Business Edge 33 by Distinctive Media Group Ltd

Inside 05 business matters 08 business awards 12 the expert 13 fine print 22 construction feature 28 inspirational leaders 42 diary 43 events and training 49 new members 50 five minutes with 50 movers & shakers

the magazine for sussex chamber of commerce members

october/november 2016

Keynote speaker Eddie the Eagle drops in Page 42

Sussex Chamber of Commerce

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contents

october/november 2016 business edge

Sussex Chamber of Commerce

Sussex Chamber of Commerce currently represents over 1,000 member businesses. Membership of Sussex Chamber of Commerce offers access to invaluable business advice, money saving benefits, networking opportunities and provides a voice for businesses at a local, regional and national level. Business Edge is delivered free of charge to all Sussex Chamber of Commerce members as well as key business decision makers across the county. It has a circulation of 4,000 copies per issue. Business Edge is a Sussex Chamber of Commerce publication. If you have any stories you would like to tell us about or any comments please drop us an email at enquiries@

welcome

business matters

business awards

construction feature

business matters

ask the expert

fine print

feature: finance

construction feature

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diary

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John Neilson, Business Development Manager, Distinctive Publishing Unit 6b, Floor B, Millburn House, Dean Street, Newcastle Upon Tyne NE1 1LE Tel: 07813 874 970 Email: john.neilson@distinctivegroup.co.uk

28 inspirational leaders

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John Dean & Francis Griss email:deangriss@btinternet.com

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feature: charity focus

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

movers & shakers

five minutes with ...

AS A CHAMBER MEMBER YOUâ€™RE WELL CONNECTED

welcome

october/november 2016 business edge

Welcome to the October/ November Issue! Our first Business Leaders Conference in July was a huge success attracting senior business leaders, CEO’s and MD’s. We had a fantastic line up of speakers who all shared their amazing knowledge, providing us all with tips and ideas and how to implement these in our own businesses. I am pleased to announce that our next conference will take place on the 2nd November. One of the speakers is none other than Michael “Eddie” Edwards, aka “Eddie the Eagle”. Eddie will cover his long journey, overcoming numerous obstacles and challenges along the way, to reach Calgary to represent Britain and become Britain’s first and only Olympic ski jumper. The message is one of true Olympic Spirit with an entertaining and uplifting story. Eddie had the determination and motivation to succeed and whether in sport or in business, having a positive mindset and drive can lead to great success. So please call the office and book your place at our conference. There are also sponsorship opportunities for this and all of our events if you are interested in raising your company profile. It feels as if we had a very short summer, and it is difficult to believe that we are entering autumn soon. The awards season is upon us. The British Chamber of Commerce will soon be announcing the national business winners in various categories. We also have the Business Women Excellence Awards and the Sussex Business Awards. There are many fantastic opportunities to highlight the best of business and individuals. The British Chambers of Commerce also have some spectacular conferences lined up, starting with the Business and Education Summit in September, a Global Business Network in November and their Annual Conference in February. This issue of Business Edge brings you some of the highlights in the construction and engineering sectors. We see the opening of the British Airways i360 – an amazing feat of design, engineering and construction. Chamber members have the opportunity to share news stories with the business community though our Business Edge magazine or via our social media. Should you wish to find out more about your membership benefits, please call our office on 01444 259 259.

Ana Christie Chief Executive

Sussex Chamber of Commerce

www.sussexchamberofcommerce.co.uk

Getting postmillennials involved in business Ali Chambers Content Strategist, CommuniGator

As generation Y, or millennials as they’re known, start moving up the career ladder, it’s time to look at the next generation, postmillennials. Otherwise known as generation Z, these young bodies could change the face of business. How companies introduce them into the working world will also define their businesses success. Each generation has brought their own spin on how they believe business should work. From the baby boomers who bought with them idealism to the cynical generation X. Generation Y, in turn, grew up in the age of technology. Regarded as the selfish, self-regarding generation. So what is generation Z going to bring into the business world? By all accounts, these post-millennials have only ever known a world of political and financial turmoil. It’s meant they are more careful with their money. They are more aware that they need to volunteer to get ahead of the career pack and want to make a difference in the world. It is this attitude that will mean generation Z will have more influence in business than the previous two generations before them. So what does this mean for businesses looking to recruit young staff members? CommuniGator, a leading marketing automation provider in the UK, recently launched a copywriting academy to start introducing interns to the world of business writing. Their content strategist who ran the academy, Ali Chambers, explained what it was like recruiting in this arena. Ali said: “I was surprised at the proactiveness of the interns who stepped forward. All were in their first year at the University of Surrey. I’ve never seen that in an internship placement before. You expect to see second and third-years. But first-years pipped them to the post in terms of commitment to improving their CVs and gaining experience.” The course CommuniGator ran itself was a 12-week programme designed to teach students the difference between academic and business writing. Miss Chambers says the two are incredibly different, but there is no learning curve for students. “They are just expected to step into the world and know how to operate in a business sense. But copywriting, in particular, doesn’t work like that. It’s determined as much by the individual’s experience as it is by their skill level.” It appears that Generation Z’s willingness to learn will make their progression into the business rather seamless. But, because of their natural strong beliefs, we still think they will provide the business world with a few curveballs we can’t yet predict. From improving social media to ensuring the stability of companies willing to adapt their way of working. The success of the CommuniGator’s course led them to offer parttime roles for some of their interns. They are now looking to expand into apprenticeships in other areas of the business. In the fast-paced marketing software industry, CommuniGator’s approach could be a good indication of what businesses looking to grow & succeed might need to start considering for themselves.

tel: 01444 259 259

business matters

october/november 2016 business edge

Employee engagement is key to success high street coffee chains with their everincreasing choice and quality. The provision of decent in-house hot drinks can go a long way towards making employees feel valued. In addition, availability of pure water for good hydration is critical to keep cognitive faculties sharp and our stress levels in check.

Richard Cowley Partner, Aureo Group

Richard Cowley of Aureo Group explains why looking after the needs of employees is an effective way to achieve successful outcomes for your business. Have you ever looked at an organisation and thought how you would love to be an employee? If you have and it is not the one in which you are currently employed, perhaps it is worth evaluating your own work place and how it might be improved. If you are a business owner and you are suffering the loss of key talent, it may be that your internal environment is not meeting the expectations of your employees. Defining what it is that motivates individuals has been the subject of many studies into human behaviour in the workplace and it is no surprise that highly engaged employees yield the highest levels of productivity; in some cases up to 50% more than those that are less engaged. They will also deliver

higher customer satisfaction levels that ultimately dictate business success. Creating an environment in which employees can flourish has to be central to the strategy of every business that wants to achieve growth and it needn’t be a costly exercise – in fact it could save money. Refreshment provision is commonly overlooked when considering employee satisfaction. If the office kitchen comprises third rate ingredients and equipment, it may cause employees to leave the premises for their morning brew – allured by the

Capital support for businesses As a small to medium-sized business (SME) based in the Coast to Capital area, find out how you could boost your company’s expansion plans by applying for a government grant. medium business in transition, you could meet your targets ahead of schedule with Business Growth Grants. Coast to Capital and partners West Sussex County Council encourage eligible businesses to complete their application at the earliest opportunity before funding runs out. More information on eligibility and criteria can be found on the Business West Sussex website, you can also download the EOI form at www.businesswestsussex.co.uk/

businessgrowthgrants Grants are now available for startups, established businesses and social enterprises struggling to secure funding to grow and create new jobs via the Business Growth Grants initiative. Back for a second year, Coast to Capital LEP has pledged to award a total of £2.4 million to local businesses who can demonstrate their benefit to the region’s economy. Businesses are invited to bid for a grant of between £15,000-£100,000. Whether you are a start-up seeking investment or a

businessgrants@westsussex.gov.uk. For all your other business needs please contact the Business Navigator service at

www.c2cbusiness.org.uk.

Interior planting, too, has manifold and proven benefits from improved air quality and ambience that live plants offer - resulting in positive health effects experienced by staff in greener spaces. Studies have shown that sickness rates are reduced significantly following the introduction of plants, including instances of stress as well as air-borne illnesses. Interior landscaping is an effective way of making workspaces feel comfortable, appealing and not least, inspiring. The costs associated with recruitment can be prohibitive for many businesses and a little investment in employee wellbeing will pay huge dividends. Demonstrating staff appreciation in thoughtful ways rewards the business with far more loyalty and motivation. Retaining talented people is, after all, a undeniable measure of a company’s success.

Getting good value from training events With pressure on time and budgets how can you be sure to get best value from training events? Clair Fisher, Director at training provider Inspired You, shares her top five tips:

1 Venue is critical; people who are comfortable and relaxed are ready to learn! Get away from the office and associated distractions if possible.

2 Be very clear about the learning objectives, or the success criteria – good training providers will be able to measure and demonstrate value added to your organisation.

3 It’s not enough to hire an expert to ‘teach’ – make sure that whoever you choose to deliver training is able to facilitate learning. Specifically delegates should be encouraged to test, apply and reflect on their learning.

4 Learning is about more than the ‘classroom’ experience – quality training providers should provide preparation and follow up to embed learning into the workplace.

5 Learning should be fun. Enjoy it!

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business matters

october/november 2016 business edge

Work experience pays off Matthew Savage Sales Director, Smart Aviation

Have you ever been asked to take on a work experience placement? Be honest, have you ever thought twice about it? Well, we hope the Smart Aviation story will help you make an informed decision. Towards the end of 2015, Smart Aviation embarked on a partnership with East Surrey College to help nurture the charter brokers of tomorrow. Sales Director Matthew Savage spent time at the college with the Aviation course managers and students giving an insight in to the industry and helping develop a work based project, specifically for the year 2 Aviation Operation Students. Matthew commented at the time: “We’re keen to invest in the next generation of professional air charter specialists; if that means taking time out to explain how the industry works, then it’s time well spent’ The College was delighted with the positive response to the involvement, saying: “The relationship with Smart Aviation has brought additional knowledge of this area of the industry to the Aviation Operations course and has been of great benefit to the students and College.” The relationship grew from strength to strength, with two students from the BTEC Diploma in Aviation Operations course joining for work experience placements at the company’s offices in Manor Royal, close to Gatwick Airport.

During their six-week placement the students spent their time learning the ropes of how a busy aircraft charter company operates. In turn, we learnt that 18 year olds have copious amounts of enthusiasm, energy and blue sky ideas! Whilst they were with us we managed to squeeze in a visit to one of our trusted operators at Biggin Hill in Kent and they got to experience first- hand just what it feels like to board a private jet. Not bad at just 18 years old! The students were delighted to be given the work experience placement and fully embraced the opportunity. As Alex, one of the students said: “It enabled me to gain valuable aviation experience and knowledge which I was able to translate to my college assignments and future prospects. My own knowledge of the air charter industry broadened and I’m now fully aware of the role, operations and scale of the sector which I see to be exciting and dynamic. At 18, with little out of class industry experience, to be given an opportunity like that was fantastic! It’s great as a college student to be able to work with industry professionals and put my existing aviation knowledge in to practice.” In fact, we were as impressed with Alex as he was with us. He bowled us over with his enthusiasm and common sense during his placement with us, along with achieving his BTEC Diploma in Aviation Operations. So, after graduating and being awarded ‘Student of the Year’ we took the opportunity to expand our busy charter team and offered Alex a position as a full-time trainee charter broker. Which he enthusiastically accepted! With us now since early June 2016, Alex has this to say about his first step in a career in

Visit to Biggin Hill aviation: “Working at Smart is very different to life as an aviation student; I’m now able to take what I have learnt from college and use it in day to work rather than just writing an essay about it! It’s sometimes surreal, working with big airlines and aviation organisations, having studied and learned about their operations at college for the past two years. Now that I’m able to meet and engage with experienced professionals, as a young individual working in my first role within the aviation industry it’s all very exiting! I’m looking forward to developing my skills and gaining more experience within my role at smart aviation, ultimately aiming to become an experienced air charter specialist.” So if you’re wavering over whether to take someone on board for work experience, or as a trainee, we’d say give it a go. Be prepared to invest in someone and unlock unknown potentials for them and for you. It could be an opportunity and benefit for all.

Willard Conservation receives Queen’s Award Another commission acknowledged by the accolade was the largest conservation table Willards has produced to date (at over 4m x 3m!), which was sent to Kronborg Castle – best known as the home of Shakespeare’s Hamlet – in Helsingor, Denmark.

Paul Willard Managing Director, Willard Conservation

Paul Willard, Managing Director of Willard Conservation Ltd, said of winning the award, “We are delighted to receive this hugely prestigious Queen’s Award for Enterprise – without doubt, it’s the result of our fantastic team of technicians.

Willard Conservation has been named a winner of the 2016 Queen’s Award for Enterprise – the UK’s highest accolade for business success. Joining a select group of deserving businesses, the British manufacturer of unique, world-class conservation tools and equipment for use in fine art and heritage conservation has been commended for achieving outstanding results – most notably by demonstrating five years of growth in International Trade. Its work spans the production of ultraintricate micro tip hand tools right through

to large-scale restoration machines. Such tools and equipment are exported all around the world, with recent commissions from the Chichester firm being shipped to Yale University in Connecticut, USA and the Orientalist Museum in Doha, Qatar to name but two.

www.sussexchamberofcommerce.co.uk

“We have all worked hard not only to develop an extensive range of products and services, but to secure our reputation for quality and long-lasting craftsmanship and this award comes at a really exciting time for us as we look to what the future might hold for the company.”

tel: 01444 259 259

october/november 2016 business edge

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business awards

october/november 2016 business edge

TV comedian Simon Evans to host Sussex Business Awards

Awards season coming up The season for business awards is coming up and I am excited about the prospects for Sussex businesses in the Sussex business awards being organised by Midnight Communications and the national British Chamber of Commerce awards. I have the privilege of judging the small business section of the Sussex business awards, a category which we the Sussex Chamber of Commerce sponsor, and I am readying myself for reviewing the applications and carrying out the visits across the county from Rye to Chichester. Whilst I am certain those applying will have thought long and hard about customer service and the pleasure they provide their customers, customer service isn’t always in a company’s culture. I have had two recent contrasting experiences.

Renowned television comedian – and legendary resident of Hove - Simon Evans has been announced as MC for the 28th Sussex Business Awards which will be staged at The Grand, Brighton on December 1. Celebrating business excellence across Sussex, this is the longest established Award scheme of its kind in the county and is widely regarded as the biggest night of the year for business people across the region. The Awards night also has a tradition of attracting high profile presenters. Last year Rachel Riley, of Channel 4’s longrunning quiz show Countdown, took to the microphone, while rugby star Martin Bayfield and BBC news reader Nicholas Owen have also held centre stage. This year, stand-up comedian Evans, star of television shows such as Live at the Apollo and The Michael McIntyre Comedy Road Show and a regular at the Edinburgh Festival, will bring his dry wit to the party at The Grand, Brighton, on Thursday December 1. Simon said: “I am delighted to have been asked to host this year’s Sussex Business Awards - especially as it will be such a short walk home! “There are so many business success stories from across Sussex. I look forward to hearing more about the shortlist and to announcing the winners on the night.”

One of last year’s winners, Creative Pod, also commented, “Being an active part of the community is of paramount importance to us and a huge part of our company ethos. Being recognised for this in such a prestigious award really reaffirms our core values and is hugely uplifting for the whole team to have won Responsible Business of the Year. It reflects all of our hard work and dedication in contributing and helping our local community. The awards are a great way to meet other likeminded local business professionals and we have made so many contacts because of them. Winning this award has been really beneficial for our company and opened many doors that we may not have previously had access to.” Tickets for the Awards are selling fast and anyone interested in attending is urged to buy as quickly as possible. Tickets cost £90 each (plus VAT) or £850 (plus VAT) for a table of ten. This includes champagne reception, three course meal, and two bottles of wine on each table, as well as entertainment, dancing and a few surprises.

