealth management advice.

Hillross Wealth Management Centre Canberra – providing professional wealth management services to clients of our alliance partners.

Richard Navakas is director and senior adviser of Hillross Wealth Management Centre Canberra. Level 7, AMP Building 1 Hobart Place, Canberra City, T: 02 6263 9200, info.wmcc@hillross.com.au, www.hillross.com.au

fabulous christmas show let us do the entertaining!

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If you’re after a simple, stress-free solution for boosting staff morale and raising your profile amongst clients and suppliers this Christmas, our Christmas Shows are the perfect solution.

Guaranteed to provide everyone with a fun night out, all you have to do is book and turn up. Choose from:

Vegas Fever

Abba’s Back

Friday 3 December

Friday 10 December

70’s & 80’s Retro Night Charismatic showman Vince Gelonese celebrates the good times with hits such as ‘Saturday night Fever’, ‘Footloose’ and all your retro favourites.

Dinner and Show $77 – 6.30pm Show only $35 – 8.30pm

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See the next best thing to ABBA live with multiple costumes, huge musical arrangements, great moves and stunning vocal performances.

Dinner and Show $72 – 6.30pm Show only $30 – 8.30pm

Swing and Sway Saturday 11 December Big Band Dance night!

The award–winning Jive Bombers’ Swing & Sway celebrates the 1940s and 50s: that Technicolor moment in music when anything was possible.

Dinner and Show $72 – 6.30pm Show only $30 – 8.30pm

BOOK NOW! 6283 7288 www.cscc.com.au For the information of members and guests

BUSINESS COACHING

The how-to’s of increasing your cashflow ADVICE

by Wayne Bolin

P

roper forecasting is essential for the long-term success of your business – particularly when it comes to cashflow.

In many ways, cashflow forecasting is one of the most important tools you’ll ever use as a business owner – without cash, you can’t survive – yet, you’d be amazed at how many SME owners I coach who have no cashflow plans or forecasts in place.

The 4-step cashflow forecast builder In a single, simple spreadsheet, compile all the following information, ordered in such a fashion as to make your cashflow position easy to ascertain at a glance, for any given month.

1. Write down all your plans for the business such as expansion, a move to new premises or hiring new staff.

2. Prepare a sales forecast, which will detail the expected revenue of the business (this should identify which sales are cash or credit as this affects when you actually have the money in your bank).

3. Compile a list of any other cash inflows you’re expecting (these might include: GST refunds, monies from asset sales, grants, loan proceeds, income that doesn’t fall under the category of ‘sales’, such as royalties or franchise/license fees (if you’re a franchisor).

4. Similarly, list your expected cash outflows (for example, oneoff bank fees, loan repayments, purchase of assets, bills etc.)

After you’ve inputted the monthly cashflow data into your spreadsheet, you should use the resulting balances in your overall planning of what and when to spend.

Use your forecast to run a few ‘what if’ scenarios for purchases and identify periods where your cash will be low so that you can plan marketing activities around these times to counteract any shortfalls.

Remember to keep your cashflow forecast up to date too as time progresses, including current sales figures alongside your previous projections so you can identify whether you over or underestimated and have an accurate picture of what to expect for the following year.

If you’d like some assistance with drawing up a cashflow forecast, or even some help with strategies to boost your cashflow if you’ve identified a few cashflow ‘gaps’ in your yearly plan please contact me on 02 6295 9800.

Book now for the 10x Edge Event on 28 September 2010 – phone or register on-line www.10x.com.au/CanberraSouth

Wayne Bolin is the 10X Canberra South franchise owner.

For more information, please visit Unit 3/71 Leichhardt Street Kingston or visit www.10x.com.au

COLLABORATIVE LAW

Business disputes: the collaborative law option

by Jim Dunn

C

ollaborative law is a relatively new form of alternative dispute resolution which has been catching on in Australia in the last few years. It was originally developed in North America as a means of resolving family law disputes with the assistance of lawyers without the need to go to court. However it is a mistake to think of collaboration as only an option for family law disputes.

It is said that Canberra is still very much a small town – you don’t want to make too many enemies. If you do then word gets around and your reputation (both personal and commercial) can start to suffer. Who wants to get the reputation as the builder who spends most of his time in court? Or the shop owner who gets cut off by her suppliers because she doesn’t pay her bills?

Collaboration is a good model for anyone in business but particularly for people in the following examples: • The vendor and supplier in dispute but who want to maintain and preserve a long standing business relationship • The partners whose relationship has fallen apart • Intellectual property disputes • Disputes in the building and construction industry.

The list is not exhaustive. Almost any type of dispute is a candidate for resolution by collaboration if the parties are willing to work together for a solution to their problems.

The legal environment is changing. The court has an expectation

28 September 2010 | B2B in Canberra

that the parties to litigation will try to have their dispute resolved by mediation or alternative dispute resolution before listing their matter for hearing (and will often make them do so). Why waste your money filing an application when it could have been better spent resolving it before you get in the court system?

If you want to have a solution to your problem which is resolved quickly, is cheap, you come up with commercially sound and creative solutions, you preserve your reputation, and you can have faith that the other party has as much of a vested interest as you do in resolving – then consider collaboration.

Certus Law has the experience, knowledge and skills to help you find a collaborative solution to your business dispute.

Jim Dunn is managing director of the boutique firm, Certus Law, which specialises in superannuation, trusts and estate planning. Visit Cetus Law at Level 5, 28 University Avenue, T: 6268 9090, www.certuslaw.com.au

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COMMERCIAL LAW

Securing payment in the building industry ADVICE

by Maurice Falcetta

F

rom 1 July 2010 the Building and Construction Industry (Security of Payments) Act 2010 (ACT) (“the Act”) gives building contractors, subcontractors and suppliers rights to a quick resolution of disputed payment claims. It is imperative for those either in the building or construction industry, or with clients in those industries, to be aware of the rights and obligations imposed by the Act. Here are the top five things you need to know about the Act. 1. What’s so significant about the Act? The Act provides for a truncated process for the payment of progress claim and invoices. The key feature of the Act is the speed of the process.

2. How does the system work? In the simplest terms, when a progress claim or invoice with a special endorsement is issued by the claimant, usually a contractor or subcontractor, the client or the respondent has a narrow timeframe within which to respond to the progress claim. If the progress claim is ignored or not responded to in accordance with Act, the claimant has several remedies open to them. Firstly, the full amount of the progress claim becomes a debt recoverable through the court system. Secondly, the claimant may give notice to suspend work.

Finally, the claimant may make an adjudication application to recover the money which is much faster than the Court system. The balance of power shifts very much to the claimant if there has been no response.

3. Who does the Act apply to? The Act applies to just about everyone in the building and construction industry, including: a. Any construction work (including verbal agreements) performed

in the Australian Capital Territory, irrespective of whether the contract prescribes another jurisdiction. The phrase ‘construction work’ has a very broad definition under the Act; b. Agreements of design consultants such as architects and engineers.

