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Good news for Edinburgh The news that a record number of new companies formed in Edinburgh from January to June this year represents further proof that recovery in the Scottish economy is dependent on two things: a healthy private sector and a resurgent capital city. The Duport Business Confidence Report shows an increase of 18% in business start-ups compared to the same period last year, many of them supported by the Business Gateway and the services provided by the Chamber of Commerce in partnership with the City of Edinburgh Council. While encouraging, we should views these stats with caution. For the real arbiter of business resurgence is not how many new businesses are being started- but how many SURVIVE beyond two years. As our members know only too well, the factors that influence business survival, and business growth, are a healthy supply chain, sound management, cost control, customer satisfaction/demand and, crucially, efficient financial processes and probity. These are not easy to manage in a business start up- but networking with the wider business community, accessing free mentoring services and learning from the experience of like-minded peers is all part of the support offered by the Chamber of Commerce network. We need more Edinburgh businesses to start up and to survive in order to achieve growth in the Scottish economy. At our recent AGM we highlighted our own recovery plan and welcomed our new President, Alex MacLeod, Operations Director, Skanska. I would also like to take this opportunity to thank Robert Carr, our President for the last 3 years, for his dedication and support and ensuring the Chamber continued to maintain the highest standards of service to members.

David Birrell

Contents 12


Outgoing President Robert Carr with new President Alex McLeod

Gordon Dewar CEO of Edinburgh Airport

03 04 05 07 08 12 13 15 16|18

Introduction / contents Securing finance to grow your business Awards seek the very best of Edinburgh business once more Capital view Rebuilding our savings habit as pension changes approach Chamber news Be the best Going international Inspiring connections

19 60 seconds

24|25 The Interview 26|27 Retail feature

39 In the spotlight

42 Chamber news

45 Ask the expert / get with IT

48 Getting started

51 New members

53 Partners in enterprise

54 Movers & shakers

Business Comment is an Edinburgh Chamber of Commerce publication. All editorial and g eneral enqu iries: Edinburgh Chamber of Commerce Tel: 0131 221 2999 email Edinburgh Chamber of Commerce, Capital House, 2 Festival Square, Edinburgh EH3 9SU President: Alex Mcleod Chief Executive: Dave Birrell EDITOR Mayan Grace, Tel: 0131 221 2971 Email: P RODUCTI ON & DESIGN Distinctive Publishing, 8th Floor, Aidan House, Sunderland Road, Gateshead NE8 3HU Tel: 0845 884 2385 ADVERTISIN G Distinctive Publishing, 8th Floor, Aidan House, Sunderland Road, Gateshead NE8 3HU Tel: 0845 884 2345 FEATURE EDITORS John Dean & Francis Griss DISCLAIM ER

Distinctive Publishing or Business Comment cannot be held responsible for any inaccuracies that may occur, individual products or services advertised or late entries. No part of this publication may be reproduced or scanned without prior written permission of the publishers and Business Comment.

chief executive

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Chambernews Securing finance to grow your business By Ian Collins, Area Director for Bank of Scotland

Boutique hotel group The Edinburgh Collection has been enjoying an awardwinning year.

As fragile economic conditions continue to affect business across Scotland, it is perhaps understandable that there may be a lack of confidence among SMEs in the region about growing their business and securing finance to do so.

Channings, the four-star hotel near the west end, and the Holyrood apartHotel each received a 2012 Certificate of Excellence from TripAdvisor following consistently high feedback from travellers.

A key part of restoring business confidence is providing access to finance, which plays a crucial role for firms looking at their future needs. Investing is essential in order to capitalise on expansion opportunities and enable growth so Scotland’s companies must not be put off by perceived barriers which they believe may prevent them securing funding.

Ngaire Stanaway, General Manager of Channings, said: “TripAdvisor is widely recognised as a reliable and credible site by business and leisure travellers alike. To receive this award is a tremendous endorsement for the teams at both Channings and the Holyrood apartHotel and to the welcome and service we offer all our guests.“

One of the best places to start when looking to secure finance is with your business plan. It is important to spend some time creating a clear, strong plan with financial forecasts, clearly thought out for the next three to five years.You will also need to anticipate issues which may require additional finance going forward.

There were also successes at the Scottish Hotel Awards. Linda Murphy, Head Housekeeper at Channings, received a Superstar Housekeeping Gold Medal and Ngaire Stanaway, General Manager, a Hospitality Gold Medal. Five-star luxury townhouse hotel, The Howard, received a Friendly Service Award.

This is an important first step that will give both you and your bank a clear view of which options will meet your business needs in the short, medium and long-term. Beyond a good business plan, the bank will also want to see that your previous accounts are in order and fully illustrate the past performance of your business.You will also need to be able to demonstrate what the funding will be used for and a clear outline of how you will pay the money back, and over how long. Transparency is a vital part of this process. A good finance provider will then be able to offer guidance on which funding solutions will work best for your business and allow you to achieve your ambitions. At Bank of Scotland, we can offer a range of products to help you. Term loans are a structured borrowing method, based on lending against a security - such as your company’s assets or another form of guarantee. Overdraft facilities


A taste of success

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Ian Collins

can also provide a boost to your working capital if you are embarking on a project that may impact your cash flow. If you are looking to purchase new business premises, a commercial mortgage can also prove suitable. In addition to these, there are other funding options available which may be suited to small businesses. The Government-backed Enterprise Finance Guarantee (EFG) scheme, for example, is an ideal funding option for firms who have a viable business proposal, but lack the security to secure conventional funding. As part of Lloyds Banking Group, we continue to approve eight out of ten requests for loans and overdrafts and in the first quarter of 2012 we committed £3.2 billion of gross lending to UK SMEs. This means we are on track to meet our commitment of £12 billion for the full year.

* The Channings Schools Cookery Competition 2012, which this year had an Olympic theme, was won by 15-year old James Porteous of Balgreen. James recreated his dish, Podium Finish, with guest judge, radio Forth One presenter Grant Stott, and Channings Head chef Karen Higgins.

Channings Schools Cookery Competition 2012 winner James Porteous, 15, with Grant Stott, and Karen Higgins

To find out how Bank of Scotland can work with your business, please contact 01563 500 831 or visit

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Awards seek the very best of Edinburgh business once more Entries are being sought for the next Edinburgh Chamber of Commerce Business Awards. Some of Edinburgh’s brightest and best companies were recognised at our inaugural Edinburgh Chamber of Commerce Business Awards on 29th of March this year. Presenting the awards at the Prestonfield House Hotel, former Chamber President Robert Carr said that, in an environment of public sector austerity, recovery from recession depended upon the capacity of the private sector to develop and support employment. Now, we are proud to announce that the 2nd Annual Business Awards will take place on the end of March 2013, again seeking to honour those companies following that philosophy. Entries are open for members for five categories: n Member of the year n Green company of the year n High growth company of the year n Most promising new business n Employer of the year The awards were organised by the Chamber to recognise private sector innovation and flair. Last year’s winners agreed: WiNNer OF tHe HigH grOWtH COMPANY OF tHe YeAr AWArd “As a company with its roots and headquarters in the capital, we’re really thrilled to have been recognised by Edinburgh Chamber with this award. It underlines the hard work that’s been


put in by our team and the follow-on success we have generated as we aim to become a £100m global business. I want Bright Purple to be a great example of how it is possible for any Edinburgh-based SME to grow its operations across the globe – all it takes is great people, hard work and a willingness to go for it.” Jan Mutch, Group Operations Director, Bright Purple Resourcing Ltd WiNNer OF tHe greeN COMPANY OF tHe YeAr AWArd “We have invested our time, capital and expertise in creating the UK’s first and only range of completely compostable foodservice packaging. We are delighted to be named Green Company of the Year and to have the Chamber officially recognise our exponential growth. We are proud to play our part in boosting the Edinburgh economy and helping the UK’s catering sector reduce its environmental impact. This is a particularly exciting time for us, given that all Scottish businesses will be required to introduce food waste recycling by 2015, and our compostable disposables and Food Waste Network help any organisation go zero waste.” Joe Frankel, Managing Director and founder Vegware WiNNer OF tHe MeMBer OF tHe YeAr AWArd “We were absolutely ecstatic about winning the inaugural member of the year award. We take very seriously the great responsibility managing Scotland’s most iconic landmark and it is wonderful that our work is being recognised within the commercial and business field – and not just in tourism.”

* Depending on mailing meeting criteria

dr Mark-Paul Buckingham, Managing Director, Xi Engineering WiNNer OF tHe eMPlOYer OF tHe YeAr AWArd “We are delighted to win this award. Aviation is very much a team game and our airport would not receive the awards it does without a highly, skillful and dedicated team. It’s pleasing to be recognised for providing the environment in Edinburgh Airport in which such a team can flourish” Jim O’sullivan, Former Managing Director, Edinburgh Airport If you are interested in entering the awards or require further information, please contact Nicola Melrose on 0131 221 2972 or e-mail

Nick Finnigan, Executive Manager, Edinburgh Castle


n Free Collection Service n Inserting & Collating n Labelling & Sealing n Mailsort Services n Postage Discount* n Database Management n Mailmerge Services n Response Handling n Next Day Local & National Deliveries

WiNNer OF tHe MOst PrOMisiNg NeW BusiNess AWArd “We are very pleased to be recognised for this esteemed award. Our clients understand the value we bring to the sector and so it is great that the wider business community have now also recognised our contribution. We hope this serves as a flying start as well as a statement of intent. Not only do we have a pipeline of exciting projects, we’ve secured both private and public funding.”

EDINBURGH MAILING SERVICES LTD Tel: 0131 552 4085 Fax: 0131 551 5145 24 New Broompark Edinburgh EH5 1RS For more information or a Free Quotation don’t hesitate to contact us.

Tel: 0131 552 4085 October/November 2012

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Scottish Business Coach Helping you and your business to grow

In today’s volatile market YOU NEED TO MAKE DECISIONS about your business quicker or you could be the next business to go bankrupt. Before you can do that you need to ensure that you are getting the right information and on time.

Scottish Business Coach can help you to gather, understand and act on the information that will tell you how well your business is performing, which will save you time & money, enable you to react quicker and HELP YOU FIND SOLUTIONS & be more receptive to OPPORTUNITIES.

Once you have the information YOU then MUST TAKE ACTION. Most people don’t like change or doing something different from other businesses, but unless you do, your business could suffer. Scottish Business Coach can help you change the beliefs you have about yourself & your business, helping you to overcome the barriers that prevent you from achieving your success. Visit the website for further advice, or contact me for a FREE 1 hour consultation. I am based in Midlothian and can visit you at your office, your home or in the relaxed atmosphere of a coffee shop at a convenient time that suits you.


Anything you tell me is kept confidential.

Follow on Twitter: @scbusinesscoach

Email: Phone: 07789 260495

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Capitalview Tough decisions needed to breathe new life into the Scottish economy The economy is stagnant – that broad generalisation applies alike to the UK and Scottish economies. Both are in recession, with no indication of early recovery, let alone any move towards rapid growth.The options for the Chancellor of the Exchequer and the Governor of the Bank of England, for moves to stimulate our economy, are limited; the stimulation options facing John Swinney even more so. The Governor and the MPC could approve a further (albeit very small) cut in interest rates and/or further doses of quantitative easing – preferably targeted to aiding corporate investment or infrastructure.The Chancellor could, probably should but almost certainly won’t, stimulate consumer demand by a temporary cut in VAT; or add to demand more widely by targeted increases in public expenditure for infrastructure activity. Mr Swinney has no demand stimulation tools of significance at his disposal.The best that he can hope to achieve is to keep our economy as fit as possible, well placed to perform competitively in seeking out such demand as does exist now, and ready to step up to the plate as demand domestically, in the Eurozone and the rest of the world does – eventually – recover. There are perhaps three areas of activity where I would suggest Mr Swinney should direct his attention as he ponders budgetary and other policies for the next couple of years.