On the one hand I was asked to be a secret shopper for a well known car brand checking on the customer experience at one of their Hove dealerships. It was an interesting experience being recorded by my “companion” from the secret shopper agency and trying to act as if normal. However, the experience was exemplary and I reported back in glowing terms about how valued I was made to feel. I have since bought a new car from that dealership. On the other hand my visit to Hove Post Office was the complete opposite. Not only was I responding in my own time to that awful red form that was dropped through my letterbox, but was met at the sorting office with complete distain and belligerence - a hang over from the old public ownership days I feel. Despite having lots of proof of identity for my daughters package I must now stay in a whole day next week for fear of not being there at the precise moment the doorbell rings. I was made to feel as though the fault was mine and the take it or leave it attitude will mean that I will do whatever I can so as not to use the company again. I am sure I am not alone in being subject to these contrasting experiences but as business people the interests of our customers are paramount — some businesses get it, others don’t, some identify failings and change, others don’t. So shake yourself up, do a secret shopper exercise on your own business and see if it matches up to the car dealership or the Post Office?

David Sheppard Chairman Sussex Chamber of Commerce

For more information or to buy tickets, please contact us on T: 01273 666200 or E: sussex@midnight.co.uk. Follow us on Twitter @SussexBizAwards.

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

construction feature

october/november 2016 business edge

Ryebrook Resins secures contract for network rail train care depot Ryebrook Resins were awarded the contract to apply resin finishes to floors and vertical surfaces to the new Network Rail train care depot in Reading for Volker Fitzpatrick Limited, as a result of this Ryebrook were then offered a contract at Three Bridges, West Sussex. Three Bridges train care depot is used to service and maintain both train engines and carriages which are driven into the shed from the main rail system and can service multiple passenger trains simultaneously.

The project consisted in laying a highly slip resistant resin flooring to 12,300m2 and sealing vertical faces of 4,000m2 in multiple colourways to denote pedestrian areas from trucking routes. The Ryegrip flooring product is a hard wearing pigmented resin flooring system with a slip resistant profile designed to meet Network Rails technical requirement for abrasion and Health & Safety and environmental concerns. The floor areas were prepared by recoverable shot blasting

and edge diamond abrasion prior to being vacuum cleaned prior to the application of the resin floor. Due to the highly trained and skilled flooring applicators used on the project, Ryebrook Resins were able to produce a consistent appearance throughout the entire 12,300m2 floor area. The project was completed fully within Volker Fitzpatrick program and was handed over to Network Rail on time and within budget.

As a contractor, do you or don’t you…need professional indemnity insurance? Gordan Westcott

Manager – Development Division, Knighthood Corporate Assurance Services

It’s a question that is increasingly posed to us as insurance advisors by contractors so I consider it worth extending our thoughts to a wider audience. Historically contractors had decided against arranging Professional Indemnity Insurance on the basis that they have no design liability and that design professionals such as architects or structural engineers will have this cover in place and that this should be adequate protection for their client. However, contractors are increasingly taking on the potential of a design liability claim by either using their own in-house design team or by inadvertently accepting a potential liability where they sub-contract out the design element.

If a firm takes this course of action they will often find themselves being the client’s first port of call in the event of a design related issue. Even if a claim is ultimately proven to be the responsibility of another party, the costs of defending and redirecting a claim can be substantial and a successful outcome is far from guaranteed. If a firm is not successful in deflecting the claim then it may well be that liability could rest with them to deal with the matter in the first instance. A firm could then also find itself in the position of having to consider costly legal action against the negligent party. The situation is rarely clear cut and could have serious financial ramifications without the benefit of insurance and is not limited solely to design issues. For example, it is normal practice for a contractor involved in any construction work to slightly alter the architects or engineers plans a little in order to make them work. Whilst it is likely to be only a small alteration these changes could have an effect on the building’s viability.

Similarly, contractors may utilise materials that may not meet the exact specifications and have not been agreed and, again, may have an effect on the viability of the building if the materials prove to be unfit for purpose. Contractors also have an implied duty to warn a client of any potential problems or errors that they may become aware of during the course of the build. This failure to warn alone could lead to incurring a potential liability. There could also be aspects of a contract which are not included in the design and are left to the contractor such as scaffolding, perimeter fences or walls and the like. When arranged correctly a Professional Indemnity policy will provide cover for these eventualities, if you are in any doubt contact your insurance provider or speak to Gordon Westcott at Knighthood.

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business matters

october/november 2016 business edge

Something to consider the next time you visit the cinema Liam Clark, Director at MCA Consulting Engineers, explains how expert engineering in buildings influences our quality of life. This time of year often sees the release of epic, blockbuster movies in cinemas; the ones our big screens have been waiting for all year. The anticipation of finally sitting in that cinema seat when the opening credits roll and the lights dim down is so exciting you can barely contain your popcorn! Have you ever thought about the environment you are sitting in? The cinema building itself, much like the movie you see, is a work of creativity with so many intricate ‘behind the scenes’ parts that we almost take for granted how much work has gone into the final product. Have you ever considered the buildings you use every day? We tend to use buildings without giving much thought to how comfortable we are; that is, until we become uncomfortable. We can all identify the environments in which we have felt uncomfortable: perhaps when a room has felt too bright, or too dark; too warm, or too cold; too stuffy, or too draughty. When we are comfortable, we’re unlikely to give much thought to the buildings we use every day. However, when we are uncomfortable, it can cause us to be preoccupied, focussing more on how we feel, than on what we are there to do. Because we spend so much of our lives inside buildings, the quality of the buildings we use, and the level of comfort we enjoy in those buildings, will influence our quality of life. Most buildings conceal a whole host of engineering systems that are largely unseen and unheard, and yet they are absolutely essential to ensure that the needs of those using those buildings are met. Those engineering systems - building services engineering systems - are, or at least should be, expertly engineered to provide indoor environments that are comfortable, so that buildings can be used effectively for their intended purpose, whether to live in, work in, or relax in.

Experts in building services engineering

MCA Consulting Engineers has enjoyed supporting clients and other professionals for almost 40 years by working creatively and collaboratively as part of a team to influence the design of better buildings. Buildings that are not only comfortable, but also safe, efficient, cost-effective, healthy, functional and appealing. But our success is not just down to our engineering expertise and know-how. Effective communication skills are as important as engineering expertise, and both are equally important for developing excellent working relationships which achieve our objective: to develop better buildings for people to use and enjoy. Rebecca Rose, Client Relationship Manager at MCA Consulting Engineers, said: “Engineering expertise aside, recognising that good communication is a huge part of the success of every building project is absolutely essential; it’s not just engineering knowledge that results in better buildings. For every building project of note, clients and other professionals rely not just on the detailed engineering knowledge, but also on the ability of engineers to communicate constructively and concisely, from the inception of a project through to its completion.” So when you visit the cinema to watch that blockbuster movie, consider the environment you are sitting in - Building Services Engineers helped to make your cinematic experience as epic as the movie you are watching!

www.sussexchamberofcommerce.co.uk

BUILDING SERVICES CONSULTING ENGINEERS MCA Consulting Engineers has enjoyed continuous and successful trading within the building services consulting engineering sector for almost 40 years, and has a proven track record of delivering professional services and successful projects.

01293 851490 mca@mcaltd.co.uk

tel: 01444 259 259

advertorial

october/november 2016 business edge

Local company leads the way in contract free servicing “Our service is our reputation” VR Sani-Co is a caring, well established family business which has been providing sanitary disposal and other specialist washroom services, for over 20 years, across Kent, London and Sussex. We believe the company was the first provider of such services not to tie its customers into long-term contracts and the company’s caring attitude not only for the customers, has gone a long way in building a high end professional, honest reputation. Customers signing a service contract for any type of service can be a risk and in many cases is a real leap of faith. Most contracts have a lot of so called small print, and indeed in most cases it is so small that it is difficult to read. It is also a fact that very few people or companies actually ever read the small print often just taking what the salesperson tells them in good faith. If they did read the small print they would soon realise that its content is usually designed, in the main, to protect the suppliers’ interests rather than those of their customers. Out there are many good companies with honest sales staff but there are also some less scrupulous organisations around. Sanitary Bin Service Companies are no exception and even some of the better organisations tie their customers into long term contracts which are difficult to get out of, even if the service has not been up to the expected standard. Many have a minimum 3 month notice period, which in itself is fair enough as there is a significant up front cost to the sanitary bin service company in providing and installing the sanitary bin. However many customers often get caught out by not giving notice to cancel soon

enough before the end of the contract and are then often stuck with their current provider for at least another year. VR Sani-Co, believes this is unfair and underhand and so threw the rule book away ever since starting in business over 20 years ago. Unless the customer themselves demand a contract then they are not required to sign one. VR believes that if a good quality and reliable service is provided, at a value for money cost, then customers will want to stay with that service. This has turned out to be true! Because of the company’s outstanding reputation for providing reliable, discreet and contract free washroom services, customers have remained with them year after year. The company understands that if the service slips then customers may be lost which keeps the company on its toes offering nothing throughout the company but high end washroom and customer service throughout the company. However service to customers is not the only thing that is of importance to VR, having been successful the company feels it’s important to plough something back into the community. This is apparent in a number of ways. The company has provided many apprenticeships and school pupils the opportunity to gain valuable work experience within the business. Not only does the company benefit from the knowledge and creativity of these students but they also benefit from understanding the working environment of a service company and how important high quality service and a caring approach is throughout business.

VR Sani-Co’s caring side is exhibited by the support given to a number of local charities not only in terms of donations but also in terms of time and effort the company believes firmly in giving back. The company proudly support a cervical cancer charity called “Jo’s Trust” as it felt it was time to find a charity to support for the long haul. This charity was perfect and not only does the company give a percentage of their profits from new business but we also raise awareness through having stickers on its sanitary bins reminding ladies to have their smear test something that could in the long run save their lives. VR has also held events such as charity golf days and a member of the VR team completed a triathlon raising additional funds for Jo’s Trust. Being a responsible and caring service company is much more than just the servicing of the washroom equipment, however important that may be. Companies, therefore, requiring a sanitary bin disposal or other service provided by VR Sani-Co can confidently use them for such services knowing that the company’s motto of “Our service is our reputation” really does mean something and in addition the customer is using services from a company who has a caring approach within all aspects of the business. Why have contracts when you have all that to offer!

By Jo Greene, Director, VR Sani-Co Ltd

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ask the expert

october/november 2016 business edge

How to choose an SEO agency Artemis Marketing is built firmly on the principles of ethical SEO and transparency.

Mike Knivett Managing Director, Artemis Marketing

In an industry where jargon and meaningless statistics are all too often used to mask a lack of any discernible work we feel our clients deserve honest and clear information. They also deserve a measure of success that is based on customers and ROI, not numbers. So it is with this in mind I wanted to put together some useful questions for any business to ask any SEO/Digital Marketing agency. By getting clear answers to these questions you will be in a far better position to make an informed choice to work with them rather than being overwhelmed by a sales pitch and impressive numbers often pulled from the ether. Like many business owners and employees these days you are probably sick to the back teeth of being offered SEO services via junk email or poor quality sales calls. It is a sad fact of the digital age that unscrupulous people feel they can make a quick buck from what is for many people a confusing and unknown world. However, in among all this confusion there are actually some very good, hard working and highly skilled SEO agencies offering businesses a real means to reach out to customers and be successful.

How do you report results?

If you are looking to move into this type of internet marketing, there are a few simple questions to ask any agency that will easily weed out the churn and burn scammers from the top notch search marketers, so read on if you are thinking about looking for some SEO help.

Another huge factor in making sure you are getting value for money is how the results of the campaign are reported to you. Gone are the days of searching for yourself, and if you ranked higher then things must be working. Google recognises your searches and will invariably show your site above others because you are on it all the time. So you need an accurate measurement of ranking gains to justify your spend. A good agency should have dedicated software set up that will clearly show each termâ€™s movements over time. This should be accessible to you at all times and not just sent as a screen shot once a month.

How do you report the work you do?

Do you promise results?

This is a fundamental factor for any business looking to spend money with an SEO agency. If you pay for a service, you should be able to see what that service entails and what work is done each month. It is all too common for an agency to simply say they have done the work but insist sharing any details would compromise them. This is, frankly, an unacceptable response, often

used to cover up the fact no work has been done. Would you really be happy to work with anyone who cannot account, in detail, for the time you pay them for?

This is a very counter-intuitive thing to consider, but not when you are aware of the environment in which it sits. Google is constantly changing how it works to make sure users get the most suitable and useful results. This means it is impossible to predict what factors it may include in the future when selecting results. The job of an SEO agency is to pre-empt, protect and ensure

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client sites profit from these changes in order to maintain or grow their rankings. When you consider this you must also appreciate any kind of guaranteed results is at best hopeful and at worst simply made up. A good agency should show you historic results and case studies and give clear evidence of success without making promises they are not sure they can keep. A skilled agency will get you results but they will be confident enough to tell you they will do it as fast as they can, but that they cannot 100% predict what Google will do nor how much your competitors might suddenly spend on SEO. There are many more factors involved in choosing a good SEO agency but these three questions should give you some idea of the type of people you are dealing with. You should also try and speak to some of their existing clients, make sure they have a no competitor agreement in your area so you donâ€™t end up fighting your main rival and both paying the same company. Also, ask if they outsource work or do it all in house. Outsourcing is fine but ideally it should only make up a very small part of the work on offer, otherwise you are just paying a middle man for work whose quality you cannot control.

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fine print

october/november 2016 business edge

Ensuring your business gets paid despite a changing economy Lance Attwell Managing Director, Status Credit

Current business uncertainty post Brexit is prompting many companies to consider how to cope with potentially difficult times ahead. This includes assessing the order book and customers’ ability to pay. Is now the time to start building up a cash reserve or perhaps invest in credit risk insurance? We asked Lance Attwell at Status Credit (credit risk insurance specialists who specialise in the Construction, Engineering and general trade sectors), to outline some of the considerations business owners should take when deciding which route is right for them. Whilst few business owners want to turn away business, many are now more cautious about taking on contracts which risk incurring a bad debt. A bad debt can occur at any time and companies need to be sure they have accumulated a sizeable bad debt reserve fund to cope. Building such a fund can, however, have a knock-on effect on the company’s profitability and cash flow. If the company’s profits are the only means to financing business strategies such as growth or R&D, these may have to be put on hold as the reserve fund is accumulated. As an alternative, a credit risk insurance policy immediately puts in place the right level of bad debt protection. A second consideration is making a fixed commitment to save. Here operational expenses can get in the way, leaving a company’s reserve fund left wanting. For those who prefer to budget a fixed modest monthly amount, but still get sizeable protection, credit risk insurance can be a better option. Business owners often bemoan how to effectively forecast a bad debt. It isn’t always easy to access accurate financial information about a customer as most credit information is over 12 months old. Credit risk insurers, however, invest heavily in qualified credit analysts and monitor the real-time financial performance of their customers’ customers. This is why they are able to activate an alert if a contract suddenly becomes ‘at risk’. A final consideration are the strategic goals of the business and having the confidence to still pursue growth plans. A debt reserve fund can give a safety net for pursuing new work but then requires careful risk assessments of every job. If you are looking to grow your company but don’t fancy undertaking such in-depth risk analysis ahead of every job, credit insurance is a cost-effective way to help you grow and increase your profitability.

