MB Partners - Partnership - Edition 11

PARTNERSHIP WORLD CHAMPION EDITION

Welcome I

’m not quite sure where the year has gone but here we are at the end of another sporting season meaning the time has come to reflect on the strangest of years. 2020 will certainly be a year that we will all never forget, although of course for reasons that none of us could have predicted at the start of the year. On that note, I’d like to start by saying that I hope this finds each of you, and those close to you, safe and well in what has been a difficult and challenging year.

In our last magazine publication back in July I spoke about the current situation being one of the greatest challenges this generation is likely to face both at home and at work and so this has proved in the following months. We are by no means out of the woods both personally and professionally but if we can take one source of optimism and positivity over the events of 2020, it has been a time where the spirit of community, connection and collaboration have been higher than ever.

I know that the entrepreneurial spirit runs through all of us across the MB Partners Official Partner Programme and that, alongside a desire to connect and support each other through these times, has been hugely evident across our affiliate network in recent months. The value of your network, your relationships and your contacts are highlighted even further when the going gets tough and I know that I speak for our entire Board of Directors when I say how pleased I have been to see our partners’ desire to connect, engage and progress new opportunities in these times.

On the track, although without fans trackside for the most part, I am delighted to say that we can reflect on an incredibly memorable season for the MB Partners stable. I’d like to send the biggest of congratulations to Mike Conway who was deservedly crowned World Champion in the FIA World Endurance Championship in November. We have had the pleasure of working with Mike for a very long time now and we are delighted for him, as well as very pleased to reflect on him becoming MB Partners’ first ever World Champion!

Elsewhere, we have welcomed the incredibly talented Esmee Hawkey to our driver portfolio who has wasted no time in making her impact felt by claiming the Pro-Am Championship in the Porsche Carrera Cup GB Championship - becoming the series’ first female champion in their eighteen year history in the process.

Beyond that we have had incredible race wins and sustained performances from the likes of Tom Blomqvist, Andrew Watson, Jake Hughes, Louis Foster and Kiern Jewiss with the MB Partners stable taking home 26 race wins and 50 podiums in what has been a condensed season. As always, we share our best wishes with each of our drivers who represents us all so well across the globe.

As our affiliate network has been proactive and forward-thinking in finding new ways of engaging with each other over recent months, it gives me great pleasure to share with you all the latest edition of our Partnership magazine publication. Edition 11 marks the fifth anniversary of our programme which has grown from strength to strength thanks to the excellent company that it keeps. I’ve been delighted to read many of the stories of resilience and growth that fill this publication in spite of a challenging business climate.

In this vein, I am hugely optimistic that the road ahead looks incredibly positive for each of us owing to the great levels of collaboration, partnership and teamwork that continue to be driven from our affiliate programme. As always, we are stronger together and I thank you all for remaining on this exciting journey with all of us here at MB Partners.

As we reach the end of another year, I wish you all the very best and here’s to an incredibly enjoyable and successful year ahead for us all in 2021.

Stay safe and I look forward to catching up with you all soon.

www.markblundellpartners.com T: 01763 250 888 E: office@markblundellpartners.com MB Partners

@MBPartners

@mbpartners

Published by MB Partners in conjuction with TBC Publishing Limited, Telephone: 01763 810042. ©TBC Publishing & MB Partners 2020. All rights reserved. Reproduction is forbidden except by express permission of the Publishers. The content of this magazine is believed to be correct but its accuracy is not guaranteed and it does not form part of any offer or contract. MB Partners & TBC Publishing Limited cannot accept responsibility for any omissions or errors.

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Contents 10 On Top Of The World A 20-year journey has rewarded Mike Conway with the highest accolade in motorsport.

14 Connection, Community and Collaboration The team at Investec discuss why partnerships in business have never been more crucial.

18 Breaking The Norm Esmee Hawkey continues to cut her own path in motorsport following her championshipwinning year.

22 A Season With A Difference - The Story of MB Motorsport’s First Year A look back at MB Motorsport accelerated by Blue Square’s maiden campaign in the British Touring Car Championship.

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26 Introducing OnLive Events Blue Square Marketing continues to cultivate a new way of thinking with OnLive Events their brand-new experiences provider.

30 Introducing Factor Bikes Factor Bikes has firmly established a reputation for cutting-edge precision across the world of cycling, as John Bailey and Tom Fleetwood discuss.

34 Unfinished Business Tom Blomqvist looks ahead to the new year as he joins up with NIO 333 Racing to take on the ABB FIA Formula E World Championship.

38 Introducing Braeburn Whisky Niall Brown talks us through Braeburn Whisky’s unique approach and the importance of investing in long-term relationships.

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42 Strength Through Innovation Martin Lewis, CEO of NCPI Solutions, tells us how the facilities maintenance company’s innovative approach has helped keep their range of clients safe, protected and able to move forward..

46 Ticking Off The Bucket List 2020 marked the realisation of a childhood dream for Andrew Watson as he made his debut in the historic 24 Hours of Le Mans.

50 Good Business with Good People Mark Boyce, Managing Director of Motivates, underlines the importance of collective purpose in everything the company does and how they continue to make rewarding easy for their partners and friends.

54 Scaling New Heights For Louis Foster, this strangest of years materialised to be his most successful yet across a varied programme of racing. Here he reflects on a break-out campaign that has underlined his credentials as one of the sport’s leading rising talents.

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58 The Eternal Optimist Susannah Hall, of Susannah Hall Tailors, bestows the importance of optimism in what has been a difficult year for those in retail and why it is the depth of her client relationships that ensures the road ahead looks bright.

62 Doing Things Differently RoamingExpert Managing Director, Mark Pattman, talks us through how his company takes a different approach to most within its sector and how corporate business has extended into yachting and international motorsport in recent years.

66 Skilled Handling in Tough Conditions Billy Hughes and Steve Coxshall of wealth manager James Hambro & Partners talk us through the importance of approaching difficult situations on the front foot and how this has led to excellent performance in 2020.

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About Us

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epresenting some of the world’s biggest driving talents and most recognisable brands, MB Partners combine their unique experience at the highest level of professional sport and business to forge value-driven, long-lasting effective relationships with their hand picked selection of clients.

A reputable world leader in motorsport management, MB Partners pride themselves on utilising their decades of industry experience to foster long-term, successful relationships with their exclusive stable of professional and talented drivers.

With first-hand and over thirty years worth of experience across professional sport, MB Partners possesses a huge network of global contacts, as well as a profound knowledge of what it takes to manage the day-to-day requirements of a professional sports person. We know sport from the inside out and it is this knowledge and experience that means we are perfectly placed to help our clients negotiate the elite sport industry.

MB Partners' Board of Directors; Ian Childs, Theo Paphitis, Robin Fenwick and Mark Blundell

By building a close relationship with each individual, MB Partners takes the time to understand our client’s personalities and goals. We can negotiate and execute contracts, provide insight into all aspects of their sport, and take care of all their duties away from the track or course; including all administration as well as maximizing their media and commercial profiles. Our comprehensive management service ensures that all our clients need to focus on is their talent, whilst we focus on creating and maximising every opportunity.

The essence of partnership is the guiding principle at MB Partners. Our Official Partner Programme acts as an effective introductory network bringing together like-minded individuals to facilitate and build new commercial relationships. Beyond this affiliate B2B and B2C network, MB Partners enjoy a proven track record in identifying, brokering and activating winning sports marketing partnerships that deliver value and engagement for rights-holders, brands and individuals.

For a more detailed look at our clients, partners and the services we provide, please visit our website or feel free to contact us.

The Malt House, 27 Kneesworth Street, Royston, Hertfordshire, SG8 5AB

www.markblundellpartners.com T: 01763 250 888 E: office@markblundellpartners.com MB Partners

@MBPartners

@mbpartners

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Board of Directors As one of the most recognisable entrepreneurs in the UK, Theo Paphitis is equally at home in the world of sport as he is the boardroom. Theo spent eight years as the Chairman of Millwall FC, taking the club out of administration and into the Championship, an FA Cup Final and European football. Along with football, he closely follows many sports and was co-founder of sports marketing company Movie & Media Sports with Ian Childs.

Theo Paphitis Chairman

Theo made his name reviving the fortunes of notable high street names such as Ryman, Partners the Stationers, Stationery Box, La Senza and Contessa Lingerie and is now the chairman and owner of Ryman Stationery, holding the same position at Robert Dyas having bought the homewares specialist chain in 2012. Theo was previously the joint owner of Red Letter Days alongside fellow TV Dragon Peter Jones and, having sold his lingerie interests in 2006 Theo returned to the industry in 2011 when launching the international lingerie brand Boux Avenue. In 2015 the Theo Paphitis Retail Group was launched which encompassed the three retail brands Ryman Stationery, Robert Dyas and Boux Avenue. London Graphic Centre joined the group in 2016.

Mark Blundell CEO

Managing Director

Ian is a keen sportsman with a passion to connect sport and business. From a formal marketing background in the FMCG and motor industry Ian has spent most of his working life in and around the sports environment. His early days as Commercial Manager at Surrey Cricket Club and General Manager of Sports & Outdoor Media led to the development of a valuable networking base.

Robin Fenwick, Managing Director of Right Formula, joined the board of MB Partners in 2016.

Ian then co-founded Movie & Media Sports with Theo Paphitis in 1989, their primary objective was to raise commercial revenue on behalf of governing bodies, clubs and associations worldwide. Movie & Media was acquired by Octagon IPG in 2000, Ian remained with the business until 2006 and was tasked with managing their Far East and Australasian operation in the latter years. After a short sabbatical Ian consulted for Sportseen Ltd culminating in its sale to Essentially Group.

Robin founded his own sports marketing firm, Right Formula in 2009 and as Managing Director, his day-to-day focus is on client acquisition and strategy roadmap development for the range of brands on Right Formula’s roster.

A former long-standing Chairman of Red Letter Days and a current Director for Ryman Ltd and Group Management Director of the Theo Paphitis Retail Group, Ian brings to MB Partners a tremendous network of contacts both in the commercial and sporting world.

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Mark started his sporting career at just 14, and for nearly 20 years he competed at the very top of world motorsport, including Formula One, IndyCar and World Rally. His wins even include the prestigious Le Mans 24-hour endurance race.

From 2001 through to 2008, he was integral to ITV’s multi BAFTA award winning presenting team for Formula One. Across the last fifteen years Mark has established himself as one of Europe's most respected and recognised motorsport managers through his role as CEO of leading sports management and marketing group, MB Partners. Mark's role is to drive the business forward on a daily basis and has overseen its growth into a global sports marketing group with specialist expertise in the areas of events and digital activation as well as its plethora of relationships held across the Official Partner Programme.

As well as being a high profile entrepreneur Theo is a familiar face to millions from his time on the hit BBC TV show Dragons’ Den and regularly appears on primetime news and entertainment shows varying from Question Time to Top Gear.