As a backcloth generality I would suggest that he keeps in mind at all times the importance of enhanced productivity and competitiveness if the Scottish economy is going to perform relatively well in such difficult circumstances. He will be faced with increasingly tough choices on the budget front, given the increasingly tight public finance story. At times it will be necessary – and this is never easy - to take further shortterm pain in order to ensure medium and longer-term competitiveness. First, we need a continuing focus on our physical infrastructure.When budget constraints bite it is always temptingly easier to cut capital spend and preserve current.That temptation must be avoided. However, the projects to be implemented must be carefully selected, essential elements of social and physical infrastructure; and their implementation must be as costefficient as feasible. Second comes skills – human capital really matters.The Scottish Government has protected spend on Higher Education, but must note also the importance of Further Education, both post school and as part of ‘lifelong learning’, and also the ‘early years’ agenda where the priority is universally accepted but the funding not necessarily secured. Finally, every effort must be made to stimulate private sector investment.This will involve working with Scottish Enterprise, local

Jeremy Peat

Director, The David Hume Institute authorities and the banks. It will also mean listening to businesses large and small and learning from them what constraints there are to investment that could be overcome. Our private sector has to be kept healthy and poised to be competitive as its markets recover. Nobody knows when that will be; but recovery will only bring joy if our physical and human capital are in good nick and our companies lean, mean and hungry for business.

Airline expansion provides major jobs boost determine which new destinations to launch and look forward to working with Edinburgh Airport and others over the coming month to finalise our plans.”

easyJet, Scotland’s largest airline, has announced a major expansion for Edinburgh Airport, which will bring more than 100 jobs to the region. The airline will bring in an additional two aircraft, increasing the number of planes it bases at the Scottish capital from five to seven.

Gordon Dewar, Chief Executive, Edinburgh Airport, said: “The announcement from easyJet is hugely significant for Edinburgh Airport. It demonstrates that we are willing to do business with airlines that are ambitious for growth and delivering great service for their passengers.”

The first Airbus A319 is scheduled to arrive on December 2 with the second plane commencing operations in March 2013. easyJet says that, as well as creating more than 100 jobs directly, many more will be created indirectly by boosting connectivity for both the tourism industry and the business community. The two additional aircraft will enable the airline to increase the number of routes it operates from the capital, offering an additional 180,000 new seats for travellers. Hugh Aitken, easyJet’s Head of Scotland, said:

“The decision to base a further two aircraft in Edinburgh is testament to the importance of Scotland to easyJet’s operation.The new management team at Edinburgh Airport fully understands the importance of growth and connectivity for the airport and Scotland as a whole. “The arrival of the two new aircraft from December will deliver over 180,000 new seats. We are asking key partners to work with us to

Alex Salmond, First Minister, said: “The announcement that easyJet is set to base two further aircraft at Edinburgh airport is fantastic news for Edinburgh and Scotland as a whole. “The company’s commitment to create more than 100 jobs in Edinburgh is a significant vote of confidence for the city and its airport, as well as offering a boost to the wider local and national economy with many thousands of extra passengers now due to arrive in Scotland.”

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Businessnews Rebuilding our savings habit clear. Millions of people will secure a more comfortable retirement – and an increasingly long one at that – if they save more.

Jamie Jenkins, Head of Workplace Strategy, Standard Life

Towards the end of last year, we carried out research on auto-enrolment, called ‘Keep on Nudging’, in which we explored options to encourage people to save. This produced an insight into what people respond to, including:

Remember the days when it was the norm for everyone to save for the things they wanted, rather than spend money they didn’t already have? Or the days when people joined their company pension scheme as a matter of course, to save for their retirement years? I think it’s fair to say that somewhere along the line, and for various reasons, many people in the UK have moved away from some of these good savings habits, often placing a greater focus on instant gratification than saving for longer term. But a big nudge in the savings direction is heading our way here in the UK – and it is set to be game changing. From October, eligible employees in the UK will start to be automatically enrolled into their company pension schemes. This will be phased in, starting with larger companies first. Employees may still opt out if they want to, but the starting position is becoming a member of their company pension scheme and along with their employer and the Government, saving towards their retirement. There will be a legal obligation on employers to make sure their employees are given this opportunity. It is estimated that more than a million employers will set up a pension scheme


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· Simplicity of communications – keep them simple, don’t scare people. Show people the benefits in ways that make sense – pounds and pence, not percentages · Understand the difference in attitude between those in their 20s and those in their 30s · Explore the issue of affordability because in some cases it is more about prioritisation. Companies like Standard Life are supporting employers with the approaching changes, helping them to understand the challenges and build solutions to support them through the transition. Jamie Jenkins

for the first time, and several million employees will start saving for the first time. Contributions will be phased in over a number of years between each employer’s “staging date” (ie the date they need to start auto-enrolling employees) and 2018, but ultimately a minimum of 8% of band earnings will be saved each year and at least 3% of this will be paid by employers. Of course, this won’t be without its challenges. Some will say it’s happening at a bad time and some will say we need a greater focus on spending and lending to put the economy back on track. All of this needs careful balancing, but the situation is

For many employers, pensions will not be top of their priority list, so we’re providing technology to make it easier for employers to fulfil their requirements and focus on running their business. Automatic enrolment provides a fantastic opportunity to create a stronger savings culture in the UK. Working together employers, employees, politicians, regulators, providers and advisers – it’s a real opportunity to deliver a step change. The next five years or so are crucial, but if we make auto-enrolment a success, we should make things a lot better for many people in future. * The Standard Life report is available at docs/2011/reports/keep_on_nudging.pdf.

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Law firm secures four of the best Harper Macleod LLP enjoyed a remarkably successful nigh at the Law Awards of Scotland. Harper Macleod, which was described by the judges as ‘being extremely good at what they do and playing to their strengths with continued excellence and innovation‘, collected the Law Firm of the Year (over 40 fee earners) for the fifth time. The Company Chairman, Professor Lorne Crerar, and Chief Executive Martin Darroch completed a hat-trick as they picked up the Managing Team of the Year award for a third time, with judges commenting that the pair were ‘the benchmark for law firm management.’ The company also received the Employment Firm of the Year and the Insolvency Firm of the Year awards, to complete a successful evening. The annual ceremony highlights the achievements of Scottish law firms and attracts entries from those at the pinnacle of their profession. Professor Crerar said: “We are delighted to have been recognised for our hard work and thank the judges for highlighting our determination to be at the top our sector.”

SCC welcome fall in inflation The Chief Executive of Scottish Chambers of Commerce has welcomed the news that CPI inflation has fallen back to 2.5% and RPI inflation to 2.9%. Liz Cameron said: “Businesses welcome the fact that inflation has resumed its downward path.  Falling inflation ought to assist in maximising consumer disposable income and improving consumer confidence and most projections indicate that we can expect a continued trend of falling inflation back towards the Bank of England’s 2% CPI target over the next year.  “Despite this, there remain concerns about planned increases in utility costs and the effects these will have on overheads.  In addition, the publication of September’s RPI figures next month will give businesses an indication of how business rates bills will be affected next year.  Lower inflation would reduce business costs and help boost consumer demand.”

Lorne Crerar and Martin Darroch from Harper Mcleod receiving their award

Martin Darroch said: “Our thanks also go to the team we have at Harper Macleod for all their efforts and their dedication in producing the finest of results for our clients.”


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Stewart Geddes

It’s time to review your loan facilities... Sound familiar? The letter arrives, or more likely the email pops up from your “Bank Manager”. It’s time to review your loan facilities they say. “Oh, and by the way we’d like you to repay the loan within the coming year”. Sound familiar? That or a variation on the subject is a common theme in communications from the banks these days. It is true that in the so called good times, many businesses were all too keen to borrow from their banks. Requests for higher and higher loans to value were demanded- and if not accepted straight away- were touted to other banks who were keen to gain market share. Now the chickens have come home to roost. Property values have collapsed so loan to value ratios have been shot to pieces and bank balance sheets are in a mess. Banks are desperate to strengthen their balance sheets once again and nobody seems to have paid much attention to the comment that lending will have to reduce.

It’s no surprise therefore that the banks are using any excuse to renegotiate loans and seek an exit wherever possible.The problem is not why but how these reductions are being achieved. How many business owners understand the language used by their bankers? How many people understand what is being told them and the implications? How do you react? Do you have to comply? While reductions in loans will be required and renegotiation of old terms may also be necessary, it’s how these are achieved that matters. A failure to handle these delicate negotiations properly will poison relationships between Client and Banker for a long time to come (and in some cases already has) resulting in people changing banks from sheer spite rather than reason. Stewart Geddes recently retired from Commercial Banking after a career spanning almost 34 years. Having been “round the block” a few times and lived through several

recessions, he is well placed to assist companies that find themselves in unfamiliar territory and who may not understand the implications of the message being received. He is able to advise on what is and isn’t permitted and what can and should not be accepted. So, if you feel under pressure or simply want a second opinion give Stewart a call. It may be that there is nothing to be done, but it may also be the case that what is being demanded is unreasonable and should be resisted. In one recent occasion, Stewart intervened when the bank was on the point of calling in the Receivers. Both parties were engaging in megaphone diplomacy and neither was hearing what the other was saying. As a result of his intervention, enough time was bought to enable a managed exit and refinance with another institution. On another occasion, Stewart was asked to review and comment on correspondence relating to a property sale and how the proceeds were to be distributed. Having established that the bank did not have the right to make the demands being made, Stewart drafted a letter to be sent by the MD resisting the demands but offering a realistic alternative proposals. If these situations sound familiar, please get in touch with Stewart who can advise and if required assist with the negotiations to ensure that the best possible outcome is achieved. Stewart can be contacted by email on or by telephone on 07769 271760.