4. Who doesn’t the Act apply to? The Act does not apply to construction contracts entered into before 1 July 2010, or to residential building contracts involving consumers.

5. Can I ignore the Act? Parties cannot contract out of the Act. The Act sets out strict and inflexible time limits for both parties to comply with. The consequences for ignoring the time limits can be costly and inconvenient.

For further information about your rights and obligations in a building or construction dispute, call Maurice Falcetta on (02) 6163 5050.

Trinity Law is a boutique firm which is focused on providing business and corporate legal services and is motivated by long term business relationships. www.trinitylaw.com.au

CORPORATE GOVERNANCE

Fundraising: what is the role of the board?

Inspiring small business he Australian Institute of Company recently held a next Appointing potential candidates without the skills or capacity to to Directors take the step briefing which looked at the role of the board in fundraising in fundraise, yet who possess the required skills or perspectives which would

by Phil Butler

T

AICD#789

not-for-profit (NFP) organisations – such as charities and arts fill gaps in the board’s capability in other areas, can remove the need to The Australian Instituteoutsource, or spend as heavily on, external service providers. of Company Directors bodies – and the contribution expected of individual directors.

It was interesting to hear the different views in the room, which ranged While some institute may see fundraising (AICD) is Australia’s membership for as a primary role of NFP directors, from ‘the board has no role at all’, all the way through to, ‘it is expected there are many other ways in which today’s directors are adding value. directors delivering knowledge continuing that individual directors will make personal monetary donations.’

Being a NFP and director is very much a ‘hands-on’ role, often requiring a The comments were largely consistent with our Social significant investment of time working on community projects. learning inDirectors the field of directorship.

Impact Study, which found that 75 per cent of NFP directors take on For the directors who serve on NFP boards, while also working responsibility for fundraising (where their NFP undertakes fundraising). full-time in professional careers, time is a valuable commodity (as it is with For more information, contact Laura Such is the importance of fundraising to some NFPs, due to limited most people given the pace of life). The willingness of NFP directors to Tierney onmoney 1300 764 633 their or visit resources, that a director’s willingness to personally give or to contribute precious the ‘spare’ time should encourage substantial donations from others, can be viewed as ‘essential’ not be under-appreciated. website at companydirectors.com.au among the selection criteria for appointments.

The risk for NFPs, however, is that potential candidates who are not independently wealthy or well-networked in high net worth circles, but who have much value to add in terms of their skills sets, are not considered.

Achieving diversity of director composition assists a board in its efforts to relate to its constituents and make better decisions.

Establishing a policy – whether written down or implied in the board’s culture – that stipulates a required fundraising contribution can lead to a homogeneous group. Suffering from ‘group think’ becomes a higher Phil Butler is state manager of the Australian Institute of possibility, with a corresponding decrease in the board’s effectiveness Company Directors’ ACT Division. For more information in innovation and managing relationships with key stakeholders. about AICD ‘s course programs and events, T: 02 6248 5954.

30 September 2010 | B2B in Canberra

Are emotions managing your workplace?

Modern humans have the same basic emotional equipment as our prehistoric ancestors. While essential for primitive survival, our emotional systems struggle to deal with the complexity of today’s world. In the workplace this often results in stress, conflict and a strong sense of being “disconnected” from others.

Recent developments in neuroscience and psychology have given us access to new knowledge and tools which transform the way we manage our emotions. Now you can learn about these from a leader in the field.

Dr Ambrose, a clinical psychologist and educator, with a distinguished research background, is renowned for work that produces profound and lasting change. nCompassHR is proud to sponsor his visit to Australia. We are excited to share this ground breaking program with you!

Join Dr Timothy Ambrose, a gifted facilitator and presenter, at our oneday Emotions at Work program where you will: •

Learn how our key “emotional systems” operate

•

Identify and work with distinct emotional response patterns – yours and others

•

Develop more adaptive and effective responses to emotionally challenging situations

This program goes to the heart of what makes us human, enabling us to harness the power of emotions to build productive relationships.

Dr Ambrose will be facilitating only one Australian workshop – in Canberra on the 19th October.

To find out more, and register online, visit www.ncompasshr.com or contact; Anne Sautelle T: 02 6162 1819 E: admin@ncompasshr.com

companydirectors.com.au

Directors Briefing The GFC and beyond The recent global financial crisis presented not only significant challenges for Australian businesses but also plenty of new opportunities.

Exercising good business practices and having strategies in place to cope with the economic downturn is imperative to any size business but more so for SME’s. Business leaders must be prepared to manage risk, maximise efficiency and be well placed to seize emerging opportunities.

Our panel of local business leaders will touch on these, and a range of other issues and provide you with insights from their experiences and the lessons learnt.

Date:

Tuesday 16 November 2010

Time:

5.15pm Registration 5.30pm – 7.30pm

Venue:

Canberra Business Events Centre Regatta Point Canberra

Cost:

Members $40.00 Non-Members $56.00

For more information t: 1300 764 633 or visit companydirectors.com.au

00734_10

Weathering the storm, lessons learnt and opportunities identified

FLEET LEASING

You can be a road safety leader ADVICE

by Scott Iriks

E

very individual that gets behind the wheel of a vehicle can have a profound impact on road safety. Small decisions today can influence outcomes for years into the future.

As the owner or driver of a vehicle, you have an inherent social responsibility to ensure that you minimise road trauma risk not only for yourself, but for your passengers, pedestrians and fellow road users.

Simple commonsense decisions make all the difference. When selecting a new vehicle evaluate the safety features of each car, look for items such as electronic stability control, curtain side airbags and seatbelt pretensioners. Many manufacturers models now have these features fitted as standard, however to make your decision even easier, look for the vehicle’s ANCAP star rating. Choose an ANCAP five star car whereever possible, this is a clear indication that the vehicle has been crash tested and performed well. Researching the safety rating of your current or intended vehicle is as simple as getting on-line and checking out the ANCAP or TAC ‘How safe is your car’ websites.

The purchasing decision you make affects the quality of vehicles on Australian roads for a decade or more. Your purchasing decisions today influence manufacturers’ directions and marketing tomorrow. Also be aware that your vehicle may ultimately have two or three subsequent owners, the higher the safety standards you choose, the more influential you will be in determining outcomes for second or third-hand buyers.

Always make sure your vehicle is well maintained and monitor the basics. Check your oil and fluid levels regularly, a breakdown on a major

road during peak hour is not only inconvenient and embarrassing, it’s a road safety incident in the making. Pay particular attention to tyre inflation, underinflated tyres are a significant contributor to road crashes through blowouts or poor braking performance, not to mention the added expense of accelerated wear and higher fuel consumption.