Theo is also Chancellor of Solent University.

Ian Childs

For more than three decades Mark Blundell has honed his expertise in the upper echelons of elite global sport, firstly in a professional sporting career, then TV pundit and in more recent years, as a successful businessman. Mark's business career has taken in roles of sitting on the board of Directors of the British Racing Drivers Club', a Lloyds insurance brokerage alongside successful investment roles. He has previously held ambassadorial roles for the likes of McLaren Automotive as well and a private bank along side this Mark has been active as an ambassador for the Princes Trust Chairty for 25 years as well as many other charity’s over the years.

PARTNERSHIP EDITION ELEVEN

As the boutique sports management company’s newest stakeholder, Robin’s extensive knowledge of the sports marketing and sponsorship industries will provide a valuable addition to the commercial strategy of the company.

Robin Fenwick Director

Robin has extensive experience in sports marketing, having worked in a range of in-house and agency roles during his career. These include at the global sports marketing agency, Octagon, in-house with the McLaren Formula 1™ team working on the title sponsor account, and at Hilton Hotels where he served as Head of Sponsorship.

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MOTORSPORT

On Top Of The World Mike Conway has spent his career chasing a lifelong dream: to become a World Champion. After a challenging year for motorsport, 2020 proved the culmination of a lifetime of hard work and saw the realisation of that very dream…

W

hen you debate through a list of worthy champions, you’d be hard-pressed to find one more deserving than Mike Conway.

Determined, resilient and supremely talented; Mike possesses all of the fundamentals that combine to make the mark of a champion.

Having competed at the forefront of the World Endurance Championship for six years now, Mike has tasted vast amounts of success but only cruel luck and poor misfortune have denied him the ultimate prize. Until now.

“It feels amazing to be able to call myself a World Champion,” Mike said.

“What started out as a boyhood dream quickly turned into a passion which then became my life and career. There aren’t many people who can call themself a World Champion so I’m incredibly humbled.”

What began as a day out at Rye House in Hertfordshire in the early 1990s has seen Mike traverse the globe, winning in the UK and America to finally standing on the WEC podium in Bahrain as a world champion.

The wealth of knowledge and experience that Mike has gained from those experiences helped spur him on to achieving his dream, as did every setback.

“As human beings, we’re constantly learning from everything we do. I’ve been fortunate to have a great career in which I’ve tried my hand at so many different things in so many different places and I know I’m much better for it.

“It was an honour to take the TS050 to its final world championship, it’s been an amazing car to race with. That makes me even more eager to get going next season and repeat our successes in this new era for the WEC. It’s an incredibly exciting time to be involved in the sport with so much change in the air.”

Across his 20-year career, Mike has won an incredible 41 races and made 107 visits to the podium. While the stats make incredible reading, a true Champion, Mike doesn’t want to look back just yet.

“I’m hugely proud of everything I have accomplished and the journey to this world title has been a fantastic one. That said, it doesn’t feel like an end goal for me - I’ve still got so much more that I want to achieve personally and everyone at TOYOTA has so much we want to achieve as an organisation as we move into a new era for our FIA WEC programme.

“To be leading the way with our Hypercar programme and elite hybrid automotive performance is something we are very proud of but not something we can take for granted. It’s the same as in anything, when you are on top of the pile, you are there to be shot at and everyone is trying to take your place. Yes, we enjoy the moment and enjoy the celebrations but there’s plenty more wins and podiums to add to those tallies just yet and the work to do so starts pretty much straight away.”

“Kamui, José and myself have spent the past three years chasing this dream together and each time it was snatched away from us through no fault of our own - much like Le Mans again this year. In that moment - from Kamui taking pole position and the three of us leading the first half of the race to losing it through the issue with the exhaust manifold - you really do go through every single emotion possible. I was gutted that it could happen again but by dealing with heartbreak like that, it only makes you more determined and focused to go and get it next time.

“At the start of the year we set ourselves a couple of goals: to win Le Mans and to win the World Championship. We did everything right at Le Mans but it didn’t fall our way. When you look at the season as a whole, we hit every note perfectly. I couldn’t be prouder, or more thankful, of José, Kamui and our entire crew for never giving up. Even in this strangest of years they all kept the faith and ensured we battled as hard as we could at every race.”

With the season now over, Mike has found time to reflect on his journey to becoming world champion and stresses the importance of belief and confidence.

“To reach the very top of something, you have to put in a lot of time and effort. To be successful you have to be willing to make sacrifices and push yourself beyond what you thought was possible. This has been an incredible, lifelong journey and, whilst you will inevitably have setbacks, as long as you continue to believe in yourself then you can accomplish anything you set your mind to.

“It’s also so important to have a solid support network around you. I will be forever indebted to my family, my friends and my colleagues for all their support at every step along the way. They’ve always believed in me and I can’t be understated just how valuable that support really is.”

Mike is now looking forward to resting throughout the holidays and the offseason but already has one eye on next season and is excited to usher in the new era of the World Endurance Championship.

“Now is the perfect time for me to take stock and really let the year sink in properly - not only was it a championship winning year for myself, it was also the last championship for our Le Mans Prototype machines. The offseason is already an exciting time normally but even more so this year as we get ready to introduce our Hypercar programme to the world.

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PARTNERSHIP EDITION NINE

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Connection, Community & Collaboration: why business partnerships have never been more vital Eileen Redmond-Macken of Investec says “2020 has been a lonely year, even at the best of times. This is a time when being able to tap into a network really matters - it’s vital that connection is in place.”

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ileen is a Private Banker at Investec, a bank which understands that connections, collaboration and community are just as valuable as currency. An organisation with a deeply-rooted entrepreneurial history, the success of Investec’s founders was built on meeting with like-minded - and even unlike-minded - people, sparking ideas to solve challenges, create opportunities and propel themselves forward.

It’s more important than ever that those values are reflected today, not least amongst the entrepreneurial and business communities which are so fundamental to driving innovation, creating jobs and boosting the economy.

We sat down with Eileen, who works on Investec's Entrepreneurs private client team, as well as Will Chipperfield, from Investec’s City Professionals private client team, to discuss the power of community in safeguarding and supporting businesses in 2020.

Why is community important?

Will begins by highlighting the importance of sharing information across industries. “The benefit of being part of a community like MB Partners is that, whether you work for a large corporate or a small start-up, you have access to like-minded entrepreneurs,” he says. “It creates a framework in which to interact with others who are experiencing some of the same challenges that you are.”

wouldn’t usually be front-of-mind.”

The business of collaboration With the pandemic prompting businesses to rely more heavily than ever on sharing ideas, it is unsurprising that we have seen many of these businesses work together to overcome the myriad challenges posed by 2020.

In many cases, this has taken the form of public-private partnerships in order to tackle the public health crisis posed

by Covid-19. Will points to Mercedes as one such example.

“Mercedes made the decision to adapt their factories to produce ventilators,” he says. “They had existing ventilators delivered, took them apart to understand how to produce them themselves, and within twelve days they’d produced almost six thousand units. They pivoted incredibly quickly from racing cars to medical machinery. It was a brilliant example of a business harnessing its data and expertise to solve problems, and to do so at breakneck speed.”

But Will and Eileen acknowledge, too, that creating an environment that facilitates collaboration can be challenging - not least when social distancing restrictions have forced many of us to work remotely.

What’s crucial, in Will’s mind, is using these frameworks as a means of accessing alternative approaches and ways of thinking, in order to help you learn faster.

For Investec - which is used to hosting regular networking events such as economic breakfasts in person - this has required some creative thinking. “We’ve had to think about client engagement activities that can be done virtually,” says Will, “so throughout the pandemic we’ve run virtual round-table events, where our bankers have invited a small number of individuals to join and discuss different themes.”

“Diversity of thought and direction has become more valuable in these circumstances than ever before,” Will explains. “When you take the time to listen to how others are addressing a certain challenge or trying out a new approach, your own perspective is immediately broadened.”

Will believes that what’s been key to making these virtual events successful comes back to the question of diverse thinking. “We’re interested in bringing close groups of people together who we know will not only have something to contribute to the discussion, but who will have a difference of opinion,” he says.

Will cites alternative investment classes as an example.

“From Investec’s point of view, taking this time as an opportunity to consider alternative investments is a good example of where we often see our clients benefit from accessing diverse perspectives,” he says.

Looking ahead

“Through networks such as MB Partners we are able to connect clients who can speak to others about what they are doing. With alternative investment classes - whether that’s classic cars, watches, whiskey - it’s a way of thinking “outside the box” on investment in ways that perhaps

“A resilient business - particularly during times of crisis - is one that can move quickly,” says Will.

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So as business leaders and entrepreneurs look ahead to 2021, what are the considerations they should bear in mind?

Eileen agrees, “People need to remember that the pandemic, and its repercussions, aren’t going away in 2021 - at least not immediately. Businesses must be prepared to

continue being flexible.”

And an agile business is not just one which can quic processes or ways of working. For Eileen, it is as much as it is about operations. “Thinking about something l to remote working, which so many businesses had to d of the pandemic, people are just as important as the she says. “The most successful businesses we’ve seen those who have strong, adaptable teams in place.”

“Resilient entrepreneurship should also be about bein contact with other businesses,” adds Will. “Now isn’t double-down on certain systems because they have a in the past. It’s the time to pause, communicate, and se are doing. This means taking the opportunity to discu and seek the opinions of others - even if you don’t agre It all comes back to the point about community.”

“Our role is going beyond financial services”

ckly adapt its about culture ike migrating do at the start technology,” this year are

g in constant t the time to lways worked e what others uss challenges ee with them.

PARTNER

For both Eileen and Will it is clear, then, that the value of supportive partnerships between businesses is enormous, particularly at this time.

Connecting our clients and our community partners

It’s for this reason that Investec works tirelessly to bring its clients together to collaborate on opportunities and share best practice, and why it has been such a focus for the bank this year.

Ideas and connections can be just as valuable as currency. They can ignite change, move things forward and generate new opportunities. At Investec, you’re not just joining a private bank, you join a community of entrepreneurs and business leaders with a hunger to strike new opportunities.

“We see our role as going beyond just financial services,” explains Eileen. “It’s the personal touch, and with that the ability to kickstart conversations that are about far more than selling a financial product. Perhaps it’s about something that might be coming down the line, but isn’t necessarily happening immediately. Our clients need this insight - especially during a time when there is so much uncertainty.”

“We want to build quality relationships that have longevity,” concludes Will. “We see it as a longstanding partnership, not just a transaction.”

“We want our clients to achieve their version of success. So we share our connections with our partnerships, such as MB Partners, we open our network, and we bring our clients together to strike opportunities.” William Chipperfield Investec.

Find out more by calling us today.

