B2B magazine issue 90 Jan - Feb 2014

YOUR BUSINESS STRUCTURE Is your company's right for 2014?

$8M MANUFACTURING INVESTMENT Focus Press sets up in Canberra

FIND OUT WHAT'S HOT IN RECRUITMENT Hays explains B2BMAGAZINE.COM.AU

JAN-FEB 2014

Green clean your office COVER STORY PAGE 14

SELLING HAS CHANGED RSM Bird Cameron tells how

DOES YOUR BUSINESS HAVE A SUCCESSION PLAN IN PLACE? Expert advice from Certus Law

WIN TICKETS to the Canberra Comedy Festival $4.95 inc. GST ISSN 1833-8232

9 771833 823005

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CONTENTS

B2B EDITORIAL

The customer is king I was lucky enough to have spent some of the holiday break in Japan. While I was there, I thought a lot about the importance of the TIM 'customer experience' for business.

BENSON This reflection was more than aided Editor by having spent 12 hours one day at the Tokyo DisneySea theme park with my 10 year-old daughter where the customer is truly king. Walt Disney's mantra was "Do what you do so well that they will want to see it again and bring their friends."

This ethos has served the Disney Corporation well.

Finding good sales staff is another challenge for business.

RSM Bird Cameron Chartered Accountants contend that the business-to-business sales environment has shifted from one of ‘solution selling’ to ‘business adviser selling’ where company sales staff and employees work together cooperatively with existing clients to offer new insights to the challenges they are facing. See page 10 for the feature article, ‘The nature of selling has changed – has your business noticed?’

With the New Year comes business planning and goals and targets. Embrace these tasks while you have the energy, and reap the benefits at the end of the year!

For the information of readers, my publishing stable has also grown with the acquisition of Capital Magazine.

My team looks forward to growing both magazines into the New Year and delivering a quality product to our readers and advertisers. Send all comments to editorial@b2bmagazine.com.au

Photo by Andrew Sikorski

Sometimes when our efforts are focused on generating new business, it can be easy to take our existing clients for granted and let their customer experience slip a little. But in reality, the cost of generating a new client is five times the cost of keeping an existing client. Given this, it’s paramount for all businesses to focus on their existing client base and ensure that they are delivering exemplary customer service.

This action will pay dividends as your happy customers will become de-facto goodwill ambassadors promoting your business.

14 COVER STORY GREEN CLEAN YOUR OFFICE FOCUS ON ROLFE PROPERTY SERVICES

your gateway to business support Visit our website for a full list of events, latest news and more!

CONTACT US ON 1300 648 641 OR VISIT

WWW.CANBERRABUSINESSPOINT.COM.AU

CONTENTS

UPFRONT 08 $8 million investment and jobs for Canberra’s manufacturing sector: Focus Press

09 Canberra Comedy Festival: WIN TICKETS FEATURE

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06 Who gets my superannuation when I die?

Dobinson Davey Clifford Simpson 10 RSM Bird Cameron explains how the nature of selling has changed: Has your business noticed?

12 CanberraWeb: Fresh ideas for graphic design

COVER STORY 14 Green clean your office: Rolfe Property Services

30 HEALTH Tennis: A game you can play for life

By Healthy Identity PROPERTY FINANCING Why you need to make use of mortgage offset accounts

By Loan Market Home Finance Brokers 32 RECRUITMENT 2014 hiring forecast

By Hays Recruitment WEBSITES 5 tips to improve your website in 2014

By Synapse Worldwide A2B: ASSOCIATIONS TO BUSINESS

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24 ADVICE FROM THE EXPERTS 25 ACCOUNTING IT threats for business in 2014

By RSM Bird Cameron Chartered Accountants BUSINESS LAW New year, new beginnings

By Bradley Allen Love Lawyers

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26 CORPORATE GOVERNANCE Directors say sports governance lagging behind the rest

By Australian Institute of Company Directors INTELLECTUAL PROPERTY What rights exist in data?

By Arete Group 28 ESTATE PLANNING Do you have a business succession plan in place?

By Certus Law

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FAMILY LAW The value of sound advice

By DDCS

PUBLISHER I EDITOR

Tim Benson editorial@b2bmagazine.com.au 0402 900 402 02 6161 2751

34 MINISTER'S MESSAGE: Invest Canberra 35 ACT & REGION CHAMBER OF COMMERCE & INDUSTRY: Learn to think like a small business 37 CANBERRA BUSINESS COUNCIL: Challenging times ahead 38 ACT EXPORTERS: 2014: A huge year for ACT Exporters BUSINESS NETWORKING 18 B2B @ Dobinson Davey Clifford Simpson Lawyers Christmas drinks B2B @ BNI Christmas drinks 19 B2B @ Canberra BusinessPoint Christmas drinks 20 B2B @ Focus Press Canberra Launch 21 B2B @ ACT Chamber Christmas drinks 22 B2B @ Canberra Business Council Christmas drinks B2B @ Gold and the Incas launch

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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. MBD makes no representation or warranty as to the qualifications of any contributor or advertiser or persons associated with them, and advises readers that they must rely solely on their own enquiries in relation to such qualifications, and be satisfied from those enquiries that persons with whom they deal as a result of reading any material or advertisement have the necessary licences and professional qualifications relating to the goods and services offered. To the maximum extent permitted by law, MBD excludes all liabilities in contract, tort (including negligence) and/or statute for loss, damage, costs and expenses of any kind to any person arising directly or indirectly from any material or advertisement contained in this publication, whether arising from an error, omission, misrepresentation or any other cause.

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OUR SOLUTIONS Pre-Press and Design • Wide Format Printing Online Printing • Print Management Offset Printing • Direct Mail Digital Printing • Warehousing and Distribution

Canberra (02) 6221 7300 82 Sheppard Street Hume 2620 receptionc@focuspress.com.au www.focuspress.com.au

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F E AT U R E

WHO GETS MY SUPERANNUATION WHEN I DIE?

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The answer to this question and whether you have a say depends on which fund your superannuation is with and the rules of the fund. Interestingly, sometimes you do not get a say in who gets your superannuation when you die.

By Brendan Cockerill, Senior Associate – Business and Succession

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iven the rapid increase in the amount of money people have invested in superannuation, and the fact that many superannuation funds include an element of life insurance on the life of the member, superannuation is an important part of your estate planning.

CAN MY WILL SAY WHO GETS MY SUPERANNUATION? In most cases you cannot directly leave your superannuation death benefits, which will include the proceeds of any life insurance policy on your life, under the terms of your will. The exception is if you are a member of a Self Managed Superannuation Fund (SMSF) and the Deed setting out the rules for the SMSF specifically state that a member can give a binding direction in their will setting out who receives their superannuation benefits on their death. Such Deeds exist, but are the exception not the rule.

You can also indirectly leave your superannuation death benefits under the terms of your Will if the superannuation death benefits are first paid into your estate.

Whether your superannuation death benefits can or will be paid to your estate depends on your fund.

DO I HAVE ANY SAY AT ALL WHO GETS MY SUPERANNUATION? Under the terms of many public sector funds, such as CSS, PSS and MSBS, you do not

have the option of nominating a beneficiary.

The rules of the fund determine who receives your superannuation death benefits. This will generally be your spouse and/or your eligible children and if you do not have a spouse or any eligible children the death benefits will be paid to your estate. This can be particularly problematic for people in second relationships with children from their first relationship.

One often overlooked and misunderstood aspect of SMSFs is the requirement that the members must always, either directly or indirectly, have input into the management and control of their SMSF, in order to be eligible for the generous tax concessions available to superannuation funds.

Under the terms of most industry and retail superannuation funds you are able to nominate who you want to receive your superannuation death benefits when you die. These can generally be in the form of a preferred nomination, which is not binding on the trustee, or a binding nomination. In most

cases binding nominations must be updated every three years for them to remain binding on the trustee.

Under the terms of most SMSF deeds you can nominate who you want to receive your superannuation death benefits when you die.

These can be binding or non binding and in many cases the nomination does not need to be updated every three years to remain binding, however, the rules of the fund need to be checked to be sure.

In all cases where you can make a nomination you can only choose to leave your superannuation death benefits to your spouse, your children, any other dependants or your estate. If you want your superannuation to go to a person who is not your spouse, child, or a dependant, you must first ensure your superannuation goes to your estate and then deal with it in your Will.