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Chambernews Edinburgh Chamber of Commerce AGM Outgoing Chamber President Robert Carr struck an optimistic note during his address to the Annual General Meeting. He told the event at Lloyds Banking Group, Henry Duncan House: “I am proud of the achievements of the Edinburgh Chamber of Commerce as a dynamic, campaigning organisation, promoting the interests of its members and the private sector in Edinburgh. “Your Chamber plays a vital role in representing the business view to local and national government, bringing opportunities to its membership and supporting the agenda for sustainable growth and prosperity. “These achievements were based on strong foundations, above all placing the interests of our members and our city first and foremost in everything we do. “As we absorb the impact of uncertainty in the wider economy, austerity in the public sector and, closer to home, implementing our Recovery Plan for the Chamber, we will continue to be guided only by interests of our members. … I am heartened that only 12 months after events that undermined the organisation, our financial position is stronger and our recovery well under way.” He added: “In my time as its President, your Chamber has grown in influence and achievement, continuing the work of my predecessors, Richard Jeffrey and Peter


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Outgoing President Robert Carr with new President Alex McLeod at our AGM

Taylor, and culminating in the award of UK Chamber of Year in 2010, the first time that accolade has come north of the border. “For me, though, the achievements of the Chamber of Commerce in the past few years go well beyond that. I don’t think it is fanciful to suggest to you that this Chamber’s influence over partnership and collaboration has fundamentally changed the way this city looks at opportunity. “We have actively engaged in partnerships influencing business development, building sustainable communities, promoting a low carbon economy, attracting inward investment, developing international links, marketing our city, creating employment, incubating businesses and many more. “Two highlights will live in my memory for a very long time to come. The first was the evolution of the Scottish Low Carbon Investment Conference as the seminal event in the renewable calendar and, especially, the inspirational speech delivered at last year’s event by the former US Presidential Candidate, Al Gore. “The second is far more practical but nonetheless important. Through our Chairmanship of the Edinburgh Development

Forum, we have produced a Planning Concordat which now stands as the model for sustainable development in the UK, and along the way we have overturned the ‘received wisdom’ that the protection of our built heritage and the promotion of the economy cannot be reconciled. “The voice of your Chamber as ‘honest broker’ for business has been fundamental in achieving progress. “As I stand down from the Presidency, I am in no doubt that the organisation under the stewardship of my successor as President, Alex Macleod will go from strength to strength.” Alex Macleod, of Skanska, said: “To be appointed President of the Chamber of Commerce in Scotland’s capital city is a great honour for me and I promise to work tirelessly during my term on behalf of all of the membership.” He added: “Edinburgh Chamber now moves forward with a singular purpose, to serve the interests of its members, promote business and opportunity in Edinburgh and Scotland and I can promise you that we will not deviate in any way from putting the interests of our members first, second and third in our strategic priorities.”

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BetheBest How to prepare for a presentation The TV programme Family Fortunes asked 100 people to name something of which they were frightened; the top answer was “unprepared public speaking”, and the key word here is unprepared. In my experience of working with business owners and managers, public speaking is usually described as a really stressful activity, but it is made much less stressful when the speech or presentation is prepared thoroughly and effectively in advance. So how do you prepare for public speaking? Here are five top tips to help you next time you have to make a speech or presentation. n Know your audience. Research your audience and find out who is going to be attending, what they want to hear from you, and what their interests are. n Start to plan your presentation as early as possible. Don’t wait until the last minute; as soon as you know you have a presentation to give, start planning it.

n Be clear on your own objective. What do you want to achieve with the presentation? The clearer you are with this, the more likely you will achieve it. n Practice, practice, practice. You can get feedback from a friend or colleague, or you can video yourself and watch it back to give yourself feedback. n Prepare for questions. Think about what questions your audience is likely to ask and plan your answers to them. Bryan Leslie, Abacus Coaching Ltd, T: 0131 344 0428, E: Want some help to be the best at presentations and public speaking? Join our next Winning Presentations training course, led by Bryan on Wednesday 3 October or Tuesday 6 November.

Bryan Leslie

Sir Robert McAlpine is proud to be helping shape a new future for Scotland through projects including the delivery of a new stadium for the Royal Edinburgh Military Tattoo.

Scott House, Mid New Cultins West One Business Park Edinburgh EH11 4DH

Tel: 0131 458 4255 Fax: 0131 458 4254 Email:

Military Tattoo Stadium

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Goinginternational Summer of celebrations fail to quash Eurozone worries The fifth DHL/BCC Trade Confidence Index, a measure of the UK’s exporting health, has revealed that expectations for the ‘super summer’ of 2012 were overshadowed by the Eurozone crisis and concerns around currency fluctuations. “But there is a silver lining. Businesses have seen an increase in export orders in the last quarter, despite concerns about the Eurozone. While the EU is our main trading partner, UK businesses are looking to trade in new markets. According to the latest figures from the Office for National Statistics, more than half of British exports in the three months to May went to countries outside the EU, an increase of 13% on the same quarter last year.

The report drew on a survey of more than a thousand exporters and an analysis of export documentation required of companies exporting goods outside the EU. The findings showed that 40% of firms stated that exchange rates were a concern, showing the Eurozone crisis had an ongoing impact in terms of UK competitiveness and the buoyancy of one of its biggest markets. A net balance of just +21% of firms felt profitability would increase in the coming 12 months, down from +30% the previous quarter, with falling profitability expectations across all firm sizes. These results were in spite of a summer of celebrations and high hopes for the economic impact of the summer on exporters. They are in stark contrast to research conducted in 2010 by DHL, which found that 56% of businesses anticipated that the focus on London over this period will create greater global demand for British goods. However, the latest Trade Confidence Index showed an increase in the number of firms reporting an increase in export orders, up from +39% in Q1 to +49% in Q2. Phil Couchman, CEO of DHL Express UK and Ireland said: “SMEs’ concerns around exchange rates and profitability highlight that there is still more to be done in terms of support for British businesses who are venturing into overseas markets.    “But recent export figures are strong, and there is reason to believe that the ‘super summer’, a once in a lifetime opportunity that will put British businesses firmly in the spotlight, could present a fantastic opportunity to make inroads internationally.

Phil Couchman, CEO of DHL Express UK and Ireland

“To sustain momentum, businesses large and small should start thinking now about how best to serve this international audience once the events are over, by initiating an export programme for their goods and services to reach that target market.

“These results are encouraging, but we need to find ways to make our businesses think global, and provide them with the support they need to break into new markets. Businesses are still concerned with being able to access the appropriate finance to help them to break into new markets. Export growth is vital, not only to help to boost the UK economy, but to show the world that Britain remains a major global competitor and a nation to do business with.”

“The worries highlighted in the report show that businesses should seek advice from professionals with a local presence who can provide specialist insight.” John Longworth, BCC Director General, said: “Business concerns about the Eurozone have increased in the last quarter, and it’s no wonder. In the past few months we have seen two General Elections in Greece, a bailout of Spanish lender Bankia, and sovereign borrowing costs creeping up to dangerously high levels yet again.

John Longworth, BCC Director General

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AGM on Thursday 6th of September with Gordon Robertson, Managing Director at Edinburgh Airport

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Guests listening to the out going President Robert Carr. Out going President Robert Carr with new President Alex MacLeod. Gordon Robertson, Managing Director at Edinburgh Airport with Alex MacLeod, President of the Edinburgh Chamber of Commerce and Adam Hardie, Head of Food & Drink at Johnston Carmichael LLP.




Martyn Pellew, President of the British Chambers of Commerce with past President Robert Carr and Graham Birse, Managing Director of the Edinburgh Chamber of Commerce during a visit in August.


Andrew Burns, Leader of the City of Edinburgh Council with David Birrell, Chief Executive at the Edinburgh Chamber of Commerce at a recent visit in September.

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Photos by Graham Carnie, Tuskite Photography



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Photos by Graham Carnie, Tuskite Photography

Photos by Graham Carnie, Tuskite Photography

Premier Series Dinner on 3rd of September with Don MacKay, Head of Onshore Construction at EDF Energy 06

Luke Hayhoe from BA City Flyer with Valerie Mentiplay from the Point Hotel Edinburgh.


Bill Fowler from Semple Fraser LLP with Tamar Tammes from Burness LLP.


James Brodie from China – British Business Council with Louise Cockburn and Murray Stewart from Eversheds.


Chris Trigg from Johnston Carmichael LLP, Ellie Maizels from Children’s 1st, Nikki Wilton from Peter Vardy BMW Ltd and Irvin Spowart from Johnston Carmichael LLP

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Inspiringconnections Upcoming Events Speed Networking

Premier Series Dinner with Easyjet

Tuesday 23 October 2012 | 09.00am - 1.00pm

Wednesday 28th of November, 5.30pm – 9pm

Description If you prefer a more facilitated type of networking, then this is the event for you. During a morning you meet a minimum of 20 delegates face to face where you get the chance to talk about your business for a few minutes before moving on and meeting someone else. This is not one for the faint-hearted! There is also a chance to chat informally over a buffet lunch after the Speed Networking. Book now as places are limited. Only 1 person per company can attend this event.

Speakers Carolyn McCall, OBE Chief Executive Officer at Easyjet

Location Ghillie-Dhu, Rutland Place, Edinburgh Fee £30.00 (Chamber members and member guests) £60.00 (non-members)

Description We are delighted to welcome Carolyn McCall, OBE Chief Executive Officer at Easyjet as our Guest Speaker at our next Premier Series Dinner. Easyjet are Europe’s leading airline, operating on over 600 routes across 30 countries with a fleet of over 200 aircraft. They employ over 8,000 people including 2,000 pilots and 4,500 cabin crew. In 2011 Easyjet served over 55 million passengers. Don’t miss your opportunity to hear from Carolyn on one of the leading airline brands in Europe who revolutionised low cost flight travel. Location The George Hotel, George Street, Edinburgh Fee £68.50 (Chamber members and member guests)

Archerfi eld Golf Tournament with Glasgow Chamber Thursday 25 October 2012 | 9.00am - 5.00pm Description We are holding a our popular golf tournament at the prestigious Archfield Links Golf Course. The Chamber golf tournament offers you the unique chance to network with like-minded senior business professionals from both Edinburgh and Glasgow Chambers, making business connections whilst enjoying a competitive round of golf. Whether you are a budding champion or just picking up the clubs, join us for this exclusive opportunity to escape the confines of your office and truly benefit your business. Places are limited so please book early to avoid disappointment!

£88.50 (non-members) For further information or to book onto an event call the events team on 0131 221 2972 / e-mail events@edinburghchamber. or visit

Location Acherfield Golf Club Dirleton, East Lothian Fee £60.00 (Chamber members and member guests) £60.00 (non-members


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60seconds Name: Roger Colkett Company Name: BrightEdge Project Management Limited Website: Q In five words or less, what do you do? A Help organisations manage projects effectively.

Q What’s the best business/benefit you have won through the Chamber? A Becoming better known by senior business people for the services I offer.

Q How long have you been a Chamber member? A 4 years.

Q If you were telling another business person about the Chamber, what’s

Q Why did you join? A To make contact with business leaders in Edinburgh.

A Being an Edinburgh Chamber member is a very congenial

Q What services do you use? A I attend as many Premier Series Lunches and Dinners as I can.

the first thing you would say? way of getting a chance to network with senior business decision makers.

Q Where do you read your copy of Business Comment? A At the breakfast or supper table (depending when the post arrives).

Launch of the new Edinburgh College Approval has been granted for the launch of the new Edinburgh College, which will create Scotland ’s largest further education college. Scottish Ministers gave final approval for the institution, the product of the merger of Edinburgh’s Telford College, Jewel & Esk College and Stevenson College Edinburgh. Ian McKay, Chair (Elect) of Edinburgh College, said: “The new Edinburgh College is firmly focused on changing the face of further education in Edinburgh and the Lothians. “Edinburgh College will be good for the Capital, good for the businesses with whom we will work hand-in-hand to provide skilled staff and good for the communities in which it will serve. “Our key commitment is to put students first – to improve options for students looking for vocational and educational courses to make

it easier than ever to find work or progress to higher education. ” The College will accommodate more than 35,000 students, the biggest student body in Edinburgh and, as a £60m business, will be the largest FE college in Scotland . It consists of four main campuses employing more than 1,500 staff; Granton (formerly Edinburgh ’s Telford College ), Sighthill (formerly Stevenson College Edinburgh) and Milton Road and Midlothian (both formerly Jewel & Esk College ).