One final thought, remember that it’s not only passengers that need to be restrained in a moving vehicle, even lightweight loose items on seats or rear shelves can be deadly in a crash.

If the best example of leadership is leadership by example, keeping road safety at the forefront of your thinking is all you need to do.

For an additional vehicle safety resource, Easifleet provides a road safety DVD, contact Scott Iriks at scotti@easifleet.com.au for your free copy.

Scott Iriks is Easifleet’s general manager, leasing.

For more information or to discuss novated leasing contact Easifleet on T: 1300 266 828 or F: 1300 655 568

INFORMATION SECURITY

Who knows your password?

by Boaz Fischer

L

et me start by asking you a number of questions. Who knows your password? How often would you change your password?

Do you have a password policy in place? Have you established a security policy for your organisation? My guess is no.

Let me tell you of a real story that took place two weeks ago. A small but distinguished organisation that has multiple offices around Australia had a significant security breach. This organisation decided to let one of its staff go at very short notice. This person had worked closely with the ICT management team for a number of years and was trusted by all employees.

Deactivating this user from the network was the simple step.

Unfortunately a few days later, it was found out that this person had access to not only the ‘administrator’ password but held a number of tapes back at their place containing the organisation’s corporate data. If this person wanted to be malicious, the organisation would have been in serious trouble.

This security breach occurred because there were no existing security policies in place. A security policy is typically a document that outlines specific requirements or rules that must be met. For example, an ‘Acceptable Use’ policy would cover the rules and regulations for appropriate use of the computing facilities. If this hasn’t been defined in your organisation, then you are asking for trouble.

Let me finish by asking you a number of questions. Who currently has access to your password? Who currently has access to your corporate data?

Is your backup media stored at someone’s place? What policies have you

32 September 2010 | B2B in Canberra

implemented within your organisation? If you answered in the negative, then you need to get our 10 Essential Policies to Achieve Technology and Security Peace of Mind White Paper.

Free Giveaway: If there is one tool that you need in your arsenal, this is it! The 10 Essential Policies to Achieve Technology and Security Peace of Mind White Paper will raise your security awareness, help you start designing best practice within your organisation and importantly establish a security framework.

Simply register your interest to myinterest@commsnet.com.au and mention ‘security policy’ and we will send you the 10 Essential Policies to Achieve Technology and Security Peace of Mind whitepaper.

Boaz Fischer is the managing director of the CommsNet Group. For more information, contact T: 02 6282 5554 or visit Level 1, 67-69 Dundas Court Phillip, mail@commsnet.com.au, www.commsnet.com.au

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TRUCKING INDUSTRY

ENVIRONMENTAL BEST PRACTICE GUIDE

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INFORMATION TECHNOLOGY

Sneak peek into the future of technology ADVICE

by Sam Gupta

W

hen computers and the Internet initially came into our lives, they changed how we thought and did business.

The next exciting phase of technology will better fuse the digital and physical worlds. Here are some inventions you might want to get your head around.

Emotiv EPOC – brain-computer interface device This amazing device can help you control your computers. Instead of using a mouse or a keyboard, you can simply command the computer using your brain. This device looks like a headset and is wireless. Put it on, let it sync with your brain and you are on. It can be used on a variety of applications from games to wheelchair controls. www.emotiv.com g-speak operating environment Remember Tom Cruise in the movie Minority Report? This is the same operating system. It takes computer interfaces to the next level.

Using hi-tech gloves on your hands, you can interact with your computer. No mouse, no keyboard, let your hands do the talking in a 3D interface. www.oblong.com BumpTop desktop interface Google recently acquired BumpTop – a 3D desktop interface that works in a similar way to our physical desks. Unlike traditional computer desktops the BumpTop desktop can look however you would like it to look. You can make certain icons bigger or smaller, you can pin-up photos or notes on your 3D wall, you can keep your desk tidy, or leave it in an organised mess, like mine. www.bumptop.com

SixthSense device SixthSense was developed at the MIT media lab and is by far the winner of the lot. This wearable device facilitates interactions between our physical and digital world. It is like having an ultra-mobile computer on your neck, along with a mobile, a webcam, a project and four finger-tips with wireless internet. No limitations – any surface can be your screen.

From using your palm as a dialing pad to taking photos using hand gestures, this device truly gives a feeling of freedom from idiot-box technology. I just can’t wait to get my hands on this. Go www.youtube.com and search ‘sixthsense device’ From 3D interfaces to ultra-mobile computers, the next decade will help us step away from traditional computers and bridge the gap between our digital and physical world, and ultimately bring more life into our lives.

Sam Gupta is the managing director of Synapse Worldwide.

He would love to hear your thoughts on this topic. Or if you would like to share innovations and advancements in technology, please contact him on 1300 785 230 or admin@synapseworldwide.com

advertising sales representative Autonomous role Unlimited territory within Canberra Uncapped earning potential, plus competitive base A unique opportunity has arisen for an experienced Advertising Sales Representative to join B2B in Canberra magazine.

assist in your sales growth. Your district is unlimited and you will have the full run of Canberra.

This role requires an experienced business developer to join their tight-knit team, selling into Canberra’s only magazine specifically targeting business and government. Reaching 15,000 businesses every month, as well as government departments, B2B in Canberra magazine targets a variety of commercial industries including law firms, accounting organisations, banks, IT companies and business associations, to name only a few.

For your hard work, you will be rewarded with a healthy base salary plus uncapped commission. In this role, you will mainly be self-managed. Working from home, you will be provided with a laptop and phone.

In this role, you will work autonomously, reporting directly to the publisher. You will be expected to work to KPIs that will

To be successful in this unique role, you will have a proven sales track record and be looking to commit long-term.

This role is currently vacant so prompt applications are required. To enquire further or submit your application, please contact Elsa Ramiro at elsa.ramiro@randstad.com.au

business support

34 September 2010 | B2B in Canberra

GOVERNMENT TO BUSINESS ACT GOVERNMENT

G2B

Business in focus month helps businesses connect, create and grow Business In Focus Month is back. So well received was the first Business In Focus Month in 2009 that it will become an annual event on the ACT small business calendar rather than two-yearly as originally planned. More than 3,600 people attended 76 business events delivered by 47 partners during the September 2009 program.

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his year, the theme of Business In Focus Month is Connect, Create and Grow.

The focus is on giving businesses access to the information, skills and service providers that can help them connect with the local business community, create new business opportunities and prepare for growth.

With the program getting into full stride at the time of publication, 28 event partners had come on board to deliver 43 events. The calendar of events which is available online at www.business.act.gov.au will be continually updated during September.

“We see Business In Focus Month as a great way to promote the many opportunities that exist in Canberra for business improvement and development.”

Ian Cox, general manager of Business and Industry Development, part of the ACT Chief Minister’s Department, is in charge of the Business In Focus Month initiative.