If you do not take the opportunity to nominate a beneficiary, it is the trustee of the fund who has the discretion to decide who to pay your superannuation death benefits to.

Is that what you really want?

In the case of a SMSF, and in the absence of any binding nomination, it is the trustee of a SMSF who decides who to pay superannuation death benefits to and as a result it is very important that you think about control of the SMSF after you die.

If you have any queries please contact a member of our estate planning team.

18 Kendall Lane, New Acton Tel: (02) 6212 7600 mail@ddcslawyers.com.au www.ddcslawyers.com.au

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UPFRONT

Photo by Andrew Sikorski

L-R Focus Press Managing Director, David Fuller, Deputy Chief Minister Andrew Barr, and Focus Press Canberra General Manager, Ian O’Connor

$8 million investment and jobs for Canberra’s manufacturing sector

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anberra’s manufacturing sector received a welcome boost with the opening of Focus Press’s new manufacturing facility at the end of 2013 in Hume by Deputy Chief Minister, Mr Andrew Barr.

Up to 50 local jobs in the manufacturing sector will be created by early 2014 as well as apprenticeships and traineeships.

Focus Press Managing Director, Mr David Fuller, said, “We’ve made a big commitment to doing business in Canberra with an initial $8 million investment in the region as well as creating up to fifty local manufacturing jobs.”

“The ACT printing industry has been through some turbulent times, and out of this, we’ve identified that there is opportunity for Focus Press to establish itself with its leading-edge sustainable printing technologies, and make Canberra the Group’s centre of excellence for digital printing.”

“We’re the only printer in the ACT and NSW to be certified under the Australian 8

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Government National Carbon Offset Standard which means that all our products are certified carbon neutral, and we have eliminated traditional volatile solvents such as alcohol from our printing processes,” Mr Fuller said.

Deputy Chief Minister, Mr Andrew Barr congratulated Focus Press on its move to the ACT. “As the ACT moves into its second century, we want to ensure that our economy is diverse, strong, and that we attract forwardlooking businesses such as Focus Press to our region.”

“I congratulate Focus Press on their decision to set-up shop in Canberra, boost our economy and provide jobs for Canberrans, particularly our young people who are looking for careers in the printing industry,” Mr Barr said.

B2B magazine was the first product to be printed on the new printing press at the launch.

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Focus Press is an award-winning, family owned business with operations in four sites in Sydney, Wollongong and now Canberra.

The Hume facility will provide online communication solutions, digital and offset printing, security printing, quality assured graphic design services, promotional merchandise, warehousing and distribution.

“Focus Press also has a site in the Illawarra region and I believe that there is great potential for these two business regions to work together and develop strong business partnerships,” Mr Fuller said.

To discuss your printing needs, contact: Focus Press, 82 Sheppard Street Hume T: (02) 6221 7300 receptionc@focuspress.com.au www.focuspress.com.au

UPFRONT

Canberra Comedy Festival 6 days, 50 shows, millions of laughs

T

he Canberra Comedy Festival returns March 4-9 with a rollicking program of laughs presented by some of the legends of comedy.

“This is going to be the biggest gathering of stand-up comedians ever to hit Canberra. It is happening because of the support of the ACT Government and the local business community,” says Festival Associate Director Benjamin Stevenson.

B2B is a proud supporter of the Comedy Festival. Festival program highlights include: • A Doug Anthony Allstars show, thirty years after they first started busking in Canberra.

• International Irish superstar Jimeoin.

• South African/New Zealand Comedian Urzila Carlson • Jeff Green, Glenn Robbins, Dave O’Neil, Charlie Pickering, Tom Gleeson, Rod Quantock, Tommy Little, guys from the Chaser, and a whole lot more!

For more information, and to purchase tickets, visit: www.canberracomedyfestival.com.au

Win tickets to the Canberra Comedy Festival Tell us in 50 words or less why you and four work colleagues should get tickets to the Canberra Comedy Festival. The two entries we judge most deserving of a laugh win.

Prize 1: 5 tickets to the Doug Anthony Allstars.* Prize 2: 5 tickets to Jimeoin.* Email your entry to comp@b2bmagazine.com.au Entries close on Friday 14 Feb 2014.

Winners will be announced on the B2B and the Canberra Comedy Festival’s website: www.canberracomedyfestival.com.au on Wednesday 19 February.*Conditions apply.

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Be a part of the Bartercard success story contact us today

Bartercard Canberra (02) 6257 2009 canberra@au.bartercard.net bartercard.com.au Scan this QR code to

download our free eBook

F E AT U R E

The nature of selling has changed Has your business noticed?

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s we get closer to 2020, enterprises that fail to change are likely to be left standing while those that align their sales process and training with new client expectations and the changed sales environment are likely to be the winners.

Boutique sales consultancy Banjar Group recently prepared the white paper Sales Shift 2020 to outline and explain the nature of these changes in the B2B selling environment. They cite rapid advances in technology, growing customer expectations, global competition and the changing nature of salespeople as four of the main factors influencing this shift.

So what exactly has changed?

• Ready access to information online means that prospective clients now tend to scope their own requirements, research possibilities, and short list potential providers before making an enquiry. The old fashioned cold call is less likely to be successful in this new environment.

• Clients are no longer simply looking for a product or service – they’re looking for a ‘partner’ who can offer a solution and implement it. In this environment, a traditional salesperson who may not

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know much about the processes of the company he or she aims to sell to, will find it harder to make a sale. But the savvy new salesperson who understands the nature of the prospective client’s business and works towards finding a solution to their problem will find it easier to get a ‘foot in the door’.

What does this mean for the B2B enterprise?

In essence, it means we need to change the way we think about sales. In fact, according to Banjar Group, it requires “…a complete re-think of who does the selling in the organisation.”

While traditional sales skills will still be important to a degree, salespeople will need to be articulate problem solvers. A different type of training will be required.

And with a much narrower sales window, organisations won’t be able to rely solely on sales departments to drive leads – they’ll need to move into a new culture where leads are generated at almost every level of the business, and the sales team is supported by knowledge from other areas.

Negotiating the new sales environment The changes to the B2B sales environment are

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substantial. Our suggestions for adjusting to the changes include: • Understand your long term strategy and look at it in the context of this changing environment.

• Familiarise yourself with the buying process of your potential customers and ensure your sales approach is aligned with this. The focus should be on identifying clients’ critical challenges and helping to solve their problems.

• Look at how you can work with your customers to create conditions that support long-term mutually sustainable success. This may sometimes mean challenging your clients to see a better way of doing things.

• Put a significant focus on understanding your prospective clients so you can offer new insights to the challenges they face – you need to demonstrate value rather than simply outlining your capacity and expertise.

• Collaboration is the key: your sales people shouldn’t be working in isolation, but hand in hand with others in your organisation who can assist them to identify, create or deliver ideas and solutions to clients and prospective clients.

F E AT U R E

It’s not about simply selling a solution. The sales shift has been from ‘solution selling’ to ‘insight selling’ to ‘business adviser selling’.

Are you ready for the future sales environment that will evolve as we approach 2020? Ask these key questions about your sales department: • Are your recruitment strategies delivering you the high-calibre, sales-focussed, people your business really needs?

• Is your sales team helping your organisation to improve the quality of your products or services by ‘feeding back’ intelligence?

• Is the sales team working collaboratively with other areas of your business to deliver value to clients?

• Are you using out-of-date sales tools or sales training that is no longer as relevant?

This may be the case if you haven’t revised your sales approach for several years.

Documenting the sales process We believe the 2020 environment will also be characterised by organisations that have welldeveloped and documented sales processes, and employees who thoroughly understand both the theory and the application. For example, your process might include:

1. Define your target market 2. Develop a list of prospects 3. Research, list and acquire relevant intelligence 4. Submit offers or proposals based on defined needs 5. Qualify prospects 6. Create open prospects (meet, greet and explore opportunities) 7. Negotiate with prospects 8. Close a sale.

Salespeople of the future The Banjar Group report suggests that the salespeople of the future will be vastly different to our current stereotypical idea of a salesperson.

They’ll be “…skilled at problem solving, research and investigation techniques, planning and forecasting…well spoken with agile minds.” They’ll be “…seen at critical industry conferences and events” and their focus will have switched from the need to reach sales targets, to genuinely working with clients to achieve results.

Businesses with the foresight to understand these changes and innovate accordingly are likely to be the most successful in the new environment.