Hotel undergoes refurbishment worth almost £1m The Dalmahoy, a Marriott Hotel & Country Club, has completed refurbishments costing nearly £1m. As part of the work, the 4-star hotel in Edinburgh has rebranded its second restaurant as Zest and updated the James Braid Bar. Other updates were made to the leisure club, the Golf Pro Shop was renovated and there have been improvements to the gymnasium, tennis courts and dance studio.

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The city that knows how to throw a festive party! When it comes to Christmas and Hogmanay, few cities know how to party quite like Edinburgh. With its vibrant streetlife and its exciting night-time economy, the city truly crackles with seasonal jollity. The celebrations begin towards the end of November and run through until early January, attracting many thousands of people to Edinburgh and making it one of the places to enjoy the festive season. One of the keys to such a successful season is the Christmas Party. Whether it be lunchtime or evening get-togethers, the party season has a key role to play in supporting people‘s morale and providing much-needed income for local businesses.


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In Edinburgh the chance of finding the best venue for your needs is very high. The city and surrounding area is blessed with excellent restaurants, hotels and other venues that can stage the best parties possible, taxi companies that can get you home or hotels and guest houses should you decide to spend the night. This year’s parties will be, for many people, a celebration as they mark the end of a tough twelve months economically; shrewd bosses will realise that there is much to be gained by spreading a little goodwill around the workforce. When organising company Christmas parties, there are a few things you have to get right. Just as people remember a great party, they also remember a bad one. So how do you select a good venue? Well, it’s all down to first impressions; do you like the décor, does it look like it can generate a good atmosphere, are the staff friendly, does it feel right?

younger ones might not want a restaurant whose clientele are normally on the older side. Achieving the right balance is crucial; the last thing you want is people feeling excluded from the festivities. Choosing the right menu is also important. This may be Christmas but people still like choice.Yes, most guests will go for the ‘usual’ but it’s a good idea to make sure there is an alternative anyway - and make sure that thought has gone into the vegetarian option. Parties are a good way for employers to say ‘thank you’ to staff and suppliers who may have gone over and beyond what was expected of them to help the business survive tough times. Good bosses know that it’s worth loosening the purse-strings a little. A little bit of goodwill, and a few quid behind the bar, will repay itself many times over in the year to come.

It is crucial to continue that mindset when selecting venues that make everyone feel welcome. Older people, for example, might not appreciate a busy pub with loud music,

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The Perfect Christmas Present The Gift Voucher Special Offer Save £36 Blissful Spa Day was £145 now £109 Heavenly Spa Day was £185 now £149 Stobo Castle Health Spa, Stobo, Peeblesshire, EH45 8NY Tel: 01721 725300

Offer applies to vouchers valid from 1/1/13 to 31/12/13

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Sshhh . . . Hair & Beauty Here at Sshhh Hair and Beauty we offer a wide range of services to have you feeling and looking amazing for the party season! Whether its a touch up on those dreaded roots or you just want to feel more glam with an up-do. We also offer a full range of beauty treatments or you can book in to our nail bar! Party season offers include: Blowdrys from £14 Hair up from £19 Hair up and makeup £30

Eyelash extensions £10 Minx toes £20

We also offer a full range of hairdressing services as well as massage, dermalogica facials, spray tans, waxing and nail extensions. We would like to offer chamber members 20% off all other hair services.

Sshhh Hair & Beauty, 3 Mountcastle Drive North, Edinburgh, EH8 7SA 0131 657 9051

Campus at Donaldson’s offers: • A modern venue for meetings and events of all sizes • Overnight accommodation with access to swimming and sports facilities • A semi-rural location, whilst still enjoying easy access by car/train from all major towns within the central belt • Courtesy bus from train station • Healthy menus from our in-house catering team • State of the art ICT equipment • A range of professional training courses Contact us; • An opportunity to support a local charity Gill Sinclair, 01506 841900 • Conference facilities or • Courses in BSL/Deaf Awareness Campus at Donaldson’s, Preston Road, Linlithgow, EH49 6HZ Any profits made by Campus at Donaldson’s will be reinvested into Donaldson’s School and the education, therapy and care of our pupils who are deaf or have communication difficulties. (Scottish Charity No: SC017417)


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0131 440 4400

16-70 Seaters available

Private and Contract Hire

Corporate Hire/VIP’s

Executive Coaches

Airport and Station Transfers


Private Functions

Summer Tours

Hen and Stag Parties

Welcome to edinburghgrouptravel, a family run business providing a comfortable and reliable service, specialising in coach travel. We have a variety of vehicles from 16, 25, 33, 50 and 70 seaters to suit your needs and requirements should it be a corporate day out, day tour or a simple city transfer. We specialise in working with nurseries,schools,universities and councils all over Edinburgh and the Lothians thanks to our safe and strict maintenance procedure ensuring all our coaches are the safest on the road for our passengers and fellow road users. Reliability and commitment is 1st nature on the safe travel of children and students on days out, sport trips and educational visits.

We can provide our full range of coaches and fully trained professional certified drivers for a great value package for one- off events or daily, weekly or monthly contracts. As a fellow Edinburgh Chambers of Commerce member we would love to build a relationship with fellow members big or small in organising their group travel - please see our 10% discount code as an introductory offer. We pride ourself in our quick, simple yet accurate booking system via our online booking page but please do not hesitate to pick up the phone to have a chat if you have any questions or queries as no two hires are ever the same. We look forward to hearing from you.

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New airport CEO looks to the future Gordon Dewar has worked in transport for most of his career, having started as a consultant with Halcrow, where he managed the company’s public transport consultancy team in Scotland. He then moved to First Group, and was managing director of the company’s east of Scotland bus operations, commercial director for First Group in Scotland and, latterly, commercial director for First Scotrail. In 2006, he joined Arriva as commercial director for the UK regions and was appointed as managing director of Glasgow Airport (BAA) in 2007. A year later, in 2008, he became MD of Edinburgh Airport, before leaving the UK in 2010 to be CEO of Bahrain International Airport. Global Infrastructure Partners has since taken over ownership of Edinburgh Airport, and announced that Gordon would be returning as chief executive officer. He came back to Edinburgh Airport in July. What persuaded you to return to the airport? The opportunity. Edinburgh is my home city and, for me, the best city in the world. I had loved my time at Edinburgh Airport and to be given the chance to work there again


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with the ambition, resources and drive of GIP behind it was the opportunity of a lifetime. What are the main challenges facing you and your company during 2013 under the new management? Like all businesses in Scotland, the ongoing economic crisis looms large and impacts on our passengers’ decision to fly or not. We need to be able to maintain our investment in customer service, capital and in attracting airlines to Scotland in what are very challenging and competitive conditions. Add to that the current capacity issues at Heathrow and the Government’s imposition of they highest air passenger duty in Europe and we have some significant challenges in realising our ambitions. What plans do you have to expand the airport’s activities? We’re focused on our passenger experience in a number of areas including check in, security and immigration. We’re currently working on a number of short and medium term projects to do just that.

This is being done in tandem with our strategy to extend Scotland’s reach across the globe and we are aggressively chasing new long and short haul routes. We have a great product here at Edinburgh Airport – we’re currently European Airport of the Year for our size and we top the lists for efficiency, punctuality and friendliness. Couple that with our commerciality, and we believe we can continue to attract airlines to Edinburgh, as evidenced by Turkish Airlines growth here and Easyjet’s recent investment. What hopes do you have for 2013 where does the airport plan to be at the end of the year? I firmly believe that with the investment of GIP and the dedication and hard work of my team we can improve Scotland’s reach in the world. That’s where I want to be at the end of 2013 – bringing new destinations to Scotland and growing our airport’s reputation as an exemplar of customer service and as a place where airlines can do business.

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“We have a great product here at Edinburgh Airport – we’re currently European Airport of the Year for our size and we top the lists for efficiency, punctuality and friendliness”.

Gordon Dewar, Chief Executive Officer, Edinburgh Airport

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Future of the high street? During tough times, few sectors struggle quite as much as high street retail and that has certainly been the case in Scotland this year.

show that internet sales account for 8.8% of the value of all retail sales. According to the Essential Edinburgh Trends report published in August, Edinburgh city centre has a higher proportion of people accessing services online than Scotland as a whole because of the high number of people who have a higher than average income and are comfortable spending on the web.

Poor weather in the early part of the summer, the failure of the Jubilee and the Olympics to provide a major sales boost and the ongoing impact of recession mean it’s been a difficult year for the high street.

Key now for the high street will be Christmas, with store owners praying for busy high streets and malls in the run up to the festive period after a disappointing summer.

The rise in online sales has added to the challenges; Office for National Statistics


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Figures published as part of the Scottish Retail Consortium (SRC)-KPMG Retail Sales Monitor showed that in July total Scottish

sales fell by 0.7%, compared with July 2011, which saw growth of 1.7%. Food sales were flat, the weakest performance in 14 years. Non-food sales declined by 1.5%, despite an improved performance from clothing and footwear. The bad news continued with the BRCKMPG results for August, which showed UK retail sales down by 0.4% on a like-for-like basis from August 2011, when they were down 0.6% on the preceding year. In addition, SRC research conducted with Springboard showed that UK national footfall in the three months to July was 2.3% lower than a year previously. Footfall weakened in all types of locations, particularly high streets, and

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the hardest hit were Greater London (8.9%), Scotland (-8.2%), and the East (-7.3%) Richard Lim, Scottish Retail Consortium Economist, said: “Many people have been buying fewer non-food goods and concentrating on must-haves for a long time. “As this lengthy period of falling disposable incomes goes on, food spending is coming under extra pressure, too, as people search out offers and value. “The bright spot in non-food retail was clothing and footwear. Severe discounting and some cooler weather in July got people buying new Autumn ranges and school uniforms did well but, generally, Scottish retailers continue to scan the horizon for sight of the urgently-needed upturn.”     Stephen Robertson, Director General, British Retail Consortium, said: “As summer gives way to the all-important Christmas runup, retailers will be hoping sales that didn’t happen in August have been postponed and not lost entirely.” Michael Apter, Operations Director at Studio One & Paper Tiger and chair of the Chamber of Commerce Retail Policy Group, said: “In common with the retail sector generally, Edinburgh City Centre retailers have endured a torrid time as a consequence of the global economic recession. “This had been exacerbated in the city by the ongoing Tram Project. This was due to be delivered in July 2011, and yet we are still in the grip of an extensive construction programme which has been hugely disruptive

to retail in terms of the physical size of the work sites, and also the ongoing reputational damage that we have suffered due to transport, travel and access issues.

run up until July but August was not so good for us. Compared to our stores in Leeds and Manchester, we were ten to twelve per cent down on where we expected to be.

“Changing shopping habits and the growth of online retailing have also played a significant role in the whole retail sector in recent years. In Edinburgh, planning permission has been repeatedly given to out of town developments that benefit from free parking.

“Last year we had a lot of international visitors for the festival season but that did not happen to such an extent his year. The hotels are reporting a similar trend and I suspect the tours did not carry on up to Edinburgh, preferring instead to stay in London during the Games.