Email: eileen.redmond@investec.co.uk / will.chipperfield@investec.co.uk Telephone: +44(0)754 0930 432

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Breaking The Norm For Esmee Hawkey, 2020 has been a whirlwind season and her most successful to date. Here, MB Partners’ newest signing reflects on her dominant season, her first Championship title and how she’s tearing up the rulebook one page at a time…

MOTORSPORT

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smee Hawkey knew that 2020 would be an important year long before the rest of us did. Perhaps even defining. For the 22-year-old, it marked her third year in the Porsche Carrera Cup GB series and the culmination of three years of learning and hard work.

After a delayed start, Esmee took to the track with a winning start by dominating the opening weekend of the season at Donington Park with Pro-Am class victory in both races alongside double pole position and a brace of fastest laps.

Perhaps most impressively though, Esmee claimed an overall front-row starting position on that opening weekend, becoming only the second female driver ever to do that in the Porsche Carrera Cup globally following up on Francessa Linossi in 2017.

Heads were turned up and down the paddock as the 22-year-old talent had firmly laid down a marker for what she wanted to achieve this year.

That opening weekend performance set the tone for the rest of the season, a season where she stood on the podium in 15 of the 16 total races, with nine of those as the race winner.

Fittingly it was at her home circuit of Brands Hatch that Esmee was rightly crowned the Pro-Am Champion.

“In terms of my career, 2020 was always going to be the year that made all the difference,” Esmee explained. “I was confident that it would be a good year in terms of racing but I could never have predicted that I’d finish with a stats list like that! It’s been a lot of hard work, taking everything I’ve learnt from before and putting it all together this year.

“I’m really pleased with not just how fast I’ve been this year but how consistent I’ve been as well. Even at tracks I don’t particularly enjoy, I was still the fastest in my class and troubling the pro’s too - and if I wasn’t, I knew where I needed to improve.

“To come away as the Pro-Am champion is an unreal feeling. It feels like all the hard work has paid off and it puts me in a good position for the future. To seal the title at Brands Hatch was fantastic. It’s my local circuit and a place where a lot of my passion and love for racing has grown from. The only thing missing were all my friends and family who would have normally been trackside for that weekend. I’m sure though that we will have some delayed celebrations once we are able to do so.”

Even in a year like no other, a packed racing schedule didn’t phase Esmee. If anything, it spurred her on even further.

“Double-headers were unheard of in the BTCC and Carrera Cup until this year. I actually really enjoyed them. It’s the same with anything, once you are performing well and the momentum starts to build, you just want to get back out there and keep putting the results in.

“I thrive from keeping myself busy and racing two weekends in a row means I can spend the week in between keeping myself in shape and focusing on anything that needs my attention. It was a system that worked really well for me.”

It wasn’t just the on-track racing that kept Esmee busy throughout the season. She also joined MB Motorsport accelerated by Blue Square as their official development driver - getting her first taste of a touring car earlier in the year - and combined her on-track efforts with her ever-growing presence on social media.

“Working with Shaun, Mark and all of the team at MB Motorsport

really helped me in my development this season. It’s not often you can get first-hand knowledge from people as successful as they are so I made sure I listened to every piece of advice they offered me - and it all paid off!

“The experience in the touring car was fantastic. Naturally there’s a bit of apprehension there before you head on out, particularly given it was my first time in a front-wheel drive car too. Even better, they managed to arrange the worst possible conditions for me too!

It was a real baptism of fire but one that I was really proud of how I fared.”

Esmee cuts a unique figure in the racing paddock. A racing driver in one breath but also someone who continues to grow a huge presence on social media in another. Even through the initial lockdown, Esmee put her frustrations in not being able to go racing to good effect by promoting her own home workouts to help her remain in prime condition for when her season would finally get underway.

“I feel that, this year, social media and maintaining an online presence has never been more important. I’ve always loved engaging with fans and brands online and with the way 2020 has turned out, that’s been the only way you can connect with people.

Throughout lockdown, I shared my workout plans on Instagram and they were really well received. I then started an initiative where fans could get their name on my car and that went down really well too.

“It combines my two favourite things and I’m in a very unique position to be able to do that. I feel that my performances on track boost my presence elsewhere and vice versa. I think the blend between the two works really well and it provides great opportunities to offer a different perspective and approach to the commercial side of racing.”

In winning the Pro-Am championship, Esmee has made history as the first woman to achieve ultimate success in Porsche Carrera Cup GB’s 18-year history.

“It’s a real privilege to do what I do. One of my goals from the very beginning of my career has been to break down the barriers and the stigma surrounding women in motorsport and if my success this year inspires any girls out there to get themselves behind the wheel, then I can rest easy knowing that I’ve made a positive difference. In this day and age there’s so much more opportunity than we had previously and I’m really proud that I can help play a role in that.”

“To come away as the Pro-Am champion is an unreal feeling. It feels like all the hard work has paid off and it puts me in a good position for the future. To seal the title at Brands Hatch was fantastic.

It’s my local circuit and a place where a lot of my passion and love for racing has grown from.”

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A Season wit

The Story of MB Mo

Ready to embark on its maiden Championship, MB Motorsport a a year like no other. This is the st their mark in the UK’s premier ra

“Racing in the BTCC without 100% com wonderful feeling w

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PARTNERSHIP EDITION ELEVEN

th a Difference

otorsport’s First Year

season in the Kwik Fit British Touring Car accelerated by Blue Square was already set for tory of the BTCC’s newest team as they made acing series…

C is a huge team effort. It’s simply not possible mitment from those around you so it’s a hen that’s rewarded with a special result.”

MOTORSPORT

O

n Wednesday 12th February, a new era began as MB Motorsport - the newest team to take to the BTCC grid - was unveiled to the world. An alliance between MB Partners CEO Mark Blundell, fresh from his exciting year racing in the series, and the 2019 Independents’ Champions promised a tantalising prospect for the year ahead.

With the pieces all in place, the cars prepped and ready and a talented pair of drivers raring to go in the form of race winner Jake Hill and Jack Sears Trophy contender Sam Osborne, the opening weekend of the season couldn’t come fast enough. A promising display during pre-season testing further heightened the excitement.

As the pandemic pulled the handbrake on the season and placed it on an indefinite hold, MB Motorsport accelerated by Blue Square had to wait just a little bit longer before they could start their journey.

“Of course we were all disappointed when the start of the season was delayed,” Team Principal Shaun Hollamby said. “But it was absolutely necessary for our health and safety and the health and safety of our friends, families and colleagues.

Throughout lockdown we made sure we were ready to go at a moment’s notice as soon as the restart was given the green light.

With an August start date confirmed, the team revved into life and arrived at Donington Park prepared to make their very first appearance in the championship.

A superb opening day for the team saw them make a statement of intent, qualifying seventh and twelfth on the grid - setting them up nicely for the team’s first race day.

Following a Sunday of mixed fortunes, Sam scored his best-ever result in the BTCC with seventh but mechanical gremlins across both cars left the team with work to do.

Motivated by the potential they displayed, the team displayed remarkable resilience to battle through another tough weekend at Brands Hatch and arrived at Oulton Park for round three with fresh optimism.

The hard work paid off to the tune of the team’s first-ever podium finish, courtesy of a storming drive from Jake to take third place in the first race.

“We were all so thrilled to see Jake stand up on the podium,” Mark added. “It’s no secret that the team had been through the mill in the first

two rounds but everyone dug deep and we proved exactly what we’re capable of. It set us up magnificently for the rest of the year.”

Before too long, the results were coming thick and fast and the team’s trophy cabinet continued to grow.

A trip to Croft in North Yorkshire marked their most successful event of the year. A stunning weekend full of action saw Jake take to the podium twice with a second and third place finish and Sam enjoy his first double points-score in his career.

“Throughout the season we kept chipping away and improving,” Shaun explained. “The results that followed, especially at Croft, are testament to the incredible work ethic that every member of our team has.

“Racing in the BTCC is a huge team effort. It’s simply not possible without 100% commitment from those around you so it’s a wonderful feeling when that’s rewarded with a special result.”

Whilst enjoying remarkable success on-track, MB Motorsport accelerated

by Blue Square also demonstrated their worth off it.

As the pandemic changed the fundamental ways in which we interact with each other and the role of technology became an integral part of our lives, the team devised an innovative solution to bring its partners as close to the action as possible.

With traditional hospitality firmly off the cards in the age of the coronavirus, the team undertook a mammoth task to create something fit for the moment that would deliver an engaging experience for audiences at home.

Making the most of a wide range of technology, the team invited their partners and guests to their one-of-akind virtual hospitality platform, complete with exclusive interviews, Q&As, behind-the-scenes access and live streams to bring viewers into the heart of the garage - all from the comfort of their own sofas.

“As a team, we’re proud to be proactive and forward-thinking on every front,” Mark said. “This year has proved the need to be adaptable and we’re incredibly proud of the platform we created and delivered. Of course nothing beats being there in person but we wanted our valued guests and partners to still be able to join us one way or another.

“Their support throughout each weekend really helped push us on and we couldn’t be more grateful to them for joining us on our journey.”

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Take a look as Managing Director, Andrew Leaver, and Partner and Brand Ambassador, Johnathan Joseph (aka DJ Spoony), talk us through the start of the OnLive Events story.

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PARTNER

Introducing

OnLive Events

With a new way of living comes a new way of thinking. Reimagining what’s possible within the realms of our new world has led to some extraordinary innovation and advancement…

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hile 2020 has brought out the best in people, it has also offered business, brands and companies new challenges. One of those has been an added difficulty in how brands can engage their customers, motivate their people and incentivise their teams. As much as any other, the events sector has been fundamentally shifted and a new way of thinking is required to drive engagement within the new normal.

This is where OnLive, the new and exciting agency from our friends at Blue Square Marketing comes in. A hybrid events agency with an amazing pop-up London studio, OnLive seeks to revolutionise the way we’re able to share, connect and interact.

From concept to reality in just two-and-a-half weeks, Managing Director Andrew Leaver and Partner Johnathan Joseph (aka DJ Spoony) combined their knowledge and expertise of two very different sectors to create a solution offering bespoke events and experiences through either virtual, physical or hybrid environments.

“We’ve got access to everything,” added Andrew. “The full solution to help brands engage with their audiences on a level we’ve never seen before.

“When we look at Johnathan’s expertise in international broadcasting & entertainment, combined with our multi-talented team, we’ve got a unique collective of experience and talent alongside the production capabilities, behind-the-scenes support and resources that are required to put an event on.”

The brand’s first event was ‘50 Years of Black British Excellence’, an eight-hour live-streamed online event celebrating the rich history of Black British culture, boasting appearances from some of the biggest names in the country - Idris Elba, Trevor Nelson and Ian Wright to name just a few. Also known as #50BBE, the event clocked up over 1 million minutes of viewing from an audience of over 25,000 people and has since been nominated for a Brand Experience award in FMBE’s ‘Operational Success of the Year’ category, with the winners to be announced in January.

“I had the idea in my head,” recalls Johnathan. “Andrew’s team knew how to get those ideas out and then it was just a case of booking the acts and the artists.