“The month is also partly about highlighting the successes and achievements of Canberra’s private sector – there’s still a perception out there that we’re a government town – but its key role is to put on a program of events that can assist with some aspect of doing business,” he said.

“Business In Focus Month is about collaboration and diversity. Last year showed how well partnering works, we had businesses from all sectors working with each other to put on events and engage with each other in development activities.

“We see Business In Focus Month as a great way to promote the many opportunities that

exist in Canberra for business improvement Canberra Institute of Technology and B2B in and development,” Ian said.

Canberra Magazine.

A look at the calendar reveals the diversity “There are around 25,000 businesses in the of events and business concerns catered for ACT and they employ more than the public through the 43 networking functions, award sector in Canberra,” Ian said. ceremonies, forums, workshops, seminars, Business In Focus Month 2010 is both a training events, exhibitions, open days and showcase and a development opportunity for conferences such as: small businesses that’s been proven to work.

“We encourage all ACT small businesses to • Small and micro businesses can learn how others have handled people and talent issues take part by attending one of the many activities on offer during September.” at a forum on building human resource capability on Tuesday 14 September.

Find the latest information about events to support your business this September by visit• Businesses can find out how environmentally ing www.business.act.gov.au and follow the sustainable practices can build business profits Business In Focus Month September 2010 link, on Monday 20 September. or call 1800 244 650.

• The Territory’s best exporters will be announced at the 2010 ACT Chief Minister’s Export Awards Presentation Lunch, Wednesday 8 September.

• The ACT Electric Vehicle Festival will feature a number of electric vehicles and infrastructure providers, Saturday 18 September.

• Many workshops include: Getting into Export; 7 Steps to Small Business Marketing Success; 10 Ways to Reduce Workplace Stress.

• A panel of ANU experts and business professionals will discuss innovation policy and practice and its relationship to ACT businesses on Tuesday 28 September.

• The local business impacts of the population debate will be discussed at a luncheon on Monday 13 September.

Sponsors of Business In Focus Month 2010 include The Canberra Chief Minister Jon Stanhope and critically acclaimed independent filmmaker, Adam Elliot at the launch of Business in Focus Month Times, AusIndustry, Austrade, the B2B in Canberra | September 2010

35

ASSOCIATIONS TO BUSINESS CHAMBER OF WOMEN IN BUSIINESS

A2B

Celebrating success: why it’s important CHAMBER OF WOMEN IN BUSINESS

Dianne Nockels, Promotions Officer Chamber of Women in Business

Recently the CWB’s Annual Awards and Gala Dinner celebrated women succeeding in business. To win any one of the four awards was a tremendous accolade and, of course, the prizes were fantastic. But do we celebrate our successes well and often enough?

UPCOMING EVENTS Lunch, with celebrity speakers and special announcement MC: Lisa Ridgley, Mix 106.3 Tuesday 19 October 12:00pm – 2:00pm

For more information: www.cwb.org.au

Or call 6282 6255 Find us on Facebook

2010 Award Winners

Claire Connelly, Papercut.

2010 Business Woman of the Year

Maria Selleck, Maria Selleck Properties.

Best New Business

Dianne Nockels, Forever Living.

Highly Commended – Best New Business

Fiona Allardyce, HamperArt. Outstanding Community Spirit Award

For more information: T 6282 6255 F 6282 7191 E office@cwb.org.au www.cwb.org.au

36 September 2010 | B2B in Canberra

A

ustralia is known to have a culture of ‘the New Business”, having arrived at her success with an Tall Poppy Syndrome’, where the reaction to ethical approach to real estate. Our “Business Woman success is to shoot down the victor. Perhaps it of the Year” was Claire Connelly of Papercut, who not is time to shake off this attitude, get out our only produces amazing design work, but takes a strong pom-poms and cheer loudly for those who succeed in environmental approach to every facet of her business. whatever they are doing.

Well done ladies.

The winners of the awards are, of course, to be It is a real privilege to be associated with these congratulated. However, we should also congratulate women, having read about them and heard about them all those who entered, whether or not they took away over the past couple of years, and more recently having a prize. I am certain there are many women in the CWB met them. In fact, hearing about the successes of fellow who could have been prize winners on the night, if only CWB members has been pivotal in helping me to take they had believed in themmy business forward. I have been inspired selves enough to enter. by what they achieved, how, and why. I In July, when I drafted a Sharing successes picked up tips and advice, encouragemessage to CWB members, ment and support. I recommend you encouraging them to enter with colleagues and/or surround yourself with successful people, our Awards, I did not intend employees shows that you if you want to be successful. to enter myself. In the mesIs celebrating success also important sage I wrote “If you enter, you recognise their contribution if you are part of a larger organisation? might not win. If you don’t Absolutely, yes. Sharing successes with enter, you definitely won’t to success. To your clients colleagues and/or employees shows win.” It was only when the that you recognise their contribution to email dropped into my inbox it is a validation of their success. To your clients it is a validation that the message hit me, and of their faith in you, and your products I then spent the next few faith in you, and your or services. days putting together 1,000 If you still doubt me, then I invite you products or services. words for my entry for “Best to write two lists – 10 things you have New Business”. achieved professionally, and 10 things As I considered my achievements over the past two you have achieved personally, over the past year. You years, since I started my business in Canberra, I was will probably be surprised. Okay, so maybe you didn’t amazed to realise how much I had achieved. I also realised get the promotion you wanted, but what about the how much time I spend berating myself for the things I seminar you arranged that went like clockwork? Or the have failed to achieve, rather than focusing on what I report you drafted that the boss loved? Or, if you’re a actually have achieved. The other benefit of the exercise, business owner, perhaps you missed out on a major convinced that I wouldn’t win, was to focus my thoughts contract, but what about all those referrals from very on what I need to do to win next year. So many benefits happy existing clients? Or the new staff member you already, and I hadn’t even submitted my application yet! recruited who turned out to be a perfect fit? On a I won’t keep you in suspense – much to my surprise, personal level, it could be as simple as getting the kids and delight, I received “Highly Commended” in the to school on time every morning (no mean feat). It is Best New Business category. “Outstanding Community essential to write your lists, rather than just tick the Spirit” was awarded to Fiona Allardyce of Hamper Art, points off on your fingers. who fills her beautiful hampers with food and beverTake a good look at what you, and your team, are age products from local artisans. Maria Selleck, of Maria really achieving, and celebrate those successes. Trust Selleck Properties was the very worthy winner of “Best me, it’s a great feeling.

ASSOCIATIONS TO BUSINESS CANBERRA BUSINESS COUNCIL

Stability critical for business confidence A2B

Chris Faulks Chief Executive Officer, Canberra Business Council

The ambiguous outcome of the recent federal election comes at a bad time.