“Nevertheless, there are causes to be optimistic. Anecdotal evidence suggests that there is a return to shopping in the city, particularly on Princes Street where the tram works are largely completed. “There are marketing plans in development to relaunch the city in the wake of the tram completion, which will aim to put the city back in its rightful place as a key shopping destination in Scotland. Improvements to other aspects of the transport infrastructure will also help. “A number of High Street names have opened in the city in the past 12 months, and there are indications that other brands currently missing from the city centre are keen to find premises. In the side streets and at the edges of the city centre there are a steady stream of new businesses moving in to empty units. The proposed redevelopment of the St James centre is still scheduled to be completed and is currently estimated to be complete by 2018.” Gordon Drummond - Director, Harvey Nichols Regional Stores Ltd, who is based in Edinburgh city centre, said: “We had a good

“We also had some warm weather in August so our coats and outer wear did not sell so well. Once we had some cold weather they started to move. “People are still spending and what happens in a downturn is that they spend on quality that will last rather than on quantity. “I am optimistic for the period up until the end of the year and, of course, it would help if they could get more of the tram works finished.“

The Essential Trends report says that the new footfall counters for Edinburgh City Centre provide indications as to where people are shopping. Date for the period March to July 2012 suggested Princes Street at Marks & Spencer is the busiest spot in the city centre: 1,012,094 people passed the counter during July. The NatWest branch in the east end of George Street was passed by 194,883 people which compares to 357,557 people who passed FCUK further West on George St. On Rose Street at the Tiso store, there were 280,134 pedestrians counted during July compared with 185,501 at Jenners further east on Rose Street. The counter on Leith Walk, found that 213,853 people passed the counter installed at Vittoria, the Italian restaurant in July. On Shandwick Place, 182,688 people passed the counter installed outside Lothian Buses. The Grassmarket hotel counter was passed by 311,283 people whilst there were 409,480 people counted at Bella Italia on the Royal Mile.

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Working in partnership to deliver flood risk management in Scotland Public bodies are working closer than ever before to deliver a co-ordinated and targeted approach to flood risk management in Scotland. By sharing resources, knowledge and expertise we can make more informed decisions and make the most effective use of public funds. To develop plans for flood risk management SEPA, local authorities and Scottish Water are working across traditional administrative and institutional boundaries to make sure that decisions consider whole river catchments and balance national consistency with local knowledge and issues. In each Local Plan District, the area established for flood risk management planning, a local advisory group is being set up which will provide advice to SEPA to help us develop Flood Risk Management


Strategies. Local advisory groups will provide a local perspective on the objectives and actions which will be put in place to tackle flood risk. Local advisory groups, which will be up and running in the next few months, will also provide advice to the lead local authority in the Local Plan District. Edinburgh City Council has agreed to take on the role of lead local authority and undertake the additional responsibilities that come with the role. These responsibilities include co-ordinating the delivery of the Local Flood Risk Management Plan and ensuring this is consistent with SEPA’s Flood Risk Management Strategy for the area.

Scottish Water and local authorities being established across Scotland. These partnerships helped us to determine what role local advisory groups should have and how they should be developed. They also provided a forum for early discussions about the data and information we need to develop new flood hazard maps. Flooding can affect us all and SEPA, in partnership with local authorities and Scottish Water, recognises that flooding doesn’t stop at administrative boundaries. By working in partnership to deliver plans and address flooding issues across whole river catchments and coastlines, we can not only tackle flooding more effectively but also make the best use of public funds by sharing our resources, knowledge and expertise. For more information on flood risk management in Scotland please visit ooding

Working in partnership to manage flood risk more effectively in Scotland has already begun with local partnerships between SEPA,

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TO TACKLE FLOODING IN SCOTLAND SEPA leads the way to a more co-ordinated and sustainable approach to flood risk management in Scotland

The impact of flooding on our businesses and communities can be devastating. Across Scotland around 125,000 properties are at risk of flooding from rivers, the sea or overwhelmed drainage systems caused by heavy rainfall. SEPA, together with local authorities and Scottish Water, is leading the implementation of a more co-ordinated and planned approach to how we tackle flooding in Scotland. Changes to the way Scotland’s public bodies consider flood risk and work together have been introduced by the Flood Risk Management (Scotland) Act 2009. Using new information and science available to us we are able to better understand flood risk and therefore take a more targeted and planned approach to how we manage it. SUSTAINABLE FLOOD MANAGEMENT Managing flood risk sustainably means considering all sources of flooding and adopting a long-term approach. To help us adopt a more sustainable approach, we are improving our knowledge of the sources and impacts of flooding across whole river catchments and coastlines and taking decisions which are best for the long term. A NATIONAL PICTURE OF FLOOD RISK For the first time in Scotland, SEPA has been able to develop a national picture of flood risk which shows all sources of flooding and considers the effects of climate change. The National Flood Risk Assessment shows us that one in 22 homes, and one in 13 nonresidential properties, are at risk of flooding. By understanding where flooding is likely to occur, and the impact on our communities, economy and environment when it does, we can now make more informed and sustainable decisions, in partnership with local authorities and Scottish Water, about how we manage flooding in Scotland. One of the most important aspects of the National Flood Risk Assessment is being able to identify the 243 Potentially Vulnerable Areas in Scotland where the risk and impacts of flooding are greatest. 92% of all properties at risk of flooding in Scotland are captured within these Potentially Vulnerable Areas and this will help us to take action in the areas where we can have the greatest impact. DEVELOPING PLANS TO MANAGE FLOOD RISK At the heart of this new approach is the development of two sets of complementary plans: Flood Risk Management Strategies and Local Flood Risk Management Plans. These plans will ensure that SEPA, local authorities and Scottish Water take an approach which is consistent across Scotland and captures local knowledge and tackles local issues.

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For the purposes of flood risk management planning, Scotland has been divided into 14 Local Plan Districts which cross local authority boundaries and are based on river catchments. For each Local Plan District, SEPA will prepare a Flood Risk Management Strategy, which summarises the main flooding issues and impacts and sets out a vision for how flooding should be managed. Taken together, the 14 Strategies, published in 2015, will provide a national flood risk management plan for Scotland. Local authorities in each Local Plan District will turn their respective Flood Risk Management Strategy into a Local Flood Risk Management Plan, setting out a short-term programme of how the objectives and actions laid out in the Strategy will be delivered. Local Flood Risk Management Plans, also published in 2015, will provide a comprehensive summary of local activity to manage flood risk. 8/10/12 15:39:42

Public bodies are working closer than ever before to take a more co-ordinated and planned approach to flood risk management


Scottish businesses are at risk of flooding. Is your business prepared? SIGN UP NOW

HOW CAN YOU PROTECT YOUR HOME AND BUSINESS FROM THE IMPACTS OF FLOODING? SEPA is working closely with other public bodies to reduce the impacts of flooding and, where possible, minimise the risk of flooding occurring. Another important part of the new approach is to recognise that we can all be affected by flooding and have a role to play in reducing our own flood risk. We can do this by being better prepared. With one in 13 non-residential properties at risk of flooding, it’s important for businesses to consider the impact of flooding on property and employees. SEPA’s Floodline service can provide free flood warning messages direct to your phone, giving you extra time to protect your business when you need it most. Remember, that while your property may not be directly affected by flood water, roads and transport links could be cut off, telephone lines could be down or there could be a power cut, so it’s important that you prepare by putting the appropriate precautionary measures in place. Simple steps you can take include preparing a flood plan, checking you have adequate insurance in place against flooding and consider installing some flood protection products that can be fitted to your property. For more information on flood risk management in Scotland, or SEPA’s Floodline service, please visit our website or call 0845 988 1188.




FOR ADVANCE FLOOD WARNINGS Flooding can have significant impacts on businesses, so it’s important to be prepared. SEPA’s Floodline service can give you free advance warning of river and coastal flooding in your area, direct to your phone. Giving SEPA forecasts the current risk of river and coastal you time to protect your stock, flooding; andto willtake issueaction flood warning messages through premises, computers andand critical business the Floodline recorded telephone website service when flooding is predicted in local areas. You can now records. Flooding can also cause disruption signtravel up to receive direct to your to plansfree sowarning havingmessages warning can really phone; to be prepared for flooding that could affect your make difference. property,aaccess to it, or disrupt your travel plans.


Calls to Floodline are charged at local rate, to receive messages from Floodline is free.

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Liftshare Week – Oct 1-5 Liftshare Week is an annual UK-wide event which aims to encourage and enable more people to discover the benefits of car-sharing. As petrol becomes increasingly expensive and traffic congestion grows, it is vital that we find new cost effective, sustainable, solutions to our transportation problems. Car-sharing is one ready-made solution that offers participants convenient travel at a competitive price. It can save you money and reduce wear and tear on your vehicle while helping to cut traffic congestion and reduce the carbon footprint. It also makes good financial sense. Regular car-sharers can save up to £1000 a year on transportation.


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tripsharesestran SEStran has been operating TripshareSestran. com since October 2006. TripsharesSEStran is the free, web-based car-sharing scheme to link car drivers or passengers who are making similar journeys in South East Scotland and wish to share the costs. The system can also match taxi, cycling or walking journeys. TripshareSEStran also increases travel choices; provides effective travel options in rural areas which often have limited public transport alternatives; reduces members travel costs and can reduce the need for car ownership.

Members can stipulate specific needs for their journeys including preferred passenger gender, smoking or non-smoking, disability issues and so on. All information is held in strict confidence and personal security is treated as a top priority. In fact you don’t even need to own your own car to car-share. Many TripshareSEStran members are happy to car share in return for a contribution towards costs and some friendly company for their journey. Over 7000 people across South East Scotland are already enjoying the benefits of regular car sharing, through TripshareSEStran, so why not celebrate Liftshare Week by giving it a try?

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Benefi ts for business Car-sharing isn’t just for individuals. It also has real advantages for business. Setting up a car share scheme in your business could help you save money by reducing the need for employee car parking spaces, helping you meet travel plan targets and increasing employment catchment areas. Sponsoring a carsharing scheme will increase staff travel options and help your company meet corporate social responsibility and CO2 reduction targets. A wide variety of businesses and public bodies of all sizes in South East Scotland are already operating car sharing schemes including;

SEStran exists to develop a sustainable transportation system for South East Scotland. Through implementation of our Regional Transport Strategy, (RTS) we aim to make public transport the mode of choice for most journeys, as well as encouraging smart choices such as car sharing and walking and cycling for shorter journeys.

Win a sat-nav To celebrate Liftshare Week SEStran are offering new and existing members who share a journey through TripshareSEStran during the month of October the chance to win a state of the art sat-nav system. To take part, just log onto the TripshareSEStran site for your council area within South East Scotland and log a journey. All members sharing a journey in October will automatically be entered in the draw and the winner will be contacted after the 31st October closing date.

• Edinburgh Airport, • Queen Margaret University, • Edinburgh University, • NHS Borders, • NHS Lothian, • NHS Fife, • NHS Forth Valley, • Scottish Government.

As the region’s population grows it is vital that we reduce the number of single occupancy car journeys, if we are to avoid increasing congestion on our roads and the associated environmental consequences. Car sharing is one way in which everyone can make a contribution towards protecting the environment and our quality of life. If people who routinely drive to work shared their journey just once a week it would take up to 20% of cars off the region’s roads. It also makes good financial sense and reduces wear and tear on your car – and on the driver! So why not celebrate Liftshare week this year by giving car sharing a try? It’s free, it’s fun and it could save you money into the bargain.

If you would like to discuss the advantages that TripshareSEStran can offer your business, or if you would like to consider setting up your own private car sharing scheme, please contact SEStran Travel Plan Officer Lisa Black on

For further information about SEStran’s work, visit our website at SEStran, Claremont House 130 East Claremont Street Edinburgh EH7 4LB Direct Dial: 0131 524 5161 Email:

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™Fee-free account-managed resource ™‘Collect at station’ provision ™Aides implementation and compliance with travel policy ™Dedicated specialist Scotland-based support teams ™Online- and telephone-based ticket fulfilment options ™More value for your travelling needs It could save you time, money and a lot of effort.