“The feedback was amazing. To think I had this loose idea in my head that Andrew and the team managed to get out and make the event look as it did. The look and feel of it was perfect - it was genuinely world class.”

“From concept to reality in just two-and-a-half weeks, Managing Director Andrew Leaver and Partner Johnathan Joseph combined their knowledge and expertise of two very different sectors to create a solution offering bespoke events and experiences through either virtual, physical or hybrid environments.”

The success of the event made it abundantly clear that there was the potential to offer an experiential and motivating experience that connects and excites audiences - and so OnLive Events was born.

Be it a virtual company party, your annual awards ceremony, a company-wide kick-off briefing, virtual company conference, or a new product launch – the possibilities are endless. Andrew reinforces that the real potential of OnLive is to create unique experiences that connect, engage and excite - regardless of what sector your business finds itself in.

“It’s more difficult than ever right now to communicate with real impact to your customers, clients or colleagues. It’s that void that we can fill here at OnLive, by creating impact through engaging experiences that live long in the memory. With our pop-up studio, it’s a really exciting time to have a facility to be able to create those moments that we can share and broadcast to the masses.”

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Mark Ashby

Introducing Factor Bikes Born from a commitment to speed, innovation and performance, Factor Bikes has firmly established a reputation for cutting-edge precision across the world of cycling, as John Bailey and Tom Fleetwood discuss.

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ohn Bailey has spent much of his life chasing perfection; from engineering roles at some of Formula One and the World Rally Championship’s most prestigious teams to taking his passion for excellence and innovation and founding Factor Bikes.

After cutting his teeth at teams such as Tyrrell, Arrows and Stewart in the nineties and early 2000s, John felt the time was right to apply the skills and knowledge he’d learnt at the pinnacle of motorsport to a wider scope of plans and projects.

Joining bf1systems in 2001, John and his team set to work on demonstrating exactly what was possible through the very latest advancements in technology and engineering.

“I was involved with electronics, composites and mechanical design in Formula One and aerospace as well as automotive,” John explained. “We thought it would be a bit of fun to do a bike so we did what was supposed to be a one-off payload project.”

That project, named the FACTOR001, revolutionised bike design as we knew it. Lauded as an engineering triumph, a partnership with Aston Martin swiftly

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followed, bringing the Factor One-77 Hyperbike to fruition.

Taking the insight from those initial ventures, Factor Bikes soon launched its first production model, the Vis Vires in 2013. Applauded by the cycling press for its striking innovation, the bike won numerous awards, including the Gold Award for Road Bikes at Euro Bike, and put Factor Bikes firmly on the map.

Reflecting on those early days, John states that there was never a plan to grow the idea into a business but like all great entrepreneurs, he spotted the potential for the brand to develop.

“It was just a demonstration of what my company could do rather than being a bike company. It was demonstrating all of our skill sets with composites, with design, with electronics and all that kind of thing.”

After selling the business to former professional cyclist Rob Gitelis to pursue other interests, John returned to Factor Bikes last year to spearhead their efforts in the UK. The company has gone from strength to strength since Rob took ownership, with a whole host of new

bikes added to the roster and an ever-growing presence in the arena of professional cycling - fourtime Tour de France winner Chris Froome will compete in the UCI World Tour on a Factor bike when he joins Israel Start-Up Nation for 2021.

“2020 marked Factor’s return to cycling’s World Tour with our sponsorship of Israel Start-Up Nation” Marketing Manager, Tom Fleetwood explains. “Brand awareness is at an all-time high and this is helped by having our bikes raced on the world stage. A couple of stage wins in the condensed 2020 racing calendar certainly helped too.

“Having our bikes on that stage is really important to growth and both Froome’s arrival and the team’s performances this year have put the brand in front of a lot of people it wouldn’t have done ordinarily.”

Tom believes that presence, alongside the traditional methods of word of mouth and recommendations, has contributed to their continued growth.

“I think our quality speaks for itself once customers ride our bikes and hear our story however, Factor has been a brand that’s not as accessible to people as

PARTNER

participation as people looked to other means of activity as gyms closed around the world and Factor Bikes has been able to keep moving forward as a result.

“Fortunately with us effectively being a bike shop, we haven’t had to shut down completely,” John adds. “We’ve actually been very busy. The problems we’ve encountered are much the same as everyone else in terms of logistics - freight costs, freight delays and production delays because of lockdown so just a few supply chain niggles.”

Looking ahead, John and the team in the UK are excited for the future and are aiming to build on the strong foundations they’ve laid this year - including opening a new store in Harrogate which hosted the 2019 UCI Road World Championships and is quickly reinforcing its status as the cycling hub of the UK. “Ultimately the work we’ve done in the last 18 months is now starting to bear fruit in terms of our notoriety in the UK, all of the people looking for bikes for next year are talking to us now.

“The momentum and the plan is starting to work. We’re in the sixth month of our second financial year and we’re already ahead of the curve so we are excited about what is to come.”

some of our competitors for various reasons. We’re on a mission to change this and get more people out there riding Factor. As we induct more riders into the ‘Factor family’ we often start conversations with our customer’s cycling peers as they hear positive reviews on our products but just as importantly our customer service.”

The large scope of exposure gained through a presence in professional sport coupled with a directional shift in how the company goes to market in the UK has meant that Factor Bikes has remained on-track towards its goals despite the pandemic.

“Up until my return, Factor Bikes was being sold through retail shops in the UK and I said I’d only get involved if it was me selling direct to consumers. That was the target and we’re well on our way with that now. In fact, I would say we’re slightly ahead of schedule,” explains John Bailey.

“The company has gone from strength to strength since Rob took ownership, with a whole host of new bikes added to the roster and an ever-growing presence in the arena of professional cycling - four-time Tour de France winner Chris Froome will compete in the UCI World Tour on a Factor bike when he joins Israel StartUp Nation for 2021.”

Where the pandemic has had an adverse effect on so many businesses and industries this year, the cycling industry has seen another boom in numbers and

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Unfinished

Business We catch up with Tom Blomqvist fresh after the announcement of his return to the ABB FIA Formula E World Championship, as the 27-year-old prepares for a full-term assault on the electric street racing series with the NIO 333 FE Team.

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fter a rollercoaster year that none of us could ever have expected, it’s great to have dates in the diary and a firm plan for what lies in store in the coming weeks and months.

Tom Blomqvist is one man with such a plan. A full-time return to the ABB FIA Formula E World Championship beckons for the 27-year-old, as he joins NIO 333 Racing to contest the 2020-21 season.

It’s an exciting prospect for Tom as he joins a team with championship pedigree they took Nelson Piquet Jr to the inaugural drivers’ championship in 2014-15 under the guise of NEXTEV. “It’s really exciting,” Tom mused. “There’s a real buzz around what we’re doing and I’m thrilled to be back in Formula E and even more excited for my first full season in the championship.

“The series has really gone from strength to strength since it started back in 2014 and with it receiving World Championship status from 2021 onwards, it’s a really exciting time to be involved.

“The NIO 333 team have been amazing, they’ve welcomed me with open arms and we’re all really looking forward to getting to Santiago and starting the season.”

The coming year will mark Tom’s first full season in the championship - having contested several races for the BMW Andretti team in 2018 and returning to the championship at the tail end of 2020 deputising for Panasonic Jaguar Racing; where the Brit secured a Super Pole appearance on his first day in the car at the Berlin season finale in August. Now with this added momentum and motivation, this is an opportunity that Tom can’t wait to sink his teeth into.

“I’ve had tasters of Formula E here and there over the past few years and loved every second of it. The racing is fantastic, the locations we visit are stunning and I truly believe it’s the future of motorsport.

“Formula E is the series to be in. Electric mobility is the way the world is moving and it’s right at the forefront of that change so it’ll be a privilege to be involved in that.

Being in the paddock in Berlin felt like a home away from home so I’m really looking

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forward to getting settled in. To be an ambassador for this team, championship, and sustainability in general, fills me with pride and I’m very happy to be back.”

Not one to rest on his laurels, Tom took the peculiar and disjointed 2020 season by the scruff of the neck and impressed with race victories in a variety of different machinery across a variety of disciplines.

Alongside his standout performance at the Formula E season-closer, he took two victories during his guest appearance in Porsche Carrera Cup Scandinavia and piloted the #51 AF Corse Ferrari GT3 Evo to outright glory at the final round of the GT World Challenge Europe Endurance season at Paul Ricard.

With the team very much in high spirits, Tom can focus solely on his own preparations and ensure he’s as ready as possible for when the lights go out in Santiago.

“It’s great to be in such a positive environment with so many optimistic faces. I think that pushes us all on and gives us a real morale boost. For me it allows me to work on my preparations knowing there’s a good chance for us to deliver some great performances which will, in turn, propel us on to even greater things. It really feels like the start of a journey, and it’s a journey I’m very excited to be on.”

The year also saw him claim second place at the Bathurst 12 Hours and make his debut at the 24 Hours of Le Mans - meaning it’s a year he’ll never forget.

“I think 2020 has been a very crazy year for all of us with everything that’s happened. For myself, I’ve never done quite as much as I have this year - it’s been extraordinary. The year started off with that amazing podium result on my first visit to Bathurst and it just got better from there.

“Of course the way the year went meant that plans had to change but I was determined not to let that get the better of me. Whenever an opportunity arose to do something, I made sure I was available for it.

“To win a few races, stand on the podium in a few others and make my Le Mans debut all in the same year is something I’m really proud of, especially in a year as crazy as this one.”

With so much success under his belt, Tom enters the off-season with an abundance of confidence and optimism as he continues his preparations for January’s season-opener in Chile.

“Having a year like 2020 under your belt is very helpful,” Tom adds. “It’s given me a great base marker for me to aim for, to keep myself as sharp and competitive as I was throughout this year. Coupled with the amazing atmosphere at NIO 333, I’m absolutely certain we’ll have some results to cheer about sooner rather than later.”

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PARTNER

Introducing

Braeburn Whisky From a favourite tipple to a lucrative investment - the world of whisky has changed in recent years, a change that Braeburn Whisky have been at the forefront of, as Niall Brown reveals.

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hisky and ‘rich’ go hand in hand. Rich in history, rich in flavour, it’s also grown to be rich in value too.

Scotch whisky has boomed as an industry and is now worth more than £5 billion as a whole. As the spirit’s popularity has amplified across the globe, it’s usurped gold and property as one of the biggest alternative assets available, further strengthened as the world embraces a post-coronavirus reality and stock markets remain volatile.

Braeburn Whisky has cemented itself as the market leader for investment in

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scotch whisky, delivering clients a bespoke service to help match them with the perfect cask for their aims and ambitions.

“Usually when you hear the word ‘investment’, you think of the usual stocks and shares,” Niall Brown explains. “But what we offer is an investment vehicle where you can buy a cask of whisky and make amazing returns every single year in a very fair and secure market.