Build Your Reputation by Rob Brown Published by Wiley

In any profession, there is intense competition to stand out, to catch the eye of everyone from the boss to a potential new client. Indeed, the best jobs, opportunities and sales rarely go to the best qualified or experienced. Instead, they tend to go to those stand-out practitioners in their field - the ones who market themselves for maximum impact. It may not be fair but it’s life. So how do you make sure that you re the one people notice? In Build Your Reputation, author Rob Brown gives readers the confidence that comes from knowing their reputation is within their control and they can do something about it to get where they want to be. Whether a corporate executive or a sole trader, becoming known isn’t a matter of chance, nor is it a matter of luck – it’s a practical set of highly coachable skills that anyone can learn. So says Rob Brown. He argues that a ‘go to’ reputation and a personal brand that makes you a key person of influence doesn’t happen by accident. In this book, readers will discover how to master the art of personal brand-building to develop a powerful profile, a strong network and an influential, marketable name for themselves. Rob says: “Your current reputation may be good, bad or indifferent, but you’ve got one. Ultimately, your reputation is what people say and think and feel about you behind your back. When all that’s left of you is your business card or your latest blog post, it’s the memory, the impact and the impression you leave behind. You can influence the way the world views you if you know what people think, play up your strengths and reinforce your values. That’s what builds a world class, stand out reputation.” Rob Brown is Founder and CEO of the Networking Coaching Academy, which helps people build connections and reputations for greater influence and career opportunities. Build Your Reputation is available wherever books and e-books are sold Visit www.wiley.com for the latest news from Wiley

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feature: finance

october/november 2016 business edge

Getting the finances right in a recovering economy Although austerity has had an impact on public spending, there remain State-backed schemes designed to help companies access funds. Underpinning them all is the recognition that innovation is a key way of rebuilding the economy and needs to be nurtured. Business Secretary Sajid Javid underlined the opportunities in a recent speech when he said: “Whether you’re running a small fashion retailer in Bristol, or an international wallpaper designer on the King’s Road, making folding bicycles or folding ballet pumps, whether you’re a kitchen-table start-up or a centuriesold family enterprise, you all face the same challenges when you’re running your own business: You’re highly exposed to the ups and downs of the economy.” He said that Government-backed schemes designed to mitigate such effects included: n British Business Bank programmes are already supporting £2.3 billion of finance to 40,000 smaller businesses

n UKTI is helping companies access new markets overseas

support applying for loans or grants to buy equipment or take on new staff.

n The Start-Up Loans programme has provided entrepreneurs with more than 30,000 loans worth well over £155 million.

Bringing in the specialist advisers is crucial because they are the ones who know what opportunities are available. That means an initial meeting when the adviser, be it a specialist financial services company or based within a bank, sits down with the client and draws up a detailed plan based not just on current needs but also looking to the future - maybe even doing a little dreaming with the client.

n The Business Growth Service has brought together a range of advice and expertise to help companies expand, including the GrowthAccelerator, a Government-backed service offering support to businesses with the potential to improve and grow. The minister said: “The vast majority of British businesses are in private hands. They employ millions of people, pay billions in tax and generate over a trillion pounds of revenue.

Once that initial plan has been drawn up, the process moves onto the next stage, obtaining the finance to make things happen.

“It’s been said that while good companies meet needs, great companies create markets. Successful companies should be applauded, successful entrepreneurs should be saluted. private business deserves to be celebrated.”

More information on Government-backed schemes can be found at: http://british-business-bank.co.uk/

However, for all the will is there, it can still be confusing for businesses seeking to access funds, which is why it makes sense to bring in specialist support.

https://www.gov.uk/business-growthservice

Financial advisers start by finding out what a business needs; it may be help with better financial management or it may be

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https://www.gov.uk/start-up-loans

Growth Accelerator http://www. ga.businessgrowthservice.greatbusiness. gov.uk/

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feature: business feature:support finance

august/september 2016 2016 business edgeedge october/november business

Running your charity Last month we hosted a sell-out seminar providing important information and updates for charity trustees, chief executives and finance officers covering trustee responsibilities amongst other key areas. Mark Spofforth OBE – High Sheriff of Sussex - welcomed guests and our keynote speaker Michael Ashley, Chair of the Audit and Risk Committee at the Charity Commission, who discussed the role of Trustees and their subsequent responsibilities.

And for our penultimate session we were treated to insights from Partner Alex Spofforth, who drew from his extensive experience working within the charity sector, sharing his top 10 tips for Trustees in the boardroom.

Trustee responsibilities are consistently evolving and becoming more demanding as new regulations are created. The seminar focused on delivering to our delegates vital information which ensures they are complying with financial regulations and maximising their efficiency.

Our final session gave delegates the opportunity to interact with our speakers in a Q&A session and contextualise their own responsibilities as Trustee members.

Alongside Michael, we welcomed Coral Curtis, Charity Audit Manager, who addressed a variety of key areas in the new Statement of Recommended Practices (SORP) for charities within a range of different fields. We also enjoyed a presentation from Rupert Moyle, Director of VAT and Duty, understanding the often complex and confusing world of VAT for charities.

Hosting free seminars for delegates within the charity sector is a key area for us, and as we go through our transition period with Kreston Reeves it’s an area in which we will continue to discuss, advise and recommend best practices. Our Autumn programme of seminars kicks off with Finance Focus, running at the Arora Gatwick, Fontwell Racecourse and i360 in Brighton. The seminars, aimed at company directors, financial controllers and executives will explore minimising risk post Brexit, VAT changes, trading internationally,

alternative sources of finance and much more. For more information on attending one of these popular seminars please get in touch with Tracy Morrison by email events@krestonreeves.com or call on

01403 253 282.

Mark Spofforth OBE

exceptional professional advice for business and individuals

• Audit & account preparation

• Business start up sales and acquisitions

• Corporation and personal tax

• Estate planning including wills & powers of attorney

• Payroll services • Company secretarial services

• Inheritance planning

Springfield House, Springfield Road, HORSHAM, West Sussex RH12 2RG Phone: 01403 253282 Fax: 01403 250926 E-mail: horsham@krestonreeves.com www.spofforths.co.uk

Offices in Brighton, Chichester, Horsham & Worthing

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feature: finance

october/november 2016 business edge

When Time is Money – do you lay up or go for the green? If like me, you are the owner of an innovative business you’re most likely always on the go and quite probably subscribe to the adage that: time is money. However, a little timeout, if well spent can potentially bring you significant rewards via a Research & Development Tax Relief windfall. So what’s this got to do with golf? Well, perhaps the most time consuming element of any round of golf, certainly if you exclude the walking from shot to shot, is the consideration of which club to use; dependant on the lie of the land – and of the ball - to maximise your advantage and, hopefully, build a good score. The decision is always dependant on the challenges or obstacles that are placed in your way. You take time deliberating and

evaluating your options in the hope that you’ll make a decision that will be right. For the professionals those are the decisions that make the difference between winning and losing and how much prize money is received in each competition; or indeed whether you win gold or silver. Due to the significant complexity of the application process, a number of elements in this scenario come in to play when you begin to consider the various options for submitting an application for R&D Tax Relief.

Fortunately, Cooden Tax Consulting is your experienced R&D Tax Relief caddie. We’ve walked and played this course dozens of times and can best advise you how to approach each part of it. If you invest a little thinking time with us, we’ll plot a course from tee to green keeping you out of the rough and ensuring you are a fairway ahead of your competition by helping to secure a cash rebate that could boost your business growth.

Validate your claim. Contact us NOW!

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business matters

august/september 2016 business edge

Accountancy services for small businesses, contractors and start-ups The team at Quantum Accounting previously operated under the name Ware & Partners. We are a family business committed to providing professional businesses with excellent accountancy services. We have built our reputation on doing what we do well. Whether it be bookkeeping services or management information that you need from us we will deliver it with the same high standards. Crossing the t’s and dotting the i’s so you can have every confidence that your hard earned cash is doing what you and your business need it to do. We make no apologies for having an old fashioned approach to service, we like that our clients are happy to give us a call or pop in just to say hi. Our prices are competitive, our team are experienced, our attitude is relaxed but don’t be fooled, it takes an enormous amount of work to appear this way!

FOR START UPS At Quantum we know that every startup needs a good accountant to keep business finances in shape. We are good value for money and have a package to suit you.

FOR SMES

FOR FREELANCERS / CONTRACTORS Quantum provides highquality specialist and hasslefree services to UK based contractors and freelancers. Working on your own doesn’t mean managing financial issues alone. We’re here to help make sure your tax, bookkeeping and specific accounting is taken care of.

QUANTUM ACCOUNTING Waterside House Basin Road North, Hove East Sussex BN41 1UY

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Quantum specialises in helping small businesses with all their accounting needs, whether you are thinking of setting up a business or have an established one that needs a new perspective.

01273 420377 info@quantumaccounting.co.uk www.quantumaccounting.co.uk

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advertorial

october/november 2016 business edge

Mobile working is boosting productivity Mobile working is transforming how UK companies operate by significantly increasing efficiency and boosting staff productivity. The increasing sophistication of smart devices and improvements to broadband connectivity have been supported by the emergence of tools like Microsoft Office 365 for working, sharing and collaborating remotely. Now a company’s employees can use all their standard office applications anywhere they work, just as if they were still in the office. However, some companies in Sussex and across the South East remain reluctant to deploy mobile working solutions. Consequently, Microsoft has published a range of data drawn from a number of independent sources to persuade the doubters. Two of the headline stats Microsoft highlights are that 77 per cent of workers say they are more productive when they are working out of the office and 23 per cent are willing to work more hours when they are away from the office. Furthermore, 73 per cent of organisations who have adopted mobile workstyles say they have a more flexible, agile workforce. In addition, 53 per cent of organisations say

they have lower travel costs and 48 per cent have lower property costs.

attract the best talent and 29 per cent feel it helps to retain more customers.

These statistics were gleaned from various research sources – including IDC, Accenture, Forrester Research and the Harvard Business Review.

Gary Jowett from Computer & Network Consultants in Brighton says: “Remote workers are estimated to produce 240 extra hours of work per year. This is one big reason to introduce new tools and applications that enable your company to take advantage of mobile working.”

All the data suggests that mobile working is rapidly gaining in popularity because it makes business sense.

Dramatic improvements A company that doesn’t want to spend too much to start with can dip a toe in the water relatively cheaply by making its email system accessible to employees for a small monthly licence fee. This alone could dramatically improve productivity and efficiency. Introducing mobile working solutions also ensures retention of customers and attracting the most talented staff. In the research Microsoft cites, 47 per cent of organisations believe mobile working helps

There are two more statistics Microsoft cites that really put everything into perspective and should convince even the most reluctant organisations to employ mobile working solutions. By 2019 the number of mobile devices in the world will far outstrip the number of people who live on the planet because there will be an estimated 7.7 billion people in the world and 11.5 billion devices. Significantly, by 2020, 72 per cent of the US workforce will be mobile working. Given that the UK is likely to follow trends in the US, now’s the time to prepare your business for a new mobile future.

SAY HELLO TO YOUR NEW IT DEPARTMENT. The benefits of outsourced IT You gain access to a whole team of highly skilled people that are always available, and right up to date with all the latest technology, knowledge and trends. Alongside online monitoring and management tools, we can provide 24x7 cover with regular strategy meeetings. We would love to talk to you and offer a complementary systems check-up with no obligations to use our services.

— 01273 386 333 — sales@cnc-ltd.co.uk — www.cnc-ltd.co.uk

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advertorial

october/november 2016 business edge

Why the “My Way or the Highway” Approach Works When you’re the boss and the buck stops with you, it’s unsurprising that you’ve got some very clear ideas about how your business should be run. This vision will involve the big goals, the long term plan of how to achieve them, and even the little tasks that make up the long term plan. You know exactly how you want each step of your vision to be executed—nothing wrong with that. That approach, the idea that the people in your company should do things as you’ve envisaged them, is known as “My Way or the Highway” and is often seen as an overly aggressive or even negative management technique. But it works. And it doesn’t have to be negative or aggressive. You can get your way without having to show anyone the highway. If everyone knows your plan, they’re all focused on the same goal. When people know the process they’re supposed to be using and stick to it, all work is carried out consistently and to the high standard you (and your customers) expect. So how do you make sure your plan is clearly communicated and your processes are unmistakably outlined without coming across as a tyrant? Two simple things: Communication and Collaboration.

OpenCRM gives them an insight into how their roles and projects fit into these bigger goals. They can then pass on the relevant information to their teams, giving everyone the knowledge that what they’re doing fits into a bigger journey. When people know that they’re working to a plan, rather than just plodding along, they’re much more likely to view their own part of that process in a positive way. Especially if the tasks they’re doing have been engineered in a way that is productive in terms of the overall plan and practical for their day-to-day job…and that’s where the second step comes in.

2. Collaboration. In order to achieve the various goals you have for your company, you will undoubtedly have a clear idea of how the individual steps should be carried out by your team. When I have a new process I’d like to introduce, the first thing I do is document my thoughts as clearly as possible. I then liaise with my team leaders to ensure that they agree with this process I’ve set out.

1. Communication.

Sound odd for a “My Way or the Highway” approach? Yes. But after all, they are the ones on the ground and will be expected to sense check and deliver the objectives.

I’ve personally found that sitting down regularly with my department heads (and larger groups in more occasional meetings) to explain my general plan and vision for

If they do find one (or more) issues with my logic, revising my process plan doesn’t change the fact that the job will get done the way I

want it to, it means that it can now proceed in a more practical and informed way. But what if someone doesn’t like your plan at all? There is always the possibility that someone will entirely disagree with my plan, either for the company or the process. This is where the “My Way or the Highway” approach can take an ugly turn if you’re not careful. I personally have found that taking the time to listen to their concerns and opinions about my vision does wonders. If two people are able to discuss their disagreement, one can either persuade each other to their own opinion or at least make it clear that the other person’s voice has been heard. In the past, when I’ve had an employee who strongly disagrees with my vision for the company, once they know that their opinion has been heard and potentially hear further details behind my reasoning, they’re far more likely to go along with my plan. They know that “My Way” isn’t about being tyrannical, it’s about having a focused vision for the company. They also know that I’m not so precious about my vision that I can’t hear other opinions about it, I am always open-minded when I hear a good idea. The “My Way or the Highway” approach works because it gives your company clear direction and method, but that only works if both the plan and the participants are well informed.

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business matters

october/november august/september 2016 business edge

Business Support provided by Sussex Skills Solutions Sussex Skills Solutions understands the importance of building a confident and highly skilled workforce for businesses across Sussex and the wider area. We look to deliver business growth by supporting local companies, identifying their needs, and finding appropriate solutions through apprenticeships and skills training. We offer a range of services to enable this business growth, from short one-day compliance workshops to longer-term professional development. With highly experienced trainers who pride themselves on delivering effective courses, flexible scheduling and competitive prices, our

Hastings, Sussex Skills Solutions will become the largest provider of Apprenticeships in Sussex. By combining the expertise of both colleges, Sussex Skills Solutions will be able to train new or existing staff in a number of areas including: Construction (Brick, Plumbing, Painting & Decorating, Carpentry & Joinery and Maintenance Operations), Engineering, Motor Vehicle, Hospitality, Accounting, IT, HR, Sales, Team Leading, Management, Customer Service, Childcare and Health & Social Care. Whether you have an existing member of staff who may benefit from undertaking an Apprenticeship, or need support in recruiting a new Apprentice into your organisation Sussex Skills Solutions is here to help. Commercial Courses are the perfect choice for increasing the skillset of your employees. The commercial course offer includes First Aid at Work, Health & Safety, Hospitality, IT and Management. For more information on these please contact Karen Gillespie on 030 300 38439. As a new joint venture between Sussex Downs College and Sussex Coast College,

For more information on how Sussex Skills Solutions can support you, please visit www.sussexskillssolutions.co.uk or call 030 300 39777 and speak to staff in our Lewes or Hastings office.

PROVIDING APPRENTICESHIPS & SKILLS TRAINING

Are you drowning in paperwork? Dreaming of a paperless office? Discover DocuWare â€“ the smart solution to document management Store information digitally in a single, secure location. Access documents any time, anywhere. View, download, modify and share â€“ all at the click of a button. Call 0844 800 4822 to find out more.

