Business Comment 46

International and Export

APRIL/MAY2017

Do you Love Later Life?

We do. At Age Scotland we want everyone to Love Later Life and we do all that we can to help achieve this.

We help support local groups and projects, which create places and activities that bring older people together. This, in turn, helps combat loneliness and isolation, and brings joy and a renewed sense of purpose into older people’s lives and support to others who need it most.

Find out more at www.agescotland.org.uk or contact us at fundraising@agescotland.org.uk.

Alisdair Caulfield Funding Development Manager Age Scotland Causewayside House 160 Causewayside Edinburgh EH9 1PR Charity No: SC010100

Later life can bring times when you need someone to listen and Age Scotland’s helpline provides free information, friendship and advice through a confidential Freephone number for older people, their carers and families.

We also provide opportunities for older people to challenge disadvantage and unfairness - ensuring that their ideas for a better Scotland reach the ears of those who need to hear them.

Age Scotland, part of the Age Network, is an independent charity dedicated to improving the later lives of everyone on the ageing journey, within a charitable company limited by guarantee and registered in Scotland. Registration Number: 153343 Charity Number: SC010100 Registered Office: Causewayside House, 160 Causewayside, Edinburgh EH9 1PR.

Introduction / Contents

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Leonardo stands out in competitive market 04 Jobs Roadshows 2017

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Let’s talk about Youth Talent: Jobs Roadshows 2017

Forth Ports attracts international visitors for growing cruise tourism business

Edinburgh-based businesses continue to trade around the world, opening up new markets for their high-quality and innovative products and services, as perfectly illustrated in the magazine by Nairn’s Oatcakes whose gluten-free range continues to drive their export sales.

The Chamber has a vital role to play in assisting businesses looking to trade internationally through our advice and expertise in guiding them through the regulation and processes associated with exporting – and perhaps even more importantly through our international connections and networking. One aspect of that help is explained in the magazine through the article on COBCOE, a notfor-profit membership organisation which represents a network of British Chambers around Europe.

Our Universities are drivers for economic growth, developing talented people for industry and through their research spinning out new ideas and companies. But they also create genuine export business through their

Managing your international ambitions

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Member Benefits

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Making Edinburgh a fairer City

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Romania and Bulgaria event

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Feature: Digital Focus/Cyber Security

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Feature: Talent and Skills

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Tech Corner

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Get Going

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Special Report: International and Export

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Ask The Expert

International and Export Edinburgh enjoys a high international profile - and that is essential to the continued good economic, cultural and social health of Scotland’s Capital.

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The importance of investing in your training 07

Edinburgh’s International Relations

Welcome to the latest issue of Business Comment, and I hope you will enjoy the international flavour of this issue.

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Feature: Charity and CSR Focus

own academic work, and Edinburgh Napier is an excellent example of a university growing on an international scale, creating positive benefits for our economy, and bringing talented young people from around the world to our city. Assistant Principal Naomi Graham heads their international drive.

Edinburgh continues to thrive, in particular in the finance sector, in life sciences, in creative technology industries, and of course in tourism – all sectors which operate in international markets and which demand superb connectivity. This is again something the city enjoys, through our fast-growing international airport and also our busy international docks.

Our international festivals help drive our tourism success, well served by an excellent hospitality sector.

The next few months and years will see us head into waters uncharted in recent times, as the UK Government continues to move towards Brexit and the Scottish Government edges ever-closer to IndyRef2. Uncertainty is rarely a friend to business. However, working with our partners and members Edinburgh Chamber will do all that it can to ensure the Capital’s business voice is heard and understood by our politicians. Our future international success is too important to do otherwise.

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Business Fours tees off in unified spirit

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60 Seconds 37 Be the Best 38 Get With It 40 Europe Direct Edinburgh 41 Chamber Training

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Secret of Success/New Members 43 Inspiring Connections & Events

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Movers & Shakers 46

Join Edinburgh Chamber of Commerce Our membership base is truly multisector, multi-scale and multi- national.

As we develop our geographic reach, we continue to welcome new members who can enjoy exclusive benefits of being part of Scotland’s capital city Chamber of Commerce. We would be delighted to share with you the benefits of joining.

Liz McAreavey

Chief Executive, Edinburgh Chamber of Commerce liz.mcareavey@edinburghchamber.co.uk

Contact our dedicated membership team on 0131 221 2999 or e-mail leads@edinburghchamber.co.uk or join via our website

www.edinburghchamber.co.uk

www.edinburghchamber.co.uk Image of Liz McAreavey: Credit: Tuskite Photography

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CHAMBER NEWS

Leonardo stands out in competitive market Leonardo is one of the UK’s leading engineering and advanced technology companies, with 7,100 employees across the country, 1,800 of which are based at its Crewe Toll site in Edinburgh.

With Queen’s Awards for Enterprise for Innovation (2011) and International Trade (2010), Leonardo offers UK-designed and built aircraft, sensors and integrated systems serving air, land and sea-based customers, as well as those requiring cyber security expertise.

In January 2017, a new single UK entity named Leonardo MW Ltd was formed, bringing together AgustaWestland Ltd, Selex ES Ltd, Finmeccanica UK Ltd, and DRS Technologies UK Ltd, operating under the Leonardo brand. Norman Bone has been appointed as Chairman and Managing Director of the new company.

With international exports representing over 60% of the Edinburgh site’s production, Norman Bone believes it is now the company’s core strength. He said: “Our employees’ technological expertise allow us

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to stand out in highly competitive markets.

We invest in UK research and development in collaboration with Universities, to design and manufacture innovative solutions to meet customers’ needs and help us grow in the global market. We are committed to working

with the Scottish supply chain and SMEs, to bring forward the next wave of technology.”

Export growth is set to continue through Leonardo’s provision of multi-role surveillance radars and countermeasure systems. These include the Osprey radar selected for Norway’s all-weather search and rescue helicopters (NAWSARH), and Directed Infrared Counter Measure (DIRCM) systems offering protection to a wide range of aircraft.

Reports confirm a predicted shortfall of 40,000 engineers per annum in the UK, so the Edinburgh business has over 100 individuals in its graduate and apprenticeship scheme and is investing in the promotion of STEM (Science, Technology, Engineering, Maths) careers, through events like the Scottish Robotic Games. Leonardo’s commitment to the future generation of talent is clear.

CHAMBER NEWS

Let’s talk about Youth Talent: Jobs Roadshows 2017 ‘Jobs Roadshows’ are in their second year of supporting youth talent attraction, akin to graduate jobs fairs, these roadshows have demonstrated year on year success.

Hosted in East Lothian, Midlothian and Edinburgh over 3 days, businesses of all sizes from a variety of sectors showcased over 600 open vacancies including full and part time roles, Modern Apprenticeships and paid school leaver internships with a view to recruiting talented young people.

Attracting over 1500 young people, the feedback has been fantastic and the team are already planning for 2018.

‘The feedback from the Careers Team attending the roadshows was phenomenal. I haven’t heard staff enjoy a careers fair so much before, and we got a superb list of genuinely interested students’. EY Careers Team.

SuccessfortheKnightsResidenceand18yearoldRohanMcDowell Smartly dressed, confident and hard working, Rohan McDowell is the consummate professional.

Yet just nine months ago, he was an S6 pupil at Lasswade High School whose main work experience was a placement as a lifeguard two years earlier.

His transformation is testament to his modern apprenticeship with Mansley Group Holdings, which specialises in the serviced apartment sector, including the Knight Residence in Edinburgh.

Rohan, 18, who lives in Bonnyrigg, says: “At school I was really shy and when I first came here, the bit I found the most difficult was talking to guests. Now though, that’s what I like best. I get to speak to guests every day and I really enjoy finding out where they are from.”

It’s not just his confidence that has grown. Having recently completed his portfolio to secure an SVQ 3 in Business Administration, his CV now boasts a variety of skills from IT to customer service and problem solving.

Operations Manager Kevin Drummond agrees. He says Rohan, who got the job eventually after coming along to the DYW Jobs Roadshow, is a welcome addition to his 13-strong Edinburgh team.

If Kevin now has what he considers to be the equivalent of a front of house duty manager in Rohan, Rohan too is also benefitting.

Not only does he have a monthly salary but he’s gaining valuable experience.

For more information on how businesses can support young school leavers and how school leavers can go onto a positive destination such as a job or further education visit www.edinburghchamber. co.uk/dyw Follow us on Twitter @DYWEdinMidEast

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Intelligencia Training secures key role in campaign against fraud Security specialists Intelligencia Training have been selected to play a key role in the UK’s battle against fraud.

The company, which specialises in data analysis and online security, has been chosen to develop intelligence personnel working with Financial Fraud Action UK (FFA UK).

Financial Fraud Action UK is responsible for leading the collective fight against financial fraud on behalf of the UK payments industry.

Members include banks, credit, debit and charge card issuers and card payment acquirers in the UK. Its aims include providing a cohesive industry voice on financial fraud and leading collaborative industry-wide activity to prevent and control the crime.

FFA UK are using Intelligencia to develop a number of their specialist intelligence personnel to further develop their specialist skills and techniques.

Catriona Still, Fraud External Stakeholder Manager at FFA UK, said: “We are happy to

be working in conjunction with Intelligencia Training using the Level 4 Diploma in Intelligence Operations as a method to develop further the intelligence and analytical skills of key personnel.

“With financial fraud and cyber-crime becoming the fastest growing crime in the UK we welcome the opportunity to raise our own internal skill set and knowledge using the most current techniques in intelligence analysis. The ability to share intelligence with our strategic partners will play a vital role in the reduction of financial crime.”

Nick Atkinson, Intelligencia’s Commercial Director, said: “The opportunity to work alongside FFA UK was an excellent opportunity for us to demonstrate how more effective use of intelligence analysis skills can add considerable value within the finance and insurance sectors.

“The cutting edge programmes and nationally recognised qualifications have been widely utilised with British Military Intelligence and have recently been adopted within a growing number of non-military sectors including banking, insurance, custodial & judicial as well as within the public sector.

“These sectors all rely heavily upon gathering, interpreting and effective use of intelligence and data to make effective business decisions.

By working together we hope to be in a position to help FFA UK and their strategic partners to help reduce financial crime.”

You can find out more about Intelligencia’s programmes at http://www.intelligenciatraining.com/

Scott House, Mid New Cultins West One Business Park Edinburgh, EH11 4DH T: 0131 458 4255 F: 0131 458 4254 E: edinburgh@srm.com

Quartermile Development

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Find out more at www.srm.com

CHAMBER NEWS

John Peebles, CEO of Administrate

The importance of investing in your training infrastructure The best business leaders consistently advocate for increased investment in learning and development. In response to this, most organisations spend huge sums of money (more than 1,200 GBP per employee per year) on education and training, but they usually struggle to measure the return on that investment.

Edinburgh technology company Administrate is on a mission to solve this problem by providing technology infrastructure that helps organisations define, deliver, and track education across the enterprise. Over the last few years, the firm has collaborated with organisations such as PwC, University of York, and recently added Chamber member Changing Mindz to their growing customer list.

John Peebles, CEO of Administrate said, “One of the best investments any organisation can make is in their staff. But sometimes there’s a reluctance to contribute financial resources

when it’s tough to track that investment – that’s where Administrate comes in.”

Headquartered within CodeBase, the UK’s largest technology incubator, Administrate continue to grow rapidly. Coupled with their recent Middle East expansion, the company is heavily investing in its product offering in response to feedback from customers that will add much needed infrastructure to professional development.

Mr Peebles said, “There’s a sad meeting that happens in most organisations every month – executives gather round the table and the

CEO asks how things are going, and the head of marketing can quickly answer based on the reports they have from their marketing systems. Same goes for sales, finance, customer service, and more. Until they get to HR or the team responsible for training – this team has no system to support them and so they’re using spreadsheets, often out of date. We help our customers transform this uncomfortable meeting into a great one by giving them the information they need.”

Visit www.getadministrate.com to learn more about Administrate.

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CHAMBER NEWS

Going global: Managing your international ambitions

By Colin Walls, Head of Global Transaction Banking at Bank of Scotland

Maximising opportunity and mitigating risk Businesses tell us that they still feel positive about their export prospects, thanks in part to the favourable exchange rate making their goods and services more competitive overseas. Last year, Scottish food and drink exports grew by 10.5 per cent to a record figure of £20bn – the 16th consecutive year of growth.

But exporting presents new challenges and risks and businesses looking to expand their overseas trade or export for the first time should have up to date information on the new markets they’ve identified for growth before they take any action.

This is especially true if a firm is looking to export to emerging markets, which offer lucrative opportunities for businesses of every size, but often carry a new set of challenges – such as a lack of language skills to support their business in new markets.

A comprehensive examination will not only look at the prospective region’s potential demand for a firm’s product or service, but also the wider macroeconomic environment and cultural landscape the sector operates within. Approach is key, and observing and adhering to local sensitivities can make all the difference.

It’s also important for exporters to understand the legal and technical requirements they are expected to meet.

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So it is heartening to see firms determined to get on with doing what they do best – taking growth opportunities when they arise while keeping an eye on external risks.

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There is no doubt that questions still exist over the shape of Scotland’s future trade relationships with Europe and elsewhere, but with the picture expected to remain unclear for some time, ‘wait-and-see’ is simply not an option for many businesses.

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With underlying conditions such as they are, looking beyond traditional domestic opportunities is crucial.

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With the triggering of article 50 imminent and the Scottish Government setting out its stall on a second independence referendum, the political and economic uncertainty we’ve seen grip Scotland recently shows no sign of abating.