“It can be a lot of fun and it also attracts a lot of interest from all walks of life; whisky lovers, avid investors, directors, shareholders, you name it - it’s an investment for all levels.”

“We actually released the first-ever cask index this year, the BC20 Index. This was compiled with cask sales data from the last 5 years. We determined that the average cask of whisky will appreciate in value by 13.09% per annum, with top distilleries providing returns of more than 20%. It is clear to see why so many investors are looking towards whisky as a place to hold their money.”

Niall also believes it goes beyond an investment in its most common form, highlighting the social and experiential values that Braeburn Whisky offers through its events.

“We’ve actually thrived throughout 2020 with what’s happening and we’ve found that people are actually coming away and doing business very differently now.”

“We cannot wait to get back out to meet our clients face-to-face and hold events,” Niall adds. “We’ll once again be able to hold private tastings at distilleries and castles in Scotland. Wearing a kilt, having bagpipes come in as well - it just adds to the thrill and allure of whisky.

Braeburn pride themselves on getting to know their clients personally and fostering these relationships over an extended period of time to develop them and build a genuine rapport.

Clients will also be free once again to visit their casks in person. Many clients of ours will be visiting their casks after a long hiatus, but many clients we’ve acquired over the last year will be experiencing this for the very first time. They’ll get to see their cask up close, touch it, meet the people to tend it, and perhaps even sample the liquid straight from the barrel.

“Whisky takes a long time to mature and I think that’s mirrored in how we go about our relationship building with our clients. We don’t see ourselves as people selling investments, we see ourselves as portfolio managers - that’s where we like to build up our reputation.

“You can’t have that with a stock or a share but you can have that with a whisky cask.”

“The average investment at Braeburn takes five to ten years to come to fruition.

Our ethos as a company has at its core the building of a relationship, where you really gain trust and credibility; so as the whisky comes to fruition, the relationship between the account manager and the client does as well.

The team at Braeburn Whisky make no secret of the fact that the industry is a truly global affair, with offices in Spain and Singapore - where Niall himself is set to relocate to in the new year to head up their continued growth in Asia.

“It’s amazing to see from my colleagues, some that just joined the company, some that have been here over a year, and they develop a really friendly relationship with their clients which is great - we love it.”

“What’s great about whisky is that it’s international,” Niall says. “It’s embraced all over the world but every single culture around the world does business very differently.”

As a new member to the Official Partner Programme in 2020, Braeburn Whisky has enjoyed the opportunity to cultivate new relationships with fellow Partners.

Whilst the pandemic has stopped face-to-face interaction, particularly on an international level, Niall states the way the working world has adapted has spurred Braeburn Whisky on to a positive year regardless.

“If I go to Asia, my clients love to have business meetings over dinner and take the time to discuss opportunities at length. You wouldn’t expect anyone to commit to a million pound transaction without seeing your face and understanding the people behind the business. Obviously we’ve all had those challenges this year with that but everyone has adapted to what’s happening in the world right now.

We have embraced digital communication even more than previously, and we’ve managed to maintain these strong relationships, and build new ones, throughout this very challenging period. We’re really getting to know our clients through video chats, phone calls, webinars; I’d say we’ve built even stronger connections over the last twelve months – and we’re still landing those million-pound deals!

“Everyone I’ve spoken to through MB Partners has the exact same ethos as us and it’s really refreshing to see that, not having people desperate to have your business as soon as possible. It’s good to build up those client contacts over time.

“I don’t think I’ve had one conversation where I’ve felt anything other than the same feeling as having a conversation down in a whisky bar. You can have much more informative conversations like that when the philosophy is shared.”

The future also looks bright, with the company aiming to build on their strong year in 2021 through utilising the advantages of a more stable market and the steady return to normality that we’re all looking forward to.

“We’ve found that, for investors, we can offer somewhere where they can come and have protection against the market volatility we’ve seen this year so we plan to build on that. We have to capitalise on the clients we already have and expand on top of that. We’re also looking to take advantage of a great year through our expansion into the Asian market and further expansion in the UK alongside just getting back to the stage where we’re having those face-to-face interactions with our clients.”

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Strength Through Innovation Across a year where there has been a fundamental change in the office environment, Martin Lewis, CEO of NCPI Solutions, tells us how the facilities maintenance company’s innovative approach has helped keep their range of clients safe, protected and able to move forward.

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o year has seen a bigger shift in working practices than 2020. For many that has provided new challenges in adapting to working from home more, juggling kids, pets and part-time desks. For others though, as we have heard all too often throughout this year, there are many companies and employees who simply do not have the choice to work from home and introducing a safe and secure environment in the workplace has been of the utmost importance to allow them to keep functioning.

This is an area where NCPI Solutions have played a pivotal role across 2020, supporting their range of clients to continue their day-to-day business in a safe and secure office environment adhering to the strictest of regulations. In a year where a need to innovate and think differently has been top of every company’s list, the facilities maintenance specialist have been at the forefront of a shift in working practices and Martin Lewis details how they were well placed for such a drastic change.

“By our very definition, NCPI Solutions is all about being a step ahead of the field and helping solve our client’s challenges as and when they arise. That’s not to say that anyone would have seen what has happened this year coming but we were certainly able to help clients with those conversations from the outset.

As a facilities maintenance specialist, our role is a very broad one covering all bases including safety and security, building design, ongoing maintenance and refurbishment or even looking at energy management and technological integration.”

“There’s no doubt that that the biggest change this year has been about ensuring workspaces are safe and COVID secure where companies have a need to be onsite or about ensuring their facilities remain safe and secure when the majority of their workforce is forced offsite. In that respect, the year has been a very busy one for us where not too much has changed.”

Enjoying long-term relationships with clients across the financial industry, security services and pharmaceutical sector to name just a few, the NCPI Solutions have had to remain on hand to help clients who have no choice but to keep their spaces operational.

“We are one of the lucky ones where our business since March has not really slowed down, we have just had to confront new problems. As we are a niche supplier and a lot of our clients are well-known blue chip brands who have no choice but to stay open, they’re still working and it is our responsibility to ensure that their workforce can do that in the best possible way.”

A large part of the NCPI business can be found in the medical, healthcare and pharmaceutical sectors which has ensured that, by association, the team have played their role in the amazing efforts that have already been made in sourcing a potential vaccine for COVID-19.

“Pharmaceuticals is an area we know very well and, of course, it has been an incredibly important time in that sector this year. The push and search for a potential vaccine has been well-documented but these are companies who are pursuing life-saving work every day so the vaccine development is just one part of what they do.”

“Our role has been about helping make those workspaces safe so that they can continue their efforts at full pace. For AstraZeneca, we have had one contract alone that involved providing thermal monitoring for staff in fourteen buildings.

For that, we have developed our own facial monitor that takes a person’s temperature upon entry to the office. This thermovision technology actually looks at the hottest part of your body which is your eye duct.”

The NCPI team are always looking at solutions to integrate and that has not just extended to making spaces COVID-proof this year, but also in supporting teams who are potentially operating at reduced capacity to work more efficiently.

“Of course, like many we have developed a range of stands for hand sanitisers and masks but everything for us and our clients has to be at an ultra-professional level as that is what they expect. A good example would be our various COVID screens where we have adopted toughened glass screens instead of using perspex.”

“More than though, we are constantly looking at ways at how we can make people’s workspaces more productive and efficient. This year, in the healthcare sector, we have utilised our hemispheric CCTV cameras to help nurses monitor their patients. These cameras flag movement and any unusual circumstances, triggering a sensor so that the healthcare professionals are informed immediately to be able to help.”

Although 2020 has been a year of innovation, Martin is steadfast in his belief that the social cohesion provided by the office environment will return and that it is those intangible benefits that workforces will miss most.

“I am sure that people will be crying out to get back in the office. No doubt, people have enjoyed the greater flexibility but colleagues need the opportunity to bounce ideas off of each other and the best ideas always come through that collaboration which I’d worry about losing out on if we all remain at home for too long!”

For NCPI Solutions though, Martin is optimistic heading into 2021 and notes that the company’s relationship-centred approach won’t be changing despite a changing business climate.

“I’m really positive looking ahead to next year. I don’t think you can really use the word normality yet as so much will depend on the vaccine side of things but I think after this week’s news that AstraZeneca have got it well sorted!.”

“As a business, we don’t employ any salespeople and never have done. Our work has always done our talking for us through repeat business and recommendations and I hope that will be no different for next year owing to our efforts and innovation over the last few months. We’ll build on those relationships that are strong for us and continue to focus on delivering a fantastic service - the rest of it should take care of itself if you stay true to that.”

“We are one of the lucky ones where our business since March has not really slowed down, we have just had to confront new problems.”

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Ticking Off The Bucket List Racing drivers are no different from us mere mortals in that their bucket list is filled with a select few special achievements and occasions that they spend their career trying to tick off. For many this is exclusive to a select group of premier events that every driver wants to add to their CV.

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he much famed holy trinity of the Monaco Grand Prix, the Indianapolis 500 and the 24 Hours of Le Mans are often spoken about as the greatest racing spectacles across the world.

For Andrew Watson, there was one of those three that stood out - the revered 24 Hours of Le Mans - and 2020 saw a childhood dream become reality as the Northern Irishman took to the Circuit de la Sarthe for the 88th running of the historic event.

Forming part of the calendar for his first season in the World Endurance Championship, Le Mans stands as the truest test of skill, bravery and commitment that a driver can face. Its reputation as the greatest race on the planet comes with considerable merit with some of the best drivers in the world tasting success there across its illustrious 70year history.

“When you think of motor racing, one of the very first things that comes to mind is Le Mans,” Andrew said. “There’s such an aura around it, when you watch it it’s like nothing else you've ever seen before.

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“When I was a kid, me and my dad would follow it and watch it together. We both shared the same dream of one day being there and racing it for ourselves but that’s all it was at the time, a dream.”

Hard work, patience and perseverance all paid off. At the start of the year, Andrew knew he would be taking on Le Mans in 2020. Whilst the pandemic tried its best to spoil the party, the race was rescheduled to September and Andrew took to the Circuit de la Sarthe in the #86 Gulf Racing Porsche 911 RSR. “I was worried when we went into lockdown that the season would be lost and Le Mans wouldn’t happen so I was over the moon when they confirmed it had been rescheduled.

“It felt very surreal when I arrived for the weekend as it began to sink in exactly what I was about to do.

Watching the guys get the car ready in the garage and then looking out across the pitlane and onto the main straight, that’s when I knew it was real and I’d soon be out there on the track.”

As the weekend progressed and the moment came for Andrew to climb into the car and head out on track, the 25-year-old admitted he was lost for words.