It follows one of the most economically challenging periods that this nation has faced since the Great Depression, and has the potential to delay Australia’s recovery from the global financial crisis if not handled properly.

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egardless of who takes the reigns at the Commonwealth level, Canberra Business Council urges the need for cooperation, stability and transparency, as these are critical for business confidence.

Sound business policy must also be a priority, otherwise all else will fall by the wayside as the Australian economy risks faltering and falling into a second downturn, as appears to be currently occurring in the United States.

Let’s briefly examine the most notable differences in the policies likely to have the largest impact on businesses across Australia. Obviously, given the influence of the independents and the continuing compromises that need to be made for a workable majority Government to function, these policy positions may change at a moment’s notice: The Mineral Resource Rent (Mining) Tax: Labor plans to introduce a 30% Mining Tax; the Liberal/National Party Coalition opposes any such tax; the Greens plan to support it with changes to raise an additional $2 billion for increased funding to public education.

Company Tax Rates: Labor plans a cut to 29%, first for small businesses (1 July 2012) then big businesses (1 July 2013); the Coalition only wants to cut big business tax rates to 28.5% (1 July 2013); the Greens plan to raise company tax rates to 33% and reduce tax concessions as soon as possible.

Climate Change: Labor plans to shelve the Carbon Pollution Reduction Scheme (CPRS) and convene a Citizens Assembly to debate solutions on climate change; the Coalition has no plans for an Emissions Trading Scheme or CPRS, and opposes a carbon tax; the Greens plan a series of taxes, targets and standards as required to achieve net zero greenhouse emissions by no later than 2050.

Paid Parental Leave: Labor has implemented a federally funded scheme commencing on 1 January 2011 providing 18 weeks paid leave at the federal minimum wage ($544

pw) excluding super; the Coalition plans to provide 26 weeks paid parental leave at full wages (up to $150,000 pa) inclusive of super, funded via a 1.5% levy on businesses with taxable income in excess of $5m; the Greens plan to provide 26 weeks paid parental leave at minimum wage, including super, funded solely by the Federal Government.

Broadband: Labor has commenced the $43 billion National Broadband Network (NBN) rollout; the Coalition plans to create a National Broadband Commission to oversee a competitive selection process, and fund a $6.3 billion broadband network; the Greens are not explicit but generally support the NBN. Federal Budget Deficit: Labor plans to return the Budget to surplus by 2012-13; the Coalition also plans to return to surplus by 2012-13; the Greens are not explicit, but state that long term surpluses and deficits must balance each other over the business cycle.

For more details see the Council’s Election Policy Comparison available on our website. Bear in mind that Canberra Business Council is an apolitical organisation and only endorses those policies which are best for business. As the Federal Government’s policies take shape in the coming months, I will discuss specific issues with you in more detail.

For those left wondering how a stable long-term Government is possible under current circumstances, you need only look at the results of the 2008 ACT elections which bear a striking similarity to the recent Federal outcome: a swing against Labor, a strengthening of the Greens’ position, and a resulting Government formed in conjunction with the Greens and with a formal and transparent Agreement with ensures stability. That the ACT Government has functioned on this basis for two years, with the Territory remaining one of Australia’s strongest economies, is testament to the fact that it is achievable.

CBC Business In Focus Month Events 1 September – ScreenACT – Launch of ACT Screen Investment Fund 8 September – Exporters’ Network - 2010 ACT Chief Ministers Awards 21 September – CBC – Population Debate ‘A Big Australia Means Big Business’ with Phillip Adams, ABC 24 September – CBC & AIBC – ‘Australia’s positioning between India and China’ with Doug McTaggett, QIC

For those left wondering how a stable long-term Government is possible under current circumstances, you need only look at the results of the 2008 ACT elections which bear a striking similarity to the recent federal outcome...

Principal Members Actew Corporation, ActewAGL, Bank West, Bega Cheese, Bluestar Printing Group, Clayton Utz, Cre8ive, Ernst & Young, Elite, eWay, Medibank Health Solutions, Hindmarsh, Holistech, KPMG, MBA, National Australia Bank, National Museum of Australia, NEC Australia, Staging Connections, The Village Building Co, Thyssen Krupp Marine Systems Australia Affiliated with

25-26 September – ScreenACT – Low Budget Feature Workshop

For ScreenACT registration phone Monica on 6247 4199 For all other registrations & details go to www.canberrabusinesscouncil.com.au

B2B in Canberra | September 2010

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ASSOCIATIONS TO BUSINESS ACT AND REGION CHAMBER OF COMMERCE & INDUSTRY

A2B

Listening to the business community Toni Friend and Jo Madsen. Business Development Managers, ACT & Region Chamber of Commerce & Industry.

There are many ways to build on your business in good times and bad. Getting ‘out and about’ in your business community is a great way to network, build your profile as well as the profile of the business.

M We pride ourselves in making sure that our members and invited guests are getting as much out of an event as possible.

The Workplace Relations team of the Chamber has a long history of supporting members to navigate through the complexities of the Workplace Relations environment. To become a member of the Chamber please call 6283 5200 or visit www.actchamber.com.au.

Corporate Sponsors ACTEWAGL, 104.7 / Mix 106.3, Prime TV, The Canberra Times, The Good Guys Tuggeranong, Duesburys Nexia, Synapse Worldwide, B2B in Canberra.

Associates and Affiliates Retail Traders Association, Australian Industry Defence Network

Foundation Member Australian Chamber of Commerce & Industry

38 September 2010 | B2B in Canberra

eeting other business people face to face is much more effective than a phone call or an email which is convenient, but never as personal. We have had many conversations with members about our events and why they attend.

We know through feedback from different businesses that all benefit from a great event. We pride ourselves in making sure that our members and invited guests are getting as much out of an event as possible.

It is always great after a long day at the office to be a part of a relaxed business networking event. These events also build strong professional relationships between business people as they discuss concerns, issues, achievements that their business may be facing and relate to each other on those issues; it always helps to know what is going on in your business community.

Another ongoing issue that Canberra and surrounding businesses face is Workplace Relations.

It is never easy knowing what the laws and regulations are for any business.

Looking after your staff is important and knowing the best possible way to build that relationship between the employer and employee is not always easy. Workshops are a great opportunity to be informed on your rights and obligations as an employer. Knowing which modern award your business fits best with is a challenge that a lot of business owners face today.

Would it be of benefit to your business to have an enterprise agreement or would common-law contracts be more appropriate? These are options that some businesses are not aware of but which can save your business money. Helping our members deal with these matters everyday is very rewarding and beneficial to the Chamber, as well as it boosting and helping the business community as a whole.

Further staff training and development is not only of benefit to employees, it will also benefit your business.