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Your gateway to international trade:

SALES

bankofscotland.co.uk/itp

Trade tariffs, quotas and import duties differ greatly depending on what part of the world you are in. A great example is China. It has what is officially termed ‘a socialist legal system with Chinese characteristics’, based on both statutory law and custom. Having the correct insight to navigate an unfamiliar system such as this is imperative.

Bank of Scotland recently launched an online International Trade Portal, designed specifically to help Scottish businesses identify and prioritise the best overseas opportunities for their products or services and the potential pitfalls they might face.

The free interactive online tool allows businesses to: n search for suppliers and buyers to work with as trading partners n view information on trading requirements and conditions for specific markets n look for real-time public or private tender opportunities around the globe n access market reports, trade shows and events for their chosen sectors and countries n view sanction checks on potential trade partners n use an import and export calculator to optimise shipping costs n view live foreign exchange rates.

Support to grow Alongside the practical challenges, exporting also carries financial risks, for example waiting longer to get paid, which can increase pressure on working capital.

Partnering with a bank with global trade expertise means firms can access a range of specialist funding options and working capital tools that can boost their chances of success.

There is a huge range of financial solutions available to help support exporters, such as invoice finance, export finance and trade finance. The right mix of these solutions protects working capital and makes taking the step to enter a new market a more secure experience.

Exporting for the first time can be daunting, but the rewards it can generate are substantial.

The future success of the Scottish economy depends on SMEs looking to overseas markets for growth, but they don’t have to go it alone.

The Portal is free to existing Bank of Scotland business clients, and non-clients can have free 30 day access. To register for access to Bank of Scotland’s International Trade Portal visit bankofscotland.co.uk/itp

MEMBER BENEFITS

International member benefits A new International Programme of events is now available for all members. From our research we know that many members are already exporting but that there is an interest in gaining more information on international growing markets, we have put together a selection of different international events for members to attend.

The Chamber also has an International Documentation Services Division available for members that are exporting and a Europe Direct Information Centre based at the Chamber’s offices.

1. International Programme of Events Taster events on new international markets for members For businesses which are either new to exporting or that are already exporting, we have developed a series of new market Taster events focusing on a particular market in collaboration with International organisations and Consulates.

How to enter a foreign Market?

Generic sessions on the essential steps to take when considering entering a new foreign market.

Overseas Trade Missions to new markets for members Coordinated overseas visits organised for a group of members to meet potential buyers or agents for the purpose of exploring international business opportunities.

Inward Trade Missions visiting Edinburgh International delegations to visit Edinburgh and meet members which will lead to significant new business opportunities For more information on the above International events please contact: Alexia Haramis alexia.haramis@edinburghchamber.co.uk.

Tel. 0131 221 2999 (option 1)

Document Processing: We offer the facility where documents may be processed electronically.

Chamber members are also offered significant discounts on many of the documents detailed above.

For further information on the International Documentation process please contact our International Trade Division on 01506 497667 or e-mail either Yvonne.Alexander@ Edinburghchamber.co.uk or Annette.

Kinghorn@Edinburghchamber.co.uk

3. Europe Direct Europe Direct Edinburgh informs you about your rights and to find practical tips to help you move and work around the EU. We are part of a network of 16 centres in the UK, 500 across Europe which act as an interface between the EU and its citizens at local level. The information centre is located within the Edinburgh Chamber of Commerce office at 40 George Street.

We display and hold materials on a variety of topics on the European Union, which explains what the European Union does, and why it is relevant to the people of Edinburgh and the UK. For further information visit our office or visit www.edinburghchamber.co.uk/ europedirect e-mail europedirect@edinburghchamber.co.uk call 0131 221 221 2999 option 5 or check out @EuropeDirectEDI on twitter or www.facebook.com/Europe-Direct-Information-CentreEdinburgh-632037513489361/ on facebook

E f f i c i E n t. . . fA s t. . . r E l i A b l E . . . s A f E

2. International Documentation Services for Exporters The provision of correct, accurate and timely export documentation is a critical element in a successful international trade transaction.

The International Division of the Chamber offers a full Certification service and is authorised to issue a range of documents such as: Non Preferential Origin Trade Documents: Non Preferential Origin Trade Documents are required where the customer or the importing authorities require independent confirmation as to the origin of the goods being imported.

Preferential Trade Documents: Preferential Trade Documents are EC Customs documents which support claims for Preferential Rates of Import Duty payable on qualifying goods covered by Trade Agreements between the EC and the Destination country.

Legalisation: Legalisation is the process, whereby the UK based embassy of a country, will on request validate documents in support of trade with that country. Where necessary, this can be arranged by the Edinburgh Chamber of Commerce International Division.

ATA Carnets: ATA Carnets allow goods to be imported into overseas countries on a temporary basis for exhibitions, trade fairs etc , with minimum of Customs intervention. Edinburgh Chamber of Commerce is one of only two Chambers in Scotland which is authorised to process ATA Carnets

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CHAMBER NEWS

Making Edinburgh a fairer City

By Vivienne Robinson, City of Edinburgh Council “A great city is one which commits to sharing success and improving the well-being and life experience of all its citizens”. This fair city approach is one of the four emerging goals highlighted in the early findings of the Edinburgh City Vision 2050. Individuals and businesses consulted would like Edinburgh to be a city without barriers to achievement and where a good quality of life is enjoyed by all.

International evidence suggests that, in order to achieve real equality, we need to develop an economy that provides good quality jobs, a living wage, flexibility in the workplace, and ongoing skills development, all of which will also stop our workforce being left behind in the digital age.

Over 45 business delegates at the inaugural Edinburgh Partnership - Inspiring People, Enabling Growth Conference on 31st of January came along to hear from our speakers - GlobalScot and Scottish Equity

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Partners co-founder Calum Paterson, City of Edinburgh Council (CEC) Leader Andrew Burns, and CEC Chief Executive Andrew Kerr – about the link between good workplace people practices and business growth.

Local businesses that have successfully implemented, and reaped the benefits of, “inclusive” practices also led workshop sessions offering practical and honest advice on the living wage, flexible working, and developing your people.

Kat Brogan, Managing Director at Mercat Tours provided a valuable insight on the Living Wage and offered up advice to anyone heading off on this journey. It is to be authentic in your relationship with employees. Ensuring successful implementation of the Living Wage will have greater impact if aligned with staff development and form part of a wider communication with your staff team to help grow a sustainable business.

Doing the “right thing” and investing in people creates an attractive employment opportunity and better customer experience.

Kat reflected on running a tourism business and described it “as the looking-after industry” where visitors are given a warm welcome.

Adopting this philosophy for your business has clear results – ‘looked after’ staff will be inspired to stay, develop and support your business growth.

A great city is one which commits to sharing success and improving the well-being and life experience of all its citizens. Let’s make the changes to help make Edinburgh a city without barriers to achievement and narrow the income gap to offer all a good quality of life. For further information visit https://www.edinburghchamber.co.uk/ responsible-business

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AM Bid Services pride ourselves in equipping organisations with the confidence and assistance to gain an increasing share of public and private spend through bidding. With more than 20 years of collective bidding experience, nearly £2 billion in contract wins, and 80%+ of bids ranking 1st or 2nd on Quality, we offer expert insights and solutions to key areas bidders often struggle with.

How Can You Make Your Bids Stand Out? Client Hot Buttons • What is important to the Client and their Service Users?

• Efficiencies; Customer Service; Managing Risk; Innovation; Added Value; Corporate Social Responsibility Win Themes • Linked to Client Hot Buttons • Like chorus of a song, should come through repeatedly in the bid

Who Is Marking Your Bid? • Usually a panel of 3-8 people; sometimes more • What are their priorities?

• It’s not just Subject Matter Experts … so watch jargon • Procurement likely to be in the driving seat • Also, think about Strategy, Finance, Health & Safety, Legal, HR • Some panels can include service users e.g. housing tenants

How To Pose Strategic Clarification Questions (CQs)

Bid Feedback

• Aim to get CQs in as early as possible, well in advance of the deadline

• If possible, also obtain verbal and face-to-face feedback

• CQs can be an effective way of levelling the playing field, particularly for commercial and pricing elements • Keep a respectful tone and show that you understand why the client may have put things in a certain way • If you are in doubt about something, ask a CQ

• Ensure you get written feedback on all bids

• Evaluate feedback carefully and consider actions for the business, and future bids • Store all feedback in the bid library • Get feedback on winning bids, as well as losing ones • Don’t oversimplify – a winning bid was not all good; neither was a losing bid all bad

• Better, Faster, Cheaper – can you do all 3?

Key Differentiators • What is different about your services?

• Do you have USPs? • Customer Value Proposition – turn features into benefits

Contact us today for a FREE, confidential consultation.

Contact: David Gray, Bid Development Director E: david@ambidservices.co.uk T: 07921 624 099

@AMBidServices

www.ambidservices.co.uk

AM Bid Services

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CHAMBER NEWS

International Business Opportunities with Romania and Bulgaria event

Dr Alasdair Allan MSP, Scottish Minister for International Development and Europe with Graham Blythe, Head of Office, European Commission Office in Scotland and Ms Tanya Koicheva, Minister Plenipotentiary of the Bulgarian Embassy

10 years ago Bulgaria and Romania joined the EU. Events across Europe were held to mark the occasion. On the 23rd of February the Europe Direct Information Centre in Edinburgh in partnership with the European Commission Office in Scotland and the Scottish Government, Bulgarian and Romanian Embassies in the UK held the only UK event to celebrate this 10th anniversary of the EU membership of Bulgaria and Romania.

This event attracted over 45 attendees and highlighted the international business and trade opportunities that Scotland, Bulgaria and Romania can develop together.

Dr Alasdair Allan MSP, Scottish Minister for International Development and Europe, opened the proceedings and explained how positive the impact of membership has had on the economies of these two countries. He

also stressed that although Brexit is looming over Britain, and uncertainty will affect citizens and businesses, Scotland has a large community of Romanians and Bulgarians, who are welcome in Scotland. The Bulgarian and Romanian communities make a valuable contribution to Scotland’s diverse and multicultural society, Scottish culture and the overall Scottish economy. The Minister expressed his hope that each country will continue to work closely together to build business opportunities and develop strong connections.

H.E. Dan Mihalache, Ambassador of Romania, talked passionately about how membership of the EU has helped to put the country on the right path. Romania now has an excellent investment environment with the 16% flatrate income tax and a stable currency.

For further information please contact: Bulgaria Ms Tanya Koicheva t.koicheva@bulgarianembassy.org.uk Romania Embassy of Romania Economic and Trade Section Mr Manuel Donescu londra.economic@mae .ro

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Dr Alasdair Allan MSP, Scottish Minister for International Development and Europe with Graham Blythe, Head of Office, European Commission Office in Scotland and H.E. Dan Mihalache, Ambassador of Romania

Ms Tanya Koicheva, Minister Plenipotentiary of the Bulgarian Embassy highlighted the business and investment opportunities in Bulgaria. This includes low production costs, 10% corporate income tax and a multilingual and well-educated labour force.

We were also joined by Blue Air, a company that grasped the business potential in Romania and Bulgaria. This airline is a 100% Romanian capital based airline offering direct flights between the three countries, and 90 direct routes in Europe. This includes a direct flight from Glasgow International to Bucharest. The Romania Development Group explained the support they can provide Scottish and British businesses getting established in Romania.

Pictures Credit: Tuskite Photography

The Romanian Consular Office in Edinburgh Dr Mihai Delcea edinburgh@mae.ro Europe Direct Information Centre Edinburgh Mayan Grace 40 George Street, Edinburgh, EH2 2LE europedirect@edinburghchamber.co.uk European Commission Representation in Edinburgh veronica.mihai@ec.europa.eu 9 Alva Street, Edinburgh, EH2 4PH

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ADVERTORIAL

FEATURE: DIGITAL FOCUS/CYBER SECURITY

If it sounds too good to be true then it probably is!

Ever-changing technology means that fraudsters are always finding new ways to exploit your business but, according to Kevin Havelock, Regional Director, Edinburgh & East of Scotland for Royal Bank of Scotland, a few commonsense measures can offer protection.

Here, he explains how you can keep your business safe.

it away and recovery becomes almost impossible.

How do I recognise someone trying to commit fraud?

So how do I prevent my business from falling victim to fraud?

Typically, scams fall into two categories. The first are fairly common but, because they’re a low value of less than £50, people don’t always report them. The most common is when goods or services, typically bought through eBay or Gumtree, do not arrive or are not as advertised.

Be suspicious. Never disclose security details such as your PIN number or password. Don’t assume an email request or phone caller is genuine – people are not always who they say they are. If you keep your wits about you, you can protect your business. For example, if a supplier writes, emails or faxes to change bank account details then give them a call to check the details using a phone number you already hold on file.

Sadly, a lot of scams are for much larger sums of money – these fall into the second category. This is when the fraudster builds up a relationship with the victim in order to gain access to a large amount of money. The fraudster often impersonates a member of the police or even a bank worker. Often, they pretend your money is at risk if you don’t act immediately. As soon as you transfer the money into their account, they transfer

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But what if it sounds like a good deal?

If something sounds too good to be true, then it probably is. Some scams often start by persuading you to part with a small amount of money in order to receive a huge sum in return or by persuading you to reveal personal details. By remaining suspicious you can avoid falling into the trap.

What if they pressure me?

You should always retain control of the situation. Don’t be rushed – a supplier or genuine organisation will not mind giving you time to think. Listen to your instincts.

Should I raise my concerns with the person contacting me?

Yes, don’t be embarrassed to question what you’re being asked to do. You should not feel forced into doing anything.

How does the bank help combat fraud?

We try our hardest to prevent our customers falling victim to scams. Sometimes when you’re making a transaction in the branch you may be asked a couple of extra questions to make sure we’re comfortable with the transaction.