RSM Bird Cameron prides themselves on being not just a taxation advisor, but a business partner. They work with their clients to develop all facets of business.

The Sales Shift 2020, the White Paper, is the culmination of the thoughts, beliefs and forecasts of Banjar Group.

For a free copy of the full report go to www.rsmi.com.au/reports or contact the Banjar Group by heading to their website www.banjargroup.com.au.

Please contact Andrew Sykes, Director at RSM Bird Cameron, on 02 6217 0333 or andrew.sykes@rsmi.com.au if you would like to discuss ways to enrich your approach to sales.

Bird Cameron

Chartered Accountants

Tel: (02) 6217 0300 Lvl 1, 103 – 105 Northbourne Avenue www.rsmi.com.au

With RSM Bird Cameron you really are…

Connected for Success.

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F E AT U R E

CanberraWeb. Fresh ideas Canberra Web is a branding and graphic design business that knows how to position clients to their best advantage with smart strategy and high-impact creative design solutions. Their philosophy?

Make the idea clear and simple, the design surprising and beautiful.

UNIQUE & CAPTIVATING GRAPHIC DESIGN

At Canberra Web, their team of graphic designers will take you through the creative process of logo creation and company branding to ensure that your advertising and company image meets your requirements and is visually coherent.

In your face-to-face meeting, a graphic artist will discuss any ideas you may have for your design and the general look and feel.

They will offer their professional opinions and suggest the best practice to achieve your requirements. With your ideas and Canberra Web’s innovative design skills, your concept will evolve into something unique and spectacular.

The Canberra Web team will keep you informed on the progress of your graphic’s development so you can have confidence that your new look will capture the true essence of your business. They will even encourage you to sit down with the designers as they put together your design. It’s a great way to make changes and see your design come to life – just the way you want it!

PRINTING AND SIGNAGE

Canberra Web is also a fully equipped digital printing company which means that they can handle business needs including printing stationary and promotional materials, from Xerox and wide format billboard prints to vehicle and shop signage This capability is ideal when you want to see how design is interpreted from screen to paper. Visit their printing business Fast Digital: www.fastdigital.com.au to view their range of services on offer.

TESTIMONIAL “We wholeheartedly endorse the designers at Canberra Web for those who want to do things differently when it comes to design. They are both analytical and creative in their process and they take the time to genuinely understand the business they are collaborating with.”

Kevin Baker Universal Tile Ventilators

Canberra Web’s design & consulting services include: Logo Design & Brand Identity Design • Logo Design • Naming Consultation • Brand Identity Design • Corporate Branding • Tag Line Creation • Stationery • Colour Scheming Design & Development • Web Design & Development • Interface/UI Design • eCommerce • Content Management Systems • Search Engine Optimisation • Animation • Banner Ad Design • Twitter Profile Design • iPhone & iPad Applications • Promotional Material • Brochures • Annual Reports • Flyers 3D Modelling & Visual Effects • Prototyping • 3D Mockups • 3D Graphics • Poly Modeling and more!

CanberraWeb

Call 02 6223 2222 or drop into their office for a chat at U5 47 Vicars St, Mitchell for a chat. www.canberraweb.com.au.

F E AT U R E

BRIEF:

CLIENT:

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COVER STORY

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COVER STORY

Green clean your office photos Andrew Sikorski | words Liz Lang

A recent finalist in the Canberra BusinessPoint Awards, Rolfe Property Services General Manager, Simon Rolfe is justifiably proud of the company’s achievement.

H

e is also acutely aware that the future of this award-winning family cleaning business rests firmly on his shoulders.

“Rolfe Property Services commenced operations in 1989 with my parents Mark and Marie Rolfe being owner/operators” Simon said. “From the hard work and dedication that Mark and Marie put into the business in the early days, the business has now grown into a highly recognised brand with a reputation of providing quality cleaning and high standards of customer service to its clients.”

For many years, Rolfe Property Services has been a quality assured company and is also compliant with ISO 14001 Environmental Management System and this year was accredited with the ACTSMART recycling accreditation.

In managing the company, Simon has drawn upon skills that he has developed from the cleaning and motor industries. “Customer service is critical in the cleaning industry. Our customers expect us to deliver a service that not only provides a high standard of cleaning but a service where we are forever trying to improve on quality, exceeding our customer’s expectations and assist our customers wherever possible.

“Our clients know that if they have an issue or an emergency that our company will attend and provide the assistance that they require in a timely and professional manner. It’s this level of service that makes us who we are today,” Simon said

L-R Marie, Mark and Simon Rolfe.

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Team Rolfe Mark and Marie Rolfe are still active company directors, with Simon and his management team drawing upon their experience and expertise to assist driving the company forward. As directors, their current focus is on forging strong business networks and client relationships. They are proud of their company’s achievements and attribute much of its success to management and staff.

Rolfe Property Services was the proud recipient of two nationally acclaimed Golden Service Awards for excellence in the categories of tourism and leisure (National Museum of Australia) and Healthcare (Calvary HealthCare ACT).

In securing these awards, the company competed against larger multinational companies. Rolfe Property Services was not only victorious in its efforts but was the only ACT company to receive the prestigious awards.

Rolfe Property Services employs approximately 120 full-time and permanent part-time staff with representation from 17 nationalities.

“Our management and staff are our greatest resource, as they are the company’s ambassadors throughout our client’s premises. We view their tasks as an essential service, providing health, safety and hygiene protocols to the local community,” asserts Simon.

“I am carrying 24 years of my parents’ hard work on my shoulders which isn’t easy,” Simon said. “But with my great team of 16

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managers and staff, I am confident that our company will have a bright future.”

Clean and green “We have always been at the leading-edge of providing greener, more environmentallyfriendly cleaning solutions into the Canberra market,” Simon said.

“Recently, we held a Green Cleaning Seminar to update our clients on the latest cleaning machinery including improved water and power consumption, biodegradable chemicals and consumables which have a reduced impact on the environment.”

“There is a lot of ‘green washing’ going on where people make false claims that products are environmentally-friendly.

“Our company commits significant resources to update our product/machinery knowledge and conducts regular trials to ensure that our products and equipment are environmentally-friendly, while at the same time, meeting high cleaning standards.”

Local company benefits Simon understands how important reputation is when it comes to conducting business in Canberra.

“Canberra is a small place and reputation is everything as news travels very quickly,” he says.

He believes that what sets Rolfe Property Services apart from interstate cleaning companies is his company’s management staffing levels and frequent one-on-one client interaction.

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“Unfortunately there are interstate cleaning contractors who have one or two managers based in Sydney overseeing their entire Canberra operations which may be in excess of twenty sites.”

“The benefit of being a local company based in Fyshwick is that our managers are consistently conducting quality assurance inspections at our client’s sites to ensure that standards and services are of a high quality. Our managers are in frequent communication with our clients making sure that service delivery is of a high standard. We have eleven managers on-the-ground which is substantial.”

As a quality endorsed company, Rolfe Property Services is committed to developing a relationship with their clients through regular communication, continuous improvement measures and the development of performance measures to satisfy their clients’ expectations.

“Being a local business, our clients know they can ring me on my mobile if they have an issue and they can access the company’s directors should the need arise”.

“If one of our managers is away, our company is resourced so that another manager can immediately pick up the client portfolio, ascertain what the situation is, and resolve any problems,” Simon explained.

Future business Rolfe Property Services is proud of the fact that it contributed to the ACT economy and supported other local businesses over such a long period of time but Simon asks the

COVER STORY

public and private sectors to be aware of the impact of their hiring and tender decisions.

“Every dollar spent with us stays in Canberra. We use local accountants, bookkeepers, and suppliers. With the income that our company generates, we also support local charities through donations and sponsorship arrangements.”

“The problem with our industry at present is that it’s all about the bottom line. Bigger cleaning companies are coming into Canberra without the commitment to the local community,” Simon added ”I don’t think people necessarily realise that if these interstate companies are successful in the longer term, then local business will suffer and shut down, with a loss of jobs and opportunities for our young people.”

In terms of the family business’ future direction, Simon is quick to say, “I always use the motto, we don’t want to be the biggest just the best.”

“The business has prospered because of its customer service. I’ll be constantly looking for ways to provide our clients with even better customer service and what I call the ‘latest and greatest’ in environmentally-friendly cleaning initiatives,” he concluded.

Clients Rolfe Property Services specialises in the commercial, healthcare, entertainment, retail, education, manufacturing and government sectors.