This will also help any business keep valuable staff by showing you are willing to invest in them. In return they remain loyal, hard working and happy in their roles. We currently face a massive skill shortage so why not invest in your own business by training your staff. The employment, education and training team at the Chamber runs a wide range of government initiatives to business, schools and students. Programs include forming school and business partnerships,

school to work transition, career advice, and training for your business, as well as addressing the current skill shortages.

The Chamber continues to lobby business views to government on legislation across a wide range of areas including workcover, education, employment, planning, skills shortages, parking, and other policy issues. The Chamber works closely with political leaders and Government to create positive outcomes for business.

Staff members sit on a variety of committees and advisory bodies such as the Educational Ministerial Round table, ACT OHS Council, Australian Chamber of Commerce & Industry Workplace Policy Committee.

To become a member of The ACT & Region Chamber of Commerce please call 62835200 or www.actchamber.com.au

ASSOCIATIONS TO BUSINESS COLLABIT

Hear from Canberra’s ‘battle scarred’ experts A2B

Alison Abernethy Manager, CollabIT ACT

Mergers and acquisitions in the information and communications industry sometimes play out like an episode of Survivor – full of drama, intrigue and suspense.

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xplore the unique perspectives of the panel of ‘battle scarred’ experts at a joint event between CollabIT and Lighthouse. Experts include those who have remained involved with companies they founded after acquisition and those who have moved on to new ventures.

David Mathews, MD, Crystal Approach, will facilitate the conversation. Learn how each panellist led their respective team through the various stages of the change of company control. What worked well? What went wrong? What lessons can be gleaned by company executives hoping to affect a merger or acquisition for their business?

THEPANEL Rod Hoare Principal, Corporate Advisory, IDC In 1998 Rod joined IDC Corporate Advisory, providing advisory services to the Australian and New Zealand ICT industry. He undertakes advisory roles and M&A assignments. Many assignments are for the Australian operations of global companies or Australian listed companies, assisting them meet their corporate growth ambitions. Rod also undertakes a range of advisory services and seminars assisting small and medium businesses achieve growth and sustainability objectives.

Rod has been involved in the ICT industry since 1980, working with ICT consulting companies in Perth, Canberra and Sydney.

Mickey Clark Founder, The Learning Group Mickey Clark is the founder of The Learning Group, an internationally recognised developer of interactive and technology-based learning solutions.

In the 17 years he provided innovative learning solutions to Australian blue chip companies, government agencies and large multi-nationals, Mickey served as CEO, and in November, 2008, led the company’s

acquisition by Talent2 International.

Prior to starting The Learning Group, Mickey served as an International Director at Dun & Bradstreet Software, serving in a variety of R&D, marketing, and product management roles, before being chosen to head up the company’s Product Development and Support Division in Japan and Asia Pacific.

David Keightley CEO ecoSpectral Pty Ltd; co-founder, Mediaware International Coming from a background in aerospace technology, communications and visualisation systems, David cofounded and co-directed Mediaware International with two other research engineers from CSIRO. David was largely responsible for building brand recognition in USA and defined numerous product directions and specifications for UAV systems and broadcast products.

Mediaware was purchased by General Dynamics GDAIS in late 2007 where David worked for two years as a Distinguished Engineer on motion imagery intelligence systems before returning to Australia. David has founded a new venture called ecoSpectral Pty Ltd, a start-up working on smart sensors to lower energy consumption.

Stuart Beil Executive Director, Funnelback Pty Ltd Stuart is Chairman and Executive Director of Funnelback Pty Ltd. He has executive responsibility for company wide sales, marketing and customer account management.

Stuart was one of three founders of Funnelback when it was spun off from CSIRO in December 2005. He helped drive the initial set up of Funnelback, including its systems, processes, governance arrangements and sales.

In July 2009, Stuart saw through the successful sale of Funnelback to Squiz Pty Ltd a leading Content Management System company.

Prior to Funnelback, Stuart was General Manager, Commercialisation at CSIRO. He has also worked for the Sydney Futures Exchange and as Senior Economist with the Australian Government.

Details: Date: 23 September 2010 Venue: Microsoft, Level 2 Walter Turnball Building, 44 Sydney Ave, Barton Cost: CollabIT Member $35 Non member $50 Bookings: www.eventbrite.com For information: Cindy Reese, Lighthouse, T: 6163 8300

To learn more about CollabIT’s activities visit the website: http://aiia.com.au/ pages/collabitact.aspx Grnd Floor, 39 Torrens St Braddon ACT 2612 T: (02) 6281 9400

B2B in Canberra | September 2010

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ASSOCIATIONS TO BUSINESS ACT EXPORTERS’ NETWORK

A2B

ACT’s top exporters honoured Brent Juratowitch President, ACT Exporters’ Network

The ACT Exporters’ Network looks forward to its premier business function on the 8 September* – the 2010 ACT Chief Minister’s Export awards. These awards will showcase some of our more innovative and successful exporters at a time where there appears to have been delayed consequences of the global financial crisis.

From wine to IT, our exporters have shown that through sheer hard work and an understanding of their markets, success in global markets can be achieved.

The ACT Exporters’ Network is proudly sponsored by the ACT Government, Canberra Business Council, the Centre for Customs & Excise Studies and AusIndustry.

40 September 2010 | B2B in Canberra

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t is evident in discussions that I and the award’s organisers have had over the past 6-8 months that there has been a lull in some areas for our exporting community. As a result it appears that our network members have been conservative in their approaches to the global market in the past 12 months. While our exporting exploits have continued to be strong a number of businesses decided to not enter this year’s awards as they did not consider their results to be good enough to warrant an entry. I think this is also a mark of respect that these awards have now attained in that business owners are self assessing their own performance before entering.

Not withstanding this the success and quality of applicants for this year’s awards has continued in the same vein as the previous four years. From wine to IT, our exporters have shown that through sheer hard work and an understanding of their markets, success in global markets can be achieved.

If I were to summarise some of their keys to success they would be 1. a passion for the products/service being provided 2. knowledge of chosen markets 3. close business relationships with partners and customers 4. customer satisfaction.

This is not rocket science by any stretch of the imagination but all sound principles by which this year’s applicants and other exporters are adhering to in order to forge their place in the market.

Some interesting statistics ACT businesses exported to: • Brazil • Cambodia • Canada • China • Europe • Finland • France • Germany • Hong Kong • India • Indonesia • Italy

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Japan Korea Malaysia New Zealand Papua New Guinea Philippines Qatar Russia Singapore Spain

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Switzerland Taiwan Thailand The Netherlands Turkey United Arab Emirates United Kingdom USA Vietnam

Total export sales 2009/10 = $30,581,274 Combined years exporting = 80 I would like to take this opportunity to thank the sponsors of the 2010 ACT Chief Minister’s Export awards, Centre for Customs and Excise Studies (Platinum Sponsor), Austrade, EFIC, CEA Technologies, Canberra Business Council and Exporters Network (Category Sponsors) and, Intelledox, DIVA, Hyatt Hotel, WhyWurry Internet Solutions and Staging Connections (Supporting Sponsors. Without their valued support these awards would not be possible.