Little actions like this have helped prevent some of our customers transferring large sums to scammers. And we’ll never phone you up and ask you to move money to a safe account or to ask for full password and pin details.

FEATURE: DIGITAL FOCUS/CYBER SECURITY

Scotland’s first fintech accelerator is launched A new specialist fintech hub, backed by the UK and Scottish governments will open its doors to entrepreneurs in May. The hub will be the first of its kind in Scotland and will operate from Entrepreneurial Spark at Royal Bank of Scotland’s base in Edinburgh.

What do I do if my business does fall victim to fraud?

You are not alone. If you think your account is at risk then tell us. We’ll freeze your account so no funds can be transferred away and we’ll make the account safe for you. We will also work with the police, trading standards and other bodies to help you. Quick action is key to minimising the damage caused by fraud.

What information do you need to help me?

Your first step must be to determine the scale of the problem. Which area of your business has been compromised and by how much? Do you know when the fraud occurred? Be discreet at this stage, so you don’t alert a possible suspect to your investigations. Note down the names of those people who might be involved, including dates and times.

What if I suspect an employee?

Who else can help?

You should report the fraud to Action Fraud, the UK’s fraud and cybercrime reporting centre, as well as seeking legal advice.

Consider what obligations you have to report fraud to the regulator, insurer, external auditors, shareholders and the market.

What if word leaks out?

Make sure you have adequate resources to handle customer enquiries, as failing to deal with these effectively could damage your reputation even further. Prepare a press release to reassure your customers if needs be.

To learn more about protecting your business, talk to your Relationship Manager at the bank or visit: www.rbs.co.uk/corporate/ ms/sc/online-security.ashx The joint bank initiative Take Five offers straightforward and impartial advice to help businesses protect themselves against fraud. www.takefive-stopfraud.org.uk

If you suspect that a member of staff is involved, work with your HR people to ensure the correct procedures are followed.

If you don’t have a policy to investigate allegations of fraud, Acas publishes a guide on disciplinary and grievance procedures.

It will launch one year on from the opening of Entrepreneurial Spark’s dedicated space at Gogarburn and is set to become a centre of excellence for the burgeoning fintech sector, estimated to be worth up to £6bn to the UK economy. It will bring together industry leaders and networks and marry them with Entrepreneurial Spark’s tried and tested approach to build, grow and scale businesses.

This will be a key milestone in Scotland’s journey towards its ambition of being a world leader in fintech and innovation. Fintech entrepreneurs will benefit from Entrepreneurial Spark’s hugely successful enablement programme as well as Royal Bank of Scotland’s tech expertise and networks.

Entrepreneurial Spark partners KPMG and Dell EMC will also provide added jet fuel to the potent mix.

The fintech businesses will be housed in Royal Bank of Scotland HQ in Gogarburn with access to the networks and expertise of the Bank’s staff and technology partners

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ADVERTORIAL

FEATURE: DIGITAL FOCUS/CYBER SECURITY

Have you heard of ScotLIS? Scotland’s Land and Information System is coming and it’s time to find out what it can do for you.

Have you heard of ScotLIS? We here at Registers of Scotland (RoS) ask this as part of our User Research when speaking to customers. Their responses range from: “Yes, about 20 years ago...” And: “Is that still going?”

To: “I saw a demonstration last year.”

Scotland’s Land and Information System, to give the service its full title, has been a concept proposed and discussed for some years. The idea is sound, showing a range of complementary data layers on a map of Scotland. The execution, however, has never been simple. Following a commitment to ScotLIS by Deputy First Minister John Swinney, RoS made a great start to research and development in 2016.

We are developing the online ScotLIS service, starting by displaying RoS data, but with the flexibility to add other “layers” to give context and share data from other sources. We are designing and developing a service that can be used by the public, as well as professional customers, making some RoS data freely available for the first time.

The new service makes RoS ownership information more accessible – an important

new feature is map-based searching. We make sure we speak regularly to customers about our existing service as well as showing it to potential new users.

Karen Alexander, the senior responsible owner for ScotLIS at RoS, said: “We have thought ahead and recognised that these days most people access the internet from their phones and tablets more than desktop computers. As with all government digital services, we are making sure it’s intuitive, usable and accessible to the widest audience possible.

“The development team is using an ‘agile’ method to create the software: they work iteratively, getting feedback and responding to it throughout the process – not keeping it a secret until the end. This means that when ScotLIS is launched in the autumn, many people will have already seen and used it.

Professor Stewart Brymer OBE, WS, Brymer Legal Ltd, commented: “I am very pleased to see the concept of an easily accessible online portal to all important information relative to land and property being developed by Registers of Scotland.

“This is the ideal complement to the Land Register. I would encourage active engagement with Registers in the development of the concept and look forward to seeing the first iteration later this year.”

To read more about ScotLIS, please visit www.ros.gov.uk/about-us/scotlis

“On that note, if you are tempted to get involved (without taking up too much of your time) you can register for our User Experience Panel at www.ros.gov.uk/contact-us/userexperience-panel-sign-up.”

“We have thought ahead and recognised that these days most people access the internet from their phones and tablets more than desktop computers. As with all government digital services, we are making sure it’s intuitive, usable and accessible to the widest audience possible.”

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ADVERTORIAL

FOCUS ON: DATABASE MARKETING SOLUTIONS

Data driven marketing. Five things you should know about your customers Analysing customer data may not be at the top of every business owner’s to-do list. It is a specialist skill to find those nuggets of insight which will transform an ordinary marketing campaign into an extraordinary success. Summercall have worked with many organisations over the years, helping them discover customer behaviours that are key to targeting the right people with the right message at the right time. So where do you start? There are five key things you need to understand about your customers to make your marketing more effective.

Find the groups of customers that behave in similar ways You probably already have a database of your customers that you use for marketing. But if you’re sending everyone the same message, you’re probably wasting valuable marketing budget and worse still, turning customers against you by sending them irrelevant communications. Consider segmentation to improve your understanding of the customer base. This can be by value, by frequency of purchase or by recency of last purchase. Or, depending on your business, it may make sense to split your customers by whether they are individuals, couples or families.

However you do it, the aim is to define groups of customers with similar behaviours so that they can be communicated with and treated in a way that is most relevant and appropriate to them.

Understand where your customers are from A lot of the work we do involves building heat

maps which clearly show the geographical footprint of a catchment area. They are very visual and easy to understand. And don’t just do one map. Does the catchment area differ by type of customer? Or by time of year?

The insight from the maps can be used to influence your targeting.

Who are purchasing multiple times and who are the ‘one-off-wonders’?

You don’t need an expensive loyalty programme to determine and reward repeat customers. Analysing your base will give you that information. As well as providing a very useful benchmark of repeat purchases – and the average is probably a lot lower than you think – this will define groups of customers that you may want to treat differently. There will almost certainly be a group who are so valuable to you that you should be retaining them at all cost. Similarly, there will also be a group where you are investing heavily in trying to get them to re-purchase but they are very unlikely to do so. Wouldn’t it be good if you could understand who they are so you can immediately cut back on their marketing spend?

Pay attention to the source of purchase Your marketing focus may be on improving the digital experience with an integrated e-commerce engine on your website, mobile apps and social media interfaces.

However, in many cases, your customers may still prefer to speak to someone. Older customers may want the reassurance of a voice and appreciate the personal touch rather than an impersonal web experience.

Do you know what your customers prefer and, more importantly, are you giving them the opportunity to buy in the way they are most comfortable with? Ignore this at your peril as a poor buying experience is likely to turn someone off and push them towards a competitor. People want things to be easy and first impressions are very important.

Finally, don’t waste time and effort trying to create a demand when there isn’t one A useful exercise can be to take a historical look at purchase patterns and volumes and then try to understand the underlying cause.

Going back, say, three years and looking at peak buying times will help you understand what you should be doing in the future. This will be even more powerful at customer segment level. In addition, it’s crucial to be aware of customer contact-to-purchase lead times and ensure your marketing is aligned.

Send your communications too early or too late and you will probably have wasted a lot of money.

Of course, these are just the basics and there are many other things that you should be analysing to help inform better and more successful marketing. But understand those five and you’ll have made a great start – and probably be well ahead of your competitors.

You can find out how Summercall can help you understand your customers better at www.summercall.co.uk or email grant@summercall.co.uk

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FEATURE: DIGITAL FOCUS/CYBER SECURITY

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FEATURE: DIGITAL FOCUS/CYBER SECURITY

Feeling lost with Data Protection Reform?

Don’t worry, it’s not just you This time next year, most UK and EU businesses will have implemented or be in the process of implementing new processes and tools to help them meet the new General Data Protection Regulation (GDPR) that will come into force in Spring 2018.

There are a number of great ideas behind this reform, seeking to protect the data and data rights of individual people.

Many of the elements that make up these new rules require software providers to create new tools and parameters in their product. We (along with most other SaaS providers) started spec’ing the bits of development we would need to do towards the tail end of last year to make sure we’d have them completed in time.

This work will mean you’ll have the tools you need to implement these new regulations, but there are many unanswered questions around how they will work in practice.

Let me give you an example: HMRC says that as a company you need to keep your accounting records for 6 years. GDPR states that you can only keep financial records of former clients for “a reasonable amount of time.” Will these two time frames marry up nicely? No one seems to know.

Another example is the new rules around removing certain pieces of data after a given period of time, let’s use the National Insurance number of your former employees. After they leave your company, you’ll need to hang on to it in your records for a while, but then remove it after that “reasonable amount of time.” Easy enough to remove from your system, but what about from your archived and backed up data?

You don’t want to get rid of your archives in case you need them, but will it still be considered reasonable to have this information in your system’s back-ups after another 12-18 months?

You can see how the questions can start to mount up, can’t you?

Now I’m not saying for one second that I think the GDPR is a bad idea. I think seeking to provide people with greater protection for their data is something we should have done years ago.

But. But, but, but.

How can you practically implement these reforms?

Sadly, it’s a question that just hasn’t been properly answered yet.

It’s not to say there isn’t time, legal experts have a good year or more to start getting the guidance sorted for how these reforms are going to work in practice and what companies need to do to meet them.

And we are starting to see information trickling out.

The Information Commissioner’s Office (ICO) are regularly adding new guidance and advice to their website in order to help businesses prepare for the reforms. If you aren’t sure about how these changes will affect your business, I would always suggest you head over to https://ico.org.uk/fororganisations/ where you can find their most up-to-date advice about GDPR under the “Data protection reform” section.

I would also suggest that you get in touch with your service providers to find out what they are doing to prepare for these reforms and when you should expect to start seeing these new tools coming into your system.

give our customers a good few months to get to grips with them and get them configured in time to meet that Spring 2018 deadline.

But this uncertainty around how the regulation will work, what tools will be needed, and how businesses need to implement them really isn’t helping.

It is my sincere hope that, by March this year, businesses and service providers have clear and most important, official guidelines that they can use to make sure they are doing everything they can to protect our data. But I suspect that we won’t see this kind of clarity for another several years, once the lawsuits and court cases have been resolved, leaving all of us with even more uncertainty than we had before.

To talk to a member of the OpenCRM team about how CRM software can benefit your brand, just call 01748 473000 or visit the website: www.opencrm.co.uk

Graham Anderson, is the CEO and founder of OpenCRM, one of the UK’s leading customer relationship management systems

We’re expecting to provide the necessary system updates towards the tail end of this year/early next year, for example. We want to

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FEATURE: TALENT AND SKILLS

ADVERTORIAL

Learning from the very best with the Institute for Management Studies One of the keys to succeeding in business is recognising how to access high quality learning and development interventions that help drive the individual, team and business forward.

Which is why joining The Institute for Management Studies (IMS) makes such good sense. For a modest annual fee, organisations and companies can enjoy seminars and outstanding online learning resources held in Scotland and 24 other regions across the US and Europe. These sessions are led by truly world-class international experts in their respective fields at a fraction of the cost open public courses or private in-house events could realise.

Graeme Wilkinson, who before becoming the Chairman of IMS in Scotland worked in financial services as a Learning and Development professional, has organised a stellar line-up of speakers for 2017, each one of which is an exceptional educator and published author in their given specialism.

The Institute for Management Studies has been operating successfully since being formed in the United States in 1974. Graeme is therefore building on IMS’ track record of an internationally-recognised and respected organisation which has for more than forty years provided its members with the most innovative, cost-effective and unequalled management development series available.

Its growth is such that today there are 450

IMS corporate member organisations across North America and Europe, including many of the world’s largest businesses. About 20,000 leaders and managers attend monthly oneday IMS Leadership Masterclasses each year.

In Scotland, the Masterclasses are staged at the elegant Royal Scots Club, Edinburgh for participants from 17 IMS Corporate Members, including Abellio ScotRail, Baillie Gifford, City of Edinburgh Counci, Fife Council, Forth Ports, Glasgow City Council, Royal Bank of Scotland, Scottish Enterprise, Scottish Prison Service, Scottish Water, Skills Development Scotland, Scottish and Southern Energy (SSE), Standard

Transforming Difficult Conversations and Discovering Common Ground: Appreciative Intelligence® Tojo Thatchenkery | 6th April 2017 Fortune Magazine estimates that 70% of all strategies fail. Failure often occurs because of ineffective planning methods for turning strategies into executable projects. This session offers a breakthrough planning approach for clearly aligning projects with strategic intent to boost your odds of project success. You will learn a common language and a step-by-step process for designing successful projects, programs, and change initiatives.

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Life, Tesco Bank, The Scottish Government, , Webhelp UK and Wood Mackenzie.

One of the biggest benefits for the members is that they are given the opportunity to gain access to speakers whose excellence is such that they can usually command large fees, but who can be enjoyed at a fraction of the cost through IMS membership.