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Clean Fleets Get Star Billing in Edinburgh Since its launch in January The City of Edinburgh Council has honoured eighteen major fleet operators for their environmental performance in the ECOSTARS Edinburgh freight recognition scheme. ECOSTARS Edinburgh is a voluntary, free to join scheme which offers recognition and provides guidance on environmental best practice to operators of goods vehicles, buses and coaches whose fleets serve the Edinburgh area. The original ECOSTARS scheme was introduced in South Yorkshire in 2009 and has since been rolled out by a number of other Councils in the UK and in Europe. The scheme rates the individual vehicles and overall operations of a vehicle fleet using a star system, to recognise levels of operational and environmental performance. ECOSTARS aims to reduce the amount of energy used by commercial transport fleets by encouraging the adoption of fuel efficiency measures. This will bring benefits for members through more efficient operations and reductions in both fuel costs and emissions. The City of Edinburgh Council is the first Scottish Local Authority to introduce ECOSTARS. Along with all Councils in the UK, Edinburgh has tough air quality targets to meet.The scheme is one of a range of measures that the Council is pursuing to improve air quality for residents, businesses and visitors. The free, voluntary nature of ECOSTARS demonstrates the Council’s commitment to working alongside fleet operators to help reduce emissions.


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What are the benefi ts to businesses of eCOstArs membership? ECOSTARS Edinburgh members benefit from: n Tailored support to help ensure that their fleet is running as efficiently and economically as possible n Fuel savings – by implementing key measures of ECOSTARS, a typical HGV operator could expect to reduce fuel consumption by a minimum of 5% in the first year. n Reduction in carbon emissions – a typical HGV could see its annual output of carbon dioxide fall by up to six tonnes a year.* * figures from Department for Transport: Freight Best Practice Programme

n Windscreen decals and body stickers for each vehicle to promote to the public and customers their efficiency and environmental credentials. n Recognition for exhibiting best practice in vehicle and fleet management, having their profile posted on the local ECOSTARS website , newsletters, press releases and at conferences. n Marketing and promotional opportunities, raising the profile of participating operators as environmentally responsible service providers.

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Additionally, Edinburgh’s ECOSTARS team hold regular meetings for members to discuss topical issues and learn how operators feel they could work with the Council to improve their environmental performance in the city. Who can join ECOSTARS? Almost nineteen hundred vehicles so far have been registered with ECOSTARS Edinburgh. Fleet sizes vary from as few as three vehicles up to over seven hundred. Several familiar local businesses including Lothian Buses, Pollock (Scotrans) and Highland Explorer Tours were amongst the first members of the scheme along with some well known national companies such as Greggs, NEXT, Asda and Sainsbury’s.

Photo courtesy of Boots UK

Membership of ECOSTARS is open to businesses based in Edinburgh and also to those whose vehicles spend a significant amount of time travelling in and around the city. All types and sizes of commercial vehicle fleets, from LGVs and minibuses to coaches, buses,and HGVs across all sectors of activity, are welcome to join. The scheme is free and it is easy to join. How to get your business involved in ECOSTARS: If you are interested in joining ECOSTARS Edinburgh or finding out more about how membership could benefit your business, visit the ECOSTARS Edinburgh website Alternatively, please contact the ECOSTARS Edinburgh scheme manager:

Presentation to Sainsbury’s by Councillor Lesley Hinds, Transport and Environment Leader, September 2012

Ann Connolly Environmental Assessment Team The City of Edinburgh Council 500 Gorgie Road Edinburgh EH11 3YJ Tel: 0131 469 5475

Boots UK, the pharmacy-led health and beauty group has signed up sixty three vehicles which serve the Edinburgh area and is one of the scheme’s newest members to have attained the maximum five-star rating. Boots demonstrated that they have strong fuel management systems and a regular in-house eco-driver training programme. Alex Gourlay, Chief Executive of the Health & Beauty Division, Alliance Boots was pleased to receive the highest star rating and commented “Actively caring about the environment and the responsible use of resources is integral to the way we’ve been helping to improve the health of our customers and local communities for over 160 years. We’re absolutely delighted to have achieved a 5 star rating in the ECO Stars Fleet Recognition Scheme, confirming our belief that a healthy environment is good for business.”

The sole responsibility for the content of this publication lies with the authors. It does not necessarily reflect the opinion of the European Union. Neither the EACI nor the European Commission are responsible for any use that may be made of the information contained therein.

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Programmes set out to help businesses survive and thrive Edinburgh Chamber of Commerce has always been very supportive and a number of the businesses which started in the Moffat Centre are now members. Nick Fannin manages both Moffat Centres at Craiglockhart and Merchiston and offers support services to students and graduates from across the University. The benefits for students of a supportive environment, working with a similar entrepreneurial vision, are crucial. They learn from each other and the skills acquired are invaluable, whether later they are selfemployed or employed. The incubator was initially set up with funding from the Moffat Charitable Trust and more recently has been funded by the Business School at Edinburgh Napier. Since the Centre opened in 2004 , it has supported more than 1,000 students and about 200 business start-ups. 125 of those businesses are still trading today. It is now opening a new incubator space at the Merchiston campus which is aimed specifically at computing and creative industries students. This space will contain state-of-the-art facilities and equipment to help develop new businesses. .

Nick Fannin

The Moffat Centre is an incubator space for students and graduates of Edinburgh Napier University who want to set up and run their own businesses. Its aim is to encourage all the students to consider self-employment as a realistic choice. The centre provides provide two facilities, both open seven days a week, where students can access PC hot desks, phones, printers and other general office supplies. It also provides a supportive working environment where ideas can be shared and students actively engage with one another.

Finding help in the Bright Red Triangle Bright Red Triangle is based in the Business School at Edinburgh Napier and offers consultancy, research and business services to commercial clients. It provides an alternative to expensive professional consultants. Bright Red Triangle intends to create and develop relationships which could provide career paths for graduates and, at the same time, enhance the competitive edge of the local business community, resulting in enhanced economic growth. Services include market research, PR, social media management, business analysis and financial modelling/reporting and the team is recruiting students from across the university. This includes computing, creative industries, life sciences and psychology. The project also improves Edinburgh Napier’s networking with the business community, allowing it to learn from, and identify, guest speakers who can deliver master classes, and opportunities for work-based learning projects and internships.

This is just one of the initiatives that Edinburgh Napier provides that contribute to its 93% graduate employability rate.


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Inthespotlight Company name: skanska Who? greig Jamieson, development director Website:

1. What were you doing between 10 and 12 this morning?

6. Where do you stand on work/life balance?

Attending meetings reviewing development and investment opportunities for Skanska within Scotland.

In order to provide your best work I believe it is important that interests outside work have equal billing. Working very long hours on a consistent basis isn’t healthy in the long term.

2. What do you see as your job’s biggest challenge? To deliver developments that are not only successful from a Skanska perspective but also benefit the local community by generating economic activity and creating jobs.

3. What do you consider your biggest business triumph? Being part of a dedicated team that successfully delivered the new State Hospital at Carstairs on time and on budget without a single Health and Safety incident in very challenging logistical circumstances.

7. What do you like to do on your spare time? I spend a lot of time at the gym, it’s a good release from the working day. Outside that watching East Fife, going to rock concerts and socialising with friends.

11. Who is your hero? Bruce Dickinson of Iron Maiden. First band I ever saw and many an hour spent listening to their albums.

12. Any business (or other) projects you would like to plug? No.

13. Other than your current position, what would be your dream job? Manager of a Rock Band.

14. Who (living or dead) would you invite to a fantasy dinner party?

8. What qualities do you need to see in your employees?

Henry Rollins (Singer / Comedian)

A strong team and work ethic combined with a determination to deliver a high quality product for our clients.

Morgan Freeman

David Mitchell (comedian) Hope Sandoval (Lead singer of Mazzy Star)

4. do you have any money-saving business tips?

9. in business, is it more important to be liked or successful?

15. Outside of business, what is the most important thing in your life?

Don’t be seduced by short term gains at the expense of long term goals.

I believe it is possible to be both. The delivery of a successful project requires input and commitment from all sides. This is best achieved if parties enjoy working together.

Family and friends.

Maximise the use of multi media to limit unnecessary travelling which has the added benefit of reducing the carbon footprint.

5. What do you believe are the 3 key stages on your career ladder? Starting in the Public Sector with Fife Council provided an excellent grounding Getting appropriate qualifications Joining Skanska in 2006

10. What is the one piece of advice you would give to others trying to reach the top? Have a strong sense of ethics, reputation is everything.

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“My business needs a lifeline: to pre-pack or not to pre-pack? The Rangers fiasco has probably brought corporate insolvency to the fore and taught the man on the street more than he has ever known about what happens to a company in financial difficulty. So, what is insolvency? For any business, there are really two tests for insolvency: either your liabilities exceed your assets or you cannot pay your debts as they fall due. Sadly, in the midst of a double-dip recession it is not uncommon for many businesses to pass both tests. Lack of credit has clearly affected many businesses, especially those which are bank-dependent in the mid-sized and mid-aged sectors. Such credit-rationing is indiscriminate and causes distress to growing and established companies alike. Consumer-facing sectors


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such as retail and hospitality show the largest increase in insolvencies with construction and property close behind. In the last quarter, 385 companies became insolvent and many say this is only the calm before storm. Clearly many business owners are now looking for a lifeline. We in the insolvency profession are normally put in the same category as undertakers – we’re only needed when the very worst happens. However, we feel we have more to

Craig Mathieson is founder & CEO of CM Financial Group. He also a Partner at Begbies Traynor, the UK’s biggest corporate recovery organisation.

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offer than that. In the current economic climate more and more business owners find themselves requiring professional advice even high profile football clubs. In my view, insolvency experts are now viewed less as ‘corporate undertakers’ and more as ‘corporate surgeons’ as we focus on bringing companies back to health. I believe that we can all play our part in the economic recovery by promoting a business-rescue culture. ‘Pre-packs’ are key to this culture: this is a pre-packaged sale of the company’s assets usually in or before administration although it can be done before liquidation or winding-up. Most businesses’ benefit from the services of an insolvency practitioner to assist them with this process. Some might think it morally questionable when creditors lose out and directors then seek to obtain credit for a ‘newco’ without taking on liability for the old debt. However, neither government bodies nor any of the professional regulatory bodies that monitor insolvency firms have seen any systemic misuse of ‘pre-packs’. If completed with the guidance of experts then it is an excellent way to save jobs, promote recovery and keep the country turning over. It is important that the

process is carried out correctly, legally and is not in any way considered an abuse of process.

providing the private-sector driven recovery that the government is so keen to see.

If used correctly, a ‘pre-pack’ can result in a much better outcome for all parties than a liquidation, where the latter means a certain loss of jobs and sale of assets. Such an approach encourages a fresh start, creates financial stability and can have a major part to play in

I know that one of the hardest decisions that any business owner faces is when to seek help. However, if they seek our advice in time, we can save jobs, create financial stability and find a solution that serves the interests of both the business and its creditors.