“I have to admit it was one of those moments where you do have to remind yourself to take a step back and take it all in,” Andrew recalls. “Here was a kid from Co. Tyrone getting set for his first laps at the biggest race in the world. It was amazing driving out of the pitlane for the first time and heading up through the first few corners. Your mind is on it because you are there to be competitive and to do a job but you have to enjoy those moments as well! It was very special.”

The team were mightily impressive throughout the weekend, posting the fourth fastest time in free practice and progressing through to the coveted Hyperpole shoot-out session.

Lining up sixth on the grid was a great result for the team and meant Andrew would make his Le Mans debut from the sharp end of the grid.

“It’s a huge occasion and one to really revel in but you’re also there as a competitive athlete and you are keeping yourself focused as you do in every race in your career, trying to extract the maximum from yourself, the car and all those around you as well.”

“We were on the pace and making all the right

decisions which is the mark of a team completely in sync and it meant I just couldn’t wait for the race to finally start.”

After a tricky start dropped the team to 12th, Andrew wasn’t fazed. After all, the cliche tells you that Le Mans is a marathon and not a sprint and there was plenty of time for more ups and downs as the clock ticked on.

Geared up for his first-ever racing laps at Le Mans, he was determined to do himself and his family proud but, most of all, keep the Gulf Racing car well and truly in the mix.

“The build-up to my first stint was exciting. I felt a mix of excitement and nervousness which I think is always a good thing - it shows you care and you’re invested in what you’re doing. I felt as prepared as I could be and had a target to chase so it was just a case of getting in the car and doing what I love.”

During his stint, Andrew helped the team break back into the top ten and left them in a solid position to make further gains in the second half of the race. For Andrew, it was the perfect way to make an impression on the race.

By the end of the 24 hours, Andrew and the team had not only battled back to where they started, they climbed even higher and finished in fifth place in class - rounding off a dazzling debut for Andrew.

“The whole event was a fantastic experience. To be able to do it after everything that has happened was special enough so to then finish fifth on my first attempt was just out of this world. It was a shame that fans couldn’t be trackside but I did get to share the weekend with my dad. It was a long journey to get there but we got our photo together in the pitlane and took the time to savour it a bit. Both of our dreams came true that weekend.

“It was a real team effort and if it wasn’t for everyone’s hard work at Gulf Racing then I simply wouldn’t have had the chance. I am incredibly thankful to them for everything they’ve done. As with any driver though, I’ve got a real taste for it now and am determined to get back there and go one better next time.”

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Peter Hamblin – Hamblin Imagery

Good Business with Good People Mark Boyce, Managing Director of Motivates, underlines the importance of collective purpose in everything the company does and how they continue to make rewarding easy for their partners and friends.

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he common accusation thrown at the corporate world is the prioritising of the bottom line ahead of an organisation’s moral compass. Although this can be easily argued against in its own right, you’ll be hard pressed to find anyone further at the other end of the spectrum than Mark Boyce and the Motivates team who strive to help make rewarding easy for companies, both internally for their own employees and externally to drive customer and client loyalty.

While there are teachings far and wide about how to run your business and how not to run business, for Mark, simplicity is key and some of the lessons we learnt as youngsters can provide us with the most pertinent teachings of all.

“I think you can boil business down to a long learning curve you go through growing up - you don’t go to the park or pub with someone you don’t really like. People can laugh at that and think that that’s just marketing speak but it’s actually really key to who we are and what we do at Motivates.”

“As an organisation, we are very keen to be a force for good and work with people we enjoy working with but not just plainly for the fact that it is enjoyable, but for the fact that we believe we can really help them as well. I think that is fundamental to what makes Motivates, Motivates.

I know when we formally came together in 2018, as a whole staff group, we asked ourselves who do we want to be and how do we want to be

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viewed? Although sometimes it is easier said than done, I think it’s imperative that that still guides us in our work every day. Customer service is at the heartbeat of what we do. It’s in our DNA. We don’t call customer service a USP, we believe it is not a selling point, it should be a given and given to the best standard we can.”

As Mark mentions, the formation of Motivates dates back to 2018 but its journey starts way before that. As with all great stories, it starts with a beach and a beer.

“I think the earliest trace of how Motivates came to be, stems from when I started at Red Letter Days. I had worked at Playstation for ten years and left so I did what everyone seems to do in the movies - went travelling to Australia, lived in a Kombi and woke up one day with the realisation that I need to get back to the real world!”

“I was hugely grateful for the experience at Red Letter Days. I had always been drawn into finance and I think working in finance you are exposed to every aspect of a business and that meant I was very lucky in that I was always surrounded by senior people and learnt from that accordingly. I was probably a pain in their backside as I’m one to always ask questions to understand how people far smarter and experienced than me came up with the things they did. All in the art of learning and bettering myself so I could share that knowledge to help others in their careers.

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“The world is not in a great place at the moment but I think we’ve seen a shift in recent years and companies are really keen to show they care - whether that be for their teams or for their customers. Those small and often rewards generally go a really long way but it’s also the personalisation of those rewards.”

It was in that period that Mark was exposed to the worlds of management, acquisitions and ultimately what would lead to the formation of Motivates - a story he shares with great affection.

“It was a huge learning curve. You would go into board meetings with Theo [Paphitis] and Peter [Jones] and they show you that there is always something to improve on and that is why they are so successful. It’s great if you smash your targets but if you go through a lot of pain to get to that point, then you need to evaluate your processes before you celebrate. I’ve been very fortunate to work with some brilliant people who have taught me all I know.”

“With our management team at Red Letter Days, you earn your trust every day. There aren’t switches, you can’t turn it on and off as and when you like but everyone is there to drive performance - to make you better.”

The clearest indication of that trust would come in 2017 when the business changed hands and Mark was called in to play a fundamental role in allowing that to happen.

“I always remember being told that we had had an offer and that we need to keep everything incredibly confidential. What followed was the most intense period of my working career so far. There was an incredible amount of work to get through, of due diligence and, of course, preparation for what would come down the road too.”

“Personally, I knew I would be made redundant when everything came to fruition as the new group would synergise all staff. I, along with many others, worked exceptionally hard during the process and helped Smartbox make a smooth transition as best I could. All I wanted was a beach and a reset to be honest..”

That dream of a reset would be short-lived as the opportunity, which ultimately led to the birth of Motivates came into the rear view mirror.

“During the redundancy process an MBO opportunity was mooted. I knew there was no chance I would be doing this unless I had the right people next to me. Having spoken to Bill, who is our company chairman, a number of times we knew that was a really interesting part of the business. We got to a stage where it was on the table, we walked away, it came back on the table and eventually it all came to be.

“I’ll be brutally honest, without the support Bill, Andy, Ed and Alex at the start, we might have walked away. But most importantly, the faith shown by the Motivates family to trust and believe in us and to follow us into the new Motivates was testament to who we would become.”

“We started running the business in the middle of April in 2018.

One of the conditions of our offer was that we got to run the business through the process as we’d already lost four months of trading at that point. Smartbox group were phenomenal in the transition. We wouldn’t be here today if it wasn’t for Dan Mountain and David Pointer from Smartbox supported us in every way possible. Absolute legends. We officially incorporated and signed the assets over on the 11th of June 2018. With that came all of our great partners.

With a new name over the door and a new culture to build, Mark admits that there were some hard yards in those early days.

“The toughest part for me was transitioning from a Head of Finance and Operations to a Managing Director but at the same

time I was acting as Sales Director, Finance Director. Time was a commodity I had none of. From day one myself and the team started calling as many of our partners as we could to let them know the great news. For me, it was to introduce myself, let them know what the roadmap looked like but more importantly it was starting to form those relationships.

“I’m proud to say we didn’t lose a client. Even on the transitional accounts, we didn’t lose a single client based on who we are and what we were going to offer.”

With the Motivates doors formally open, the time came for the staff to start building the company in their own image. Focusing on their incredible expertise in helping companies reward and recognise their employees and building out integrated customer and client loyalty programmes, the Motivates mission is simple to help people say thank you and drive long-term relationships.

“We have an incredibly experienced sales team that cover a huge array of services, whether that be reward and recognition, long service or channel incentive and customer loyalty. You can’t buy experience and we are hugely lucky to have that.”

“The world is not in a great place at the moment but I think we’ve seen a shift in recent years and companies are really keen to show they care - whether that be for their teams or for their customers.

Those small and often rewards generally go a really long way but it’s also the personalisation of those rewards.”

Like all of us, Mark is acutely aware that 2020 has been a difficult year for so many people but also a year where the importance of showing you care is arguably more important than ever.

“We are all missing desperately that human contact but there are ways to make someone’s day regardless of that. We are very lucky to have a digital voucher and our Lifestyle Voucher is an absolute gem of a product. And the reason I think it’s so great is because we focus on the end user. No one wants to receive anything and it is a pain to redeem or impossible to use anywhere.”

“Again, it goes back to the importance of simplicity. Sometimes it doesn’t have to cost the world, just offering someone the chance to get their dinner on you via Deliveroo at home, the chance to go to M&S and get a bottle of wine to unwind after a long week or whatever it may be. That small gesture can make a really big difference.”

While the current situation has led to an influx in enquiries for the Motivates team, Mark is determined that those guiding principles will remain just as important as ever.

“We want to be a force for good and our purpose is to make rewarding easy. I’ve mentioned it to a couple of your partners but it really is about doing good business with good people for us.

That is why we really enjoy being a part of your network; we’ve had some great conversations with some great people. It’s not just about doing business but sharing knowledge, passing on advice and looking out for each other.”

“I don’t go to your events to sell - I go to meet people. In management roles, we are so time poor that we need to make time to be able to enjoy each other’s company - talking to good people that are giving good advice. We want to make rewarding easy for everyone so if I can help offer advice on how to do that - then I’m very happy. That is our purpose and how we do that is to keep improving every day.”

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Scaling New Heights On the face of it 2020 initially looked bleak for motorsport but, fortunately, that proved not to be the case. For Louis Foster, this strangest of years materialised to be his most successful yet across a varied programme of racing. Here he reflects on a break-out campaign that has underlined his credentials as one of the sport’s leading rising talents.

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n usual times, the racing season would’ve wrapped up by the middle of October and we’d currently be in the midst of awards season. However, as we have heard all too often this year, these aren’t usual times.

Louis Foster knows that better than anyone. From an unconventional first year at college to a completely revamped calendar of motor racing, nothing about his year has been relatively close to normal. But has that fazed the 17-year-old?

No it hasn’t - and there’s a very good reason for that.

Despite a wildly tumultuous year, Louis has excelled in everything he turned his hand to.

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Embarking on a new journey for 2020, Louis continued his rapid ascent up the single-seater ladder and made his debut in the BRDC British F3 Championship.

As one of the standout drivers of the season, he racked up an impressive tally of three wins, six podiums and four pole positions on his way to third place - and rookie of the year - in the final standings.

Not content with just domestic competition, the Lord Wandsworth College pupil headed for the continent for his debut appearance in European racing, competing in Euroformula Open - one of Europe’s premier junior F3 series. In two weekends, he stunned the paddock with a race victory and further podium

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finish, putting his natural racing talent on display for all to see.

the Euroformula Open season.