For more information please visit www.ims-online.com/scotland or contact Graeme Wilkinson at Scotland@ims-online.com on 07796 938102

The SUMO Principles of Leadership Paul McGee | 10th May 2017 In this highly interactive and practical workshop, Paul will explore his main SUMO (Shut Up, Move On) principles and how they impact our ability to inspire others. His principles relate to any leader whose organization would benefit from taking a fresh look at the following five key areas; Change, Relationships, Attitude, Motivation and Stress. Building on his background in behavioral and social psychology, Paul will challenge us to reflect upon our behavior and that of others and identify what hinders our effectiveness.

ADVERTORIAL

FEATURE: TALENT AND SKILLS

Giving back is good business At a time when the business world is full of uncertainty - Brexit, Trump, currency devaluations, rates increases, independence referendums and a host of other issues – you might think this is not the time to be giving staff paid leave to volunteer in their local community. However, that’s exactly what Kinross-based Ogilvie Ross have been advocating for the past five years.

Since 2012, all partners and staff can have two-days paid leave each month to volunteer for local community groups in whatever role they wish.

The partners took the decision to allocate 10% of corporate fee income to an internal fund known as ‘Giving Back’. This provides the financial capability to directly fund community projects or pay for staff time.

The projects that partners and staff have supported include building a new sports pavilion for a local cricket club, decorating the offices for a mental health charity, in-class sports coaching to local primary schools, providing support to an outdoor riding centre, delivering and installing furniture to The Kilbride Hospice and driving the minibus to take disabled cricketers to a tournament at Old Trafford in Manchester.

Managing partner John Ross said “Our people spend a considerable amount of time in client boardrooms advising on high-level strategy and business planning. Giving them the opportunity to break out of that environment to do something completely different that takes their mind off work and focuses on something they really value has had a significant impact on how well they perform, both professionally and personally.”

Time off to volunteer is not the only unusual aspect of the Ogilvie Ross management ethos.

John explained: “We really prefer partners and staff only work four days per week. Anyone who does work more than that in a single week is encouraged to cut back in the following week.

We find that having this flexibility gets more done and stops people trying to “look busy”. The ethos is simple, do the work then have time off.”

This very different approach to managing staff has had significant benefits for the business. Ogilvie Ross has grown to become an international consultancy business working with some of the world’s largest businesses as well as governments and multi-national NGOs.

John said: “Our clients expect creative solutions to their business issues, by freeing up our people and letting them break away from the normal routines we believe we really add value and make significant impact.”

Based in Scotland, the firm has clients across the UK and Europe with new business opportunities being pursued in Dubai and the UAE. Revenue and profitability has increased by 100% in the past three years, the firm has almost no “sick-days” and staff feel they have a significant voice within the business.

This open approach to management has brought the firm a number of awards and wider recognition. John and Anthony Drew, the firm’s learning and development partner, were recognised for their work in the community by being named the Perth & Kinross Sports Council Volunteers of the year awards in March.

Anthony said: “I spent 12 years working in London putting in 80 hours a week and feeling totally undervalued. Now I do a great job and have the time I want to do the other things that are important to me and my family. And the really great thing is, clients keep asking us back.” www.ogilvieross.co.uk

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TECH CORNER

Scotland to introduce widespread use of ‘robot technology’ An Edinburgh hospital has become the first in Scotland to introduce widespread use of ‘robot technology’ that will transform the way hip and knee replacement operations are carried out.

The robot, which costs almost £1m, will allow surgeons to carry out ‘tailor-made’ hip and knee replacement surgery at Spire Murrayfield Hospital.

Surgeons have predicted that the Stryker Mako Robotic Arm will improve patient outcomes – reducing the time spent in hospital while speeding up overall recovery times.

Mr James Patton, a Consultant Orthopaedic Surgeon at Spire Murrayfield, said: “This really moves us right to the cutting edge of knee and hip surgery. Not only does this mean I can personalise every operation to suit each patient – it also allows me to make alterations mid-operation that just couldn’t be made using previous surgical methods.”

Mr Patton, who has trained on the Stryker Mako in both Australia and Germany, said the robot would have a major effect on partial knee replacements which he predicts could reduce dramatically the amount of total replacements needed.

“Strangely enough, a partial replacement requires a lot more precision and is a technically more difficult operation to perform so, in many cases, it is decided that the patient will actually get a better outcome from a full replacement,” he said.

A partial knee replacement is a treatment option designed to relieve the pain caused by joint degeneration due to osteoarthritis that has not yet progressed to all three compartments of the knee.

With the Stryker Mako robot a 3D image of the injured part of the knee is taken and matched to an implant of the exact dimensions needed for that particular patient.

“But a perfectly-constructed implant needs

to be perfectly placed if it is going to have the best effects,” explained Mr Patton. “It is here where the robot technology comes into its own. The cuts made by the robot to remove the damaged section are much more accurate and precise than those made manually even by the most skilled surgeons.

“We will be creating an exact imprint for the exactly-measured implant to go. Even if minor adjustments to alignment and positioning need to be made during the operation the robot allows the surgeon to do that.”

It is also thought that the robot could mean patients receiving partial replacement surgery

could leave hospital on the same day as they have the operation.

Mr Patton added, “This is a technology I would be happy to have myself, whereas traditional knee replacement is something I’d think very hard about.”

Mr Ken Hay, Hospital Director at the Spire Murrayfield on Corstorphine Road, said: “We are proud to be the first private hospital in Scotland to use this innovative technology. It is part of our continuing commitment to providing our community and the people of Scotland with outstanding healthcare services.”

“We are proud to be the first private hospital in Scotland to use this innovative technology."

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GET GOING Name: Tara Macgregor Business name: Ticketyboo Marketing Start up date: April 2016 Website: www.ticketyboomarketing.co.uk Q Tell us a bit about your business?

A Ticketyboo Marketing help businesses grow and become more successful.

Q What makes your company unique?

A The personal touch, our commitment and loyalty to our customers and our expertise with SMEs. Q What motivated you to set up in business?

A I’ve always wanted to work for myself because I like to be in charge of my own future.

Q How many staff do you manage?

A It’s just me at the moment, but watch this space...

Q How long have you been trading?

A Ticketyboo Marketing started trading in April 2016.

Q What do you like most running your own company?

A Seeing what a difference the right marketing can make to the success of a business.

Q What has been your greatest business success to date?

A We had our first client almost as soon as we started trading and we’re still working with them.

Q What has been the hardest part of setting up your own business?

A When you set up your own business from scratch, the to-do list can seem endless. However, if you carefully plan what needs to be done when, you can take control of the situation rather than feeling overwhelmed by it.

Q In terms of business achievements, where do you want to be within the next 5 years?

A Continuing to wow our fantastic customers with a first-class service and helping them grow their businesses so that they are much more profitable.

Q What advice would you give to someone thinking of starting up their own company?

A If you are determined to succeed and prepared to work very hard, anything is possible.

Italian influence significant in Scotland On Friday 17th of March, guests attended our ‘Italy at a glance’ event to launch our new series of international events and support to businesses. With Brexit on the horizon, it is increasingly important that Scotland’s companies realise the business opportunities in Europe and around the globe. Leonardo Simonelli Santi, President of the Italian Chamber of Commerce gave an overview and explained how Italy has had a significant influence on Scotland’s culture and economy including fantastic food, high class fashion and fast cars.

Fortunato Celi Zullo, Director of the Italian Trade Commission (ITA), highlighted that ‘Italy is back’. His presentation looked at the investment and business opportunities in Italy. Italy exports $17 billion to the UK, extending far beyond just pasta and olive oil. It has an impressive track record as the world’s leader in the creation of major infrastructures, Europe’s 2nd largest exporter of manufacturing, and the home to the greatest number of UNESCO sites. Italy is not

Roberto Fermenti at ITA, Leonardo Simonelli Santi, President of Italian Chamber of Commerce, Scott Black, President of Edinburgh Chamber of Commerce and Fortunato Celi Zullo, ITA only the number 1 exporter in furniture, but also exports over 40 billion euros worth of food/drink products and 75% of gold/silver jewellery.

Roberto Fermenti, Foreign Direct Investment Advisor at ITA shared the excellent opportunities that Italy has to offer businesses including 50% Tax credit for investments in R&D and 30% Tax credit on investment in start-ups SME’s. He also highlighted how

recent reforms have made Italy an attractive country to do business with.

Italy and Scotland have always had a strong link with many Italian’s living and working in Scotland. The recent win in the 6 nations Italy- Scotland game was fantastic outcome for Scotland enjoyed by both sides.

For further information on the international support on offer please e-mail Alexia.Haramis@edinburghchamber.co.uk

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SPECIAL REPORT: INTERNATIONAL AND EXPORT

Edinburgh’s International Relations For a city of its size, Edinburgh is surely one of the world’s busiest in international relations.

The city has an outstanding legacy of partnership in international cultural, academic, business and civic connections, driven by people and talent here and across the globe. The city is exceptionally active in intellectual, scientific and cultural developments internationally.

In 2017 we celebrate 70 years of being an international festival city. Culture continues to play a very significant role in building ties between cities and nations, driving creative industries and facilitating dialogue across the city in ideas and talent, underpinning technology, business and trade.

The Consular Corps in Edinburgh and Leith also mark their 75th anniversary this year, their growth and alumni adding very significant value to those of the universities, business sectors and bilateral city relations.

The City of Edinburgh Council recognises that to thrive, cities need creativity, collaboration and international connections.

Weaving the city’s quality of life, innovation

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and talent into our foreign direct investment strategy and investor relations has assured cross-sector interest from international companies and brought new collaborations.

Embracing the tech sector collectively through initiatives such as StartEdin www. startedin.com allows us to further our international welcome and footprint in this highly competitive world.

The Council’s strategic international relations are harnessed to draw inspiration from international good practice to find new solutions and creative approaches to shared city challenges. We have been a member of the invaluable and illuminating Eurocities network for 25 years. In November 2018 Edinburgh will host the Eurocities Conference

and AGM, bringing the Mayors and Leaders of over 100 cities around the themes of creativity and global competitiveness, dovetailing with the 2018 Year of Cultural Heritage and Scotland’s Year of Young People.

This will be an extraordinary showcase for the city and sponsorship and partnership opportunities are available.

Elaine Ballantyne manages Investment and International Relations at The City of Edinburgh Council. For further information on the city’s inward investment strategy, the Council’s international relations and the Eurocities Conference, please e-mail elaine. ballantyne@edinburgh.gov.uk or see www.investinedinburgh.com

SPECIAL REPORT: INTERNATIONAL AND EXPORT

Nairn’s has a cracker of a tale to tell…

If you’ll pardon a biscuit pun – one Edinburgh company’s tale of international business is rapidly becoming something of a cracker…

Nairn’s Oatcakes now has customers on most of the world’s continents – covering more than 25 countries in Asia, Europe, Africa, Oceania, and North America. And that growth is set to continue, with the closer-to-home markets of western Europe now very firmly in focus.

A number of factors are driving sales of the company’s renowned oatcakes (or oat crackers as they’re called in North America).

First, the company is a major supplier of healthy and gluten free biscuits; second, consumers in an increasing number of markets are turning to gluten free options; third, the weakness of the pound on international currency markets is assisting exporters at this time; and finally, the company’s multi million pound investment in new plant and machinery has freed up additional manufacturing capacity for its gluten free lines.

Exports currently account for around 10% of the company’s overall turnover, and that figure is set to grow as more and more consumers in markets around the world focus more on healthy options and snacks.

Katie Birrell is the Exports Manager at Nairn’s.

She said: “At the moment, Ireland is our number one export market, followed by the USA and Canada, and then New Zealand, Finland and the Middle East.

“However we are seeing a big upturn in consumer interest in gluten free products in western Europe, so that is a big focus for us.

We will be in the Netherlands and Belgium in the near future, and we are also very focused on getting into the German market. We have high hopes.”

The company works hard at increasing its international footprint, working with Scottish Enterprise, SDI and other agencies, as well as through trade fairs, co-operation with noncompetitor exporters and through good old networking.

Katie said: “A lot of work goes into the process, as with all companies looking to export. We need to understand that there are consumers there interested in products like ours, with the right spending profile, and with a culture of eating crackers. We need to find

the right agents to work with, who are a good fit for us, and we need to understand the regulatory environments we go into.

“It’s a long process, but ultimately one that bears fruit.”

Katie Birrell Exports Manager at Nairn's

“However we are seeing a big upturn in consumer interest in gluten free products in western Europe, so that is a big focus for us."

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SPECIAL REPORT: INTERNATIONAL AND EXPORT

Supporting home-grown manufacturing Starrett invests in UK facility Saw blade and precision tool specialist, Starrett, has made the strategic decision to increase its investment in its British manufacturing base.

The company has enlisted more than 40 new members of staff over the last 18 months to support operations on the manufacturing floor at its UK production base in Jedburgh, Scotland. The new appointments will support 24-hour manufacturing during the week, enabling the company to fulfil increasing customer demand.

The company’s Scottish base is the epicentre of its European operations and supplies products to over 50 countries through Starrett’s network of agents and international distributors. Currently, the Jedburgh facility

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employs over 150 skilled members of staff, and Starrett has committed to ongoing plans for recruitment and investment, with plans to fill the capacity of the 200,000 square foot site in the Scottish Borders.

Until recently, Starrett produced its range of hole saws, band saw blades and profile projectors over two production shifts per day.

Starrett’s new appointments will help support a change in operations for the manufacturing floor. The company will increase its manufacturing hours and schedule three production shifts per day during weekdays and a smaller increase – depending on demand – during weekends.