In closing for this month’s words I would like to thank all concerned with the organising of this year’s awards. I look forward to the lunch and presentation. The Exporters network is supported by the ACT Government, CCES, and AusIndustry. *This article went to print before the awards ceremony on 8 September.

UNIVERSITIES TO BUSINESS THE UNIVERSITY OF CANBERRA

The role of the contemporary university U2B

Professor John H Howard Pro Vice-Chancellor, Development, University of Canberra

Universities play a critical role in modern society. Not only do they work within an integrated system that provides educated, trained and skilled graduates that are appropriate to the needs of the economy and undertake vital research, they also provide students with an unparalleled experienced in developing their broader skill set.

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his skill set, one not easily defined and described by industry and government needs, includes acquiring a broader set of attributes and capabilities. Attributes and capabilities that will see university graduates become the most valuable members and leaders of our modern society.

A university education also helps develop a person’s ability to think independently, creatively and critically, and helps them to absorb new information and apply this new knowledge to practical problems and everyday situations. These are the skills that are more vital than ever before in our rapidly changing world.

Skill sets developed through a university education include communication – the ability to hear and be heard, to listen and absorb, and to be able to communicate knowledge effectively whether it be in research, in the workforce, or in broader community deliberation.

Graduates also leave university with a superior ability to communicate in other forms, such as in the written form – and increasingly more important, in a graphical form.

New communication methodologies are rapidly being developed in visual communication methodologies – being able to transfer your internal knowledge to others through contemporary mediums such as graphics, photographs and video.

The ability to analyse and compute is also a highly valuable skill set. The needs for these skills within industry and government and society in general are growing at a rapid rate. It has a significant impact on a business unit, or a small or large company, if they employ and empower graduates with the ability to critically analyse problems and situations. A survey of struggling and failed businesses will show that the quality of employees (and management) has a major impact on the lack of success.

University graduates also tend to be more worldly and outward-looking than high school graduates. The intermingling with other like minded students, often from different social and cultural backgrounds, provides a depth of character and a broadened perspective.

Evidence shows that students that are more actively involved in their university’s community through societies, clubs, work placements and interactions find it easier to gain employment upon graduation.

Graduates with ideas and the ability to generate them are increasingly likely to be critical in determining

which individuals progress to leadership positions and positions of influence in society. Although there are several exceptions to the rule, it is clear that university graduates progress more rapidly through their career, have more successful careers – whether in the private or public sectors, and end up in the most influential positions in society.

As well as providing highly skilled and employment-ready graduates, universities also provide a unique environment for research and discovery. This activity casts a broad path from the realms of blue-sky, deeply theoretical research through to highly industry applicable and applied research often commissioned by industry to solve specific problems.

Universities have two distinct, yet highly connected roles: teaching and research. University campuses are places where ideas evolve, discussions develop and society’s difficult issues are raised, through both of these interconnected disciplines. However, there would be minimal benefit to society if the results of this teaching and research were not effectively transferred into broader society.

A broad-based educational experience enhances benefits to graduates and by transferring this experience via the graduate, benefits society. Much is said about commercialisation of university research as the primary means of knowledge transfer to the broader community at large. However, it is clear that capable, well educated and agile-minded graduates, with a broad capability and understanding will provide the most effective channels to impact society. Through its economic activity and businesses, and through its government policy makers and highly-tuned researchers, the university has a critical and growing role in making a positive impact on society.

The nurturing and development of strategic thinkers at all levels is vital to society – critical and creative thinkers with the ability to scrutinise the status quo, grasp the big picture, generate new possibilities for action, and operate comfortably within a conceptual realm. A university’s role is to harbour this kind of environment and also equip its graduates with technical and professional skills to bring these concepts to fruition.

As Albert Einstein once said, ‘We can’t solve problems by using the same kind of thinking we used when we created them’. We need a new age of thinkers with the capacity to solve the problems of the world – created by the current generation. A quality university education is the start our future leaders need.

Graduates with ideas and the ability to generate them are increasingly likely to be critical in determining which individuals progress to leadership positions and positions of influence in society.

For further details about how your business can interact with the University, please contact Professor John H. Howard, University of Canberra on (02) 6201 5050.

NETWORKING

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ACT CHAMBER OF WOMEN IN BUSINESS GALA DINNER AND AWARDS NIGHT @ FEDERAL GOLF CLUB 1. Jo Madsen, Sarah Golding, Samantha Andrewartha and Sarah Amey 2. Athina Pazolli, Dianna Nockels, Tegan McGrath and Sarah Horneman 3. Tracy Nicholls, Marguerite Gloster, Thiru Kandiah, Margaret Klemmer and Nerida Gill 4. Ondina Gregoric, Lizzie Wagner, Laurie McDonald and Carolyn Queale 5. Ondina Gregoric, Jacquie Tewes, Darleen Barton and Annette Luck 6. Peter Ricardo, Kristy Reynolds, Erin Molan, Mark Watson and Danielle Neale

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STRATSEC & CYBERSECURITY MALAYSIA AGREEMENT SIGNING @ CROWNE PLAZA

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1. Aaron Froud, Brooke Anderson, Bill Chin and Andrew Moore 2. Brent Juratowitch, Dita Hunt, Brad Griffin and Ken Hendrie 3. Paul Herrick, Edward Farrell, Thomas Jreige, Ben Bromhead and Sam Page 4. Todd Wills, Darren Manton, Ben Bromhead, Azura Yusof and Alias Yahay 5. Tim Benson, Colonel Hassan, Dr Sirajuddin Suhaimee and Irham Isham 6. Azura Yusof, Bill Chin and Nasra Bt Wan Firuz 7. Brad Griffin, Ken Hendrie and Paul Herrick 8. Brendan Smyth MLA, Cathy Atkins, Nasra Bt Wan Firuz and Sean Wood

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Would you believe Kin has the strength of twelve men?

At Infront, we believe there is strength in numbers.

That’s why our highly-skilled engineers work together as a team, sharing their expert knowledge of computer systems and network technology to achieve the optimal result. When our guys put their heads together, it’s a powerful force working for you and your business.

And that’s the way IT should be.

To find out more about BusinessONE – Infront’s specialised IT service for small to medium business – call (02) 6239 8400.