DWS can help your business improve efficiency and increase productivity with affordable workflow solutions. As a Xerox Concessionaire, we also have exclusive access to the full Xerox range including printers, copiers, scanners and multifunction devices.

www.documentworkflowsolutions.com DWS_Sussex_Chamber_183x117_Advert01_AW.indd 1

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02/08/2016 15:17

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feature: technology

october/november 2016 business edge

A Paperless Office Pipe Dream or Reality? Phil Britton Joint Managing Director

Document Workflow Solutions (DWS)

Old habits die hard The concept of a paperless office is nothing new. Yet the average workplace is usually defined by a paper mountain (or two). While printers hum, photocopiers churn and filing cabinets overflow. We’re paper addicts: a generation who were taught to keep a copy of everything - just in case. The technology to go paperless exists but are we ready to embrace it? Innovative workflow tools mean we have the power to scan in our existing paper and eliminate the need for new paper enitrely. Thanks to highspeed broadband, cloud applications and high capacity storage, the sky’s the limit. But fear of the unknown seems to be holding us back.

Upping our green credentials There’s no denying that going paperless is the eco-friendly option. Using less paper can only help the environment but the point of going paperless isn’t simply to make digital copies of everything. The ultimate goal is to create a more efficient and productive workplace.

Accessibility is key In fact, going green isn’t the key motivator for going paperless. The virtual office is. With

employees spread far and wide, it’s critical to have a paperless online system, so that information can be accessed any time, anywhere. Customers expect us to have instant access to their purchase history. Paper can be misfiled, making an important document hard to find. Just as customers don’t want to be put on hold while we search, employees don’t want to feel frustrated by archaic, inefficient processes.

What does it take to go paperless? The cost of equipment has come down dramatically in recent years. A scanner, basic document management software and a place to store/back-up data is all that’s needed. A solicitor or accountant can advise on which documents (if any) must be kept in hard copy format.

How secure is it? A paperless system that uses proper encryption is very secure. After all, what’s the difference between signing a piece of paper and faxing it or attaching your scanned signature to an electronic copy and emailing it? They both get sent down a wire. Even the government recognizes a digital signature just like a physical signature. That said, maintaining tight security over business information is vital. Someone must be responsible for monitoring the system, training new users, performing regular backups and guaranteeing privacy.

All things considered n A paperless office creates more space by doing away with bulky filing cabinets n Digital data can be backed up in multiple locations, whereas paper data would be lost in a fire n Email replaces the need to print and send documents, reducing the cost of paper, ink and postage n The chances of losing important documents are lower when scanned and filed electronically n Paperless systems enable employees to work remotely, improving efficiency and morale n Paperless companies are viewed as environmentally friendly and cuttingedge

What’s the verdict? While a totally paperless office may still be a pipe dream for some, an office that uses less paper is an achievable goal for everyone. Maybe the answer is paper-light rather than paperless - a middle ground where tech-lovers and paper-hoarders can live in harmony. The balance is really down to company culture and vision. If the focus is on becoming more efficient, informationsecure and cutting costs, then paperless is the way to go.

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construction feature

october/november 2016 business edge

Kier building on a century old Sussex heritage Kier combines a history of successful local building projects with a forward-thinking outlook that employs the latest technology for the benefit of their clients. With a network of regional offices across the UK, Kier is able to provide national coverage with a genuine local presence. From its office in Crawley, Kier delivers construction projects for a range of private and public sector clients across Sussex. The award-winning team in Crawley has extensive experience of working in partnership with clients, across a diverse sector base, including local authority and central government, as well as educational, custodial and healthcare. Kier also recently began work on the new Cornerstone development in Crawley’s Manor Royal Business District, on behalf of Elekta, which further demonstrates Kier’s ability to deliver schemes across a range of sectors. (Site photo required) By providing innovative solutions for any number of building challenges Kier aim to reduce the complexity, timescale and, most importantly, the cost of their client’s construction projects.

An industry leading Group Kier Group is a leading property, residential, construction and services group that invests

in, build, maintains and renews the places where we live, work and play. The Group employs 24,000 people and has a turnover in excess of £4 billion The strength of the company lies in its network of 88 regional offices across the UK. With a strong regional presence across the country, Kier is able to combine its local knowledge with extensive experience delivering a range of schemes to understand and respond quickly to clients’ specific needs. Whether delivering a standalone project or a programme of works, the regional teams consistently demonstrate their flexibility, creativity and ability to deliver a standard of service and quality that underpins the longevity of its customer relationships.

A rich local history In 2000 Kier Group acquired James Longley & Co., which was responsible for many of Crawley’s early buildings. Founded in 1863 by James Longley, the company’s early work centred on the railway network. As Crawley began to grow following the arrival of the railways,

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Longley & Co set up its new facility in East Park. From there the business flourished, building hundreds of houses in Crawley and employing over 700 staff by the end of the 19th Century. Elsewhere in Sussex, Longley & Co. built the West Sussex Asylum in Chichester, later known as Graylingwell Hospital, and spent five years building Christ’s Hospital School near Horsham. Today, Kier’s Crawley office is part of its wider Southern Construction business, complementing its bases in Sussex, Hampshire, Dorset, Kent and Hertfordshire. Last year, the Crawley team moved from Longley House to their new office at Platinum House in Crawley’s Manor Royal Business District. From this new base, the Crawley team has since delivered numerous projects in Sussex, Surrey and South London.

Diversity ensures sustainable growth Kier’s Construction business has a strong track record in delivering successful education and health schemes across Sussex for the public sector and is also

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construction feature

october/november 2016 business edge

increasing the number of projects it builds in the commercial office, retail and industrial markets. In Crawley, the 131,000 sq ft Cornerstone Development is well underway and due to be completed in October 2017, while the £7m Acorn Retail Park was handed over in August. In Brighton both “The Keep” archive storage facility and Brighton Bilingual School were completed with much acclaim. At the University of Sussex Kier delivered a hugely successful refurbishment of the Grade II listed Attenborough Centre for Creative Arts (ACCA). Further along the coast Kier delivered a new Primary School in Newhaven, one of many delivered on behalf of East Sussex County Council. Also in Newhaven, Kier created a state of the art University Technical College within two listed buildings on the Railway Quays site. Also in East Sussex, Kier has successfully delivered four academies in recent years, including Brighton Aldridge Community Academy (photo required), along with new facilities at Eastbourne, Hastings and St Leonards. In the health sector a long established relationship with Western Sussex Hospitals NHS Trust has seen Kier working collaboratively with the trust on a wide range of projects at both Worthing and St Richard’s Hospitals. The hotel and leisure sector has also been important for Kier, with recent new build projects including the Marriott Courtyard Hotel at Gatwick, Shoreline and Ocean hotel’s for Butlins in Bognor Regis and a significant extension to the South Lodge Hotel near Horsham.

Collaborative approach to securing contracts While the old adage that “a contractor is only as good as its last project” still rings true, the ability to win work remains a crucial part of Kier’s business. Approximately half of Kier’s UK regional building revenue is secured through frameworks. Locally these include the Southern Construction Framework, Education Funding Agency Regional and National frameworks, Scape Minor Works Framework and the Sussex Cluster framework. Only last month Kier secured two new framework awards for its Construction division, providing a long-term pipeline of works. This included a place on the four-year £4bn Department of Health Procure22 framework as one of six principle supply chain partners which commences in October. Kier Construction is a leading provider in the health sector having delivered over £170m of health projects over the last twelve months. This was followed by winning a place as one of five suppliers on two five-year construction frameworks worth up to £750m at Gatwick Airport. The award reflects Kier’s increasing profile in the

aviation sector and enhances an already strong relationship with the airport. Kier Group chief executive, Haydn Mursell explained how important these frameworks are to the Construction business: “These awards demonstrate the breadth of our offering and the strength of our relationships with clients across a wide range of sectors, including healthcare, aviation and education. Such awards, which account for approximately half of our UK regional building revenues, enable us to work closely with our clients to deliver on their long-term requirements and they further bolster our strong Construction order book.” Based in Crawley, Kier’s in-house Preconstruction team works closely with design teams, specialist sub-contractors and material suppliers, to both win and deliver projects. This essential collaboration not only enables Kier to offer clients the most effective solutions at competitive prices, but also ensures that local SMEs benefit from Kier’s success.

A bright future Kier understands that people are key to its success and with a growing skills shortage across the industry, attracting new talent has never been more important.

Kier is committed to recruiting local apprentices and graduates and offers a range of career paths for those looking to get into the construction industry. These include work experience, placements, apprenticeships, the Kier Degree programme and graduate training programmes. As part of Open Doors week in June this year, Kier opened more than 20 of its sites to the public, including Cornerstone in Crawley, offering them an exclusive glimpse into the work that takes place on a live construction site. The initiative focused on showing the scale and breadth of opportunities in construction, and hundreds of people visited Kier sites to understand what roles are available in the industry. Local residents were also able to get a rare glimpse inside projects being delivered in their communities, as part of Open Doors Week. This focus on the communities in which they operate is at the heart of everything that Kier does. “Most of our staff live in the communities we serve” says Kier Social Impact Manager, Lucy Clarke “and so we truly understand the importance of leaving a positive legacy behind once the construction work is complete.”

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october/november 2016 business edge

How might Brexit affect UK Green Energy Targets? Norma Biggs Director,

Independent Heating and Cooling

Norma Biggs, Director of commercial and industrial heating specialists, Independent Heating & Cooling explains the solutions available to businesses to help achieve green energy targets.

Meanwhile, the EU Renewable Energy Directive requires the UK to generate 15 per cent of its energy from renewable sources by 2020. That’s not just electricity but also energy used in heating and transport.

Following the historic decision by Great Britain to leave the EU (having been a member for over 40 years) one thing is clear, that there is great deal of work to be done before Britain finally exits the EU once it formally evokes Article 50 of the Lisbon Treaty of 2007.

Buildings are the largest energy consumers; accounting for approximately 46 per cent of all energy consumed, of which, approximately 36 per cent is consumed by industry alone. This is, therefore, a huge area to target.

With regard to Green Energy Targets, Brexit appears unlikely to make a difference to UK energy policy - because Britain’s own unilateral Climate Change Act actually imposes even tougher requirements than the EU Renewable Energy Directive, for cutting carbon emissions.

Under the Climate Change Act, the UK must cut its carbon emissions by 80 per cent on 1990 levels by 2050. The Committee on Climate Change says that “the proposed UK carbon budget covering the same period is tighter than our estimate of the UK share of the EU 2030 target”.

Renewable Energy is simply energy that is replenished by the sun or earth at least as fast as it is consumed. Renewable Energy technology available to the Industrial and Non-Domestic sector There are serveral alternatives; the most common being Biomass Boilers, Heat Pump Boilers (air source or ground source) and

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Photovoltaic Panels (PV). Although there are additional options such as Wind Power and Solar Panels, all of which depend on the physical constraints of the site and the type of environment you are trying to achieve, i.e. some options are more viable than others. There are a number of ways in which to achieve Renewable Energy targets. Sometimes it might involve a combination of traditional forms of heating and/or renewables, sometimes it can be the full replacement of conventional Natural Gas, LPG, Electric or Oil Fired appliances. However, carbon emissions can certainly be reduced significantly when using traditional forms of heating by taking back control from the shop floor. Utilising smarter controls reduces the amount of energy used, reducing both costs and emissions. Industry can quite easily reduce its energy use and carbon emissions without too much investment. Coupled with the advances made with products becoming more energy efficient in recent years, this could be the way forward for many companies without sufficient capital expenditure budgets to think about replacing existing systems.

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october/november 2016 business edge

Industrial biomass boilers Wood fueled heating systems typically burning wood pellets, chips or logs from sustainable sources.

Advantages: • Affordable heating fuel • Financial support through RHI* • Low carbon emissions

Air to water systems produce lower temperatures than conventional boilers, so they are better suited to underfloor heating systems or will need much larger sized radiators Heat pump technology has been used around the world for decades and there are systems suitable for small to large applications – although generally better suited to new build sites where capacity can be built in from the design and construction stage.

• Can heat your building and hot water

PV (Photovoltaic) panels

Disadvantages: • Initial installation cost is high • Large amount of fuel storage space Most effective when replacing electric, oil or coal fired heating in an off gas grid property. Often used by Companies with a high level of Corporate Social Responsibility such as C Brewer & Sons Ltd. Brewers decorating merchants installed a biomass boiler at its warehouse in Maple Road, Eastbourne. Mark Brewer, chairman at Brewers, said “The biomass burner is an environmentally responsible solution to our warehouse heating and it demonstrates a commitment to the environment through the use of green technology”.

Renewable Heat Pumps Heat pumps work by moving heat from one area to another and can be used for both heating and cooling. The most common types are air source and ground source heat pumps, they can be air to water or air to air.

Advantages: • Economical to run • Financial support through RHI* • Low carbon emissions • No fuel deliveries

Disadvantages:

PV cells are made from layers of semiconducting material, usually silicon. When light shines on the cell it creates an electric field across the layers. The stronger the sunshine, the more electricity is produced. Groups of cells are mounted together in panels or modules that can either be mounted on the roof or on the ground.

Advantages: • Cuts electricity bills • Get paid for the electricity generated (Feed in Tariff scheme)

*Non-Domestic Renewable Heat Incentive (RHI) The Government’s non-domestic Renewable Heat Incentive is a financial support mechanism for renewable heat targeted predominantly at the commercial and industrial sectors. Launched in November 2011, it provides payments to industry, businesses and public sector organisations that generate on-site and use renewable energy to heat their buildings, although this has been significantly reduced in recent times it is still a contribution worth having. For more information on how to apply for RHI visit the Ofgem website www.ofgem. co.uk

No time for complacency! In summary, while green energy legislation might be affected by Brexit in time, Britain’s existing Climate Change Act means there’s no time for complacency – it’ll need to be full steam ahead (pardon the expression) to bring green energy targets in on time.

• Reduces carbon footprint • No fuel deliveries and low maintenance costs

Disadvantages: • Initial installation cost is high • Remotely Controlled Energy Management Systems Remotely operated intelligent control systems offer optimum energy efficiency for commercial sites, and are the latest innovation in green energy management. Heating and air conditioning systems can be controlled from a mobile, tablet or laptop. Whilst the technology has been widely available to domestic customers in recent years, new systems are coming to market specifically designed for commercial and industrial sites; including offices, warehouses and retail outlets.

The EU Renewable Energy Directive requires the UK to generate 15 per cent of its energy from renewable sources by 2020. That’s not just electricity but also energy used in heating and transport. Norma Biggs Independent Heating and Cooling

• Initial installation cost is high • Air source heat pumps will not operate below -15 deg C

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october/november 2016 business edge

All systems go as Mackley heads towards its 90th anniversary After a record breaking 2015 for Mackley, 2016 is proving to be no less exciting with a host of award-winning and challenging projects in Sussex and the surrounding area. company’s most high-profile current project, certainly in the eyes of the general public.

David Knapp Business Development and Marketing Manager at Mackley

At 162 metres high and with an observation pod rising to 138 metres, the British Airways i360, which opened in early August, is the tallest observation tower outside London.

2015 saw the Sussex-based civil engineering and construction company almost double its turnover - from £23m in 2014 to £43m in 2015. But Mackley, established in Shoreham-by-Sea in 1927 and now headquartered in the West Sussex community of Small Dole, has no plans to rest on its laurels as it heads towards its 90th anniversary. With a wealth of experience in tackling complex and challenging civil engineering schemes, Mackley is not afraid to take on projects that others, with less experience and expertise, may shy away from. The company’s capabilities encompass: coastal protection including sea defence, managed realignment and coastal maintenance; ports and harbour engineering; working in a fluvial environment; infrastructure, groundworks, bridges, highways and drainage; and renewable energy projects including solar

farms and micro hydro electric turbines. The vast majority of Mackley’s work comes from the Environment Agency and other stakeholders involved with and responsible for coastal protection and flood prevention. The company has continued to replace, increase and improve its plant fleet with recent investment of more than £1m in excavators, dumpers, compressors and transport. But it doesn’t stop there – Mackley has a five-year plan for further investment in plant which

includes marine equipment, lorries and cranes.

Bright future under new ownership For a number of years Mackley has been part of Team Van Oord (TVO) - a Joint Venture partnership between Van Oord, Kier Group, Mackley and Royal HaskoningDHV. As a result of this association, in June 2014 Mackley was acquired by Van Oord, the world-renowned Netherlandsbased contractor specialising in international dredging, marine engineering and offshore projects. The acquisition by Van Oord is a key reason why Mackley has flourished, because it has enabled the company to bid for larger contracts and grow the business on the back of investment in plant and staff.