“Investments in our Scottish manufacturing base have created numerous job opportunities for local

engineers,” explained John Cove, marketing manager of Starrett. “Ultimately, the move to increase manufacturing hours and welcome more talented employees to our production department will help to secure the future of the company, our current employees and forthcoming generations of Starrett engineers.”

Starrett is a truly global business that has been serving the industrial, professional and consumer tooling industries for more than 130 years, offering products such as hand tools, hole saws, band saws and metrology equipment to help contractors, engineers and plant managers complete jobs effectively and efficiently. To find out more about Starrett, you can visit the website here or email sales@starrett.co.uk.

SPECIAL REPORT: INTERNATIONAL AND EXPORT Naomi Graham, Assistant Principal International

International route still the way ahead at Edinburgh Napier Strengthening the international dimensions of their work is a key part of Edinburgh Napier University’s strategy for growth in the years ahead.

Assistant Principal International, Naomi Graham took up her post earlier this year to drive this vital aspect of the organisation’s work – after spending the past two years as Director of International Operations.

Her new, expanded role is a clear indicator of how seriously the University is taking its efforts to globalise – particularly in this uncertain, pre-Brexit era with the challenges, and opportunities, that may throw up.

Like many Scottish Higher Education institutions, Edinburgh Napier already enjoys a strong international presence. Around 4,000 of the university’s 13,000 on-campus students come from overseas. While most are from within the EU, more than 1,000 are from further afield, including the United States, China, and India.

Naomi said: “This is good for the University in many ways. It helps create diversity, provides tuition fees which are important as part of our funding, and creates a network of global ambassadors for the University and for Scotland when the students return to their home countries.. It helps the local economy – all of these students need to have

somewhere to live, food to eat, clothes to wear, and have a social life.”

Add to that the University’s position as a leading provider of transnational higher education (TNE) – working with international partners to deliver the University’s courses to overseas students in their country of residence. There are over 5,000 Edinburgh Napier students studying in overseas locations, in particular in China, Hong Kong, Singapore and Myanmar.

Naomi said: “Our courses are delivered in partnerships, and we see a strong correlation between the degrees we deliver and the demands of these growing economies.

So, for example, we see strong demand for engineers to feed the burgeoning construction industry in Myanmar, and a high demand for hospitality and tourism in Vietnam at the moment.”

Online Edinburgh Napier University courses are also accessed around the world, and the continued development of technology means many countries are now looking to develop flexible combinations of online and face-to-face tuition.

The value of international business for Universities and for the UK is very significant – with almost £11billion generated in export business supporting an estimated 206,000 jobs throughout the UK. The impact of Brexit will not be felt until the post-Brexit situation becomes clearer, but already Naomi has detected some pushback.

“There is no doubt that, unfortunately, the UK is perceived in some countries at the moment as being unwelcoming because of our visa and immigration policies and procedures and because of Brexit. This is in stark contrast with many of our competitor nations, who are working very hard to attract international students.

“We are aware of this issue as universities.

All 19 Scottish Universities worked together to launch Scotland Welcomes the World campaign designed to assure international students that they are very much welcome in our country – we have 180 different nationalities among students and staff at Scottish Universities, and we need to be able to continue to attract the best talent from around the world.”

"Our courses are delivered in partnerships, and we see a strong correlation between the degrees we deliver and the demands of these growing economies."

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SPECIAL REPORT: INTERNATIONAL AND EXPORT

Forth Ports attracts international visitors for growing cruise tourism business

Norwegian Star at anchorage in the Forth at the new deep water site near Newhaven and has even more liners booked in for the 2018/19 season across its ports and anchorages.

Rob Mason, Head of Cruise at Forth Ports Scottish Operations

Cruise ship holidays continue to grow in popularity year on year which is great news for Scotland and Forth Ports who continue to invest to take advantage of this growth. Over the past 10 years there has been a significant increase in international travellers enjoying world-wide travel from the comfort of a luxurious cruise liner. Scotland as a whole is a major draw for the cruise market, with Edinburgh in particular designated as a “mustsee” city for the cruise itinerary planners.

Capital Cruising - Forth Ports cruise business - is about to start its busiest cruise season to date with over 180 calls bringing around 250,000 passengers into their ports.

In Scotland alone, the company is set to welcome over 145,000 passengers in 2017

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The Scottish cruise season traditionally runs during the fairer weather months from May until September but this is now being extended with some cruise lines now calling into ports in April and October. In Leith, they welcomed their first Hogmanay cruise ship which called into the port to allow their customers to enjoy the famous street party.

There is also a marked rise in the number of cruise days enjoyed in port which is great news for the local economy. The cruise business is an important economic boost for Scotland for the local areas where the liners call with many local businesses and attractions benefitting from the tourism spend.

Capital Cruising manages six ports and anchorages on the east coast of Scotland including Leith, Rosyth, Newhaven, North Queensferry and Dundee, and also the London Cruise Terminal on the Thames. The Cruise tourism business is an important part of the portfolio of activities operated by Forth Ports, one of the UK’s largest port operators, and the company has invested significantly over the past few years in improved cruise terminal facilities in Rosyth and Leith; international marketing of the Scottish offering; and a new deep water anchorage

options for larger liners calling into the River Forth near Newhaven.

Such is the demand from cruise lines to have direct access to Edinburgh, Forth Ports new deep water anchorage at Newhaven is proving extremely popular with 11 large cruise liners calling into the Forth this year.

There is also investment in Newhaven harbour with the construction of permanent pontoons to ensure that the transfer from the cruise liner to the shore is as efficient as possible.

Robert Mason, Head of Cruise for Forth Ports’ Scottish Operations is working hard to build on Scotland’s unique offering for the cruise market. He says: “Scotland has always been a popular destination for the cruise lines with the capital city of Edinburgh in particular a key destination that passengers want to visit.

We have been over at a cruise trade event in the US this month and it’s clear that the popularity of Scotland is growing.

Our cruise business is enjoying significant growth each year so it’s vital that we make sure we deliver an excellent welcome and we work with the award winning Cruise Forth team, to achieve this. We have ambitious plans for the cruise business in Scotland and look forward to a busy 2017 season." www.capitalcruising.co.uk @capitalcruising

ASKTHE THEEXPERT EXPERT ASK

Negotiatingtrade trademarks marksand andnew newexport exportmarks marks Negotiating challenginginternational internationalenvironments environments ininchallenging Chartered(UK) (UK)and andEuropean European Chartered Patent and Trade Mark Patent and Trade Mark Attorneyfor forMarks Marks&&Clerk ClerkLLP, LLP, Attorney Campbell Newell, discusses.

Campbell Newell, discusses.

You established Scottish business with You areare anan established Scottish business with a registered trade mark, enjoying a strong a registered UKUK trade mark, enjoying a strong client base, and you’ve just received your client base, and you’ve just received your first order export your product into new first order to to export your product into new overseas markets. What you do? overseas markets.

What dodo you do?

Scotland continues punch above weight Scotland continues to to punch above itsits weight when it comes exports post-Brexit when it comes to to exports in in thethe post-Brexit economic landscape, and never more than economic landscape, and never more soso than in in such key growing markets China and India. such key growing markets as as China and India.

However, while benefits targeting However, while thethe benefits of of targeting Asia’s biggest countries potentially wideAsia’s biggest countries areare potentially widereaching, our companies should exercise reaching, our companies should exercise caution their approach.

China particular caution in in their approach.

China in in particular might world’s fastest-growing might bebe thethe world’s fastest-growing consumer market, but it ais minefield a minefield rules consumer market, but it is of of rules and ‘trade mark squatters’. and ‘trade mark squatters’. instance, many believe that trade marks ForFor instance, many believe that trade marks registered and Europe extend registered in in thethe UKUK and Europe extend to to thethe East – unfortunately, that’s a damaging FarFar East – unfortunately, that’s a damaging misconception.

Trade marks territorial misconception.

Trade marks areare territorial nature, and it entirely is entirely possible in in nature, and it is possible forfor another unrelated party have same, another unrelated party to to have thethe same, instance, benefits registering your instance, thethe benefits of of registering in in your confusingly similar, trade mark rights oror confusingly similar, trade mark rights in in own name become clear. own name become clear. another territory. another territory.

If you going working with If you areare going to to bebe working with Their existence could a barrier your Their existence could actact asas a barrier to to your a Chinese entity such a licensee supplier a Chinese entity such asas a licensee supplier business and result injunction being business and result in in anan injunction being contractor, ensure that any agreements oror contractor, ensure that any agreements issued courts a local market stop issued byby thethe courts in in a local market to to stop have clear provision about ownership have clear provision about ownership of of you using your brand there.

This could give you using your brand there.

This could give intellectual property rights.

This is particularly intellectual property rights.

This is particularly rise potential damages and legal costs, even rise to to potential damages and legal costs, even important trade marks.

It not is not unknown important forfor trade marks.

It is unknown leading you having withdraw product leading to to you having to to withdraw product licensees register trade marks their forfor licensees to to register trade marks in in their and re-brand worse, having it impounded and re-brand it, it, oror worse, having it impounded own name behalf their business own name “on“on behalf of of their business and seized local customs authorities. and seized byby local customs authorities. partner” and then use registered rights partner” and then use thethe registered rights asas leverage collaboration negotiations. in in collaboration negotiations. essential then firstly verify if the trade leverage It’sIt’s essential then to to firstly verify if the trade mark has already been registered. often mark has already been registered.

It’sIt’s often Registering Chinese character your Registering thethe Chinese character of of your case that rights can only secured thethe case that rights can only bebe secured brand is another key aspect effectively brand is another key aspect of of effectively way a trade mark registration byby way of of a trade mark registration in in thethe exporting region and protecting your exporting to to thethe region and protecting your relevant country. relevant country. trade mark. trade mark.

The best advice is to run a country-byThe best advice is to run a country-byaware that Chinese character closest BeBe aware that thethe Chinese character closest country “freedom operate” search and country “freedom to to operate” search and if if your brand name may not translate to to your brand name may not translate asas that returns results, then you should apply that returns nono results, then you should apply you’d hoped.

If that’s case, next step you’d hoped.

If that’s thethe case, thethe next step is is register your trade mark. important that to to register your trade mark.

It’sIt’s important that come with a new one that fully reflects to to come upup with a new one that fully reflects this is done your own name, and not that this is done in in your own name, and not that brand identity.

Marks & Clerk, through thethe brand identity.

Marks & Clerk, through itsits your distributors. of of your distributors.

Chinese offices, can advise this respect.

Chinese offices, can advise in in this respect.

The Chinese market – the world’s second The Chinese market – the world’s second Encouragingly, China has made significant Encouragingly, China has made significant largest economy – does, however, offer largest economy – does, however, offer changes trade mark law recent times changes to to itsits trade mark law in in recent times benefits to Scottish companies in the area benefits to Scottish companies in the area speed registration process. to to speed upup thethe registration process. infringement.

China’s authorities tend of of infringement.

China’s authorities tend The bottom line is that Scots companies quickly help foreign businesses, The bottom line is that Scots companies to to actact quickly to to help foreign businesses, should absolutely aspire success China, should their trade marks infringed. this should absolutely aspire to to success in in China, should their trade marks bebe infringed.

In In this

Picture credit © Tomatin Distillery Picture credit © Tomatin Distillery

but looking properly, they must but in in looking to to dodo soso properly, they must ensure their intellectual property is secure. ensure their intellectual property is secure.

Seeking valuable advice can not only result Seeking valuable advice can not only result in in a confident first step your enterprise, but a confident first step forfor your enterprise, but greater long-term success. greater long-term success.

The issue trade marks is too often The issue of of trade marks is too often overlooked when businesses look export, overlooked when businesses look to to export, but simple, inexpensive steps, will help but simple, inexpensive steps, will help protect your brand and trade mark. protect your brand and trade mark.

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ADVERTORIAL

FOCUS ON: CHARITY & CORPORATE SOCIAL RESPONSIBILITY

Have a Ball with The Yard The Yard is an award winning charity that runs adventure play services for disabled children and their families. It offers disabled children the chance to experience creative, adventurous indoor and outdoor play in a wellsupported environment.

At its flagship centre in the heart of Edinburgh, The Yard has been providing care, support, and opportunities for fun and friendship since 1986, and now supports over 600 local families.

The Big Fun Raiser will mark the close of a year of celebration for The Yard’s 30th anniversary. The third event of its kind, the Big Fun Raiser is fast becoming a staple of the charity calendar, offering a dynamic and creative slant on the traditional fundraising ball.

This year’s event takes place on Saturday 30th September at the Sheraton Grand Hotel, Edinburgh.

There are many fantastic sponsorship opportunities available for your company, as well as the chance to buy tickets and tables.

If you would like to find out more, or support The Yard’s Big Fun Raiser by donating a prize, please get in touch. theyardscotland.org.uk

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Age Scotland Age Scotland is the largest charity in Scotland dedicated to enabling everyone to make the most of later life.

At Age Scotland, we provide vital services and support at a national and local level to inspire, enable and support older people. We provide a platform and stand up and speak for those who have reached later life, while also protecting the long-term interests of future generations.

Our vision is a Scotland where everyone can love later life. Our ambition is to inspire people to see that they can change their lives and those around them, engage with people and enable them to change later life for the better, and support older people who are struggling as they live longer to achieve better, happier and healthier lives.

To find out how you and your company can make a real difference to the lives of older people in Scotland please contact fundraising@agescotland.org.uk for more information.

Crisis, the national charity for homeless people At Crisis Skylight Edinburgh we provide expert help and free courses to help people move out of homelessness, permanently.

Whether you are a small business or a national company there are many ways that we can work together to end homelessness.