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OPENING PARTY @ WODEN INTEGRATED PHYSIOTHERAPY 1. Maureen Bailey, Del Idowu and Jo-Ann Taylor 2. Bud Chapple, Anne Johnstone and Martin Pogson 3. Joanne Collins, Christine Mogg and Bronwyn Augustine 4. Bruce Bown, Bjarne Kragh, Steven Mogg and Kay Strange 5. Tara Roulston, Jo Stilwell, Cassi Sender and Eliot Denver 6. Simon Kragh, Ben Balthazaar, Kris Kragh, Margie Appel, Matthew Bridger and Jennifer Patrick 7. Deborah Carrera, Jean Duffy and Liz Abbott 8. Garth Eaton, Therese Keily-Wynter and David Hughes 9. Andrea Cleland, Heather Bond and Kerrie Trezise

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7:15 am - 8:45 am Contact Bronwyn Cather Wednesday 20 October 2010 on Tel: +61 2 6267 3810 or Cost: $35 inc GST womenwithambition@au.ey.com

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How do you keep your staff motivated at work?

How to Create or Build Your Business with Colin Emerson This excellent three hour workshop is for business intenders and those who are in the early stages of their business plans.

Dates: Wednesday 8th September - Queanbeyan 9.30 am to 12.30 pm Tuesday 26th October - Canberra 9.30 am to 12.30 pm Tuesday 26th October - Moss Vale 6.00 pm to 9.00 pm Wednesday 27th October - Jindabyne 12.00 pm to 3.00 pm Monday 1st November - Harden 12.00 pm to 3.00 pm Wednesday 3th November - Tumut 12.00 pm to 3.00 pm Tuesday 9th November - Queanbeyan 12.00 pm to 3.00 pm

Cost Free

To secure your place call: (02) 6297 3121 for details visit www.crbec.com.au ‘The services provided by Capital Region BEC are partially funded by the Australian Government.’

Learn life drawing

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Capital Cap Regio ion n BEC

No matter what business you are in, keeping good employees is a vital ingredient of success. Investing in training for your employees shows that you value them, their future and the future of your business.

CIT offers a range of courses in Business Administration, Management (including a postgraduate qualification from Charles Sturt University), Accounting, Recordkeeping, HR and Marketing, that will improve staff morale and ability.

CIT offers part-time and flexible study options so both staff and employer can work around other priorities. CIT also recognises your employees’ current experience.

For more information call the CIT Student Services Hub on (02) 6207 3188 or email: infoline@cit.act.edu.au > Developing a skilled community

Postgrad Info Day

Join the rural fire service Door knock for the Red Shield Appeal Travel to the middle east Finish postgrad study

Tuesday 28 September, 4.00-7.30pm National Convention Centre, 31 Constitution Ave, Canberra There’s never been a better time to complete your ‘to do’ list and become more qualified.

UNSW Canberra provides a diverse range of flexible and career focused programs.

Our staff and students will provide program advice to help you take the next step. w: pgday.unsw.adfa.edu.au e: sas@adfa.edu.au t: 02 6268 6000 Cricos Provider No. 00100G

Zoe: PhD student, School of Humanities and Social Science

Take your next step at UNSW Canberra Campus

> w w w. c i t . a c t . e d u . a u

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ACT EXPORTERS NETWORK BREAKFAST @ HYATT HOTEL 1. Roger Baylis and Neil Bolton 2. David Howard, Anna Pino, Phillip Williamsen and Daniel Moulis 3. Dianne Tipping, Chris Faulks and Brooke Anderson 4. Marea Fatseas, Jim Bai and Barbara McGeoch 5. Ian Murray, Caitlyn Bordeaux, Peter Meice and Kevin Reilly 6. Brand Hoff, Elaine and Tony Eccleston, Peter Dawson and Dominic Dolan 7. Edward Le Quesne, Vivienne Lipke, Nina Brinkley and David Widdowson 8. Chris Horsburgh and David Gaul

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CBC SAP BUSINESS LUNCH WITH PROFESSOR PATRICK MCGORRY AO, AUSTRALIAN OF THE YEAR @ HYATT HOTEL 1. Ric Bennett, Mike Zissler, Phil Butler and Valdis Luks 2. Robert Tait, Jay Bronkler, Don Bryne, Kristen Murray and Anne Madden 3. Chris Faulks, Patrick McGorry AO and Anne O’Donnell 4. Anne O’Donnell, Bea Brickhill and Jan and Peter Fairburn 5. Andrew Cockburn, Huong Nguyen, Jeff Looi and Nick Glasgow 6. Rhonda Butt, Chris Webb and Kirsten Bartlett 7. Natalie Bennett, Suzanne Roche and Margot Ridley 8. Leigh Crocker, Liam Shepherd and John Neal 9. Michael Curtotti, Steve Andrew and Gary Beck 10. Craig Richardson, Michele Norris and Ian Carmody

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Canberra's Website Experts

www.art-atelier.com.au I info@art-atelier.com.au I t. 6288 3626 corporate I events I editorial I portrait I product I architecture I fashion

advertising sales representative 3 Autonomous role Unlimited territory within Canberra Uncapped earning potential, plus competitive base

A unique opportunity has arisen for an experienced Advertising Sales Representative to join B2B in Canberra magazine.

assist in your sales growth. Your district is unlimited and you will have the full run of Canberra.

This role requires an experienced business developer to join their tight-knit team, selling into Canberra’s only magazine specifically targeting business and government. Reaching 15,000 businesses every month, as well as government departments, B2B in Canberra magazine targets a variety of commercial industries including law firms, accounting organisations, banks, IT companies and business associations, to name only a few.

For your hard work, you will be rewarded with a healthy base salary plus uncapped commission. In this role, you will mainly be self-managed. Working from home, you will be provided with a laptop and phone.

In this role, you will work autonomously, reporting directly to the publisher. You will be expected to work to KPIs that will

To be successful in this unique role, you will have a proven sales track record and be looking to commit long-term.

This role is currently vacant so prompt applications are required. To enquire further or submit your application, please contact Elsa Ramiro at elsa.ramiro@randstad.com.au

business support

That’s you in the middle.

What makes a community strong? What makes a community successful?

At the Bendigo, we think it’s U. A community is the sum of its individuals. We feel that by helping individuals become successful, the community in which they live can’t help but benefit.

It’s a simple philosophy we’ve stuck with since day one.

It’s why we establish our branch in the first place. And it’s why our branches donates a percentage of its profits to the community that supports it. It’s why we offer a range of stellar banking services all designed to make your banking life more efficient and practical…

And it’s why we need U.

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Bendigo and Adelaide Bank Limited ABN 11 068 049 178 AFSL 237879 (S28565-4) (04/10)

If U want to find out more, call into your nearest branch: Canberra branch 161 London Circuit, Canberra Phone 6290 9700

Jamison branch Shop D05 Bowman Street, Jamison Plaza Phone 6253 0088

Calwell Community Bank® Branch Shop 19 – 21 Calwell Shopping Centre, Webber Crescent, Calwell Phone 6291 3385

Wanniassa Community Bank® Branch Unit 13 – 14 Wanniassa Shopping Centre, Sangster Place, Wanniassa Phone 6231 9024

At the Bendigo it starts with U.