Some of their larger clients include: • National Gallery of Australia

• National Museum of Australia • Questacon • Department of Immigration and Border Protection • Australian Competition and Consumer Commission • Canberra Private Hospital • Goodwin Farrer Aged Facility • Canberra Labor Club Group.

The company’s extensive range of services includes: general cleaning, hard floor maintenance, carpet steam cleaning, high pressure cleaning, window cleaning, fire and flood restoration, provision of consumable items, consultancy services, hygiene services, and waste removal and management, including recycling.

Get in contact If your organisation needs an environmentally sustainable, quality assured cleaning company, contact: Rolfe Property Services Unit 10, Molonglo Mall, Fyshwick ACT T: 02 6239 1993 E: julia@rolfeproperty.com.au www.rolfeproperty.com.au

ROLFE PROPERTY SERVICES

PTY LTD

Staff profile NAME: Yang Song (Bruce) POSITION: Cleaner WORKS: National Museum of Australia BORN: Beijing China Bruce moved to Australia with his wife Olivia.

He joined Rolfe Property Services seven years ago after hearing about the company through a friend who was working there at the time.

When asked about the company, Bruce said enthusiastically, “I have been able to buy a house, travel and allow my wife and I to prepare for our first child. We moved to Australia in search for a new opportunity in life and we are extremely grateful that we have found a good company like Rolfe Property Services to work for.”

Testimonial “Questacon requires a vigorous and onerous cleaning regime to maintain the high standard of cleanliness expected by our visitors at our National Science and Technology Centre in Parkes and our new Technology Learning Centre in Deakin.

Rolfe Property Services continues to exceed our requirements within that regime and consistently exceeds the weekly KPI scores in excess of 90%.”

Troy Arnould, A/g Manager People, Property and Services, Questacon

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B2B M AGA ZIN E

DID YOU MAKE A RESOLUTION TO BE MORE FINANCIALLY FIT IN 2014?

With a new year comes the opportunity to review your business and marketing plans, processes, staffing and pricing structures. You’ll be surprised how much value can be added to your bottom line by making a few strategic adjustments in your business.

We can help you keep your eye on the ball and make 2014 your best year yet.

Tel: (02) 6217 0300 | Lvl 1, 103 – 105 Northbourne Avenue www.rsmi.com.au

With RSM Bird Cameron you really are… Connected for Success.

ADVICE 25 25 26 26 28 28 30 30 32 32 24

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B2B M AGA ZIN E

ACCOUNTING IT threats for business in 2014

by Andrew Sykes, RSM Bird Cameron Chartered Accountants

BUSINESS LAW New year, new beginnings

by Mark Love, Bradley Allen Love Lawyers

CORPORATE GOVERNANCE Directors say sports governance lagging behind the rest

By Phil Butler, Australian Institute of Company Directors

INTELLECTUAL PROPERTY What rights exist in data?

By Shaun Creighton, Arete Group

ESTATE PLANNING Do you have a business succession plan in place?

By Stephen Bourke, Certus Law

FAMILY LAW The value of sound advice

By Alison Osmand, Dobinson Davey Clifford Simpson

HEALTH Tennis: A game you can play for life

By Robbie Manzano, Healthy Identity

PROPERTY FINANCING Why you need to make use of mortgage offset accounts

By Peter Spooner, Loan Market Home Finance Brokers

RECRUITMENT 2014 hiring forecast

By Jim Roy, Hays Recruitment

WEBSITES 5 tips to improve your website in 2014

By Sam Gupta, Synapse Worldwide

ACCOUNTING

BUSINESS LAW

IT threats for business in 2014

By Andrew Sykes

While Australian businesses can be quick to embrace new technology, many aren’t as quick to adopt solid IT security measures.

How secure are your IT arrangements? According to a recent study, almost a third of Australian businesses surveyed experienced cybercrime in the preceding twelve months. As advances in technology make it easier for us to do business, those same advances offer criminals ever increasing ways to do their business. With the chances of experiencing a cybercrime at 1 in 3, there’s no time like now to review your approach to IT security.

The threats Malware, phishing, online fraud, email based scams and the risk of someone hijacking your website have been around for a number of years. Now you can add spear phishing, denial of services attacks, distributed denial of service attacks, and the vulnerabilities of wireless internet and cloud storage to the growing list.

IT security measures IT security has moved well beyond the need to have anti-virus software. You need to approach IT security from three different preventative angles.

Technical • Implement software updates and security patches • Have a firewall & reputable anti-virus software • Use encryption • Have access restrictions in place.

Physical • Ensure security of premises where computers and servers are located • Be conscious of the security of mobile devices like laptops, tablets and mobile phones.

Policies & procedures • Have policies and procedures in place relating to password and access management, internet and social media usage, the security of mobile devices, and the collection and storage of information.

The theft of client account details from a business can be costly and generate damaging publicity. A denial of service attack on your server or hosting service can shut down the system – and your business website for days. While large corporations have plenty of resources at their disposal, it can be difficult for smaller businesses to recover after a major cybercrime event.

Insuring against cybercrime If your existing business insurance has little or no cover for cybercrime, it may be time for an insurance review.

Insurers are beginning to take these new risks very seriously and offer appropriate insurance products.

Cybercrime – the bigger picture Also consider the cybercrime issue from a wider community perspective. An Australian Crime Commission paper Cyber and Technology Enabled Crime points out that in addition to the financial impact on businesses, cybercrime fuels other criminal activities and can reduce consumer confidence and online business.

Cyber criminals are notoriously difficult to apprehend. Our biggest hope lies in prevention.

By Mark Love

New year, new beginnings

Whether you are contemplating a new venture, or a shakeup of your existing business, the New Year is a great time to ask – which business structure is right for me?

There are real advantages to choosing the most suitable structure for your business...it’s never too late to make a change that could better protect your assets, reduce your costs or expand your business...

Every business is different, but they share a raft of common concerns.

The three most commonly used vehicles are sole trader, partnership and private company. Each strikes a different balance between risk and reward.

A sole trader gets your business off the ground fast with minimal compliance burdens. Start-up costs are low and any income derived is considered personal income and taxed at the relevant tax rates. If the business tires or grows rapidly, it’s easy to close it or expand into a new structure. The inherent risk is that you are personally liable for all business expenses; your personal assets are exposed to risk.

If going solo isn’t appealing, partnerships are a common alternative, but dangerous. With similar perks to sole traders, a partnership has the added benefit of shared knowledge and resources. New partners can be added as the business grows. Apart from personal liability, the greatest threat to a partnership is infighting between partners. All debts incurred by another partner, even where done without partnership consent, can land in your lap. Should one partner decide to leave, the entire partnership could be dissolved (and your business along with it).

The universally preferred structure is a private company. The biggest advantage is limited liability which quarantines company losses and protects against most personal liability for company debts. Companies can be run by one person or expanded by issuing shares. A company is expensive to establish, maintain and dispose of. It is subject to regulatory and reporting obligations. Directors are burdened with fiduciary duties.

A failure to comply with these duties can attract financial and criminal penalties. The single most overlooked problem with a company is getting your money out as a “shareholder”; you’ll need a lawyer and that is best done well before you want to get out.

There are real advantages to choosing the most suitable structure for your business, and it’s never too late to make a change that could better protect your assets, reduce your costs or expand your business into the future. What suits one won’t necessarily suit another so always take the time to get proper advice - it could save you considerable time and money.

Bird Cameron

Chartered Accountants

For more information, please contact Andrew Sykes, Director at RSM Bird Cameron, on 02 6217 0333 or andrew.sykes@rsmi.com.au.

9th Floor, Canberra House, 40 Marcus Clarke Street, Canberra ACT 2601 Tel 02 6274 0905 | www.bradleyallenlove.com.au

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CORPORATE GOVERNANCE

by Phil Butler

Directors say sports governance lagging behind the rest

Directors of Australia’s sports boards have rated the effectiveness of their boards below the average not-for-profit (NFP), the 2013 Directors Social Impact Study, has revealed.

The Director Social Impact Study (DSIS), sponsored by Commonwealth Bank and conducted by Curtin University on behalf of the Australian Institute of Company Directors, indicates that sports boards need to do more to improve their governance practices with nearly half of all sports boards surveyed reporting that they had not undertaken any professional development in the last year.