We develop unique partnerships with businesses creating bespoke relationships to meet a company’s CSR and staff engagement strategies. This enables us to deliver the best outcomes for Crisis clients.

There are many opportunities to get involved: staff fundraising challenges, payroll giving or working with our employability services to increase workforce diversity.

Employers can recruit highly motivated employees knowing that we will continue to support our clients as they move into employment.

We have many volunteering opportunities for your staff, from assisting at one of our classes to volunteering at Crisis at Christmas, one of the largest volunteering events in Europe.

You can find out more about working in partnership with Crisis by coming along to our open evening in central Edinburgh on Thursday 8th June 2017. To book your place, email edinburgh@crisis.org.uk

ADVERTORIAL

FOCUS ON: CHARITY & CORPORATE SOCIAL RESPONSIBILITY

Improve your impact on the environment Your opportunity Rescuing, Reuniting and to help out at the Rehoming Edinburgh’s Gang Show Dogs and Cats

Edinburgh Dog and Cat Home has been rescuing, reuniting and rehoming stray and abandoned pets since 1883. The Home is part of the fabric of our city, working in partnership with the Council and Police services by welcoming lost or abandoned pets from all corners of Edinburgh and the Lothians.

Edinburgh Gang Show is the biggest annual theatrical show starring young people in the UK.

Changeworks helps you to identify opportunities for your organisation to improve its energy efficiency, reduce carbon emissions and waste.

With a cast of 300 young people aged between 8 and 25-years-old the show follows a well-recognised format of variety theatre set within a modern context.

Our success rate in reuniting lost animals with their owners is 55%, meaning that happy endings are common at Edinburgh Dog and Cat Home. When an owner cannot be found after 7 days, our rehoming process kicks in, aiming to make the best possible match between pet and human.

Performing annually since 1960 the Edinburgh Gang Show has become one of the most popular events at the city’s King’s Theatre with members of Scouting and Girlguiding showcasing their creative talents to more than 6,000 people every November.

It costs Edinburgh Dog and Cat Home over £1 million per year to provide our vital services, and we receive no government, statutory or lottery funding.

The cost of staging Edinburgh Gang Show is now approaching £75,000 annually and as a company and registered Scottish charity the organisation is continually looking at ways to work in partnership with other national and local organisations and businesses to raise funds.

EDCH Corporate Initiatives There are many ways that your business or workplace can make a difference to our dogs and cats: n Corporate volunteering n Charity of the year n Event sponsorship n Corporate Golf Day (11 September 2017) n Gifts in kind n Affinity marketing www.edch.org.uk 0131 669 5331 Fundraising@edch.org.uk

If you are interested in helping, you can do this in a number of ways, including sponsorship, offering advice, becoming a member or advertising.

If you are interested please contact our Business Support team: Edinburgh Gang Show Productions Limited 23 Montrose Way, Dunblane, FK15 9JL e-mail: egspl.finance@btinternet.com

We deliver practical solutions to live and work sustainably based on our 30 years’ experience and the latest in good practice.

Our services To support you with the efficient management of your resources and staff behaviour change, we provide consultancy services, programme management and training in all aspects of: n Tackling energy efficiency and fuel poverty n Reducing business waste through Changeworks Recycling and household waste n Carbon reduction.

How we help n Consultancy services: to support your goals and decision making we can carry out social research and evaluation, energy surveying, modelling, data analysis and behaviour change. n Programme management services: to manage your energy efficiency and waste reduction programmes and projects, working in partnership with others, locally or internationally. n Training: to empower and engage your staff, our expert team will design and deliver training such as behavioural science theory, energy and fuel poverty awareness.

Contact us Call 0131 555 4010 Email workwithus@changeworks.org.uk Visit www.changeworks.org.uk

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ADVERTORIAL

FOCUS ON: CHARITY & CORPORATE SOCIAL RESPONSIBILITY

Erskine Caring for Veterans As Scotland’s foremost provider of care for veterans and their spouses, Erskine offer unrivalled nursing, residential, respite and dementia care in their four homes across Scotland, with its East Coast home based in Gilmerton, Edinburgh.

Erskine’s strength lies in the special blend of dedicated care, compassion and understanding offered to residents and their families. Erskine’s person-centred care is tailored to the needs of each individual veteran.

Our service personnel display the highest levels of bravery and courage throughout the world, and it’s only right that Erskine is there for them should they need care in the future.

Erskine depends heavily on support not only from individuals, but from corporates too.

Company of the Year Partnerships are crucial to Erskine and the support it provides to its veterans.

Erskine has to raise £8.8m every year to support veterans in their care. That’s £170k a week. Can you help?

Find out more about the work that Erskine do by contacting Nikki Neesam, Erskine fundraiser for the East on 0131 666 9961, or email nikki.neesam@erskine.org.uk. www.erskine.org.uk

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Skills, creativity and fun Help us provide a happier, healthier and more productive future for adults with learning disabilities in Edinburgh and the Lothian’s Did you know that there are almost 6,000 adults with learning disabilities in the Lothian area? Did you also know that despite having much to offer only 7% are in employment?

At Garvald Edinburgh we teach creative and vocational skills to adults with learning disabilities across 15 different workshops including pottery, cooking, woodwork, weaving and gardening. Our aim is to provide a safe and supportive environment which enables them to shape their future based on what they can do and not by what they can’t.

We are offering you the chance to come and see the fantastic work our members are capable of and play an active role in ensuring adults with learning disabilities across Edinburgh receive the opportunities and choices that they deserve.

Inspire your staff with a colourful, interactive and impactful charity partner.

To arrange a visit contact Darren Pike on 0131 516 2776 or fundraising@garvaldedinburgh.org.uk

Rising to the challenge to help children in hospital Every day, children and their families are grateful for Edinburgh’s Royal Hospital for Sick Children – and much of the vital work is supported by charity fundraising.

The Sick Kids Friends Foundation funds enhancements for what was the first children’s hospital in Scotland when it opened on its present site in Sciennes in 1895.

Every year over 100,000 children pass through its doors, ranging from a few hours old to teenagers, most from Edinburgh and the Lothians but some from further afield.

The Foundation supports accommodation for parents who want to stay close to their child during their stay and also funds equipment, research and training so that patients’ lives are less interrupted by illness.

In addition the Foundation funds an Arts Programme that provides fun and distraction for young patients.

To mark its 25th anniversary, the Foundation has launched Challenge25; companies can enter teams to see how many times they can multiply £25 during June.

To find out more, contact Amy Ford on 0131 668 4949, email Amy.Ford@nhslothian.scot. nhs.uk or visit www.edinburghsickkids.org

Come and join us at this year’s “Great Scottish Walk and Run Festival” NOWA A2 2DAY DAYEVENT EVENTATAT NOW

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73% of consumers would switch brands if a different brand of similar quality supported a good cause… n Provide the participants and we’ll take care of the rest.

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n All charities receive the full 100% of money raised, including Gift Aid. n We don’t handle sponsorship income, all money goes directly to your good cause. n All ages and abilities can take part in our events. n Track record for running events for nearly 50 years!

Free advice on improving sales or fundraising income.

Contact Andy: (07597) 094219 Terry: (07981) 779301 Email: info@greatscottishevents.org.uk www.greatscottishevents.org.uk

ENLIGHTENING CONFERENCES AT EICC The Edinburgh International Conference Centre (EICC) is an impressive venue for conferences, events and exhibitions.

Located in the heart of Edinburgh, the EICC boasts innovative facilities which are fully accessible and incredibly flexible. Above all, our venue provides the perfect environment to inspire the vital networking and sharing of ideas which bring your event to life.

Contact us today to discuss the requirements for your next event.

Edinburgh International Conference Centre | The Exchange | Edinburgh | EH3 8EE t: 0131 300 3333 e: sales@eicc.co.uk w: www.eicc.co.uk

@eicc

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FOCUS ON: GREEN VISION

ADVERTORIAL

What are the VIBES Awards?

“Promoting positive environmental actions”

There has been an increase in interest from businesses representing a number of different sectors, as well as those ranging from microbusinesses to very large organisations. We want to help you celebrate your success and gain the recognition that you deserve. This begins with the application process, and if you are interested and would like to attend a launch event in your area, then please register your interest at: vibes@sepa.org.uk

The VIBES – Scottish Environment Business Awards are held every year to recognise and showcase best practice.

The aims of the awards are to: n n n n

Promote efficient use of resources Enhance the competiveness of businesses Improve environmental performance Support wider goals of sustainable development

The VIBES awards are presented at a high profile ceremony at the end of the year, allowing success to be widely recognised.

Good for the environment and good for business

Launch events are scheduled during April and May in: n Edinburgh n Stirling n Borders n Fort Williams n Glasgow n Inverness n Ayr n Aberdeen n Perthshire

In the current difficult economic climate, businesses that develop good environmental practices and reap the financial rewards of greater efficiencies are well places to weather the storm.

These events will help with the application process and explain what information you should include. Details of the key dates are available on the VIBES website at www.vibes.org.uk/key-dates/

The VIBES Awards welcome applications from innovative businesses that are working hard to take advantage of the opportunities that environmental best practice can offer.

You can also find out about the categories of award, case studies of previous winners and details of the application process on the vibes website www.vibes.org.uk

The accredited awards scheme for Scotland The VIBES Awards are a partnership between a number of high profile organisations: n The Scottish Environment Protection Agency n The Scottish Government n Scottish Water n Scottish Enterprise n Highland and Islands Enterprise n Zero Waste Scotland n Energy Saving Trust n 20:20 Climate Group The Awards are further supported by CBI Scotland, the Institute of Directors, the Federation of Small Businesses, Bright Green Business and Quality Scotland.

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Applications for 2017

Applications open on 12th April and close on 26th May

FOCUS ON: GREEN VISION

ADVERTORIAL

NetRegs provides: n n n n n n n

Clear plain English guidance Sector specific information Environmental topics Legislation lists An environmental self-assessment tool E-learning tools A mobile APP

All free to use, and brought to you by your Environmental Regulator. NetRegs is a partnership between the Scottish Environment Protection Agency (SEPA) and the Northern Ireland Environment Agency (NIEA).

NetRegs allows businesses to identify which regulations affect them, and give them straightforward guidance on how to comply.

Beyond compliance, NetRegs suggest further good practices that can bring both environmental and business benefits.

NEW GPPs (Guidance for Pollution Prevention)

See how others have navigated the maze of regulations

Keep up to date with legislation and good practice

NetRegs has developed a number of case studies of businesses. We focus on businesses that have made efforts to reduce their environmental impacts and have discovered business benefits such as reduced costs and increased turnover.

Check for new legislation on our Recently Added legislation sections.

As well as lists of the key pieces of environmental legislation, we have a section that lists the new legislation from the past 3 years.

Case studies can be viewed on the NetRegs Case studies and Videos environmental topic. www.netregs.org.uk/ environmental-topics/case-studiesand-videos/

Subscribe to our free monthly email update and have it delivered straight to your inbox. This alerts you to any new pieces of legislation and any consultations being run by SEPA or the Scottish or UK governments.

Sign up to the NetRegs update

We are updating the old PPGs and relaunching them as GPPs. You can access up to date versions of GPP 2 Above ground oil storage, GPP 5 Works in or close to water and GPP 24 Stables, kennels and catteries. More will be added www.netregs.org.uk

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CHAMBER NEWS

Business Fours tees off in unified spirit Scotland’s golf coast is one of the gems of East Lothian and action for Scotland’s national business golf tournament got underway at the stunning Craigielaw Golf Club with players gathering in the new clubhouse which offers panoramic views over the Firth of Forth towards Fife.

The Professional Services heat of the tournament was supported by the Edinburgh Chamber of Commerce with Emma Reid and Alice Beeby in attendance on the day.

They got into the spirit of the day by donning some traditional golf gear - a pair of Royal & Awesome tartan troos. The competition itself was played in a friendly spirit with all the teams enjoying the day in a relaxed atmosphere.

Craigielaw Golf Club

In what was the inaugural Business Fours tournament, professional firms took part from a range of sectors from banking represented by companies like RBS and Hampden & Co with law firms being represented by Turcan Connell and Anderson Strathern.

The format of the tournament aims to integrate professionals together with a unique networking formula. In an intimate and exclusive setting teams came with the view to meeting likeminded professionals in a relaxed environment.

The Yard Scotland, charity partners for the Links season of Business Fives was a partnership born from the Edinburgh Chamber of Commerce networking events and served as a great platform for the adventure play centre for children with complex needs to raise their profile. Business Fours has made a company commitment to donating 10% of proceeds to charity and for the West of Scotland, Beatson Cancer Charity has been selected as the charity partner.

Play got under way with blue skies which finally gave way to greyer clouds around the turn. With the Craigielaw course in brilliant condition for this time of year play continued undisrupted even if the scorecards did take a beating on the back 9.

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and on the green of the 393 yard par 4 5th hole, even downwind this was a massive drive and thankfully he did manage to walk off with a birdie.

Business development manager, Murdo McHardy from Scotland’s newest bank, Hampden & Co, beat off stiff competition to get within Andrew Ross from Turcan Connells fine approach to the par 3 17th hole to claim the Nearest the Pin prize. Anderson Strathern’s, Robin Turnbull hit a brilliant shot into the 3rd hole to get within Frank Hoskins of Hampden & Co to stop the banks clean sweep of the nearest the pin trophies.

The format for the day was a stableford competition with a few individual prizes up for grabs. The main twist on the course was the addition of the yellow ball that reflected the distinctive branding of charity partner, the Yard Scotland, with 4 double scoring points on the course, provided players didn’t lose their balls.