Brighton’s iconic new shoreline structure The British Airways i360, for which Mackley is principal contractor, is perhaps the

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Sited at the beach end of the historic West Pier on Brighton’s seafront, the British Airways i360 has a slender, elegant design, with a futuristic pod allowing 200 visitors at a time to enjoy the surrounding view as it slowly unfolds. The international team that created the London Eye is behind the project, which has been eight years in the making. When visiting the site in July 2016, Sir John Armitt, President of the Institution of Civil Engineers (ICE), said: “As an engineer, I just find the whole thing fascinating.”

Gongs galore From the most visible project to the most decorated, the Medmerry Managed Realignment Scheme, which includes the largest realignment of open coast in the UK. ‘Managed realignment’ involves building new defences inland from the coast and allowing a new intertidal area to form. ‘Intertidal’ refers to the land that is exposed at low tide and covered by the sea at high tide. Medmerry, located between Selsey and Bracklesham in West Sussex, is one of the stretches of coastline most at risk of flooding in southern England. The scheme, carried out on behalf of the Environment Agency, is a key element in a 15-year project to provide 7km

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of new sea defences to protect local communities, while at the same time creating a large nature reserve. The project involved the construction of four miles of new sea walls to significantly reduce the flood risk to nearly 350 homes, local infrastructure and the main road into the village of Selsey. It has also created a new wetland for wildlife to flourish and much of the site is now managed by the RSPB as a nature reserve. In June 2016, the scheme received global acclaim, picking up first prize in the ‘Dredging for Coastal Reinforcement’ category at the 2016 WODA Environmental Excellence Awards in Miami. In total, Medmerry has received more than 20 industry accolades. Success through collaboration Medmerry was delivered by Mackley working as part of TVO and on behalf of the Environment Agency - the same combination that also successfully delivered the Broomhill Sands Flood Coastal Defence Scheme. The £30m Broomhill Sands scheme took two years to

complete and was officially opened in May 2016. The scheme provides improved protection from flooding for around 1,400 homes and 100 businesses along a 2.5km stretch of the East Sussex coastline from The Suttons to Lydd Ranges. The works included a 1.8km length of rock revetment requiring 265,000 tonne of rock armour and a new concrete wave wall; recharging 700m of shingle beach and replacing the existing timber groynes. The scheme has increased the standard of protection to the area from one in 20 years to one in 200 years, reducing the risk of flooding in any one year from 5% to 0.5%. Local residents were naturally very interested in the scheme and representatives from the Defend Our Coast Association regularly visited the site offices for updates and to discuss progress, as did the local kitesurfing community. The project may be most noticeable for the amount of rock, shingle and concrete that went into it, but it should be remembered for the exceptional way in which everyone involved has worked together;

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the pragmatism of the local community, and the shared focus to get things done. The scheme has received a plethora of regional and national awards, the most recent of which were two accolades at the ICE South East England Awards Ceremony on 14 July - The Brassey Award (Kent & East Sussex) for Engineering Excellence and the Best Infrastructure Award. Developing the next generation of civil engineers Mackley is committed to working in partnership with the people who live and work in the areas where it operates, and supporting a wide range of local charities and community initiatives. The company is also keen to help develop the next generation of civil engineers through an on-going association with the University of Brighton and other educational establishments. Late last year a group of students from the University of Brighton benefitted from ‘real life experience’ through a visit to the Clays Lake site, near Pease Pottage, where Mackley is carrying out flood prevention works. Dave Knapp, Business Development and Marketing Manager at Mackley, said: “Around 18 months ago I was invited to join the local Industrial Advisory Board which is based at the University of Sussex.

“The Board’s purpose is to forge links and partnerships between the university and business and industry, to both enhance students’ learning experience and make an important contribution to their successful development. “We agreed to arrange a series of visits to our sites to give the students ‘real life’ civil engineering experience.” “The first visit, to the British Airways I360 site on Brighton seafront, was a great success and as such we arranged a second visit for the students to the site at Clay’s Lake.” In addition to organising the site visits, the Mackley team has also made a series of presentations at the University on issues relating to sustainability and environmental awareness on civil engineering sites. In June 2016, two University of Brighton students commenced a one-year work placement with Mackley. Sabitha Kamaleswaran and Jerome Bret will experience a wide range of skills and disciplines from marketing and accounts, to planning and technical services. The work placements are being overseen by Roger Sargeant, a Director at Mackley, who said: “We hope that Sabitha and Jerome will make a real impression while acquiring a wide range of skills that will benefit them as they move forward in their careers.”

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Inspirational Leaders

october/november 2016 business edge

The success story of a company on the up

Few companies can lay claim to being a bigger Sussex story than the remarkable Slinfold-based AJW Group, a world leading specialist in the supply, exchange, repair and lease of commercial aircraft spare parts. n Rapid growth attributed to diversification n New Sussex headquarters has helped company expand n Company remains ambitious for the future The Company, which employs almost 700 people and trades all over the world, has grown dramatically since its early days, developing over more than 80 years to be at the forefront of the aircraft component supply industry. However, it was not always a big player. Indeed, when current Group Operations Director Andy Smith joined the Company at the age of 18, twenty eight years ago, he was one of just eight staff. Today AJW is an international player and Andy’s role is to oversee hundreds of employees. The Company was founded in 1932 by Anthony James Walter and started life as a surplus parts redistribution business supporting Piper Cub light aircraft. Building on those small beginnings it now leads the world, not only in the supply and repair of Airbus and Boeing

spare parts, but also through the provision of specialised aviation support services used by airlines around the globe.

a network of local offices across the world, conducting business with more than 1,000 airlines in 117 countries.

Its success was confirmed four years ago when it opened a new purpose-built headquarters close to Gatwick airport, marking a decade of growth and diversification.

The creation of AJW Technique in 2012 established a global hub for AJW repair activities in Montreal, which complements a network of more than eighty preferred component repair vendors worldwide.

Andy said: “We have grown rapidly in recent years. When I joined in 1988 I was a storeman sorting and selecting the parts. “We were a small company with a contract for the BAC 111 and one or two airlines, including some African operators, and we remained a small company really up until ten years ago when I took on my current role. “Since then we have grown rapidly and the key to that has been the way we have diversified. Parts remain our core business but we offer an increasing range of other services to the aviation industry as well.” That diversification means that AJW companies are now based out of London, Montreal, China, Dubai, Singapore and North America with strategic aircraft spares stock held across the UK, Europe and US. Additionally, AJW provides sales and service support from

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However, parts remain at the core of the business and, at any one time, the Company holds around $500 million worth of parts, including a wide range of engine components Andy continued: “We transport spares all over the world, including running an emergency service for aviation companies. “We might get a call saying that an aircraft cannot take off because a part needs replacing and an aircraft costs the airline a great deal of money the longer it is stuck on the ground. “AJW can get a spare out of the warehouse in Slinfold, or any of our world wide distribution hubs, and onto a delivery truck inside an hour. “We will go the extra mile if we need to. We will put someone on a plane with a part if needs be and, if necessary, we will charter an aircraft. ”

That approach to high quality service has been repeatedly recognised and AJW is now an award-winning organisation, past notable achievements include being named Aviation 100 Parts Supplier of the Year for the past four years and securing the accolade of ATE&M Best Spares Parts Provider in 2012, 2013, 2014 and 2015. Despite the company’s rapid recent growth, AJW does not intend to rest on its laurels. Andy summed up: “Obviously, it is important to ensure that growth is sustainable but we are looking to expand further and are regularly signing new deals. We remain as ambitious as ever. “I am not sure what effect Brexit will have on our plans. At the moment the referendum vote has worked in our favour because a lot of our trade is in dollars and the exchange rate is currently advantageous. “Who knows what the longer term effect of the decision to leave the European Union will be, but one thing’s for certain – AJW will retain its flexibility and reputation for innovation in whatever global market environment it operates within. It’s part of our culture and key to our success.”

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Inspirational Leaders

Andy Smith Group Operations Director AJW Group

“Since then we have grown rapidly and the key to that has been the way we have diversified. Parts remain our core business but we offer an increasing range of other services to the aviation industry as well.” Andy Smith | AJW Group

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october/november 2016 business edge

Building for the future not only the branch, but also the local area. The Ringmer branch is developing its yard space to supply a more specialised offering of groundworks and roofing products, and having become a member of the Chandlers group in 2014, the Brighton branch is continually increasing its product range.

Richard Skinner Commercial Director at Chandlers Building Supplies

Having expanded in the past couple of years, Chandlers Building Supplies now have 13 branches across the South East and the Midlands, four of which are based in Sussex. Richard Skinner, Commercial Director at Chandlers Building Supplies, speaks about the growth of the company and the construction sector as a whole. Whilst we are expanding into different areas of the country, with our most recent branches opening in Surrey and Essex, our Head Office is based in Ringmer, so we will always be a Sussex company supporting local businesses.” Opening new branches and expanding established branches in Lewes, Petworth, Ringmer and Brighton shows there is market confidence in the building trade industry. The Lewes branch on Daveys Lane has undergone vast refurbishment over the past two years with a doors and floors showroom, increased outdoor area and a landscaping display having been added. All

signs to say that demand is increasing and this must be met with investment despite some of the uncertain business parameters in the current climate. Additionally, the ground floor bathroom showroom was completely renovated making it one of the largest in the local area with a new range of products from traditional to contemporary A perfect example of where the Construction trade Industry must remain open to investing in alternative products and projects for continued success in the future, too. The market is now so diverse that isolation can impact a business’s progression. Chandlers’ Petworth branch will be opening a kitchen showroom before the end of the year, which is something completely new for

The last two years have seen changes to our branches, dramatic changes in the case of Lewes. With new building techniques and materials constantly coming on to the market, it’s important that we take measures to continually develop the business and meet our customers’ requirements.” It’s not just those in the trade that the developments are for though. People tend to have the idea that a builder merchant is just for those that work in the trade; that is not the case. Builders Merchants must now adapt their products to anyone taking on a DIY, decorating, landscaping or renovation projects. These customers need to find the products they need. There is also the added benefit of utilizing the wide range of expertise and excellent product knowledge from a company that is diverse and evolving with the construction sector which is something you don’t necessarily get from a high street DIY store.

Why bringing in an expert is so important on sites Richard Brinkworth

Director at Leap Environmental

July 2016 saw the release of CAR-SOIL™ - the longawaited construction industry guidance for managing and working with asbestos in soil and construction and demolition materials. The guidance provides an invaluable resource to those of us who are contaminated land practitioners. It will also be useful to anyone planning or undertaking development activities where there may be a risk of asbestos in the ground. Given the prevalence of asbestos in the built environment; and the increasing re-use of

construction and demolition materials; there aren’t many projects that don’t have some risk of asbestos in the ground. With that in mind, the guidance is both flexible and pragmatic. Maintaining compliance with the Control of Asbestos Regulations 2012 and the Approved Code of Practice, whilst being protective of health and safety. It also contains some useful advice for construction professionals managing materials containing asbestos and clear guidance on training and competencies.

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It can be downloaded from the CL:AIRE website at

http://www.claire.co.uk/projects-andinitiatives/asbestos-in-soil Perhaps most poignant is the quotation chosen by the Author for the foreword of the document: “Risk comes from not knowing what you are doing” In short, make sure you appoint a contaminated land specialist to help you through the process.

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october/november 2016 business edge

A leading light in the UK construction industry Founded by Duncan and Michele Wietscher, Newview Windows & Conservatories is the South East’s largest independent family -owned installer and cover the commercial, trade and retail markets in the construction sector. In the last year reached Newview reached an amazing milestone of 120,000 windows fitted. Growth The company has been trading for thirteen years and covering the year to June 2016, turnover rose to £4.2m, a 41 per cent increase on the year before with a 4 percentage point increase in net profit. Going forward into its next financial year, Newview is projected to surpass the £5m turnover mark – making it one of the fastest growing businesses in Worthing and the surrounding region.

Job Creation The company aspire to be an Investors in People standard business and at the time of writing employ 45 staff across its commercial, trade and retail divisions. Going forward the company is projected to hit one hundred staff in the next two years and will be opening a brand new trade counter at its HQ in Worthing, where it will sell glazing products to local installers. This alone will create around six new jobs in the short term.

Investment Duncan and Michele continually re-invest a sizeable amount of the profit it makes back into the business. Over the last twelve months Newview have invested hundreds of thousands of pounds in the following – to ensure it is at the cutting edge. n New trade counter that will open in late summer 2016 n New staff n New IT & telecoms infrastructure n Company presence at exhibitions, Meet the Buyer events and trade expos n Company commitment to 0.7% of profits to go to charity

n New curtain walling manufacturing facility to open in autumn 2016 n A fleet of new low emission hybrid vans for its growing installer base Newview also continually invest in its staff and customers and towards the end of 2016 will be arranging a corporate day out for key staff and customers.

Acquisition of major clients In the last twelve months Newview have won major contracts and new clients that include Bovis Homes, Network Rail, Heathrow Airport, Crest Nicholson, NHS South Persimmon Homes and Thames Valley Housing. The firm recently completed a £400k project with Bovis Homes to install casement and French doors and vertical sliding sash windows in the Winchester Village housing development, located just off Romsey Road on the edge of Winchester. Most recently Newview also won a major contract with Network Rail and Carillion to install its soundproof windows in houses on the Oxford to Cambridge line. The business has also pioneered work around soundproofed windows, making it a preferred supplier for Heathrow Airport and Network Rail.

Innovation Regarding this, it is one of the UK’s leading installers of high-performance, noise reducing windows. The company partnered with Heathrow Airport, where it has been installing windows in a 30 mile radius of the airport since 2011. It has been earmarked as one of the main installers for when the next runway is built. By Christmas this year Newview will also be offering consumer credit for homeowners across the South East.

Developing staff Beyond the basics of all of Newview’s teams having relevant health & safety training, CSCS cards, and NVQ level 2 qualifications as a minimum; Newview is also a BBA approved gold status installer, and have CHAS health and safety accreditations and are members of Constructionline. What also sets Newview apart from the competition is that it has equally successful commercial, trade and consumer retail divisions and work with some of the UK’s biggest names; and on some of the most prestigious projects. In conclusion Newview have invested to ensure it is leading the way on its core values: n Technical expertise n Efficiency n Quality n Passion for business n Staff development and training To talk to one of the team at Newview please call 01903 244449 or email sales@newviewhomes.co.uk

n Office re-furbishment n New website and PR & marketing strategy including Corporate hospitality

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october/november 2016 business edge

Let’s all get ready for winter

David Bly Managing Director,

Cornerstone Management Services

As we head into the cooler times of the year, there will be many who may experience damp, condensation and mould in their workplaces or residences. In the main it’s about understanding the behaviour of the internal atmosphere together with the building fabric according to David Bly MD at Cornerstone - Specialist damp surveyors. Whether it’s a domestic, commercial or heritage building, the onset of damp is an unwanted experience as it is often regarded as a defect that will most likely result in costly repairs. Yet that isn’t always the case as experience shows there are many individual causes with a sizeable number linked to how the building is used and subsequently ventilated and heated by its occupants. Over the years, we have all undertaken measures to keep the heat in and the cold out. However, without a clear understanding of the implications, this action alone can lead to the onset of damp related issues. With such varied construction techniques and materials being utilised in new and older structures, it is important to understand how they function and how we can maintain and uphold their notable inclusion in the building fabric. The importance of changing the internal atmosphere during the winter periods cannot be underestimated and is proven to be a major factor in dealing with the root cause of unsightly mould outbreaks. However, it is important to understand that mould on a wall in one room is not necessarily an indicator of localised dampness. It may be the mould has travelled to this cooler surface on the internal air currents from an outbreak located elsewhere. Therefore, understanding internal atmospheric conditions throughout a property is vital in securing viable resolutions for a host of damp related issues.