“It’s a great feeling to look back on a season with so much positivity,” Louis said.

“I think we all need a bit of that right now. For me it has been a whirlwind of a year but I wouldn’t have it any other way. I thrive off competition and love the challenge of making that next step up the ladder.”

“When Double R Racing offered me the chance to try Euroformula, I told myself I’d be a fool if I didn’t take them up on it. I thrive off the challenge of pushing myself and this was the perfect chance to do that. I am also hugely grateful to the support of my partners and parents as I wouldn’t have been able to take up the chance without their support.

It was set to be the biggest season of his young career so preparation was key.

A victory during a cameo appearance in the MRF Challenge in Chennai in February foreshadowed what would play out as a year full of success.

“None of us knew what was to come when we went to Chennai. That was the last we saw of the world as we knew it. For all of us, it was business as usual. I made the most of my time there and came away with a win. At the time I was set for British F3 just over a month later.”

The pandemic swiftly took hold and the ensuing lockdown - just two weeks before Louis was set to make his British F3 debut - put his plans on pause. Ever the optimist, Louis used his newfound free time to keep himself as prepared as possible for when racing would resume.

“I don’t much like sitting around doing nothing so I needed to make sure I was doing something during lockdown. Home became college, the gym and the race track all in one. My days would be filled with college work, a couple of home workouts and an hour so on my home simulator just to keep myself sharp and on top of everything.

“It also gave me a lot of time to further prepare myself mentally which was a positive.”

Emerging from lockdown in August, Louis wasted no time in populating his stats list. A double pole position on debut at Oulton Park followed by a maiden podium was the reward for his hard work and perseverance through a challenging three months.

“Oulton Park made it all worthwhile,” Louis adds. “To have psyched yourself up for something for it to then not happen was tough. I’m very lucky to have been able to pick it up later on, I know lots of people have lost out on their passions and hobbies this year.

“It gave me confidence that the remainder of the year looked pretty good. I was looking forward to it.”

He added further wins at Donington Park and Snetterton to his tally before the opportunity arose to travel to Spa-Francorchamps for the penultimate round of

“It all came about rather quickly so my preparation time was limited. I’d only managed a few laps of the track on the simulator and only had my seat fit a couple of days before we got to the track. My first time properly in the car was the first free practice session.”

Never one to shy away from getting stuck in, Louis quickly got to grips with the new car and the infamous Spa-Francorchamps circuit, raising eyebrows with a stunning fourth place in qualifying.

A controlled and decisive opening lap in the race put Louis up to third place and into the perfect position to capitalise on the chaos that unfolded between the two race leaders ahead. After taking the lead, he never looked back and claimed his fifth victory of 2020 from his third different series.

“The weekend was a dream, I went into it just looking to gain some experience and came away from it with a trophy and a bottle of champagne!

“It was a great experience from start to finish. I enjoyed every second of it and couldn’t be more grateful to Double R and my sponsors for helping to get me there.”

Off the back of his eye-catching performance, Louis contested the season finale in Barcelona as well, where he picked up another podium finish.

When reflecting on the year, Louis opts for a mature and pragmatic approach to his outlook - underlining his dedicated work ethic.

“On the face of it, it’s been a great season for me. But that doesn’t mean I can stop there and put my feet up for the next three months. The reason I tried my hand at so many different things this year was to get as much experience as I can in a range of different places. Just because I was successful in all of them doesn’t mean there aren’t any lessons to be learnt.

“The success is great but, for me, it isn’t the whole story. The story is looking equally at what went well and what didn’t go so well because that’s how we improve and that is where my focus is now. I think that will put me in the best position possible for what’s around the corner in 2021.”

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The Eternal Optimist Susannah Hall, of Susannah Hall Tailors, bestows the importance of optimism in what has been a difficult year for those in retail and why it is the depth of her client relationships that ensures the road ahead looks bright.

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here are a great number of sectors who have been dealt a difficult hand through 2020. Not least of which has been those on the high street in the world of retail. For Susannah Hall Tailors, whose personal service is founded upon face-to-face engagement and a wonderful experience at their Clerkenwell Road store, 2020 has been the equivalent of pressing pause and waiting for their world to start back up again. The difficulties faced by such a peoplefocused businesses are stark, although not that you would think it from speaking with Susannah whose glass is well and truly half-full!

“You can’t get away from the fact that 2020 has been a difficult year but you don’t gain anything by focusing on what you can’t do, instead we are looking at what it is that we can do. Of course, we have had to shut up shop like so many have but that hasn’t meant the work has stopped.”

“So many of our clients buy from us because of our story and who we are as a business. We are proud to be 100% British-made and independent - that story doesn’t stop just because the doors are closed. I’ve been in this trade since 1989, there have been difficult times along the way and there’ll be difficult times to come but those principles of offering a fantastic, personal service will always remain at the core of what we offer.”

Jumping into a typically male-dominated world over 30 years ago, Susannah has never been afraid of doing things differently and the journey since has been pivotal in forming all that is important to the business.

“I think having spent so much time in tailoring, you get a real strong understanding of who you want to be as a business. I spent seven years learning my trade in the city before Susannah Hall Tailors was set up in 1996, originally in Whitechapel before finding our shop in Clerkenwell Road in 2002.”

Embracing Britishness is something that Susannah Hall Tailors take great pride in and, despite continuous offers from suppliers elsewhere, Susannah remains committed to their 100% British model.

“British tailoring is an institution in itself - we have a fantastic tradition of manufacturing ultra high-quality garments and I am delighted that we do our bit to continue that tradition. You get constant enquiries from international suppliers wanting to work with you but we work with some amazing people, who provide fantastic quality and value and that is incredibly important to us.”

For Susannah, while remaining positive about the road ahead, she admits to missing that day-to-day contact with clients that she has built up amazing relationships with over the years and cannot wait to welcome them all back with open arms in the near future.

“Relationships, word of mouth and recommendations are hugely important to us as a business. I mean, I still see my third ever client - he comes in regularly and buys from me and that is just amazing. I know there are plenty of my competitors who go for that revolving door model and churn people in and out but for me I want to be different. I want to build a relationship with someone as soon as they walk in the door.”

“Tailoring is such a personal service. I want to get to know every customer, understand them so that the next time they pop in, you have an idea on what it might be worth showing them based on what they like. One of the real reasons I love my job is that people don’t just want to come in for a suit, get measured up and leave. That’s not us. People want to come in for a chat, you get to know them and that sociable element is something I have really missed.”

Fittingly for the ‘Lady Tailor of Clerkenwell’ as Susannah has come to be known, the Susannah Hall Tailors service is delighted to have a growing female client book as well. For Susannah though, this is not about male or female, it’s about helping someone craft that dream garment from start to finish.

“I think it’s really important to be able to offer women tailoring and our suppliers make amazingly for both. It’s kind of strange as a lot of women don’t really know that it is available and they just think of tailoring as a sort of man’s world.

But actually a lot of the time, women can’t find what they want and I love that we can make those dreams a reality for people.”

“That is probably one of the best parts of tailoring. Someone can walk into our store with an idea; a blaser they can’t find, a style of trouser that they’ve always wanted and together we can make it happen. We can take that idea and put it

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to paper and bring it to life which is fundamentally what personal tailoring should always be about.”

While 2020 has been a challenging year, Susannah is steadfast in her view that the road ahead looks bright for Susannah Hall Tailors. And even if the doors are forced to shut once more due to the pandemic, their principles as a business will remain as strong as ever.

“For us, how we do business is just as important as what we do. Through the pandemic, we’ve been keeping in touch with clients, being active on social media and spreading positivity wherever we can but without going overboard.

I hate those companies that fill up your inbox everyday and we won’t ever be that. We want someone to come to us because it’s time for them to come to us.”

“If you do what you say you do and are as good as you say you are, you shouldn’t have to persuade anybody. The same thing happens when someone comes into the shop. We don't have to sell anything. People will come to us because they want to buy something - they're interested in the tailoring, interested in how it works. They want something British made, they want a better service and that's what they come for. Nine times out of ten they will order something but they do it because they want to do it, not because they've been persuaded to come in.”

“You only have to turn on the news to see that 2020 has been a trying year but I try to keep it all as positive as possible because I think there's so much negativity and I am the eternal optimist. I know that we're going to get out of this and I think we're going to be busy because people are going to think 'right now is the time for that jacket I wanted'. And I can’t wait to be welcoming our clients back with open arms when that is the case.”

Doing Things Differently RoamingExpert Managing Director, Mark Pattman, talks us through how his company takes a different approach to most within its sector and how corporate business has extended into yachting and international motorsport in recent years. or many, entrepreneurship and the desire to run your own business is years in the making and the result of an inbuilt desire. For Mark Pattman of RoamingExpert, this was not quite the case. Instead, the decision to start his own business, which has grown substantially since its inception in 2012, came as the result of frustration with no supplier being able to overcome a problem he faced with his work - so he decided to solve it himself.

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up. That was until I hired my first member of staff in 2006 who is still with us today!”

“I guess I kind of fell into telecoms. I went to university but that wasn’t really for me so I found my way into sales in the mobile phone industry and it turned out that I was pretty good at it. I loved the whole sales process and was travelling the country, doing really well until leads just started to dry up. At this point, I was finding my own leads and selling my guts out while those at the top of the company seemed to be sitting on their hands and thought there must be a better way to do this.”

“Red Rose was a dealer so we would put a client with a network on one of their generic tariffs with the billing handled directly between the network and the customer, then we would pick up our cut. The problem with general tariffs is that the networks had zero flexibility. Their roaming rates were the roaming rates, even if you were talking about a 200 phone deal they still wouldn’t bespoke the plans.”

“At first, there was no magic to it. I went to my local mobile phone shop and offered to bring them business if they just did the connections for me. I did that for three months, established my distributors and went limited in March 2003 with RedRose Telecom. I got an old computer from an ex-girlfriend and her dad and that is how it all started!”

While Mark was able to build strong client relationships from the outset and his initial growth was incredibly strong, he admits that there were no grand ambitions at this stage.

“As I say, I kind of just fell into it and did everything on my own for the first three years - I would order the phones, connect them, deliver them and set them all

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As a dealer, RedRose Telecom would continue to grow but there was still a nagging problem in Mark’s head which led to the birth of RoamingExpert - all centred around a desire to give his corporate clients the real level of flexibility that they required.

“I knew there had to be a better way and so looked into wholesaling mobile air time. This wasn’t anything new but consumers and companies were so used to working directly with the main networks that they couldn’t appreciate how much they were being overcharged.”

The birth of RoamingExpert was not one without risk with the wholesale model involving the company footing the bill for most of the costs upfront but Mark remained convinced that this need for flexibility in corporate mobile data solutions was so pertinent that these risks were worthwhile.