To encourage integration and networking individuals from each company were paired off with players from other teams to spark off relationships with the common ground of golf. For the purposes of qualifying for the national final companies were scoring alongside their colleagues with the 4 scores from each team combining to determine the eventual overall winners.

Brewin Dolphin Director, Johnny McGlynn’s long putt on the 18th was enough to see him lift the accolade for the Longest Putt competition. Another winner from Brewin Dolphin, Assistant Director, Ross MacNish saw his booming drive land beyond the fairway

The Edinburgh Airport team were one of the eventual qualifiers helped largely by 3 stableford scores in the high 30’s from Bryan Weir, Gregor Fraser and Nick Gilmore. For law firm Anderson Strathern it was 2 particularly good scores from Daniel Ferguson and Robin

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Turnbull that helped them qualify for the national final and maintain a proud history in the Business Fives family of events by reaching every final so far across football and golf.

It was steady scoring from all four members of the Turcan Connell team that saw them qualify, with Andrew Ross, Scott Hunter, Callum Townsend and Gareth Hall all scoring in the 30’s.

It was the Brewin Dolphin team who ran out eventual winners thanks to a team effort from the quartet of wealth managers. As winners, they will wear their Royal & Awesome trousers with pride come finals day on 24th May at St Andrews Fairmont.

Importantly it was the Yard Scotland who went away with the generous charitable donations for the charity raffle, won by Jamie Boyd which was probably a fair reward for the 40 points he scored on the course. He won a fourball at Trump Turnberry which was kindly donated by the course.

With three more qualifying heats to come the action concludes at St Andrews Fairmont on May 24th with the national final to determine Scotland’s national business golf champions 2017.

60 SECONDS

Name: Shona Brooksby Company Name: Cube Datastore Website: www.cubedatastore.com Q In five words or less, what do you do?

A Document Management – Archiving and Scanning.

Q How long have you been a Chamber member?

A Since 2014.

Q Why did you join?

A To network and raise the profile of Cube Datastore’s professional fully managed document storage and scanning solutions to Edinburgh based companies.

Q What services do you use?

A A variety of networking events and the mentoring experience also aiming to start using the Directory.

Q What’s the best business/benefit you have won through the Chamber?

A Their support in raising Cube Datastores profile through facilitating direct access to a broad range of potential clients.

This assisted us in winning a large contract with a national law firm last year.

Q Are there any additional services or information you’d be particularly interested in?

A I feel the Chambers does an excellent job offering a vast range of services already.

Q If you were telling another business person about the Chamber, what’s the first thing you would say?

A They focus on offering fantastic services, support and opportunities for its members. The more effort you put into the Chambers the more you will get out of it.

Q Where do you read your copy of Business Comment?

A At my desk at our secure facility in Granton when I get a quiet moment and share relevant content with colleagues.

We thank our Partners in Enterprise for their continued support of the Chamber.

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12 Steps to prepare your BE THE BEST business for Brexit

12 Steps to prepare your business for Brexit business for Brexit

12 Steps totoprepare Key issues to consider to minimise/manage risk due Brexit your For more information on how we can help you, please visit our website or contact us Key issues to consider to minimise/manage risk due to Brexit for support www.enterprise-europe.co.uk For more information on how we can help you, please visit our website or contact us

Key issues to consider to minimise/manage risk due to Brexit for support www.enterprise-europe.co.uk

1 Prepare for and research potential tariffs, quotas and other

requirements by using the Market Access Database: use e.g US or Australia as a country of origin. http://ow.ly/kU8Z309hUZu

2 Review your supply chain and the origin of your products.

a. Review components and raw materials. b. Assess whether goods may qualify as being of UK or EU origin. c. Consider UK suppliers to minimise currency volatility risks and to upgrade UK origin quotient of products. d. Monitor future agreements on tariff-free access to EU markets which may be conditional on the origin of goods. http://ow.ly/XLnU309hVd1

3 Polish your internal policies and processes, including

international certifications (environmental, CSR, health and safety etc).

4

Review the number of staff who are EU citizens: ensure the employer’s awareness of their situation. Research UK permanent residency status.

1 5 5 Review your export skills: export documentation, Prepare for and research potential tariffs, quotas and other requirements by using the Market Access Database: use e.g US or Australia as a country of origin. http://ow.ly/kU8Z309hUZu

qualify as being of UK or EU origin. c. Consider UK suppliers to minimise currency volatility risks and to upgrade UK origin quotient of products. d. Monitor future agreements on tariff-free access to EU markets which may be conditional on the origin of goods. http://ow.ly/XLnU309hVd1

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and distributors) – assess whether contracts with EU partners (distributors / agents) contain references to EU legislation which you may wish to amend.

Communicate with your 11 IP protection: know your IP assets how to protect EU customers, alignandyour them internationally: priorities – reassure them of http://ow.ly/N9u0309hVAB Check skills of your legal your continued commitment in team: employment law contracts, 12 Review sales to the face of potential changes! applications screening, 7If time-sensitive you have any EU contracts non-EU markets in countries delivery where EU currently has Free commercial contracts (agencywith times, review contract terms and Trade Agreements in place. possible penalties in the event of and distributors) – assess Assess whether sales are 3 Polish your internal policies delays caused by future customs dependent / influenced by duty whether with EU and contracts processes, including clearance delays.

IP protection: preferencesknow and may your be at risk international certifications the UK loses access to partners (distributors / agents) (environmental, CSR, health and IP assets andwhen how to protect them. A list of EU preferential safety etc). contain references to EU agreements are available at: them 8 Consider using foreigninternationally: http://ow.ly/Pani309hVQ7 to protect legislation which you may wishexchange serviceshttp://ow.ly/N9u0309hVAB income / profitability from volatile to amend. swings during negotiation period.

4 Review the number of staff

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who are EU citizens: ensure the employer’s awareness of their situation. Research UK permanent residency status.

7If you have any EU contracts with time-sensitive delivery

12

Review sales to non-EU markets in countries www.opentoexport.com www.export.org.uk where EU currently has Free times, review contract terms and Trade Agreements in place. possible penalties in the event of Assess whether sales are delays caused by future customs dependent / influenced by duty clearance delays. preferences and may be at risk when the UK loses access to them. A list of EU preferential agreements are available at: Consider using foreign http://ow.ly/Pani309hVQ7 exchange services to protect income / profitability from volatile swings during negotiation period.

8

This checklist was written and designed by Enterprise Europe Network in the East of England, in partnership with Open to Export and the Institute of Export and International Trade. For further information, please contact Mathilde Murphy, EEN East, m.murphy@eeneast.org.uk, tel +44 1707 398024

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Consider opening a branch or office in another EU member state: foreign investment incentives, logistics base, secure local trade partner to represent you.

Incoterms, processing letters of state: foreign investment credit. Consider an export audit incentives, logistics base, of your business (contact your secure local trade partner to 10 Communicate with your 2 Review your supply chain and local Chamber Commerce or represent you.EU customers, align your the origin of your of products. priorities – reassure them of 6 Check skills of your legal a. Review components and raw the Institute of Export and your continued commitment in team: employment law contracts, materials. the face of potential changes! applications screening, b. Assess whether goods may International Trade). commercial contracts (agency

www.export.org.uk

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9 9 Consider opening a branch or office in another EU member

Review your export skills: export documentation, Incoterms, processing letters of credit. Consider an export audit of your business (contact your local Chamber of Commerce or the Institute of Export and International Trade).

www.opentoexport.com

You spoke and we listened.

Discover how your views have helped Edinburgh Airport develop flight path options.

As you are probably aware, Edinburgh Airport is altering the flight paths above Edinburgh.

We’d now like to share these flight path options with you and ask for your feedback.

Over the summer months, we asked for your opinions and have listened carefully to what more than 5,000 of you have had to say.

To participate in our second consultation and continue this two way conversation, or to get more information, go online to letsgofurther.com or request a Secondary Consultation Book from: The Consultation Coordinator Freepost, LETS GO FURTHER.

Your views have helped shape our thinking and have guided us in developing flight path options.

Visit letsgofurther.com #letsgofurther

CHAMBER NEWS

COBCOE is positioned to become a central driving force for international business COBCOE is a not-for-profit, membership owned organisation that represents a trusted, multilateral network of British Chambers of Commerce and business associations located throughout Europe.

With around 40 constituent European member chambers, we have a unique ability to provide an international network for the 8,000 businesses our members represent, ranging from major multinationals to small and medium sized enterprises.

Business needs to be fluid, connected and transparent. As a not for profit organisation, we advocate the benefits of properly linked and transparent commerce. We seek to promote efficiency by opening untapped markets to members and stakeholders, expediting transactions, aiding relationships building by putting key decision makers together, and providing access to multilateral connections.

We offer a platform for trade and investment support, commercial services and guidance for best practice in business. Our network of members allows for the delivery of local market expertise throughout Europe, and assists in managing local relationships and with stakeholder engagement.

GET WITH IT Global investors are increasingly casting their eagle eye over Edinburgh’s world class technology hub matched by an unrivalled digital talent pool.

The Capital’s tech sector has grown rapidly in the last decade, led by “Unicorns”fantasy sports firm Fanduel and the Skyscanner flight booking platform each achieving valuations over $1 billion, the latter bought by China’s largest online travel firm Ctrip International.

Edinburgh is home to a wide range of companies, including blue chippers Microsoft, Dell EMC, Oracle, Sky and Amazon, the latter having selected here as location for its first Development Centre outside of North America.

They are joined by over 100 tech companies of varying sizes operating out of the city and comprising a blend of international and homegrown outfits now competing on the world stage.

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Our network and its operations are built upon the highest standards of ethics and professional standards. Members are required to undergo accreditation, comply with quality benchmarks and participate in programmes of continuous improvement. www.cobcoe.eu

By Bill Magee Scottish Business Technology Writer of the Year

It is estimated that Edinburgh has one of the highest concentration of people working in tech in the UK with over 17,000 people employed.

There are over 25 incubators and accelerator equivalents dotted throughout the city.

The city has a trio of world renowned universities with computing science departments: University of Edinburgh and Heriot-Watt and Napier Universities, part of a tightly-knit tech community and well developed investor and entrepreneurial network.

All of this has the advantage of fostering closer collaboration between researchers, start-ups and the larger companies, evidenced in the creation of StartEDIN based on championing and promoting Edinburgh’s dynamic tech ecosystem.

StartEDIN is bringing cohesion to all the innumerable creative, technical and entrepreneurial initiatives whilst raising awareness and promoting Edinburgh tech worldwide.

University of Edinburgh’s School of Informatics - with more than 850 students

engaged in unrivalled research work - is to be home to Hong Kong’s cryptocurrency R&D company IOHK creating 35 jobs in the process. It complements city-based blockchain initiatives led by Wallet.Services out of CodeBase.

The school is also behind the EIE17 two-day technology investor showcase. It kicks off May 10 featuring highly promising companies from the ICT, life sciences and energy sectors seeking financial backing from seed level to beyond Series A investments.

Edinburgh is home to a healthy angel investment community and serial angel investor, now turned philanthropist, North American Sherry Coutu says of EIE: “Coming to a place and seeing 60 companies all filtered and high quality in one day is extraordinary.”

The Canadian, a Harvard Business School’s European Advisory Council member, sums up the Edinburgh tech scene: “What more could you ask for!”

EUROPE DIRECT EDINBURGH

Internationalisation of European businesses

The Directorate-General (DG) for Internal Market, Industry, Entrepreneurship and SMEs helps the internationalisation of European businesses and their competitiveness in order to generate growth and jobs. DG Internal Market, Industry, Entrepreneurship and SMEs works to ensure a fair and level playing field for European businesses so that they can exploit opportunities in non-EU markets. It is involved in international trade negotiations at multilateral (World Trade Organization) and bilateral level (negotiations for Free Trade Agreements and Economic Partnership Agreements) It coordinates and organises regulatory and industrial policy dialogues with many of the EU’s strategic partners. This important activity aims to achieve a greater convergence of the rules affecting global business, reducing barriers and costs and making it easier for European companies, especially small and medium-sized enterprises (SMEs), to do business on an international scale. The dialogues cover issues such as standards, conformity assessment and innovation, and certain industry sectors, including space.

It promotes industrial cooperation, SMEs, entrepreneurship and inclusive sustainable

development with Mediterranean and Eastern neighbour countries as part of the European Neighbourhood Policy. It also works with the Latin American region on initiatives that primarily target small businesses and with the Association of Southeast Asian Nations (ASEAN) and the Asia-Europe Meeting (ASEM) on issues including entrepreneurship, space policy and tourism.

Statistics on internationalisation show that only 13% of Europe’s SMEs are exporting beyond EU borders. By comparison, 25% of SMEs are active in the internal market. As most future global economic growth is expected to take place in developing and emerging markets, European companies need to build economic relations and interact with markets in non-EU countries.

DG Internal Market, Industry, Entrepreneurship and SMEs aims to support businesses, particularly SMEs, in their expansion outside the EU. This is done by: n putting in place various EU instruments as the external dimension of several EU policies grows in importance and access to markets outside the EU is essential for European industry. These instruments have been put in place in

the framework of several EU programmes such as COSME, ICI, ICI+, the Partnership instrument, the European Neighborhood Instrument, Horizon 2020, Structural and Investment Funds, etc. The Overview of EU Instruments contributing to the Internationalisation of European Businesses (226 kB) was created to help improve the knowledge of potential business internationalisation stakeholders on funding possibilities and existing instruments (both direct and indirect) n seeking to improve the business climate in non-EU countries by ensuring a level playing field for businesses (see above) For further information contact the Edinburgh Europe Direct Information Centre: www.edinburghchamber.co.uk/europedirect europedirect@edinburghchamber.co.uk Tel 0131 221 2999 or visit @EuropeDirectEDI www.facebook.com/EuropeDirect-Information-CentreEdinburgh-632037513489361/

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CHAMBER TRAINING

Training Course Calendar April Tuesday 4th Delivering Great Customer Service Tuesday 18th Inspiring Women in Business: Getting your Airtime!