How virtual reality is transforming architectural practice

technology serves to aid understanding if any defects or anomalies are present that may be linked to the instance of damp within the fabric of the building. Localised and controlled invasive checks are sometimes a necessary activity but, when aligned to supporting investigative processes including thermal imaging, moisture profiling, salts testing etc., their importance cannot be underestimated. Although recognised as specialist damp surveyors providing a comprehensive assessment of affected structures utilising a host of advanced techniques, Cornerstone also provide CPD accredited training delivering a range of damp related seminars and training days for those looking to further understand when a structure is deemed to be unnecessarily or naturally damp. Housing associations, Chartered Surveyors, NHBC, Insurance Companies and Private Clients have all benefitted from the bespoke and tailored knowledge provided to the interested audiences. And, as interest grows in recognising and living with ongoing damp issues especially through the cooler times of the year, it is envisaged that this sharing of knowledge will continue to be embraced by those seeking to further increase their knowledge and experience in their respective field of interest. With experience totalling in excess of 30 years dealing with damp in properties either from a flood, leak or ingress incident, this invaluable timeline enables Cornerstone to deliver credible outcomes for those seeking a viable and sustainable solution to dampness in buildings.

Yelo are a creative and innovative architectural practice working with developers, housing associations, councils and private clients to create high quality contemporary architecture. Following a year of research and development, Yelo are embracing technology and introducing a new way of looking at architecture to their clients through virtual reality. Virtual reality has been all over popular media with the final consumer versions of the Oculus Rift and HTC Vive recently being released into the market, heralding the start of accessible virtual reality to the masses. Once initially targeted at the entertainment audience, virtual reality has been recognised as having applications in many other industries; healthcare, military, historical conservation and architecture. Architectural visualisations are indispensable in communicating designs, which can be crucial in planning stages and in engaging with clients. However, even with photorealistic renders, people can struggle to envision the final result. Enter virtual reality. Using virtual reality, we are now able to place a client directly inside our scheme and offer them total freedom to explore the insides of the design ahead of construction work beginning. This not only gives them a realistic sense of space and scale, but also allows them to provide feedback that could eliminate costly revisions on site.

And, with no commercial affiliations linked to any damp remediation trades, our truly independent service is embraced by those who wish to utilise our detailed reporting content to resolve an identified issue. Indeed, our unique comprehensive factbased outcomes have been utilised by interested parties involved with respective Legal Proceedings.

With regard to the structure itself, a comprehensive understanding of building

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october/november 2016 business edge

construction feature

GCL Building Technologies first for Smart Intrastructure. For high quality cabling & electrical installation on time, every time call GCL on 0845 6000 919 www.gcl.uk.com l sales@gcl.uk.com

Specialists in health & safety products: SOME THINGS ARE MEANT TO GO TOGETHER TOGETHER SOME THINGS SOME THINGS ARE ARE MEANT MEANT TO TO GO GO TOGETHER At Chandlers, we believe a great partnership is key to a strong

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construction feature

october/november 2016 business edge

Brexit impact on construction still uncertain

Derek Godfrey MD at Ellis Building Contractors

I have been asked several times what I think the impact of Brexit will have on the construction industry. The short answer is nobody really knows for sure. Now that some of the dust has settled however there are some signs as to what the fall-out from Brexit might be. The initial knee jerk reactions were inevitable as the doom mongers have their moment. Undoubtedly, some businesses will suspend their plans as they wait to assess the longer term consequences and you do wonder how often Brexit is being used as a scape-goat for ill-conceived and marginal schemes. But things have moved on apace and within weeks we have a new Prime Minister and essentially a new Government. Our newly installed political leaders have wasted no time in reassuring the Construction Industry of the Government’s long term commitment to boost

infrastructure spending. One supposes that with so much more of our taxes not having to go via Europe before they get re-shored and re-badged in the UK as “European Funding”, there is a greater prospect of this pledge being fulfilled. Theresa May PM has also pledged Treasury-backed bonds to fund infrastructure projects all as part of her plan to build a UK economy. I know we’ve heard it all before but we really do need to build our way into the future. To fail to recognise this and continue to rely on what is essentially a 19th century Victorian infrastructure for a 21st century economy, will quite simply lead to a failure of as yet unseen proportions. It therefore has to happen and designers, engineers, surveyors, project managers and a highly skilled workforce will be required to see it through. What the construction industry needs right now is a long term sustained level of stability. We’re in an industry that all too frequently pitches from boom to bust. Finance house Experian have downgraded their growth forecasts from October 2015 of 4.3% to just 0.3% for 2016 following Brexit. How can an industry be expected to prepare and plan for an economy that has more ups and downs than a rollercoaster?

In some respects the downgrading of growth could well be a potential blessing in an industry that is already overstretched and under-resourced. I had real concern where the additional resources and skilled manpower were going to be conjured from to meet such a high increase in forecasted demand. Our industry requires the government to deliver on commitment and policy to provide a period of tangible stability, so that we can offer the construction managers and tradesmen of tomorrow a career with real prospects and security. Irrespective of the Brexit position there is a real opportunity for the government to quite literally put their money where their mouth is and build on the future of the UK and ensure that construction is fully supported in a sustainable and controlled way so as to represent an exciting, diverse and fully inclusive career opportunity for young people. It will be for all of us working in construction to positively promote and sell our industry as a fantastic and well rewarded career choice. The CITB (Go Construct) has released a great promotional video to capture the imagination and represent the myriad of career options available.

Creating a culture of trust John Newson, Proprietor of Novi Projects writes about collaboration in construction projects… Collaboration between the parties is key to making the best decisions quickly and economically. An excellent advantage of using BIM ‘Building Information Modelling’ is the requirement for openly sharing information and working closely with the

client, consultants, contractor, and end user. Sharing 3D computer models to explore design adjustments, and resolving clashes between M&E, Structural, and Architectural designs means such issues are erased before work starts on site, enormously reducing the risk for unexpected additions. The NEC contract encourages a “spirit of mutual trust and co-operation” between the employer, contractor and project manager. With everyone working closely together and to the timescales set out in the contract, the effect of changes to the

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contract are agreed ASAP, ensuring the client and contractor are aware of final costs throughout the construction. Combining these two powerful tools creates the foundation for bringing projects to successful fruition, and increases greatly the chances of completing projects on time and within budget. This has been demonstrated on many high profile projects such as the Cross rail, the Olympics and Terminal 5. The same disciplines can work well on small projects.

tel: 01444 259 259

construction feature

october/november 2016 business edge

Beard Construction Building For Education In Sussex Guildford-based construction firm Beard has just completed a smart new refurbishment at Southover Primary School in Lewes which has created much-needed new classroom space in time for the start of the new school year. The new facilities have been delivered through the Orbis construction framework, a strategic partnership between Surrey County Council and East Sussex County Council, which aims to deliver higher quality council services, at a reduced cost. Founded in 1892, Beard has grown from a small family-owned building business to a professionally-managed, £110 million annual turnover construction company undertaking new build and refurbishment projects, including complex schemes, up to £12 million in value. The firm also provides a property repair and maintenance service. Tony Taylor, Beard’s special works manager, attributes the firm’s success to a very strong and supportive company culture, prompt and faultless delivery and being a good company to work with. Success strategy: ‘prompt and faultless delivery’ “Beard’s long-term business strategy has focused on several key areas: investing in training to develop our people to drive our success, and a company-wide commitment to prompt and faultless project delivery,” explains Tony. “Careful attention to cost control has also helped us win business.” Having worked on projects including the recent expansion of Tanbridge House School in Horsham, and the Centenary Building in Shoreham, Beard is already well established in West Sussex. “The Orbis partnership’s aims tie in closely with our commitment to providing high-quality construction with a team of locally-based specialist craftsmen and suppliers,” explains Tony.

Southover Primary School is Beard’s first project delivered under the Orbis framework. “The communication between the team members and head teacher has been excellent,” says Sally Huckle, senior client officer for East Sussex County Council. “I would like to thank the project team for achieving the tidiest site I have ever been on! I look forward to working with Beard Construction in the future.” Beard is actively involved in promoting construction careers in schools, running its own apprenticeship programme. At Southover Primary, the firm worked with pupils and educational charity SATRO on the Mega-Structures Challenge, which helps young people develop Science, Technology, Engineering and Maths (STEM) skills through hands-on project experience. Beard Guildford 01483 485180 enquiries@beardguildford.co.uk http://www.beard-construction.co.uk/ @Beard_Construct

We are a family run Civil and Structural Engineering practice established in 1962 based in Eastbourne. We offer a comprehensive service from feasibility through to completion of all structural and civil engineering projects. Our Services include: • Structural Design • Calculations • Structural Inspections

• Insurance Claims • Expert Witness • Historic Structures

Depending on our clients requirements we work either independently or alongside other professionals and when required work closely with other local: • Architects • Surveyors • Local Authority Building Control • Planning • Conservation Departments • Building Contractors.

We are committed to providing a high quality professional service, liasing closely with clients to ensure their needs and deadlines are met. The practice was established by Rob (Edward Arthur Robin) Sheppard in 1962 in Bexhill and was initially involved with highway construction and drainage works. In 1965 the Practice was re-located to Eastbourne at Chiswick Place and since then has continued to develop, expanding its involvement to incorporate a broader range of civil and structural engineering disciplines. Up until recently Rob continued to have an active role in the company which is now owned by one of his sons, Richard Sheppard. One of the Directors, Roger Bunney, who has worked for Sheppard’s since 1974, has a wealth of experience in working with timber structures, historical/listed buildings and has established a highly renowned reputation for doing so. EARSheppard

Tel: 01323 410478 Fax: 01323 412187

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5 Chiswick Place, Eastbourne East Sussex BN21 4NH

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construction feature

october/november 2016 business edge

Gateway to success Surinder Arora, Founder and Chairman, The Arora Group

The Arora Group explains how and why it is backing Crawley as a valuable business-hub As Founder and Chairman of the Arora Group, I am delighted that we have been granted outline planning permission for an exciting new development in Crawley Town Centre, ‘Station Gateway, which will feed into the broader town centre regeneration that the Crawley Borough Council and the Town Centre Partnership are spearheading. Here, I lay out why and how the Arora Group has decided to invest in construction in this strategically important area, by contributing to Crawley’s regeneration as a thriving residential, business and transport hub within the Gatwick Diamond.I then provide insight on why the Arora Group puts such importance on developing close ties and understanding of different stakeholders, especially when constructing around transport hubsin projects such as Station Gateway and why we would urge others working in the construction industry to put similar weight on this multistakeholder focus.

For those that don’t know us, the Arora Group is a UK-focused private group of companies with strong links to key business hubs across the UK, including the Gatwick Diamond area. We have specialist property, construction and hotel divisions and benefit from connected insights and efficiencies across these segments, as we offer highquality end-to-end delivery.

for a hotel directly connected to Terminal 2, London Heathrow. Transport hubs present a complex and challenging construction and operations environment; however, we continue to build on and display our expert capability in managing these types of projects, which contributes to why we are confident in the success of the Crawley Station Gateway development.

With Station Gateway, which will entail residential, commercial and public realm improvements, within and in proximity to Crawley station, we can draw on our different divisions’ expertise. The development site includes Overline House, which is a 1960s building along with a number of other local assets, in the Arora Property portfolio. Our UK portfolio and projects to date incorporate: the residential sector, including developments such as Charters, an art-deco country-house in Berkshire, and the recently opened Arora Tower in Greenwich; the commercial sector, including the World Business Centre office buildings in Heathrow; and hospitality, leisure and transport, with the InterContinental-London O2 adjacent to the famous O2 arena, and airport hotels, such as the Sofitel London Gatwick.

In line with this, and explaining our particular interest in developing Station Gateway, it is worth noting that we have been part of the Gatwick Diamond community for over a decade. This has been through providing employment for local residents at the Arora Hotel Gatwick Crawley, as owner operator of Sofitel London Gatwick, and also via our portfolio of commercial properties around the peripheries of Gatwick Airport.

We have a particular specialism in development of areas around major UK transport hubs, stemming from 1999, when we catered to the British Airways cabin crew in our first hotel at Heathrow. Many assets we manage today are in close proximity to airports and we have recently been granted outline planning permission

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It makes clear business-sense for us to invest further in this area. Gatwick is the second busiest international airport in the UK, as a regional, national and international hub, and the Gatwick Diamond is a high performing economic area, with £22.3bn Gross Value Added and over 45,000 businesses. Moreover, with business clusters across a variety of sectors, including digital and creative media; health technologies and life sciences; professional business and financial services; and advanced manufacturing and engineering, there are a whole host of different individuals, businesses, and investors that count on the Gatwick Diamond as a thriving centre of activity.

tel: 01444 259 259

construction feature

october/november 2016 business edge

Within the Gatwick Diamond, Crawley in particular is strategically important. It has excellent transport links to central London and London Gatwick airport; is surrounded by multiple tourist destinations; is a popular shopping destination in its own right; is home to companies of all sizes; and houses the Manor Royal Business District, which is the largest business park in the Diamond. Given these factors, it’s hardly surprising that Crawley attracts more than 200,000 visitors every week, with 90,000 people working in the town and more than two million passengers using the railway station each year. Through the Crawley Station Gateway development, we are therefore able to cater for all of these existing stakeholders, as well as the multiple potential additional visitors, employees and residents that will likely be drawn to Crawley, building on the strengths of the town’s economy. We saw the great potential of Overline House, a 1960s office building in Crawley’s town centre that we have had in our portfolio since 2011 along with a number of other local assets, and we plan to use our local knowledge and insights from the local community and council to redevelop the site and improve the area surrounding the station. To fully understand the end-users’ expectations and requirements, we have been able to first draw on our own insights as property owner-operators across the UK, and then to make it truly appropriate to the specific situation in Crawley, we have also worked in close collaboration with the Crawley Borough Council, and local residents, through thorough consultations. This focus on the end-users, as we progress with the programme to modernize Station Gateway and make it compatible with 21st century customer expectations, should contribute to the success of this project and of the broader Town Centre Regeneration Programme. The scheme aims to transform this vital gateway into Crawley into an attractive, inviting and safe environment, reflecting the town’s fantastic opportunities as a place to live, work and grow. The plans include

a parking and residential development of approximately 300 high quality studios and apartments, the introduction of a “start up hub” for local entrepreneurs, and public realm improvements such as the improvement of key pedestrian and cycle links connecting the rail station and bus station with retail development, along with the transformation of the Crawley Railway Station itself and the surrounding area. We believe that the good progress to date on the project, including the granting of outline planning permission by Crawley Borough Council, reflects our careful collaborative planning process. As Councillor Peter Smith, Crawley Borough Council Cabinet Member for Planning and Economic Development previously commented, this is proving to be “an excellent example of how successful projects can be when the public and private sectors work together” and the outlined plans demonstrate that this “gateway into Crawley…will make a huge difference to the thousands of people who live, work and visit every day.” As one of the largest property managers and operators in the Heathrow region as well as having significant assets in the Gatwick area, we are well-versed in the challenges faced when constructing around busy hubs – one of the key challenges is how to work efficiently with and alongside multiple stakeholders. We understand and work well with the most complex of stakeholders; in the case of an airport development, this entails liaising with those in charge of air traffic control, roads, and services to ensure a seamless development and management process. In the case of construction around a leisure or rail hub, such as when constructing our IC-O2 hotel in Greenwich, we worked closely with the O2 Arena site team to make sure there were no disruptions to their events programme, with the Environmental Agency regarding existing media in the ground, and with TFL to make sure the Blackwall tunnel was not impacted by construction.