The survey, which is the largest of its kind, has again shown that in broad terms there is no discernible difference between the governance effectiveness of NFP and for-profit organisations. It did however reflect on some of the challenges faced by directors of sporting organisations.

A couple of themes emerged from both the on-line survey as well as the focus groups. The first was the historic and structural challenges that many sporting codes faced, particularly around federated structures which can tend to reduce the capacity of sports boards to agree on strategy and “to speak with one voice”. Many clubs had strong histories and traditions which can impinge on agility to change and move with the times.

The directors of sporting organisations rated their effectiveness lower than other NFP organisations. It was noted that on average, directors of sporting organisations had undertaken less governance training than other directors, with many directors noting the need to improve on their strategic planning and general governance knowledge.

Some directors also reflected on the “passion” for the sport or the club, could get in the way of making sound, evidence-based decisions.

There was also reflection on the visibility of sport by the general public, but also a lack of understanding by the general public on the real role of boards of sporting organisations.

The Australian Sports Commission also noted the challenges faced by sporting boards in 2013, and re-issued its Sports Governance Principles.

Despite this need for improvement in some organisations, it needs to be recognised that the sports sector is as diverse as the rest of the NFP sector in terms of the size and level of sophistication. As such, we encourage sports bodies to have governance arrangements that suit their size and maturity.

The Australian Institute of Company Directors is holding a briefing on Sports Governance in Canberra on 26 February 2014. See our website for more details www.companydirectors.com.au

Phil Butler is Manager - NFP, Public Sector & ACT at the Australian Institute of Company Directors.

Level 3 54 Marcus Clarke Street Canberra T: 02 6132 3200 | www.companydirectors.com.au

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INTELLECTUAL PROPERTY

By Shaun Creighton

What rights exist in data?

We often hear people talking about ‘rights in data’ in the context of drafting agreements, but what rights exist in data?

From a legal perspective, the key rights affecting data are intellectual property rights, subdivided into copyright and confidentiality, and privacy (a.k.a. ‘data protection’ in the EU).

Copyright in data Many people are surprised on learning that copyright protection is not automatically afforded to data. In Australia, except where a datum element is itself a copyright work, data may (but not automatically will) be protected under rules on ‘compilations’ as a subspecies of literary work under the Copyright Act 1968 (Cth). Here, a compilation of data is protected as a copyright work only if both the requisite ‘originality’ and ‘authorship’ thresholds are met. For example, automatically collated databases may not acquire protection (see Telstra Corporation Limited v Phone Directories Company Pty Ltd [2010] FCAFC 149).

Confidentiality and data Confidentiality can also provide rights over data, but only so long as use and dissemination has been controlled and the necessary element of ‘in confidence’ maintained. For information products supposed to be made publicly available, this is seldom possible unless there is a clear instance of what might be term ‘black box’ disclosure, which is typically reinforced by contractual obligations (see KS Paul (Printing Machinery) Ltd v Southern Instruments Ltd [1964] RPC 118).

Privacy and data Even where copyright and/or confidentiality applies, third parties might have additional legally protected interests in respect of that data.

For example, where the data comprises ‘personal information’ within the Privacy Act 1988 (Cth), subject to exemptions, exceptions and exclusions, the person holding that information must comply with privacy protection principles.

Associated legal rights and risks It is worth noting that in addition to the above, other rights (and corresponding restraints) may also apply in relation to data. For example, if the contents of the data comprise or contain defamatory material or false representations, releasing that data could generate corresponding claims. Given this, contractual warranties and indemnities in relation to the use and disclosure of data can often be as important as notional ‘ownership’.

ARETE Group is a commercial law firm with specialist expertise in intellectual property and related rights. We are well placed to assist with any legal issues and associated services relating to rights in data.

P: GPO Box 579, Canberra ACT 2601 E: shaun.creighton@aretegroup.com.au shaun.creighton@aretegroup.com.au T: 02 6162 1639 | M: 0430 22 78 62 W: www.aretegroup.com.au or www.asportslaw.com.au

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B 2 B M A G A Z I N E   J A N - F E B 2 0 1 4

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ESTATE PLANNING

by Stephen Bourke

Do you have a business succession plan in place?

All relationships come to an end. Personal relationships through death or divorce. Business relationships through death or retirement.

So ending a business relationship may be planned (retirement) or unplanned (death or serious disability).

If you are a small business owner, are you ready for these?

If you were to be struck down by the proverbial truck tomorrow how would your family cope? Would your spouse be willing to become involved in the business? How would your business partners feel if your spouse was suddenly to try and take control of your share of the business? Would your business partners want to buy your spouse out?

Would they be in a position to do so? Is there appropriate insurance in place to cover your loss?

What if you were struck with a debilitating illness – have you planned to allow the business to continue to operate while you are recuperating?

How would your business partners cope with your absence?

While a business may not be considered to be a natural person it will at some point in its life cycle die, or your relationship with it will, come to an end. If you have a business you should have a plan to cover all contingencies, not just when things are good but also when things are bad. A Business Succession Plan is just part of doing business.

It is essential to ensure the fallout of an unexpected event is appropriately dealt with. It is better to make sure there are enough lifeboats on board rather than wait to hit the iceberg and find you didn’t have enough. This applies regardless of whether you are a sole trader, a partnership or a company although the type of plan you need will be different.

A Business Succession Plan is a document, or perhaps collection of documents, such as a Shareholder Agreement or Buy/Sell agreement drafted with the assistance of your legal and financial advisors that address all the myriad of events which can happen that effect a business such as: • When a key person dies or loses capacity; • When a business partner wants to leave the business; • When a business partner wants to retire; • When a business partner is suffering a marriage breakdown; or • How the next generation are to be brought into the business.

It is critical to have the appropriate plan in place to ensure that you, your business partners and/or your family are not left with a mess which will cost far more to sort out than the extra dollars and time spent in planning.

Taking the time to make a Business Succession Plan should be part of any business no matter what your circumstances. Talk to your legal and financial advisors to ensure that you, your family and your business are all protected.

Certus Law specialises in superannuation, trusts and estate planning.

Visit Certus Law at Level 5, 28 University Avenue, T: 6268 9090, www.certuslaw.com.au

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FAMILY LAW

By Alison Osmand

The value of sound advice

As you head into the New Year and begin to reflect on all those things you have and have not achieved in 2013, consider the benefit of obtaining legal advice about your family law matter from an experienced family lawyer.

Consider:• Have you delayed your property settlement too long and what could that mean for you?

• Are you finding your spouse impossible to negotiate with?

• Does your spouse continue to avoid dealing with issues?

• Are you unsure of your rights?

• Is the value of your assets changing?

• Are your children in a situation that you and they are finding increasingly difficult, because it is not working for them?

There are so many self-help options available to us today through the wonders of Google and other search engines, that the first port of call for a personal problem, be it a health issue, a legal issue, or a self-help issue, is an internet search. While this can be helpful, the value of obtaining legal advice in person from an experienced family lawyer cannot be underestimated.

When researching your choice of lawyer, ask friends and family whether they have had a positive experience with a family lawyer. By all means use the internet and do searches to try and find out more about the lawyers you are considering. Consider whether or not your prospective lawyers are accredited specialists in the field in which they say they practice. Consider the independence of your lawyers.

When you are engaging with your family lawyers, consider:• Are they open and upf¬ront and informative about their fee structure?

• Do they offer you alternatives other than the litigation process?

• Do they make sound referrals to other professionals?

• Do they consider you as a whole person, including whether or not you also have other professional people in your life – such as your accountant, counsellor, and/or health professionals?

• Do they give you options in terms of your particular problem, and are they direct and open with you about what might possibly be “the bad news”?

• Do they listen to you?

Your relationship with your lawyer is a personal one. You may have to tell them very deeply held confidences that you have not shared with other people. It should be a relationship of mutual respect. The risks of not contacting an experienced family lawyer are many, and here are a few:• The ongoing stress and pressure on you and your children of not dealing with your family law matter; • There are important time limits under the Family Law Act that apply once you are separated and divorced that can have an impact on your entitlements to property adjustment; • Possibly conducting your negotiations with your spouse without understanding the law and your entitlements – consider whether you would extract your own tooth!

Make it a New Year’s resolution now. Get the advice you need to bring resolution to your family law issues.