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Ross Tsakas

The long road to business success Ross Tsakas, founder of Eulysis UK, talks about the challenges involved in taking a new product to market. Eulysis UK Limited is an innovative company focused on improving the storage and delivery of vaccines, antidotes and antibiotics. The company, which is based at the Roslin Biocentre, has developed the Single Vial System for injectable pharmaceuticals and is currently working to bring it to market. Ross said: “The idea stemmed from my involvement in cosmetic product delivery, which began when I was twelve, working in collaboration with my father. “Realising that there are many pharmaceuticals in which two phases of the product must not be combined until they are about to be administered, I began exploring potential use of a compartmentalised vial system. “During the investigation, I discovered that numerous vaccines must be maintained separately until they are administered and are


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being delivered in two vials. The Single Vial System seemed an obvious improvement on the current technology.” It’s been a difficult road, though. Ross said: “The path to commercialisation has been far from simple. Contacting companies and attempting to be put in touch with the right people as a young entrepreneur meant that most of the time I never got through the door. “And when I did manage to get through the door, people have been apprehensive about taking the first leap of faith into adopting a new idea, particularly in such a stringent and reluctant-to-change sector like Pharmaceuticals. “Managing cash flow and choosing where to allocate funds has also been an arduous struggle as funds are always limited and deciding whether to spend on marketing or product development is a double-edged sword as both are needed. “Such situations need serious thought. For instance, a relatively simple product to enter into the market from a regulatory standpoint might benefit from heavier marketing since it will be more easily adopted by manufacturers, whereas a pharmaceutical innovation needs the risk element reduced significantly through

intense product development before it is even considered by manufacturers.” The company has been successful in receiving support along the way. Starting with an Enterprise Fellowship through the Royal Society of Edinburgh & Scottish Enterprise, the company continued its development through the Cultural Enterprise Office’s Starter for 6 Programme, Prince’s Scottish Youth Business Trust’s Innovation Fund and was commended as the Most Promising Business of the Year 2012 by Edinburgh Chambers of Commerce. Successfully advancing through the High Growth Pipeline of Business Gateway & Scottish Enterprise, with support from High Growth Advisor John Hughes, Eulysis UK Limited has now been upgraded to the most elite status of Account Management with Scottish Enterprise. Most recently, Eulysis UK Limited was awarded a prestigious Grand Challenges Explorations Initiative Grant through the Bill & Melinda Gates Foundation to continue research and development. Combining this grant with Scottish Enterprise’s R&D Award for Innovation Support, the company will now commence Phase I testing.

8/10/12 15:40:23


Leading business body appoints robotics boss as new chair Co-operative Development Scotland (CDS) – set up by Scottish Enterprise to encourage co-operation and employee ownership among Scottish companies – has appointed robotics firm Chairman Dick Philbrick to chair its board.

Dick Philbrick took East Kilbride robotic handling equipment firm Clansman Dynamics into employee ownership in 2009. The business has since seen turnover increase from £7m to £11m and produces machinery for Volvo and Fiat.

Dick – whose firm Clansman Dynamics saw its turnover soar by 60 per cent after making the transition to employee ownership – will lead the organisation’s advisory group.

Dick has 27 years of board-level manufacturing experience and began his career in a shipyard in Birkenhead. He has been interested in the co-operative sector for 40 years.

Sarah Deas, chief executive, CoThree other new members – each operative Development Scotland, holding executive-level positions said: “We’re very excited about in Scottish companies – will help the new additions to our advisory to promote employee ownership board. Under Dick’s leadership we and consortia as different ways of PG Advert_Layout 1 17/09/2012 14:35 Page 1 to boost Scotland’s will continue doing business.

Dick Philbrick

economy through increased productivity, profitability and sustainability.” For more information see: or call on 0141 951 3055.

               

 

       


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Asktheexpert Bid Management Process Irrespective of whether you are quoting for the provision of accountancy services to a sole trader, or tendering for the construction of a new harbour on Islay, you should have an effective bid process. When used properly, a good bid management process will reduce the stress of writing proposals. It will increase your win rates. It will also help you sell at higher prices. And how does it do this? The process gives you a structure which allows you to concentrate on relevant areas. It challenges your thinking and ensures you stay customer focused. And what does it look like? To answer that, I prefer to say what it is not: n it is not a tick-box, irrelevant, paperwork exercise n it is not a cumbersome and time consuming procedure n it is not a document that gets buried in the filing system

And how do you get one? The best way is to think logically about what is important to you. Ask yourself questions like “Do I need to mange the inputs of other people to my tenders?”, “Are there decision points about bidding and risk?” and “What do my customers expect?”. Once you have done this, I suggest you draw a simple flow chart to capture the key stages. From here you can produce whatever spreadsheets, tables, forms and filing systems you think are necessary. There Are No Prizes for Second Place Do not overcomplicate it. The best processes are streamlined and useable. On the other hand, do not think you are too small or do not tender enough to need a process.

Anne Farr

several bidding tools which she shares freely with people who are interested. Anne Farr, Rothera Group Ltd, T: 01506 203325, E:

All bids, proposals and tenders are stronger if they are produced within the boundaries of an effective bid management process. Anne delivers our highly popular Tendering for Success course. She is always happy to chat about the challenges of tendering and has

GetwithIT By Bill Magee

Scottish Business Technology Writer of the Year

Time to get wired Scotland’s financial services sector - with Edinburgh at its heart - needs to become more “wired up” to show it can offer the very latest in hi-tech developments to prospective global investors, according to a former White House advisor. Current international and domestic funds under-administration-flowing through the Capital total around £750 billion, but the industry could attract significant new funds if it became more technologically advanced, says Dr Philippa (Pippa) Malmgren. The Principalis Asset Management president’s comments coincide with the Capital sharing in a UK Government £114 million “pot” as one

of ten cities chosen to receive a boost to their “superfast” broadband networking efforts.

markets have a privileged position being at the heart of the action.”

Malmgren claims that Scotland should take what she describes as some “calculated risks” of which Scots have long been renowned. Speaking in Dublin to the Irish Funds Industry Association, she reflected on the IFIA’s success.

Malmgren said immediately afterwards: “One initiative Scotland should pursue is an Irishstyle entrepreneur-led city based physical infrastructure, equipped with the most modern communications available.We’re talking alot of wires!

“They have experienced an extraordinary explosion of overseas asset management growth totalling a record two trillion euros. How? By taking such calculated risks and this is what needs to happen elsewhere. “We are talking about political, social and economic questions within which the financial

“Scotland has a long history of asset management stretching back centuries, and that is calculated risk taking in itself on a global scale. Scotland should aspire to that again.” #billamagee

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Making it easier to do business in Edinburgh Business Gateway and City of Edinburgh Council are working together to help your business get free practical business advice in Edinburgh.

As well as getting advice and information from the office at Waverley Court, you can also develop your business skills by attending Business Gateway’s free training workshops.

From Monday 1st October Business Gateway will open a new office in the Council headquarters at Waverley Court on East Market Street. This will replace the current office at Apex House, 99 Haymarket Terrace.

These workshops run across the city and cover a wide range of topics from finance and planning, to marketing and using social media. Professional trainers lead each workshop and they are a great way of networking with other business owners in Edinburgh. A full list of workshops can be viewed online at

At the new office you will be able to get free hands on advice from an experienced Business Gateway adviser, who can help you find the best way to grow your business to the next level. You will also be able to find information on a range of City of Edinburgh Council business services including: business rates, business properties for rent and sale, information on Edinburgh’s economy, environmental health, licensing, planning, and trading standards.


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Business Gateway can also provide a wide range of research and information on market intelligence, news reports, property & land searches, statistics & demographics, company lists, company reports, credit reports, web analytics and much more. This information can be easily accessed from

or by calling 0845 609 6611. City of Edinburgh Council and Business Gateway will continue to work in partnership with the Edinburgh Chamber of Commerce. Together they will run practical seminars and networking events, such as the Road to Investment training programme for businesses seeking investment, and the monthly Growth Club networking evenings. To make an appointment with your local Business Gateway Adviser in Edinburgh, or for more information on support available to your business call 0131 529 6644 or email or drop into the new office located immediately by the main entrance to Waverley Court.

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Tabbard QP

Intend has some remedies to ease your bidding agony ….. “Writing tenders is taking far too much time – it’s killing me!”

Many companies still store all their tender content as complete bids. The more tenders and PQQs you complete, the longer it takes to find relevant text. Create a tender library with Topic folders - Quality, People, etc. Then copy over relevant questions and your responses (especially if previously highly scored) plus diagrams and attachments for each topic. It’ll save you hours!

“We don’t have formal quality certification eg. ISO 9001 – does this mean we can’t bid?” find us on

intend bus dev QP

You can, but you will need to show evidence of how you manage quality control. We advise our clients to: n put together a table listing all the steps in the job you’re bidding for then explain the quality checks you do at each stage to make sure everything is up to standard n note who does the checking n quantify any standards that need to be met (KPIs) n describe what happens next if the standard is not met

This basic content, once completed, can be adapted for many different types of contracts.

More tendering remedies in the next issue! For confidential help with templates and preparing tenders please contact Intend Business Development Ltd

0780 829 4981

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Gettingstarted Name: Ian Pirrie Business name: Edinburgh School of Food and Wine Start up date: 2008 Website: q1: tell us a bit about your business?

q5: What has been your greatest business success to date?

ESFW is one of the top educational cook schools in the UK; students travel from all over the world to study. The business is split into four streams, Education, Leisure, Corporate and Outside Catering. We pride ourselves on our first class service and our high reputation within the industry.

I have two… having succeeded in attracting the greatest number of students in the school’s history and securing the Outside Catering contract for the First Minister.

q2: What gives your business ‘the x-factor’?

Dealing with red tape within the large corporate market – It never ceases to amaze me how over complicated they make doing business.

The ability to work closely with each student, thus understanding their needs and wants, with the ability to place them in employment, which in today’s educational world is money well spent.

q7: in terms of business achievements, where do you want to be within the next 5 years?

q3: What motivated you to set up in business for yourself? The passion for teaching has always been in my blood, my new role allows me the opportunity to fulfil on my dream and combining it with my love for food.

q4: What do you like most about working for yourself?

q6: What has been your lowest moment?

I would dearly like to replicate the ESFW Model overseas; we see a fantastic market for our product which is easily transferable to the overseas market.

q8: What would be your top tip to someone thinking of starting up their own business? Go with your “Gut Feeling” but think it through.

The decision-making process is more simple! However the need to think it through and make a measured decision is important.


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What’s driving your business growth? As more articles are published on the challenging times businesses face, sometimes some of the most simple solutions for improvement, competitive edge and success are overlooked. Let’s get back to basics and ask ourselves what drives our business? Most SME’s today are too busy with the challenging economic environment to stand back and think about implementing new technology into their business, when in fact it is just the time to consider how technology can give your business that vital edge. If you are not, then your competitors may well be. • Can you honestly say you never miss a call either in or out of the office? • Was that missed call a potential new client? • Does your customer service really stand up to scrutiny? • Could you improve your level and frequency of contact with customers?