‘Arora kite mark’ standards, tested, developed and demonstrated our ability to listen to stakeholders and to construct according to the end-users’ needs. We are confident of similar success in Crawley, by using our learnings, insights and specialisms alongside our focus on listening to stakeholders and understanding the nuances of this particular project. Distinctly, Station Gateway incorporates a combination of public realm, leisure, commercial, transport, and residential development – meaning there are many stakeholders to consider for this project, including transport operators as well as local organisations such as Crawley Borough Council, the Local Enterprise Partnership and local residents. We are, therefore, drawing on our individual project experience in all of these segments, using synergies from across the Group’s businesses to work seamlessly across different divisions. The council and the local population continue to be very supportive, which we place great importance on as a local business. We look forward to further collaboration with the area, looking first to local partnerships and retailers when seeking talent to push forward the development into its next phase. We are clearly still at the early stages of development, but with our insights and feedback to date, we are hugely excited at the prospects for Crawley and broader Gatwick Diamond area. We are confident that the next phase of development will bring many opportunities. To conclude, I believe that our success to date owes much to collaboration with talented individuals and organisations in the local area, as well as the unique teams under the Arora Group banner. Ultimately, construction projects such as this certainly bring challenges, however we can see the great potential here, and we are confident in our proven methods for learning from and overcoming challenges collaboratively, to ensure the best end-to-end delivery and a transformational outcome.

In both of the above cases, our eventual successes, on time and up to our stringent

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construction feature

october/november 2016 business edge

Construction Disputes: Avoiding the Courts

Richard Schaverien Howlett Clarke

Although a lawyer himself, Richard Schaverien from QualitySolicitors Howlett Clarke, firmly believes that the process of commercial mediation is the way forward. Disputes so often arise in relation to construction and it is all too easy to instruct your professionals, such as lawyers, and for litigation to commence resulting in the partiesâ€™ positions to become entrenched. Moreover, the parties legal and other professional costs escalate at an alarming rate! There is an alternative being that of proceeding to a commercial mediation before it is too late. Mediation can offer a wide number of advantages which include, the involvement of a neutral third party trained to work with parties to facilitate a platform for communication. This is geared towards an agreed durable settlement, even when initial direct negotiations have not been successful. In doing this, theÂ process changes the focus for the parties away from the events of the past towards the realism of the present and the needs of the future.

A constructive and non-adversarial process can have huge benefits in the long run, as it allows parties to maintain and repair working relationships. It can also prompt the parties to consider a procedure which may not have necessarily occurred to them. Or if Alternative Dispute Resolution (ADR) did occur to them, it can trigger this process at an earlier stage than it might otherwise happen. Furthermore, it introduces a specific process, giving the parties a clear framework where settlement can be explored and obstacles as to settlement removed. Not to mention parties are able to devise solutions to their problems which can be creative and go far beyond what a court or arbitrator would be able to order. This is highly desirable as every stage of the mediation remains entirely confidential and there is no strict need for any disclosure of settlement to the wider public (unless the parties agree to do so). However, a court judgment is usually a public document and can be extremely damaging for the losing party and sometimes all parties. There is also the potential for a binding solution to be achieved by the parties, with about 85% of cases resulting in settlement through mediation mostly on the day or shortly thereafter. Even where a settlement is not achieved, mediation helps the parties to focus on their further steps. As well as this, it encourages the other side to come to the negotiation table despite potential reluctance.

in legal, personal and management costs, freeing up the parties for more productive endeavours. QualitySolicitors Howlett Clarkeâ€™s mediation expert Richard Schaverien has been appointed as the mediator in disputes involving construction, typical examples of which are: n Construction claim against a contractor for failure to construct a building in accordance with specification both to size and quality, resolved by financial compromise. n Claim by builder for the cost of extras and variations to building contract resulting Part 20 proceedings against architects and supervisor involving over 10 years of dispute and 7 years of litigation resolved both as to value between the parties and as to costs. n Claim by developer for design failure of substantial number of properties against design engineer; structural engineer; and contractor. Issues substantially narrowed and basis by which settlement by each defendant achieved which would help lead to resolution. If have any further inquiries about the process of mediation and how it may apply to you, please get in touch with our commercial mediation expert Richard Schaverien by calling in today on 01273 838594.

Gaining an early successful conclusion to the dispute will provide substantial savings

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tel: 01444 259 259

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october/november 2016 business edge

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01/10/2013 16:50

feature: business support

october/november 2016 business edge

Create a buzz with DIY PR PR can be a powerful tool for your business, so don’t ignore it. With just a little planning, you can tackle some aspects of PR yourself. Here are five tips to get you started. 1. Identify your objectives Establish what you’re hoping to get out of PR e.g. to increase awareness of your service. Make sure you can measure this objective – it will help you set more realistic goals.

2. Identify your key audience(s) and where you can find them Be specific about your audiences and make sure you identify the most direct way to reach them.

3. Listen before you speak Make sure you understand your audience and what works for them. This may involve you reading numerous blogs or following influential members of your target audience on Twitter.

5. Get your story out there

4. Engage in the conversation

Find more detailed DIY PR guidance at

Make sure you get involved in the conversation your audience is having:

retweet good content, post a comment or submit a blog post.

Don’t just issue a press release. Contribute a bylined article to a newspaper or magazine’s website, speak at a conference or start a LinkedIn group.

For all your PR needs contact 01403 793836 or email ann@jagpresspublicity. co.uk; www.jagpresspublicity.co.uk Twitter: @jagpr Facebook: jagpresspr

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tel: 01444 259 259

feature: business support

october/november 2016 business edge

feature: business support 19

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Sussex Downs INTERNATIONAL College Do you have staff who need English Language qualifications or simply need to achieve a higher level of fluency? We can offer part time courses on our Lewes or Eastbourne campuses or send an experienced teacher to your workplace: Flexible start dates and course length General or Business English options Exams: Business English Cambridge, PET, FCE, CAE, IELTS One to one Gold Standard classes Tailor-made courses: eg. English with Leadership & Management

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diary

october/november 2016 business edge

Business Leaders Conference

Following the success of our first conference in July we are pleased to announce that our next conference will take place on Wednesday 2nd of November at The Jury’s Inn Brighton Waterfront Hotel. Our first speaker ready to leap on to the stage is none other than Michael “Eddie” Edwards, aka “Eddie the Eagle”. Eddie will cover his long journey, overcoming numerous obstacles and challenges along the way, to reach Calgary to represent Britain and become Britain’s first and only Olympic ski jumper. The message is one of true Olympic Spirit with an entertaining and uplifting story. Eddie had the determination and motivation to succeed. Whether in sport or in business, having a positive mindset and drive can lead to great success.

To book your place call 01444 259259.

www.sussexchamberofcommerce. co.uk/event/810/business-leadersconference/ EVENT FEES Member price £70.00 + vat Non Member price £100.00 + vat Discounts available for bookings of more than 1 place - please call the office for full details. A buffet lunch will be included.

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Testimonial from the last conference: “We weren’t sure what to expect when we signed up for this event, this was the first one that the Chamber had organised. The event was very well organised as you would expect in a very nice venue. We had presentations from four business leaders and entrepreneurs. The four presenters were from varied areas of business, they all told their stories which we found interesting, funny and inspiring. All in all the event was very enjoyable and we wouldn’t hesitate to get involved again.”

Nicola Thomas, ARCH-angels Architects Ltd

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events

october/november 2016 business edge

Events October 4th

Breakfast & AGM - Essential ingredients for a post Brexit Economy

Wakehurst

09.00 - 11.30

7th

Food and Beverage Forum

The Weald Smokery & The Kiln Room

12.00 - 14.30

19th

East Sussex Growth Hub - Free 1-2-1 Support for your Business

Leeford Place

12.00 - 14.30

November 2nd

Business Leaders Conference

Juryâ€™s Inn Brighton Waterfront Hotel

12.00 - 18.00

10th

Business Networking Breakfast

East Sussex National Resort

08.00 - 10.30

17th

Gala Dinner - PREMIER MEMBERS ONLY

Hilton Brighton Metropole

19.00 - 23.55

22nd

Business Networking Lunch - The Freedom Revolution

Ashdown Park Hotel & Country Club

12.00 - 14.30

29th

Grow Your Connections

The Three Crowns

08.00 - 10.30

December 8th

Business Networking Breakfast

Brighton Racecourse

08.00 - 10.30

14th

Christmas Lunch

Ockenden Manor Hotel + Spa

12:00 - 14:30

Training October 10th

A Foundation Course in Importing

The Kings Church

09.30 - 16.30

11th

Confident & Effective Communication Skills

The Kings Church

09.30 - 16.30

12th

Essentials of Supervision & Team Leadership - 2 Day Course

The Kings Church

09.30 - 16.30

17th

Persuading & Influencing with Impact

The Kings Church

09.30 - 16.30

November 7th

Using Documentary Letters of Credit, Drafts & Bills

The Kings Church

09.30 - 16.30

7th

Managing People for Business Success (2 day course) - NEW for 2016

The Kings Church

09.30 - 16.30

9th

Modern Consultative Sellip

The Kings Church

09:30 - 16:30

10th

Classification of goods using commodity + tariff codes

The Kings Church

09:30 - 12:30

16th

Effective Negotiation Skills

The Kings Church

09.30 - 16.30

21st

Appointment & Management of International Agents and Distributors

The Kings Church

09.30 - 16.30

23rd

HR in 2 Days - Day 1

The Kings Church

09.30 - 16.30

24th

HR in 2 Days - Day 2

The Kings Church

09.30 - 16.30

December 1st

Inward Processing Relief (IPR)

The Kings Church

09.30 - 12.30

5th

Exporting - Understanding the Paperwork

The Kings Church

09.30 - 16.30

6th

Senior Management Skills for Agile Businesses - NEW for 2016

The Kings Church

09.30 - 16.30

12th

Personal Customer Service in the Digital Age

The Kings Church

09.30 - 16.30

13th

Introduction to Supervision & Team Leadership

The Kings Church

09.30 - 16.30

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feature: charity focus

october/november 2016 business edge

The PDP Mud Run 2016 There is current craze for charity mud runs and the team at PDP Services are about to jump on the band wagon once again this year – participating in not one but two events to raise both money and awareness for the Evelina Children’s Heart Organisation. ECHO provides support for children and young people with heart conditions and their families, from diagnosis through treatment and beyond. 100% of ECHO’s funding comes from voluntary donations, and every penny raised by PDP will go to supporting this small charity. PDP chose ECHO as its charity for 2016 as it remains very close to the heart of PDP’s Technical Director, Tom Fairbrother. Tom and Rebecca’s son Lewis was born in 2014 with an undiagnosed heart defect and had to undergo unexpected complex heart surgery at just five months old. Without the surgery and the support from the Evelina Children’s

Heart Organisation he wouldn’t be the happy and outgoing child he is today.

are a family who has lost a child - they are there for you every step of the way.’

When asked how the charity had supported his family, Tom said: “We first came across ECHO when we were in hospital with Lewis for an MRI scan and met one of their lovely volunteers. Every fortnight they hold a coffee morning for the families for support, advice and just to have a normal conversation. Many of the volunteers are parents of children born with heart defects so they know first-hand what we as parents are going through.

The first of the two mud runs to be undertaken by the PDP team is the Nuts Challenge in Dorking was on the 3rd September and the second is the Warrior Run near Brighton on 2nd October, with both promising to be more than a little muddy. PDP will be wrestling with walls, swimming through swamps, dragging themselves over dirt mounds, negotiating nets and trawling through tunnels.

“There was a possibility we were going to be in over Christmas and for our daughter’s birthday, and one of our concerns was being able to spend Lewis’ first Christmas together. We were informed by one of the volunteers that ECHO not only provides gifts for the children on the ward but for siblings too. Thankfully Lewis was only in recovery for five days after his major heart surgery so we were able to spend his first Christmas at home.” Tom went on to say: “ECHO supports families in so many ways; whether you are expecting a baby with a heart defect, you have a child who has got to undergo major heart surgery, you are a teenager who has had heart surgery as a child or whether you

The money raised by PDP Services will go towards the different channels ECHO uses to help support the children and families, including a Cardiac Family Support Worker, equipment not funded by the NHS, parentto-parent support, online forum, antenatal classes, music therapist, comfort packs, toys and crafts, emergency accommodation, bereavement support and events. For more information on the Evelina Children’s Heart Organisation visit their website www.echo-evelina.org.uk. If you would like to sponsor Team PDP and help them raise money please visit www. justgiving.com/fundraising/Team-ECHOPDP.

On Friday 9 December 2016 organise some festive fun and show your support for Chestnut Tree House (or choose another date if you wish) www.chestnut-tree-house.org.uk/getfestive 01903 871846 Registered Charity No 256789

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feature: charity focus

october/november 2016 business edge

Team Mates Where children with Special Educational Needs make friends through sport and games. Team Mates is an inclusive, weekly multisports group for disabled children and young people and those with additional needs, including Special Educational Needs (SEN) and behavioural problems. The fully accessible and inclusive sessions are open to participants and their non-disabled siblings and friends. Aged between 8 to 17, participants take part in a wide range of multisports including Boccia, Table Tennis, Table Cricket and numerous adapted ball games – plus inflatable fun on Wave’s magical bouncy castle. Liz Allsobrook, Wave’s Community Engagement and Partnership Manager whose Team designs and manages the delivery of the Team Mates activity said: “Wave’s vision is to be at the heart of the improvement of health and wellbeing in its communities and the Team Mates initiative actively promotes and delivers equality and inclusion through exercise and fun. “Wave believes very strongly that sport, physical activity, interaction and being active have a huge impact on the mind and body. Through our varied programmes, we support many people overcome challenging situations, including children and younger people.” Team Mates has received some great feedback from both participants and parents. Many said the sessions have a great assortment of both team and individual play with others saying how the interaction and group activities have extended their children’s horizons by participating in things they wouldn’t usually get the opportunity to do. For more details on Team Mates, please call 01273 510784. Be part of the Fun! Team Mates - £1.50 per session – 5 p.m. to 6 p.m. every Thursday during term time – Shakespeare Hall, Fort Road, Newhaven, BN9 9DL.

Put adventure at the heart of your team Break free from the office and embrace a world of adventure at Blackland Farm activity centre. Spending a day away from your usual working environment tackling exciting outdoor activities can offer tangible benefits for your entire team. As well as having a memorable and enjoyable day, they’ll develop skills they can apply to their everyday work, from improved problem solving to enhanced communication. While on an individual level, participants often notice increased confidence and self-awareness, and have the satisfaction of knowing they’ve successfully scaled a climbing wall or zoomed down a zip-wire! Located near East Grinstead in the heart of the glorious Sussex countryside, Blackland Farm is the perfect location for team building activities and away days. Our experienced staff work with you to create a programme tailored to meet the needs of your group and your training objectives. If a single day isn’t long enough, we can provide all the equipment you need to camp overnight (or, if you’d prefer some creature comforts, there is plenty of accommodation nearby). Blackland Farm is owned and run by Girlguiding, a charity giving girls and young women the space to be themselves and discover their full potential. By choosing Blackland Farm for your activity day you can be confident that you’re investing in more than the future of your own team. Get in touch to find out how we can turn your training ideas into a real adventure. Blackland Farm Call us on 01342 810 493

blackland@girlguiding.org.uk www.blacklandfarm.org.uk

Changing the world through education Our mission is to produce globally conscious young leaders by supporting their further education in the multi-cultural, multi-faith environment of the Pestalozzi International Community. Central to everything we do are our core values of Respect, Integrity, Diversity, Commitment and Fun and our vision is to inspire young people to make a difference in the world. Businesses play a vital part in the lives of our students, not only financially but also through working with us to share knowledge, skills and resources enabling Pestalozzi to continue making a lasting difference in the world through our scholars. Corporate membership, attending ‘Business Meets Students’ networking events, employee volunteering and pro bono support are just a few examples of how your business can get involved. Working in this way will not only support a great cause but will be of mutual benefit. “We were delighted to be able to support Pestalozzi via our community day programme. Our colleagues really enjoy these practical assistance days where they can clearly see the difference they are making to our local community.” Lyndsey Mitchell, Hastings Direct. For further information, email office@ pestalozzi.org.uk, call 01424 870444 or visit www.pestalozzi.org.uk.

d Farm Blacklan

Inspiring young people to make a difference in the world

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

feature: charity focus

You can make a difference! Chailey Heritage Foundation is a pioneering charity dedicated to enriching the lives of young people with complex physical disabilities and health needs. We are very proud of our work in providing young people with powered mobility driving opportunities, supporting communication through alternative techniques and teaching genuine life skills so that the young people in our care and accessing our services can be as independent as possible. We will never ever give up working with children, young people and their families to empower them to make their own choices at every stage in life. Our highly trained and passionate staff are committed to making a difference to the lives of all our young people. But we rely on voluntary donations, corporate support, gifts in wills and fundraising events to fund capital projects and the very specialist equipment that enable today’s young people to experience such a rich and diverse range of learning activities and help us to be better prepared for the children of tomorrow. To read more about business partnerships and volunteering opportunities visit

Homelessness can happen to anyone Worthing Churches Homeless Projects (WCHP) is a charity based on the south coast supporting people who are homeless or insecurely housed. Homelessness can happen to anyone. For some people it can begin with a job loss, relationship breakdown, difficulty dealing with grief or an addiction. The things we take for granted in life can slip away. In the last year WCHP helped over 1,100 people from the local area. WCHP have a variety of projects in Worthing, Littlehampton and Horsham including providing immediate relief from homelessness with a Day Centre in Worthing and a Breakfast Club in Littlehampton alongside accommodation in Worthing, Littlehampton and Horsham. Recognising that homelessness is a complex issue WCHP offers a diverse range of support from specially trained staff including mental health practitioners, substance misuse workers and homelessness social workers. At 42 years old I thought I had it sussed. I had a long term girlfriend, a lovely rented flat and I’d had the same job for a while. This was until I found myself jobless following redundancy, and facing a relationship breakdown simultaneously. I struggled to cope. I was miserable and ended up losing my flat. I was so surprised by the kindness I found at St Clare’s and in the hostels. Without the support from WCHP I don’t know where I would be. I was one of many that needed help and unfortunately there are more people in our town in need of support.