18 Kendall Lane, New Acton Canberra City ACT 2601 T: (02) 6212 7600 E: mail@ddcsfamilylawyers.com.au www.ddcsfamilylawyers.com.au

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We tailor-make property managements to suit your property investments 5. Our property inspection reports are thoroughly completed and supported by photographic evidence of the inspection’s assessment.

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7. Direct debit arrangements take care of your tenants' payments and minimise rental arrears.

8. Our dedicated management team ensure that each property and tenant receives maximum attention which gives you the freedom of continuous leasing.

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10.Our complete property management coverage and advice means that you can invest with confidence in the Canberra market.

If you would like all the benefits of a tailor-made, property management consultation and assessment, call Sue Maloney today.

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HEALTH

By Robbie Manzano

PROPERTY FINANCING

Tennis: a game you can play for life

Being part of the Canberra tennis community for over 15 years I've seen a new generation of tennis players, coaches, and clubs transition into the new era. Tennis reaches new heights each year as the Australian Open treats us to a game we all feel a part of.

As a professional tennis coach I feel the joy and excitement when the Australian Open comes around. I see families get together and pack the courts on weekends, I see the office workforce get out of their office cubicle and enjoy an hour on court during their lunch break, I see first time players absolutely fall in love with the game after their first tennis lesson. These observations are the sole reason why I'm still part of the game I grown to respect and adore. I understand what this game can offer to an individual and community.

In line with my passion for health, I have a duty of championing this game which ultimately develops hand-eye coordination, agility and muscular strength. Furthermore, the positive impact of the game when introduced at such a young age is evident to a child from a social and cultural perspective.

In the last couple of years Tennis Australia has done a grand task in promoting programs such as MLC Tennis Hot Shots and Cardio Tennis.

These programs have increased the opportunities to get the community on the tennis court. Below is a brief overview of both Tennis Australia programs and ways you and your network can get involved.

MLC Tennis Hot Shots A tennis program developed for juniors. The Tennis Hot Shots program uses modified tennis balls, nets and equipment to enable players to learn the game of tennis with consideration to ability and physical size. It encourages the development of tennis skills in a rally based environment from a young age so all basic tennis skills are mastered earlier. Barton Tennis Club and Majura Tennis Club in Dickson delivers this program for all ages.

Cardio Tennis This program was introduced a couple years ago however it hasn't reached its potential in Canberra until now. Although anyone can participate in this program, it is generally a program for adults. It is designed so players of all abilities can learn the game of tennis whilst improving their general level of fitness. Delivered by a Tennis Australia Coach and Fitness Australia Exercise Professional at Barton Tennis Club, Cardio Tennis has been a hit over the summer with all players enjoying a healthy social and physical environment.

Tennis is a game you can play at any stage of life, regardless of what age you want to start. I know you will fall in love with it as I have. For this reason I would like to give back to the tennis community and invite you, your next door neighbour and your office to give tennis a go this summer. We have suitable programs for juniors, adults and competition players who want to take their game to the next level. For more information or to book into a tennis program this summer visit www. healthyidentity.com.au/tennis Robbie Manzano is founder and managing director of Healthy Identity. Robbie has degrees in Human Nutrition and Coaching Science from the University of Canberra and has completed a Graduate Certificate Public Health from Curtin University. robbie.manzano@healthyidentity.com.au 0423 366 014

By Peter Spooner

Why you need to make use of mortgage offset accounts

To me, the introduction by most Lenders of a 100% linked mortgage offset account offering was the best thing since sliced bread in providing the opportunity to reduce mortgage interest charges. Other than the mortgage holder using the account nothing more need be done to gain the benefit of reduced interest charges. What could be easier?

And yet, I am regularly surprised that mortgage holders who have an offset account available to them do not use the account at all or do not use the account effectively even though in most cases they are paying a monthly or annual fee that includes availability of this facility. I am even more surprised when I find that these same folks are also paying fees and charges for transaction accounts at other institutions that clearly cannot linked to their mortgage account.

This situation is particularly in evidence when couples are in the pre the offset account generation or those couples who have a mindset that each partner has their personal account plus having a joint housekeeping or mortgage repayment account or both – not to mention a holiday savings account and so on.

At a time when the banks are paying abysmally low interest rates on savings and term deposits why would you not stick every cent you have into an account that pays you, by default, at your mortgage interest rate – and tax free at that.

Call me old fashioned, but it seems crazy to have bank accounts with balances in them not deriving a material benefit other than to the bank.

To state the obvious: • Start using the offset account exclusively.

• Have your income direct debited into this account.

• Close all other accounts.

Remember, banks calculate mortgage interest charges daily but charge them to the mortgage account monthly. So every day that funds are held in the offset account the interest charge for that day is reduced.

If consolidating all the individual accounts into a single offset account is a bridge too far it is likely that a mortgage restructuring that facilitates separate bank accounts could well be the solution.

Though this article is primarily focused on optimising the use of home loan offset accounts the incorporation of an investment property loan into the mix offers the opportunity to further maximise benefits.

Want to know more? Want to discuss loan structures and options for effective investment property or owner occupied financing? Please contact Peter Spooner.

Peter Spooner is a qualified and highly experienced residential property financing specialist. He has access to over 800 loan products from a panel of 30 lenders (including all of the major banks) plus reach-back to over 500 Loan Market associates when formulating solutions for his clients. Peter does not charge a fee-for-service.

Australian Credit Licence 390222

To gain further information into the Loan Market go to www.loanmarket or to book an appointment please call Peter on 0400 281 398 or email him at Peter.Spooner@loanmarket. com.au

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you’ll find your stay with us…

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It’s not that we have over 80 apartments to choose from, it’s the little extras that will make your stay with us exceptional.

Accommodate Canberra offer a personal, leisure or corporate, experience in many of Canberra’s most sought-after locations.

Visit our website and choose from the array of modern, fully appointed, self-contained & serviced, 1 to 3 bedroom apartments available or call to discuss your requirements with our concierge.

Call: 02 6295 9430 enquiry@accommodatecanberra.com.au www.accommodatecanberra.com.au

Kingston, Manuka and the City.

What’s your board’s game plan?

Directing in the sporting arena

There has never been a more difficult time to be a director of a sporting organisation. Scale, complexity and community expectations have all changed considerably.

Join guest speakers The Hon. Kristina Keneally and Simon Hollingsworth as they discuss the key challenges for sporting boards in Australia.

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Book your seat today t: 02 6132 3200 w: companydirectors.com.au/events

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RECRUITMENT

By Jim Roy

WEBSITES

2014 hiring forecast

Towards the end of 2013 we saw business confidence start to rise, which should feed through into the labour market in the first few months of 2014. Australia’s economy is maintaining momentum and consumer confidence is strong heading into 2014.

Consumer sentiment is being buoyed by low interest rates, rising house and share prices, and relatively stable unemployment. Whilst there are challenges in Canberra itself the Australian economy is expected to grow by 2.8 per cent in 2014, at a slightly faster rate than in 2013 and many professional services firms are already indicating their intentions in 2014.

This will lead to increasing staff turnover as candidates become more confident to explore their options. Many employers also tell us they are looking to secure candidates who can start early in the new calendar year.

A big area of growth in 2014 will be crossover roles – as the technology, marketing and finance worlds integrate, it will be key to find people who can move across all sectors, with multilevel knowledge. Also the ability to harness the whole notion of digital marketing and social media will be important, to the point where these channels are not an add-on but become seamlessly incorporated into the main game.

The top 3 hot topics we’re anticipating are: 1. Skills shortage catch-22: Expect high-level skilled professionals in specific sectors to be in short supply. While unemployment is expected to rise in 2014, according to Treasurer Joe Hockey, employers still struggle to attract highly skilled and experienced professionals, particularly in technical areas such as IT, construction and engineering. Demand is not evident in every function in every region, but we are seeing sustained demand for high skill professionals.

2. IT project activity: We are seeing a much greater increase in IT permanent hiring in the commercial sector. People with strong development skills with Java and .Net are in particular demand.

Digital marketing skills are still in high demand and the IT sales market has become more bullish, which will continue in 2014 as the Government evaluates and retenders a range of significant IT projects.

3. Temporary hires: Overall the ACT has seen an increase in temporary hires in both the commercial and government space.

Organisations are increasingly outsourcing employee risk, payroll and compliance functions through an effective payroll service, such as through Hays. This trend will continue in 2014 as organisations unable to extend direct engagements act to keep skills onboard so that workloads are completed.

For more information please get in contact with me directly on 02 6112 7663.