• Are you confident you have adopted all current technology into your business to optimise efficiencies? • Have you even reviewed what’s out there lately? In this edition we would like to introduce Vodafone One Net:

T: 01324 473630 | OCEAN70.COM

Duty of Care: protecting your employees from workplace stress Research shows that around 1 in 6 employees experience stress, anxiety or depression at any one time. resolve offers a personalised solution by working closely with your employee to identify the cause of their concerns and find practical, proven ways of overcoming them. resolve provides 4 one-to-one sessions, each lasting an hour and typically within a 6-8 week period. A tailored wellbeing package provides coping strategies to enable your employee to manage their issues in the long term. For further information and details of our Breakfast Briefings on Stress in the Workplace please get in touch or visit our website. resolve MWB Business Exchange 9-10 St Andrew Square Edinburgh EH2 2AF Tel: 0131 718 6003

Never miss a business call again – your business landlines and mobiles working in collaboration. Vodafone One Net is the first challenge to the traditional telecoms environment and represents a “converged comms solution”. Cutting the jargon – it is a revolutionary offering that brings your landlines and mobiles together to form a truly integrated solution offering professional business telephony features, a single supplier, a single contract and a single bill. Key benefits include: n Saving up to 20% on your communication costs n Desk phones and mobiles that work together as one n Be local, even when you’re not n Offering flexible, per-user charging with no upfront capital investment. For more information and short demonstration videos visit and view our integrated solutions page. Alternatively call 01506 674019 to arrange a meeting. Follow us on Twitter @OneStreamUK In the next edition we look at Microsoft 365 – cloud computing for your business.

resolve is funded by the Scottish Government’s Enterprise Growth Fund and is part of Health in Mind, registered Charity: SC004128

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49 8/10/12 15:40:59

The Edinburgh office market is a market of contrasts. West Edinburgh (South Gyle) and Leith have a variety of attractive options and indeed in West Edinburgh there is 450,000 sqft available. The city centre market is where there is a lack of supply, reflecting strong demand for this location (90% of last years take up was for city centre) and difficulty in getting new development funded in the current financial climate. Many occupiers have lease breaks/terminations between now and 2017 which will create further pressure on the city centre market. The only new developments are the Council’s Atria development which is already 25% pre-let. Other developments completing in 2013 include Ediston’s 145 Morrison Street providing 26,000 sqft and a scheme on the south side of Charlotte Square for 46,000 sqft, all of which complete in 2013. Edinburgh will need further development to progress as it generally take 15-24 months to build a new office building assuming planning and all statutory consents are in place. The shortage of supply and inherent demand over the next 5 years will drive rental levels upwards and hopefully attract other funders into the market to fund development.

Ernst and Young have reported that growth in jobs in the UK over the next few years will largely be office based. As a consequence, prospects for the office market look bright, subject to more product being available. West Edinburgh in particular with its excellent connections offers the potential as a hub for future inward investment and a cost effective alternative to the city centre. Greatest demand for larger occupiers will be for floorplates within the size range 10,000 - 30,000 sqft which are increasingly required by large companies. A growing national trend is for office occupiers to use floorspace more intensively and as a consequence they are looking for efficient open plan floorplates and effective cooling, which allows occupiers to fit more people into less space. To do this, they are seeking higher specification space which allows them to make better use of their most expensive resource – people. We only see this trend continuing and there are considerable efficiencies in having occupiers on fewer floors and ideally on a single floorplate. The message is that occupiers who need to move, need to make plans early, due to the longer period that will be required in relocating and in some instances, occupiers are already entering into pre-lets.

By Hugh Rutherford, Offices Partner, Montagu Evans, Chartered Surveyors And Property Consultants

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We have seen in recent months a number of major occupiers staying in existing accommodation and taking a short term lease extension. This has issues not least in that many will ultimately need to move and they are only accentuating a problem further, as the number of companies who need to make decisions to relocate peaks in 2014-2016. Also, the office services in these buildings are often nearing or at the end of their useful life and service charges in older buildings are usually significantly higher than for a new build/refurbishment. Expert advice on the market opportunities and property scenarios are needed and occupiers with lease events over the next 3-4 years, would be well advised to take early advice to ensure satisfactory business continuity and performance.

4th Floor, Exchange Tower 19 Canning Street, Edinburgh, EH3 8EG +44 (0) 131 229 3800 +44 (0) 131 229 2588

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The Edinburgh Chamber of Commerce welcomes its latest member companies:

Images offer glimpse of centre’s new space Edinburgh International Conference Centre (EICC) has released simulation images of how its new expansion space, the Lennox Suite, will work. The simulations show the new space set up as 2,000 square metres of exhibition space and as tiered banqueting for 750 award ceremony guests.

Bindery Machinery Services Ltd Bupa Health & Wellbeing

You can find out more

Driven 2 Deliver

CityJet Connoisseur Select Chauffeurs Limited David Marshall Associates Emperor Design Consultants Limited First Scotland East Limited Forth Sector Gallagher Employee Benefits Glen Golf Club GMG Radio Scotland Innovi Business Growth Limited IT Professional Training Limited

Golf tournament packages go on sale a year early

R&A Director of Marketing Robin Bell said: “Our official hospitality programme gives our corporate customers the location they want, on course, close to the action, and they have the additional comfort of knowing that their

Autoenrolment (UK) Limited


EICC’s Head of Sales and Marketing, Louise Andrew, said: “With just nine months to go until we stage our first international association

The early release of the programme, the only ticket and on-course hospitality package approved by The R&A, is in anticipation of high demand.

Allied Irish Bank

event for 2,000 delegates in the expanded EICC, our customers are keen to see what their event will look like and these simulations provide the most accurate representation we can offer”.

These simulated images provide insights into how the Lennox Suite’s moving floor system, the first of its kind in the global events industry, can be transformed in a fraction of the time required in conventional halls.

The Official Hospitality Programme for next year’s golf Open Championship at Muirfield has gone on sale a year in advance.

AGA Shop Edinburgh, The

advance purchase is secured by us and tailored to meet the highest standards of customer service.”

Khukuri, The Maggie’s Cancer Caring Centre Mash Marketing Millers Specialist Floor Covering MLM Solutions Newton Investment Management Limited

The facilities at Muirfield have undergone a £2m investment comprising a new double-deck pavilion, enhanced event TV and leaderboard information, a commitment to sourcing local produce and higher hospitality staff levels.

Nick Callaghan Photography

The Hospitality Programme sales team can be contacted on 0844 371 0883 or emailed at More detailed information is available at

Royal Lyceum Theatre Edinburgh

Tycom Limited

PC Support Services Pro Vision Fire And Safety Limited Professional Equity Solutions S. Maryam Hussain Saltire Hospitality

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51 8/10/12 15:41:06

sPeCiAl FeAture

Customised qualifi cations offer the perfect match Scottish Qualifications Authority (SQA) offers employers the chance to develop customised qualifications matched to their own training needs. To complement their credit rating and endorsement services, SQA can develop awards tailored specifically to what employers need: to help them meet regulatory requirements; to demonstrate workforce competence; or to bridge a gap where a traditional off-the-shelf qualification is not available. Customised Awards are competence based and designed to allow the customer flexibility in the design, content and format of the qualification. Support is provided by SQA staff for the development of the qualification, the creation of the award on SQA systems and the design of the certificates. The assessment material is developed by the customer, while SQA validate the award, provide


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quality assurance and issue commemorative certificates. Sue MacFarlane, Head of Specialist Awards and Services at SQA, said: ‘Our Customised Awards can be used to formalise procedures and boost employee confidence, but they can also be used to demonstrate to clients and customers, particular areas of expertise that a business or employer has, and how those skills differentiate them from their rivals.’ ‘Like our other qualifications, Customised Awards are designed to improve an individuals work-related skills and knowledge, and define the standards of competence required of a business’ employees. We work with our customers to develop qualifications that are a perfect match to their requirements.’

our e-learning course Understanding Drilling Equipment as a customised award has undoubtedly given Aberdeen Drilling Consultants a platform to reach global markets by virtue of the international standing and reputation of SQA. Customised Awards allow organisations the flexibility to design training that fulfils their requirements whilst ensuring it is benchmarked against an internationally recognised standard.’ For more information about SQA’s Customised Awards, visit

Craig Duncan, Operations Co-ordinator for Aberdeen Drilling Consultants was enthusiastic about this service. ‘Developing

8/10/12 15:41:08

PartnersinEnterprise Summer of success at Anderson Strathern Whilst the sun may not have put a shine on life at Anderson Strathern this summer, their tender wins have more than made up for the lack of rays. The summer kicked off with tender success and appointment to provide legal services to the Scottish Prison Service. This was closely followed by re-appointment by the Scottish Children’s Reporter Administration under a two year framework agreement to provide legal services for the Principal Reporter’s Functions This week Anderson Strathern has been successful in a competitive tender process to provide legal services to the various directorates and agencies of the Scottish Government and to the Office of the Advocate General for Scotland under a two year framework agreement.

Feedback identified Anderson Strathern as the chosen provider due to the extensive skills and experience of their lawyers and their established and effective client management programme. In commenting on their most recent success, Robert Carr, Chairman, said; “This is another very significant tender success for the firm. We have a strong team of highly experienced lawyers who are ideally placed to support the variety of requirements under this framework. I am delighted that our expertise and client management were recognised in this success. The contentious and sometimes public nature of reparation and litigation work makes a proper understanding of government requirements, and the unique character of government work, all the more important. This appointment is testimony to our depth of knowledge and appreciation of the inter-relationships of the various agencies and directorates.”

The competitive tender process saw Anderson Strathern competing with other top Scottish law firms in a rationalisation of an existing panel of multiple firms to a single provider.

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Alison Kenny

New challenge as Alison is appointed Edinburgh-based SugarCRM Gold Partner The Sugar Refinery has appointed a new IT & Operations Director. Alison Kenny has taken responsibility for the commercial running of the operation as well as planning for growth. Before her appointment, Alison held a variety of senior positions within the Scottish IT workplace, most recently as Interim CIO for the National Trust for Scotland. Nick Holt, Managing Director of The Sugar Refinery, said: “We are very excited about Alison joining our organisation. She has a wealth of experience of dealing with the operational challenges which occur when a company expands rapidly, which will compliment the skills of our current workforce.“

Kirsty Slee

Kirsty takes important step forward in legal career Kirsty Slee, senior associate within the Property Litigation team at law firm Anderson Strathern, has been admitted as a solicitor advocate. The move brings the number of solicitor advocates at Anderson Strathern to eight. Kirsty regularly appears in the Sheriff Court, Lands Tribunal for Scotland and the Scottish Land Court and provides property advice to Anderson Strathern commercial and private clients in residential, commercial and agricultural disputes. She is also admitted as a solicitor in England and Wales and has been a part-time tutor in Property Law at The University of Edinburgh since 2003. Anderson Strathern Chairman Robert Carr said: “Being an Investor in People Gold employer we are committed to supporting and developing our people for the benefit of our clients. Having two solicitor advocates within the Property Litigation team is a great achievement.” * Anderson Strathern has also announced the appointment of Denise Laverty as an associate specialising in family law within the Private Client team in Glasgow. She joins Anderson Strathern from McArthur Stanton.


Susie Walker and Graham Seager

Banking expert joins accountancy team Accountancy firm Johnston Carmichael has recruited one of the UK’s leading tax experts from the banking world as a Director to its tax team. Susie Walker held the most senior tax positions within Bank of Scotland/HBOS and Lloyds Banking Group and will be based in Edinburgh. Her main responsibility will be on further enhancing the firm’s profile within the Scottish financial services market. Johnston Carmichael Partner and Head of Tax at its Edinburgh office, Graham Seager, said: “Susie has a wealth of commercial experience within major organisations and an exceptional tax knowledge that will be applied across the many sectors our clients operate in.”

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Business Comment 19  
Business Comment 19  

Business Comment 19