To help make a difference contact us via

To run these vital services costs £2.4m a year. We really need you to help us continue to help some of the most vulnerable people in the communities we work in.

www.chf.org.uk/fundraising

Will you help us?

www.chf.org.uk/partnership

Chailey Heritage Foundation, Haywards Heath Road, North Chailey, BN8 4EF

october/november 2016 business edge

For more information visit www.wchp.org.uk, email info@wchp.org.uk, telephone 01903 286480.

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Are you looking to get your business involved in the local community? Do you wish to support local schools and ensure every child has access to a good education? Are you looking for a free opportunity for your employees to develop transferable skills? If you have answered yes to just one of these questions, then school governance is for you and your employees. There are over 300 vacant governor positions across Brighton & Hove, East and West Sussex; it is essential every school has a full complement of governors who possess a wide range of skills. Governors work alongside the school’s senior leadership team to set the school’s strategic direction, monitor school performance and oversee the school’s finances ensuring it’s money is well spent. Schools are accountable to the communities they serve and governors ensure that they provide the best possible education for their pupils. For any business, adopting school governance is a brilliant staff volunteering opportunity which costs nothing to implement and support. It is a great chance for senior colleagues to ‘give something back’ to the community, and a chance for those starting their careers to learn new skills and gain valuable experience. “Many of the skills needed on a governing body are linked to a business environment. This benefits the business that support their employees to volunteer, as governors develop strategic skills that can be applied to their job” Neil Carberry, Director, Employment & Skills, CBI. If you would like to discuss school governance as a personal or staff volunteering opportunity and for more information on the role, responsibilities and time commitment, please contact Adam Balzano on 020 7354 9805. or adam.balzano@sgoss.org.uk

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feature: charity focus

october/november 2016 business edge

The Base Skatepark Community Interest Company The Base is a state of the art indoor skate park built by the community, for the community – and beyond.

Doing good business What links supporting the disadvantaged to a thriving corporate catering and events business? Answer – The Bridge Stand in the car park of The Bridge Community Education Centre in Brighton and a brisk walk in either direction leads you to two different worlds. Walk broadly north and you reach the famous Amex Stadium. Walk in the other direction and you’re walking through Moulsecoomb; a bustling community but one challenged by issues around education, employment and social inclusion. Challenges that the Bridge helps residents meet and conquer every day through courses and one-to-one support. The Bridge does a lot of good – but it also does good business. It has turned room hire into a missioncritical revenue earner, hiring stylish spaces to businesses. And what started as a simple add-on refreshment service is now a growing corporate catering concern. As The Bridge Community’s Commercial Director, Sam Courtney, says: “Not only do we provide fantastic service, food and facilities, including free parking, all of which make us highly competitive – but we also give our business customers a chance to give back to the local community, simply by choosing us over a commercial operator.” For more information you can contact Sam Courtney by ringing 01273 687053 or emailing:

events@bridgecommunity.org.uk www.thebridgebrighton.com www.thebridgekitchen.com

With 8,500 sqft of wooden ramps designed for all indoor extreme sports, we exist to provide a safe environment for all to practice their skills, with a teaching platform to protect young people from avoidable injuries and to encourage a positive sporting attitude.

Fundraising Auctions Any charity will tell you that one of the most difficult parts of organising a Fundraiser is sourcing prizes for your raffle, auction and gift tree. Fundraising Auctions is a company that is trying to take the stress out of this aspect of your event by offering a completely risk free service to aid with your fundraising. We are a Silent Auction specialist and can assist you with all of your auction needs at your event, and the best thing is, it’s a completely free service. Our company is based on the provision of Auction Lots, if sold we keep the clearly displayed reserve price and the charity or cause we are supporting receive every penny bid above the reserve. We have spent years putting together an exclusive range of bespoke Auction Lots designed to raise money at charity auctions. All of these are available completely risk free on sale or return, both as part of our full Silent Auction service or on a supply only basis. We offer the lowest reserve prices on the market with auction lots starting as low as £59, our lots range from Wine Tasting in your Own Home to a Private Island in the Caribbean. Having already helped charities raise in excess of £2,000,000.00 we are keen to take the stress out of Fundraising.

The Base is a lifeline for the community, striving to improve the lives of young people attracted to extreme sports, who are often alienated by society. We work alongside Sussex Police and Safer Arun Partnership to improve the lives of NEET and At Risk young people. We run robust volunteering, work experience and young apprenticeship schemes and work closely with people who have learning disabilities. The Base is also an advanced training ground, where four of the world’s top athletes train, attracting 44,000 visitors from as far away as Australia. As a unique and exciting space, the cutting edge design and open gallery cafe hosts events, photo shoots and private parties with great food and astonishing extreme sports displays in a diverse, revolutionary space. How can your Company Team support The Base? • Become a corporate sponsor • Hold a team building day with a difference • Hire our airy meeting space • Hold your company Christmas Party at The Base • Tailor make your perfect corporate event • Advertise your company at The Base • Hire The Base Team of professional extreme sports athletes for a display at your event • Fundraise for The Base Contact Janina Cooper now to discuss how your team can get involved: Janina@skatethebase.com Unit 4, Southern Cross Industrial Estate Bognor Regis PO22 9SA 07834 380 911 www.skatethebase.com

If you are interested in our service please contact 01273 311433 or visit our website; www.fundraising-auctions.co.uk

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construction feature

october/november 2016 business edge

Why buying British is best Rhonda Backwell Director, TECO Building Products

Rhonda Backwell, Director at TECO Building Products explains why buying products that have been engineered and manufactured here in the United Kingdom is the way to go. Throughout my time in the manufacturing industry, I have always felt that there are greater benefits to choosing and buying from British manufacturers as opposed to looking overseas. As a result, I believe that specifically within the building and construction sector, builders’ merchants in the UK should be looking to place an emphasis on purchasing products that have been manufactured in Britain. Despite concerns following the Brexit vote, financial conditions and other negative stories in the media including the steel industry, it is important to remember that

Britain remains a huge manufacturing nation with over 2.6m employed in the sector. As a consequence of being such a large manufacturing nation, UK manufacturers pride themselves and place an emphasis on research and development. Through this they continually strive to push the boundaries in innovation and design, which leads to high quality products. However, this point must not neglect the talented engineers that remain in the UK and oversee this work. In particular in Sussex, there is a desire to nurture the next generation and improve those already plying their trade. Consequently, there is a wide range of training courses available for differing skillsets from complete beginners to experienced engineers as well as degree courses at the two universities in Brighton. Naturally, if you can locate a product in the UK that is equal to or better than the quality of a product from overseas you will then be able to lower your overall costs particularly through transportation, which is going to be a positive for any business. Significantly, lowering your import volume will also have a positive impact

on your carbon footprint and any attempt to reduce this figure in today’s marketplace is always looked upon favourably. After covering the often crucial sticking point of cost, merchants can also take advantage of increased flexibility and speed to market. Instead of potentially succumbing to complications from buying overseas, such as having to buy high levels of stock, items being delayed, not being able to provide your customers with the information they need or missing paperwork, buying from British manufacturers means you can be more flexible, make swift changes or get a product into the marketplace quickly. To summarise, I fully appreciate the impact of the current climate and increased globalisation that leads to the decision of imported products from outside of the UK. However, it is imperative to reaffirm the message that there is often an option closer to home. Whether that be in Sussex or further afield in the British Isles buying from British manufacturers will result in well designed, high quality products, potential for lower costs and flexibility to suit your business’ needs.

New shed built at Port Retail timber customers are increasingly expecting the highest standards in product quality and the demand reflects right up through the supply chain to the Scandinavian suppliers bringing the timber in through Shoreham Port. The suppliers, in turn, demand that their timber is kept safe and dry and they are happy to pay a substantial premium to do so.

The new shed, on the Port’s Outer Lay-by Terminal is 151 metres long and 40 metres wide in three steel-framed bays clad in the Port’s ubiquitous Ocean Blue plasticcoated cladding. The long northern side is completely open, allowing quick and easy access for fork lifts bringing timber to the shed from cargo ships and away to load on delivery trucks. The shed design aims for maximum economy with the quantity of steel down 30% compared with the older sheds on the Port. Despite the economic style, the shed is strong enough for the roof to be fitted in the future with 3,000 or so solar panels producing up to 500 kW of electricity. That’s enough for nearly 400 average homes.

That’s why the Port is building another 61,000 sq. ft. transit shed to add to the 420,000 sq. ft. they already have.

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new members

october/november 2016 business edge

Welcome to Sussex Chamber of Commerce Membership of Sussex Chamber of Commerce can help you increase profits, get the best from your people and find new clients. Also, it saves you money, gets your voice heard and puts you in contact with even more businesses. Aureo

Monk Marketing Ltd

SSD Safety

Oakwood House 7 Victoria Way Burgess Hill RH15 9NF

3rd Floor Queensberry House 106 Queensberry Road Brighton BN1 3XF

Unit 10 Oakwood Trade Park Crawley RH10 9AZ

01444 259659 www.aureogroup.co.uk

01273 862370 www.monkmarketing.com

01293 551938

East Sussex County Council

Parker Ceilings Ltd

Sussex Council of Training Providers

County Hall St Anne’s Crescent Lewes BN7 1UE

The Estate Office Park Lane Lewes BN8 6BP

c/o Campus Training 1st Floor 2-7 Horsted Square Uckfield TN22 1QG

0345 60 80 190 www.eastsussex.gov.uk

01323 811000 www.parkerceilings.com/

01273 891232 www.sctp.org.uk/contact.html

Hub Electronics Ltd

Permasense Ltd

Thesis Technology Products Ltd

Unit 1 Foundry Court Foundry Lane Horsham RH13 5PX

Century House 100 Station Road Horsham RH13 5UZ

Brooks Green Farm Brooks Lane Bosham PO18 8JX

01403 255225 www.hubelectronics.co.uk/

+44 (0)0203 0023672 www.permasense.com

01243 573417 www.limboproducts.co.uk

IQM Software

Scott & Sargeant Woodworking Machinery Ltd

Unleashing Dragons Ltd

2 Hove Technology Centre St Josephs Close Hove BN3 7ES 01293 226148 www.iqmarketing.org.uk

1 Blatchford Road Blatchford Road Horsham RH13 5QR

John de Mierre House Bridge Road Haywards Heath RH16 1UA

+44 (0)01403 273000 www.machines4wood.com

01444 849619 www.unleashingdragons.co.uk

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movers and shakers

Supporting bright business ideas

By Ian Smallwood When I joined Lloyds Bank, back in the dark ages, I thought I would have a job for life” It just shows, I believe, how much life has changed over the last nearly 40 years and the concept of a “job for life” just no longer exists. In that time not only have I worked in business banking and run a banking branch, in the mid-eighties I had a business in Haywards Heath. Although it didn’t work out in the end it was a fantastic learning experience and Chris my business partner acted for many years after as my mentor.

october/november 2016 business edge

5 minutes with

Christina Chalmers is a Sports Therapist (BSc, PD Dip SRMT) and runs Pace Sports Therapy in Uckfield and Haywards Heath. Treating acute and chronic injuries, her specialist skill is Sports and Remedial Massage which helps to restore muscular balance and relieve pain, enabling patients to return to their chosen activity; as well as supporting amateur athletes through their events. Throughout her life Sport has played a major part, competing for local gymnastics and swimming clubs, school and university netball teams. It has been a dream come true to be selected and to work with the venue medical teams and athletes for Gymnastics at Rio 2016, and previously Beach and Indoor Volley Ball, and Road Cycling at the London 2012 Olympic and Paralympic Games.

What can you see from your office window?

Christina Chalmers Sports Therapist and Proprietor,

A courtyard with a lovely Beech tree at one. A roof top and sky from the other.

Pace Sports Therapy

I’m pretty certain that I would not be doing what I do now without his help. It was joining 1066 Enterprise in early 2007 that opened up a whole new and unexpected world. In the bank I had managed a portfolio of around 250 customers – which quite frankly didn’t give anyone the time to really get to know their customers properly, or to be genuinely helpful. 1066 was very different, working closely with start-ups and established businesses, looking at their financial and other needs when the banks were not able to assist and having the opportunity to spend quality time with them through the Business Link service which we delivered across East Sussex and to be able to see a difference being made. Fast forward a few years of highs and lows in the economy and a change of name from 1066 Enterprise to the Let’s Do Business Group and here I am heading up the Business East Sussex Growth Hub. Although I don’t see many customers these days – I still get that great kick of excitement when one of the team tells me about the success of one our customers. If you would like to learn more about how the East Sussex Growth Hub can help your business find the help support and finance that it needs call Ian on 0844 4152260.

If you could do another job what would it be?

What was your first job and what was the pay packet? Recreation Assistant (Life Guard), at my local leisure centre. I was paid £3.74p/h.

Something active and adventurous, and would most likely involve skiing. Anyone who knows me well will know how much I love skiing.

As a business person, what are your three main qualities? • Passion for helping others

What do you always carry with you to work?

• Determination

My diary, it is an integral part of my day.

• Being caring

What is the biggest Challenge facing your business?

What was your biggest mistake in business?

Currently, it is being all things to all people.

Hard to define, lots of little mistakes. And probably not seeking more advice.

If you were Prime Minister, what one thing would you change to help business?

What advice would you give to aspiring entrepreneurs?

Improve funding for small businesses. In the healthcare sector I would like to see greater integration between the GPs and professions allied to medicine/ complementary healthcare.

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I started from zero, it truly was a “leap of faith” so take the leap, and keep going, you will get there!

Who do you admire most in business? Richard Branson

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Health and safety is easy if you have the right tools to do the job • Online health and safety management. • Online training. • Free downloadable templates. • All backed up with qualified support and advice, but only when you need it.

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ideal for businesses looking applying to Safe Contractor, CHAS, Constructionline and similar

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Our Predict â€“ Follow My Parcel service lets your customers watch our vans making their way to them, counting down to a final 15-minute delivery timeslot. We also deliver 7 days a week, nationwide, even on a Sunday. Your local team at Interlink Brighton are available to help you with deliveries, either in the UK or internationally. Call us now on 01273 447 250 and ask for Stacy or Kevin, alternatively email us on brighton@interlinkexpress.com

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