5th Floor, 54 Marcus Clarke Street, Canberra T 02 6257 6344 | F 02 6257 6377 E canberra@hays.com.au

32

J A N - F E B 2 014

by Sam Gupta

5 tips to improve your website in 2014

I hope you had a nice Christmas and enjoyed the break. In October last year, the Australian Bureau of Statistics reported that the ACT was the most ‘connected’ state in Australia. Given this, and the fact that internet usage and the range of devices used by people is growing at a phenomenal rate, it’s important to spend time now planning your website strategy for the year. #1 Responsive or mobile-friendly website If you haven’t already done so, upgrade your website so that it’s responsive to all different type of devices. It’s important that people can access your website easily – whether it’s via their mobile phone, tablet or laptop. If you don’t want to completely redesign your website, at least convert your existing website to a stand-alone mobile website. Most websites can be converted for under $500. #2 Focus on user experience Think of your website as your store or office. Can your customers find what they are looking for quickly?

A clean, clutter-free website interface is the way to go. Quite simply, too many options confuse people. Ensure that your website navigation is logical and easy to follow. Look for ways to reduce user clicks. Keep your website typography and buttons big, beautiful and easy to read. Above all, your aim is make the user experience of your website a great one, so people keep coming back. #3 Less is more Content is still king, but quality makes all the difference. Tell a story, keep it short and engaging. You need to strike a balance so that your content serves two important objectives: 1. It is picked up by search engines and improves your website’s ranking. 2.

Converts a visitor into an enquiry. To make your important content stand out, remember to put a lot of white space around it. It’s a good idea to spread your content out so there is less clutter on the page – don’t worry it’s okay for pages to scroll down. Make a storyboard or a video. Try and get your message across in fewer words. #4 Optimise your website Optimisation is not about using lots of keywords. Sustainable Search Engine Optimisation requires an analysis of more than 100 factors and your website needs to be fine-tuned accordingly. It’s tempting to sign-off on a 6 or 12 months SEO contract, but what happens after that? Sustainable SEO looks at long term solutions for your website. It’s slower but a better search engine strategy. #5 Get active on social media Don’t just think about it, do it. It’s not hard. Engage your customers with different types of media. Don’t be afraid to share a video, image or article from an external source. Don’t be too serious, make it fun. You can get a web developer like us to help you post regular social media updates.

Find out how your website can grow your business this year. Book your free 1 hour consultation by calling 1300785230 or email admin@ synapseworldwide.com.

Sam Gupta is the managing director of Synapse Worldwide.

Sam would love to hear your thoughts on this advice column.

Please contact him on 1300 785 230 or admin@synapseworldwide.com

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MINISTER’S MESSAGE

Invest Canberra ANDREW BARR

ACT DEPUTY CHIEF MINISTER TREASURER MINISTER FOR ECONOMIC DEVELOPMENT

C

anberra’s centenary year has been both a celebration of our past and an opportunity to envision our city’s future.

Here in the Territory we have a very bright future. We’re different – and we’re different in the best of ways.

From a business perspective we have unique offerings: world-class research and educational institutions, unrivalled access to government, a well connected and collaborative business community, and a workforce that is the best educated in the country.

By harnessing new investment we can grow the private sector, which will allow Canberra businesses to leverage new opportunities. Invest Canberra ensures that we have a single, easily recognised point of investment facilitation.

But we need to get the word out about Canberra and what it has to offer new businesses and investors.

One of the guiding principles of the ACT Government’s Business Development Strategy is that: “Cities need to actively shape and project their competitive proposition to attract people and investment.”

We are working hard across many fronts in government to shape and sharpen our competitive position – through initiatives such as tax reform, reducing red tape, business cost reduction through payroll tax cuts, and many others.

In particular, we’re taking a new and proactive approach to attracting investment.

Recently I launched Invest Canberra.

Invest Canberra is the ACT Government’s investment agency to promote and attract national and international direct investment.

It is a dedicated entity within the Economic Development Directorate, and will provide investors with a single point of contact to assist with market intelligence, provide support through and after the investment process, and help with business connections. It will also bring together capabilities across key government agencies and respond quickly to investment leads.

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The investment strategy involves both short and longer term initiatives. In the short term Invest Canberra will promote and secure investment into key infrastructures projects that meet the immediate needs of business, the Government and the community. It will also facilitate reinvestment and expansion by existing foreign investors.

In particular, we want the Government’s transformational projects – notably Capital Metro, City to the Lake, new Convention Centre, CBD stadium and northside hospital – along with the broader opportunities in the private sector, to be visible to investors on a national and international scale.

We want partners that can help deliver the best and most innovative solutions, and we want value for money for the people of Canberra.

That is what investment promotion agencies do – they crystallise opportunities, they identify partners and potential investors and they bring them together.

And they facilitate good and timely decision making inside Government so projects land quickly.

In the longer term, our strategy aims to secure investment in innovation and new technologies.

Invest Canberra will collaborate with our universities and technology companies to achieve this.

We will also attract investors that will find Canberra suitable as a government city location for their regional and international headquarters.

The focus will be on investment priorities that match Canberra’s competitive advantage. These priority investment sectors are: defence and security; digital solutions and e-Government; health and sports science; innovation and higher education; space, satellite and spatial science areas; and tourism infrastructure.

By harnessing new investment we can grow the private sector, which will allow Canberra businesses to leverage new opportunities.

Invest Canberra ensures that we have a single, easily recognised point of investment facilitation.

Quite simply, Invest Canberra demonstrates our commitment to working with investors and our commitment to Canberra’s development and prosperity.

For more information: investcanberra.com.au.

A S S O C I AT I O N S T O B U S I N E S S

A2B

Learn to think like a small business

I

n our recent submission to the ACT Government Budget Consultation process the Chamber took the chance to highlight that there are about 26,000 small businesses spread throughout Canberra and surrounding region contributing to the wellbeing of the ACT economy.

Nationally, there are about two million small businesses providing seven million jobs, and contributing to half of the Australian economy.

Sadly, however, the support small business receives in return is far from what it should be, and the Chamber argues that learning to think like a small business could help to address some of the key areas of the budget.

The enterprise of small business owners and operators is often viewed as a source of taxation revenue when instead governments should be actively rewarding and encouraging their initiative.

Small business knows that every dollar of costs count against their continued survival.

That is why we argue the ACT Government needs to apply a business-like discipline to all of its activities, particularly in key service areas such as health, education and transport.

The Chamber is calling on the Government to tackle the deteriorating budget balance and stock of net debt, bring net debt back into line without resorting to new or raised imposts on business, rein in excessive service delivery costs for schools, public hospitals, and ACTION buses, overhaul current business and industry development programs, and abolish bad taxes and user charges.

Throughout the federal election campaign, Tony Abbott and his parliamentary colleagues swung their full support behind the ACCI Small Business Too Big To Ignore campaign. This incredibly effective grassroots campaign centred on the urgent need to reduce red tape, simplify the tax system, make it easier to employ staff, and to build better infrastructure.

At the recent national ACCI dinner, the Chamber took the chance to speak with the Prime Minister about this campaign and his Government’s plans to reduce the size of the federal public service and the potential impact this will have on the thousands

of small businesses in Canberra and surrounding region.

The Prime Minister assured us that he is only too aware of the important role small business plays in the ACT economy and he looks forward to working with the Chamber in developing strategies to drive private sector growth in this city.

Innovation Canberra Before I commenced in the role of CEO at the Chamber I would speak to anyone who would listen about my time living in Austin, Texas.

In particular, I would talk about how impressed I was with the focus on innovation and the strong links that existed between government, business and the university sector that was clearly driving business opportunities and future growth for the city.

I returned from the US with a greater appreciation for the potential of disruptive innovation and a real sense of urgency about the need to strategically reposition the ACT as a national powerhouse in driving productivity and to promote Canberran innovation in the global marketplace.

With that in mind, the Chamber’s first major conference, Innovation Canberra, will be held at the National Convention Centre, 29-31 October 2014 with a clear focus on the practical application of innovative concepts and linking promising ideas with capital, process and market.

An additional aim of the event is to send a loud signal that Canberra presents a broad range of investment opportunities in a dynamic and productive environment.

Innovation Canberra will shine a light on the unique opportunities Canberra presents and build creative capital that draws new economic energy into the national capital, along with disruptive process innovation in governance. With Mr Jigar Shah, a globally respected innovator and business leader as our international guest speaker, we look forward to seeing everyone at Innovation Canberra.