Wednesday 19th Focus! Plan! Attack!

Tuesday 25th Strategy Planning

Friday 12th Marketing Bootcamp: Implementing Analytics and Conversion Tracking Friday 19th Marketing Bootcamp: Increase Your Online Traffic Tuesday 23rd Business Risk and Resilience

Thursday 8th Workplace Wellbeing: How to Develop an Effective Strategy Friday 9th Social Media Masterclass Series: Content creation, delivery, advertising and analysis Friday 16th Social Media Masterclass Series: Social Media Platform Techniques

Wednesday 24th Export Documentation

Wednesday 21st Bidding to Win: How to write tenders and proposals that beat the competition (without cutting prices)

Wednesday 26th Writing Compelling Web Content

Friday 26th Marketing Bootcamp: Leveraging Your Online Traffic

Friday 23rd Social Media Masterclass Series: LinkedIn for Sales and Business Development

Thursday 27th The Fundamentals of Networking: The Key to Effective Business

Friday 26th How to: Design marketing materials and understand branding

Tuesday 27th Documentary Letters of Credit

Friday 28th How to: Perfect Your Winning Elevator Pitch

June

May

Friday 2nd Marketing Bootcamp: Analytics and Optimisation

Thursday 29th LinkedIn Bootcamp: The Complete Guide to Personal and Business Development

Tuesday 25th Understanding Incoterms (2010)

Friday 5th Marketing Bootcamp: Plan Your Marketing Strategy

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Thursday 11th Dealing with Difficult Situations and People

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Friday 2nd Social Media Masterclass: Marketing Strategy and Content Planning

Friday 30th Social Media Masterclass: Crisis and Incident Management on Social Media

SECRET OF SUCCESS

Name: June Peebles Business name: Edinburgh Leisure Website: www.edinburghleisure.co.uk Q1. How did you get into your role?

I loved sport as a child and was never out of the PE department at school.

My initial ambition was to be a PE teacher – I wanted everyone to enjoy moving as much as I did! My first ‘proper’ job was Assistant Manager and Outreach Worker at the Jack Kane Sports Centre. It was here I came to appreciate the power of physical activity and the positive impact it can make on people and communities. That passion for physical activity and making a difference has motivated me throughout my career, and it still motivates me to get up in the morning.

Q2. What is your proudest achievement?

There’s nothing that stands out above everything else, but I am lucky to work for an organisation that provides me with proud moments every day. A thank you letter from a mother for the care and attention given by my colleagues to her disabled child; or witnessing customers returning to Drumbrae Leisure Centre, after its refurbishment, and greeting their gym instructor with a hug – they were so pleased to see him.

Q3. Where would you like to be in 5 years’ time?

In 5 years’ time I would like to see progress being made on closing the health and life expectancy gap between the rich and poor in Edinburgh. I want Edinburgh Leisure to play a pivotal role in making sure that every community in Edinburgh has the opportunity and support they need to live active, healthy lives.

Q4. What is your biggest passion (in and out of work)?

My biggest passion is working, with others, to create and deliver enjoyable experiences for customers of all ages and stages to get active and stay active. I work with so many talented and committed people, so another passion is to make sure Edinburgh Leisure is a great place to work. Outside of work it’s about moving - skiing, pilates and cycling are my big loves.

Q5. How do you wind down after a busy day at work?

There is usually some form of physical activity involved – it’s good for my soul and sanity. I live by the sea and a brisk walk

on the promenade always goes down well. I am lucky to have the ears of some good friends and a supportive partner and yes, sometimes, wine is involved. My guilty secret is Holby City.

Q6. Who has been the biggest influence in your career?

So many people have had an influence on me over the years. I will always be grateful to Brian Samson (initially teacher at school and later colleague) for encouraging me to embark on a management degree, which resulted in a masters. Also, Keith Jackson, a previous CEO of Edinburgh Leisure, who I simply leant so much from. There have also been a few people along the way that have taught me how not to do something!

Q7. What has been the best piece of advice you have been given?

Not sure if I was given this advice but I always hold onto it – “Treat people as you’d like to be treated yourself”.

Q8. Describe your approach to work in 3 words?

Authentic, committed and enjoy.

NEW MEMBERS Administrate Allander Print Limited Archangel Informal Investment Limited Arrayjet Ltd AssureAPM Limited Chisholm Hunter CMIS-UK Ltd Consulate General of France Consulate General of Japan Consulate General of Spain Consulate of the Netherlands Digital Impact Drummond Miller Eden Scott

Edinburgh Dog and Cat Home Edinburgh International Science Festival eyebright Ltd Fairmont St Andrews Faith Simpson Accountants Fior Clinic Ltd First Port for Social entrepreneurs Scotland Ltd Foxglove Offices Freakworks KRisk Limited Loch Employment Law mclcreate Moving Forest

NetThings Ltd Nexus Business Space Northern Lighthouse Board OES Construction&Energy Ltd RockSolid Revenue Royal Norwegian Consulate General RPI Associates Sanderson Specialized Signs Sustrans Scotland Systemyse Consulting Ltd The HALO Trust UP Training US Consulate General Edinburgh

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INSPIRING CONNECTIONS

Fine food, high heels and sharp suits stunned the Sheraton Grand Hotel & Spa at the sixth annual Edinburgh Chamber of Commerce Business Awards on Monday, February 27.

A crowd of 450 were in attendance to congratulate the businesses who found success in one (or more!) of the thirteen tightly-contested categories.

While our congratulations go to the Award winners, we would also like to congratulate

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all of the nominees as well as thank our event sponsors and guest speakers Josh Littlejohn, co-founder of Social Bite, and Calum Paterson, Managing Partner for Scottish Equity Partners.

The winners included Edinburgh Airport, LS Productions, Edinburgh Trams and Bluebird Care with a total of 15 awards presented, including new categories, ‘Diversity’ and ‘Outstanding Contribution to Development and Skills’.

At the Awards Ceremony, Scott Black, President of the Edinburgh Chamber of Commerce announced the resurrection of the Honorary Membership, first awarded in 1952 to HRH Prince Philip, Duke of

Edinburgh. Four new Honorary Members, Sir Tom Farmer, Sir Angus Grossart, Shonaig Machpherson and Barry Sealey were welcomed to the Chamber on the evening; in recognition of the exceptional support they have given the Chamber and the City.

Liz McAreavey, Chief Executive of Edinburgh Chamber of Commerce, said: “The Awards Dinner is the highlight of the year at the Chamber. It’s a time when we all come together to celebrate in recognition of the significant talent and achievements of our members.”

A final thank you must go to all those who attended and helped us deliver another hugely successful evening.

INSPIRING CONNECTIONS

FORTHCOMING EVENTS April Wednesday 5th, 10.00 - 11.00am 60 Really Useful Minutes with 20/20 Productions HSBC Bank, 76 Hanover Street, Edinburgh EH2 1EL Wednesday 12th, 12.30 - 14.30pm Chamber Dining Club Lunch at the Marriot Courtyard Edinburgh Marriot Courtyard Edinburgh, 1-3 Baxters Place, dinburghEH1 3AF Wednesday 19th, 17:30 - 21:00pm Premier Series Dinner with 4J Studios Principal Hayley Hotel Group The George Hotel, 19-21 George Street, Edinburgh EH2 2BP Wednesday 20th, 08.30 - 10.00am Spotlight Breakfast the Edinburgh Filmhouse Centre for the Moving Image, 88 Lothian Road, Edinburgh EH3 9BZ Wednesday 26th, 10.00 - 11.00am Branding, Trade Marks and the Legal bits In Between Edinburgh Chamber of Commerce Office, 40 George Street, Edinburgh, EH2 2LE Tuesday 25th, 12.30 - 14.30pm Inspiring Women in Business Lunch with Rocktrust Apex Grassmarket Hotel, 31-35 Grassmarket, Edinburgh EH1 2HS Thursday 27th, 08.30 - 10.00am “A Tactical Approach to Public Sector Bidding” Edinburgh Chamber of Commerce Office, 40 George Street, Edinburgh, EH2 2LE

Friday 28th, 08.30 - 10.00am Early Start on the Walk Vittoria’s, 113 Brunswick Street, Edinburgh, EH7 5HR

May Wednesday 10th, 10.00 - 11.00am 60 Really Useful Minutes with Quorum Network Resources Limited Edinburgh Chamber of Commerce Office, 40 George Street, Edinburgh, EH2 2LE Wednesday 10th, 12.30 - 14.30pm Chamber Dining Club Lunch at the Bonham Hotel 35 Drumsheugh Gardens, Edinburgh EH3 7RN Thursday 11th, 10.00 - 11.00am Understanding SQA qualifications Edinburgh Chamber of Commerce Office, 40 George Street, Edinburgh, EH2 2LE Tuesday 23rd, 12.30 - 14.30pm Inspiring Women in Business Lunch with Tracey McNellan, Managing Director at Your Radio G&V Royal Mile Hotel, 1 George IV Bridge, Edinburgh EH1 1AD Friday 26th, 08.30 - 11.00am Breakfast Speed Networking Royal College of Surgeons of Edinburgh, Nicolson Street

To book please visit www.edinburghchamber.co.uk or call the events team on 0131 221 2999 option 2 or e-mail events@edinburghchamber.co.uk

April/May 2017

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MOVERS AND SHAKERS

Former RAF top gun flies into top sales role at DJ Alexander A former RAF pilot has been appointed to the new position of associate director of sales at the residential estate agency, DJ Alexander.

Nick Maunder (50), served in the Royal Air Force for 17 years, latterly training novice pilots to fly Tornados, based at RAF Lossiemouth. After leaving the service he launched a children’s nursery business, based in Elgin and focussed on providing individual services for clients, largely through the clever use of technology.

He then moved to a senior position with Aberdeen-based Petrotechnics, which provides software support to oil companies and others working in potentiallyhazardous locations.

Until his latest appointment, Mr Maunder was chief operating officer at KAL, a software company specialising in ATM (automatic telling machine) software.

Headquartered in Edinburgh, KAL is represented across the globe.

He said: “As experts in property with a full suite of services and a brand recognised across Scotland, DJ Alexander are poised to take advantage of over 30 years of experience as we grow our residential sales division. We have some great ideas for new ways to sell property and I have joined a team well known for its excellent customer service. I really can’t wait to get stuck in.”

Commenting on the decision to award this senior role to someone without previous experience of the property market, David Alexander, managing director, said: “Initially we were looking for someone with a property background and interviewed some excellent candidates. However, Nick turned out to be exceptional in terms of ideas, attitude and drive, which was a key factor for us. In hiring personnel, as in everything else, estate agency firms increasingly need to think outside the box and we are confident someone with Nick’s outlook will be a great asset for our business.”

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Rescuing, reuniting and rehoming dogs and cats across Edinburgh and the Lothians for 134 years The organisation’s board of trustees recently recruited their first ever CEO, Howard Bridges. Howard brings with him a wealth of experience of leadership in the animal welfare sector and previously served as Interim CEO at Battersea Dogs and Cats Home, London. Howard has since recruited a new Senior Management Team to help him steer the strategic direction of the Home including; Lindsay Fyffe Jardine Director of Operations/Deputy to the CEO; Nicola Gunn – Director of Fundraising and Communications and Rachel Kavish Wheatley – Office Manager.

Jayne MacLennan joins MacLennan Norman As a chartered surveyor she brings a wealth of professional and corporate experience through her previous role as Director of Property with a FTSE 300 passenger transport company.

Working in the U.K and internationally in mergers and acquisitions, including company turn-around, Jayne implemented specialist skills to create high performing teams and deliver value from real estate. As an accredited mediator she has a particular interest in alternative dispute resolutions surrounding property, infrastructure and commercial disputes.

She is also an experienced Non Executive Director across a variety of sectors which enables her to view an organisation across all levels.

Professor Wendy Loretto appointed Dean of University of Edinburgh Business School Wendy has been at the helm of the School since August 2016 in an interim role; having previously held the Deputy Dean role in 2015/16 and Director of Research from 2013-15.

Wendy’s background is in research and teaching in Organisational Behaviour and Human Resource Management. Her own research field is age and employment, with a particular focus on changes in employees’ and employers’ attitudes and practices in extending working lives, as well as wellbeing at work.

Commenting on the appointment, Wendy said: “This is an incredibly diverse and international School, within a truly global University, and I am committed to continue building on its reputation.”

BUSINESS COMMENT IS AN EDINBURGH CHAMBER OF COMMERCE PUBLICATION. Edinburgh Chamber of Commerce, Business Centre, 2nd Floor, 40 George Street, Edinburgh EH2 2LE www.edinburghchamber.co.uk President: Scott Black Chief Executive: Liz McAreavey EDITOR : Anna Miller, Tel: 0131 221 2999 Email: anna.miller@edinburghchamber.co.uk FEATU R ES EDITOR David Forsyth, Tel: 07887 955778 Email: david@benchmarkpr.co.uk P RODU CTION & DES IG N Distinctive Publishing, Unit 6b, Floor B, Milburn House, Dean Street, Newcastle Upon Tyne NE1 1LE Tel: 0845 884 2383 www.distinctivepublishing.co.uk A DV ERTIS IN G Distinctive Publishing, Unit 6b, Floor B, Milburn House, Dean Street, Newcastle Upon Tyne NE1 1LE John Neilson, Tel: 0845 884 2343 john.neilson@distinctivegroup.co.uk

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