Details will be available soon.

The Chamber wishes all businesses a successful 2014.

ANDREW BLYTH

CEO, CHAMBER OF COMMERCE & INDUSTRY

Corporate Sponsors ActewAGL TransACT The Canberra Times The Good Guys Tuggeranong Synapse Chamber Networks Women in Business Young Business Network Business after Business Foundation Member Australian Chamber of Commerce & Industry

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A2B

Challenging times ahead

T

here is little doubt that this year will be a challenging one for Canberra and for businesses in Canberra and the region.

The 2013 14 Mid Year Economic and Fiscal Outlook (MYEFO), released on 17 December 2013, disclosed in detail how the Federal budget position had deteriorated since the May 2013 Budget — the total underlying cash deterioration over the forward estimates is $101.2 billion.

The MYEFO made it clear that, without policy change and taking no remedial action, budget deficits would be expected across the forward estimates (totalling $123 billion over the next 4 years) and in each and every year to 2023 24, with a $47 billion deficit expected in 2013 14 — 3.0 per cent of GDP. Basically on the revenue side the MYEFO reflected a softening in the economic outlook. It outlined how the Australian economy is expected to transition from resources to non resources drivers of growth but at a slower rate than previously forecast (2½ per cent in both 2013 14 and 2014 15). This will result in significantly lower GDP as it transitions and a reduction in tax receipts of more than $37 billion over the forward estimates.

On the expenditure side changes in demand driven programmes, will significantly increase payments across and beyond the forward estimates as large demand driven programs such as the National Disability Insurance Scheme (estimated to cost $22b in the first full year 2019-20) and Students First funding agreement for schools, begin to ramp up significantly. The Abbott Coalition Government has stated that this is an unsustainable situation and that the 2014 15 Budget will outline the hard decisions and fiscal strategy to return the budget to surplus and pay down debt.

In the meantime the unemployment rate is expected to drift up to 6¼ per cent by the June quarter of 2015 while slowing wage growth and household concerns around rising unemployment are restraining consumer spending, which is now forecast to grow in 2013 14 by only 2 per cent.

From the ACT’s perspective the MYEFO was interesting on two accounts. First, it took account of all of the Government’s election commitments with the exception of the $5.2b saving associated with the 12,000 headcount reduction in the public service through natural attrition. The Government said it remained committed to streamlining the public service, but would review the timing and approach to implementing its commitment in view

of the expected headcount reduction required by the former government’s efficiency dividends and associated measures. Further decisions on the public service headcount will be taken in light of the findings of the National Commission of Audit.

Second, it included a number of unfunded policy issues inherited from the former Government including provisioning in the Contingency Reserve for the unfunded redundancies associated with the reduction of 14,473 APS staff implicit in the former Government’s policy settings. These redundancies were clearly decisions taken by the Gillard-Rudd Government but never clearly announced or properly funded. The Federal Government has flagged that it has two related goals: fostering economic growth, and returning the budget to surpluses. The Prime Minister has stated that his government will focus on policies that enhance productivity, improve efficiency and eliminate wasteful spending, reduce the regulatory burden on businesses and individuals, and reduce the size of government. The MYEFO suggests that up to 17,000 APS jobs could be shed over three years.

The big questions for Canberra are exactly where will the reductions in the size of government occur and over what period, and what impact will further cuts to the APS have on the private sector, business and consumer confidence and economic growth in Canberra and the surrounding region.

2014 will indeed be a challenging one for Canberra and for businesses in Canberra and the Region.

26 February 2014 Outlook2050 Luncheon with Professor Brian Schmidt: Innovation for Canberra’s Future 12.30pm – 2.00pm Hotel Realm 13 March 2014 ACT Chief Minister’s Business Address 12.30pm – 2.00pm National Press Club 14 May 2014 Federal Budget Breakfast 7.00am – 9.00am Parliament House 4 June 2014 ACT Budget Breakfast 7.00am – 9.00am National Press Club

CHRIS FA U L K S

CEO CANBERRA BUSINESS COUNCIL

CANBE RR A BUSINESS COUNCIL AFFILIATED WITH

Principal Members ACTEW Water, BluePackets Brookfield Johnson Controls, Canberra International Airport, CanPrint Communications Pty Limited, Cantlie, Cre8ive, Custom Security Services, Elite Sound & Lighting, Ernst & Young, eWAY, Hindmarsh, ISIS, KPMG, Master Builders Association (ACT), National Australia Bank Limited, PricewaterhouseCoopers, Staging Connections (ACT), The Village Building Co, Toshiba (Australia) Pty Limited, TransACT Communications, Westpac Banking Corporation

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A S S O C I AT I O N S T O B U S I N E S S

2014 – A huge year for ACT Exporters BRENT J U R AT O W I T C H

PRESIDENT, ACT EXPORTERS’ NETWORK

For more information on the ACT Exporters’ Network visit actexportersnetwork.com.au or call 02 6247 4199 The ACT Exporters’ Network is proudly sponsored by the ACT Government, Canberra Business Council, the Centre for Customs & Excise Studies and AusIndustry.

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ll the signs are that this year will be a huge year for ACT exporters.

The Abbott Federal Government’s honeymoon is well and truly over. Now it is down to serious business and there are a number of issues that the Exporters’ Network and Canberra Business Council will be bringing to the attention of the ‘new’ Minister for Trade and Investment, the Hon Andrew Robb AO, MP in 2014.

Issues such as bringing back Tradestart support for Canberra-based export businesses; reinstating support from Austrade for exporters targeting traditional developed markets – the USA, Canada and the European Union; changes to the Export Market Development Grant (EMDG) scheme and the establishment of an Export Contact Unit within the Department of Foreign Affairs and Trade to facilitate access to relevant agencies within the Federal Government.

We will also be showcasing and supporting the wonderful businesses in Canberra and the surrounding region that are achieving outstanding success globally. Companies such as the nine ACT companies that were finalists in the national export awards held in Melbourne on 26 November 2013.

Just look at what is happening to two of last year’s finalists.

Aspen Medical Aspen Medical won the Health & Biotechnology category at the 2013 National Export Awards and is one of only three companies from the ACT to have won a National Export Award since the awards started 51 years ago.

This prestigious award follows a run of recent award wins by Aspen including the inaugural Innovation Champion Award 2013 from Adelaide Research & Innovation, in recognition of the company’s pioneering work in aero-medical evacuation resourcing in the oil and gas industry in WA. In just over a decade Aspen Medical has become the world leader in the delivery of healthcare solutions in any setting, but particularly those that are remote, challenging or under-resourced. It specialises in providing everything from a single paramedic to a full-spectrum solution involving a multidisciplinary team of healthcare professionals, ambulances, medical facilities and equipment.

B2B M AGA ZIN E

Aspen’s recent international projects include providing medical equipment to countries in the Middle East which enables army medical battalions to deploy health care facilities in remote locations in less than 20 minutes; providing ambulance services in the UAE and most recently winning the contract to provide helicopter emergency medical services to all subsidiary companies in the Abu Dhabi National Oil Company.

Seeing Machines Seeing Machines is a Canberra-based technology company that makes an award-winning driver fatigue monitoring system.

Seeing Machines’ technology uses cameras and small infrared lights to monitor facial behaviour, including eyelid movements and head angle, to observe when a driver may be distracted or having a microsleep. Signs of either can lead to an alert sounding in the cabin or allow direct intervention from a central control manager.

Since winning the Information and Communication Technology category in the ACT Export Awards in September 2013, Seeing Machines has raised £15 million ($25.6 million) in a single week in November from investors on the London Stock Exchange and signed a deal with a leading European coach company which will put their life-saving computers into their vehicles. And this is just the first step in Seeing Machines’ global push to commercialise its technology across a range of transport fields - commercial transport, aviation and private passenger cars.

The company currently employs about 40 people in Canberra and another 12 between its Tucson, Arizona and San Francisco offices.

Although currently exporting to 13 countries, Ken Kroeger, CEO, is confident that 2014 will see Seeing Machines catapulted onto the world stage in Europe and North America.

Canberra Business Council and the ACT Exporters’ Network look forward to working with these and the many other outstanding ACT companies that are at the forefront of innovation in their respective fields within Australia and internationally, to promote export trade by businesses based in Canberra and the surrounding region.

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