“There was a huge amount of risk with it. We had to buy all the phones upfront for any deal that came through but we were mitigated somewhat as RedRose was doing well at that point. I knew the shift was coming and that the corporate,

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flexible solutions of RoamingExpert would take over from the more traditional RedRose model.”

“RoamingExpert was a little bit like the start-up that wasn’t. We won a large contract with a shipping company, far larger than our accounts at that stage and it was won because we looked at the international elements in real detail. After that, in month three we picked up another large contract from a contact I met at the Farnborough Airshow in 2012. I remember that I’d set an end of year one target and we’d actually hit it before the end of month three!”

Much of Mark and RoamingExpert’s success boils down to a desire to do things differently amongst a sector that doesn’t benefit from the greatest of reputations.

“There’s no getting away from the fact the mobile phone industry has an awful reputation. Historically it always paid well, which perhaps attracted the wrong people but we want to be as far away from that as possible. It’s not for me to say how good RoamingExpert is, or how different we operate, but to take great pride in the fact some of our oldest customers, even back from 2002, are still with us today.”

“I view RoamingExpert not just as a business service but a business benefit and it is great to see your clients enjoying success along the way. I always remember one of our longest-standing clients is a

local plumbers’ merchant. They started with twelve phones with us in 2002 and they’re still a customer now but now with over 150 phones.”

but it is about understanding the frequency of their travel and being able to provide flexible high volume roaming data.”

From chatting with Mark, it becomes quite clear that he is keen that the businesses actions should do their talking. In his words, “there are enough people making wild claims in our industry, that we don’t need to add to it!” One way in which this is shown to be the case is through their quarterly review process that they take with every client.

“The motorsport industry is similar in that it is dependent on a huge amount of international travel to often very remote locations. That is where our TaG WiFi solution has come in, which provides the teams with reliable and stable connectivity at circuits around the world.”

“My ethos has been that I never want people to look at my company the way I look at others. My team can go into a business, look at their mobile phone bills and see immediately who has been taking them for a ride. Above all else, my business is about flexibility. Clients should only be paying for what they are using and what they need, so we take the time to review their usage every three months and routinely advise them on where they can make savings or be more efficient.”

While the corporate side of the business remains the cornerstone of RoamingExpert’s work, they have extended their work into the yachting and motorsport industries to excellent effect in recent years.

“The yachting industry came on our horizon in 2015 and it has been a fantastic market for us. At the time, RoamingExpert was very unique in the industry and admittedly there is much more competition now

While 2020 has been a difficult year for many, RoamingExpert have thrived upon a desire to help people stay connected through times of isolation and embracing new working practices. That said, Mark is as keen as anyone to get back to the new normal and return to the face-to-face engagement and relationship building which the business is founded upon.

“Staying connected and in touch with people, teams and family has been more important than ever. Of course, for us, that has meant that business has remained strong but we understand the importance of it in these times. People still need to stay in contact with each other.”

“I can’t wait to get back out there and meet new people. We’ve already had some really interesting conversations with people across the MB Partners network so it will be great to put some names to faces and have more conversations when we are finally allowed back out again!”

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MB Partners Social Scene Whilst we were unable to gather in person this year, we couldn’t resist the opportunity to bring our Partners together in a different way, through our Socially Distanced Social Scene...

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A Partner Event With A Difference As the restrictions on events and social gatherings came into force, our traditional Partner Event naturally came under threat. With this year marking the fifth anniversary of our B2B affiliate programme, we couldn’t sit idly by so we hatched a plan to bring our entire network trackside for the season finale of the British Touring Car Championship - albeit virtually!

Rather than admit defeat though, I was really pleased to see how well received the virtual race weekend was.”

“We try to have a bit of fun with all the work we do with our partners and that was no different over the Brands Hatch weekend. As with all these things, it is only ever as good as the people you have getting involved, so it was great to see so many tuning in and the comments, photos and selfies rolling in all over the weekend!”

Tasked with a tight turnaround, the event was testament to the reach and work of the partner network with many Partners contributing to the huge success of the event. Roaming Expert’s knowledgeable team provided a high-speed remote connectivity solution that meant live streams were seamlessly broadcast in highdefinition. This support was coupled with NCPI Solutions working with the team utilising their professional VMS cameras - allowing unprecedented access into every corner of the MB Motorsport garage.

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ith the MB Partners Official Partner Programme celebrating its fifth anniversary this year, we were all looking forward to another spectacular networking event to mark the occasion.

Whilst we weren’t able to celebrate how we initially thought, we devised an innovative, virtual experience to bring our valued Partners to the heart of the action in MB Motorsport’s maiden season in the British Touring Car Championship.

Falling in the middle of Lockdown 2.0, our hope was to bring a bit of light relief and entertainment to our partner network and their families at home by making them feel part of our race team for the day. To help with this, over 160 race-day survival kits were sent directly to the homes of our attendees featuring official teamwear, as well a host of goodies to complete the race day experience.

Through the platform, Partners were able to engage and interact with the team through a dedicated comments section, putting their questions to our drivers and team members.

“We wanted to create something that tried to bring people together at what was a difficult moment being in the second national lockdown,” Mark continued.

“To see our Partners enjoying themselves and interacting on the platform was a great way to close the season on track - particularly with us all being able to enjoy the podium finish together in the final race. I’d like to say a huge thank you to our Partners who assisted us as their support made the event possible and demonstrates the potential of our network when we work closely together.”

Kitted out in their official team merchandise, our Partners logged on to our bespoke virtual hospitality platform created exclusively to provide the behindthe-scenes access to the team and the race track that many of us have missed this year. Opening up the opportunity to the teams and clients of all of our partners, we were able to virtually welcome over 350 guests across the weekend.

Throughout the weekend, attendees were greeted with exclusive interviews and Q&As with the drivers fresh from the car and plenty of behind-the-scenes access with live streams direct from the garage showing what was going on as the team prepared the cars ahead of each session.

Whilst disappointed at the inability to meet with partners face-to-face, MB Partners’ CEO Mark Blundell was delighted to see the engagement from our virtual guests throughout the weekend.

“It was a real shame that we were unable to press on with our fifth anniversary plans in November. So much of our traditional approach to business development is built on getting good people together in nice environments.

“To see our Partners enjoying themselves and interacting on the platform was a great way to close the season on track - particularly with us all being able to enjoy the podium finish together in the final race. I’d like to say a huge thank you to our Partners who assisted us as their support made the event possible and demonstrates the potential of our network when we work closely together.”

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PARTNER

Skilled Handling in Tough Conditions Billy Hughes and Steve Coxshall of wealth manager James Hambro & Partners talk us through the importance of approaching difficult situations on the front foot and how this has led to strong performance in 2020.

In times of uncertainty, it pays to surround yourself with the right people and the best possible advice.

The old adage goes that when the going gets tough, the tough get going. For Billy Hughes and Steve Coxshall, 2020 provided James Hambro & Partners (JH&P) with an opportunity to once again underline their worth and value to clients.

transition to home working well – we communicated well with each other as well as with clients.”

it’s also a real marker that our values and principles point us in the right direction no matter the current market environment.”

Billy agrees with these sentiments entirely. He feels that the firm’s successful performance through 2020 owes much to their sound infrastructure that was already in place.

“When markets are going up, it is all well and good to be giving presentations, making calls and the such – but when times are tough, that is when you really build your relationships,” Billy explains. “Clients remember these periods. They always remember who was on-hand to support during uncertain times, what their impact was and how good their communications were.

“A great deal of credit must go to our management team who made it very clear a few years ago that we must be set up to work effectively from home.

The fact that these processes and cloud-based solutions were already in place was a blessing in disguise. Much of our success at James Hambro & Partners comes as a result of our centralised investment team. That sense of collaboration, of collective responsibility and a fully joined-up approach is central to our success here and retaining that has been a huge reason as to why we have seen the continued strong performance throughout the year.”

While proud of their continued performance, Steve, like so many others, cannot wait for a return to some form of normality to enable that face-to-face engagement with clients and intermediaries to be rekindled.

“This has been an extraordinary year but our service has been the same as ever. It is such a massive thing for us here at JH&P. In circumstances such as these, it can be very easy to hide and to only answer questions when they are asked of you. The first thing we did was to organise video conferences with all our biggest relationships. All our clients knew we were there for them at a moment’s notice. One of the distinctive features about our approach is that, where it’s appropriate, clients deal directly with the people managing their money – we don’t employ ‘relationship managers’. So the people talking to clients and advisers were the people making the important portfolio decisions, which I know was tremendously reassuring for many people, especially in the dark days of March, when markets tumbled sharply.”

All businesses have faced challenges this year and JH&P’s ability to act proactively meant it was wellplaced to pivot the company’s working practices almost overnight. The team proved resilient during the shift to working from home. Steve feels that this made a huge difference in how the firm communicated with their clients and intermediaries.

“We are working our way through a period that has created an awful lot of anxiety, both for people individually, their businesses and entire sectors. I think one of the things that has been very clear for us is to create a calming backdrop. Our commitment to strong communication meant we managed the 66

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He added: “Whether at home or in the office, every day since March we have had an investment meeting to allow the investment team to analyse, to explore opportunities and to scrutinise what is to come. This centralised approach ensures that each client gets the best of us and that means the best of us collectively. Essentially, we all work together and as a result of that, the client gets the best outcome.”

“Of course, our work centres around our analysis and insight but our business is fundamentally built on relationships. I know that many of the MBP partner network understand the importance of trust, integrity and transparency and for us that really is the case. We work with individuals, we build up trust and we work toward long-term relationships.

“Trust is something which is very important and, this might be a bit traditional, but meeting face-to-face and getting to know someone is one of the best ways of not only building trust but also to explore new opportunities and ideas. I know that the whole firm will be as happy as everyone when the time comes for us to be able to do that with our clients, intermediaries and friends once more.”

While the pair both recognise the importance and value of approaching situations proactively throughout this year, it is ultimately their market performance that showcases the substantive worth of staying true to their principles which Billy is keenest to reflect upon.

He said: “I feel very proud that I cannot recall a single negative client meeting since the start of the first lockdown and I think much of that boils down to the collective approach we take. I’d probably be telling a different story if our performance hadn’t been what it has been but that has been as strong as I have ever seen it.

“That partly comes down to our ability to invest in direct equities and our knowledge and expertise to identify the most attractive parts of the market but

Billy Hughes, Portfolio Manager, James Hambro & Partners

Our Clients’ Success A pictorial look back at the latest successes from the track.

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1. Esmee Hawkey 2.Tom Blomqvist 3. Kiern Jewiss 4. Jake Hughes 5. Andrew Watson 6. Gary Paffett 7. Mike Conway 8. Louis Foster 9. Kanato Le 68

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Meet the Team Good things come in small packages – meet the tight-knit team who work behind the scenes at MB Partners.

Joanne Young

Alex Watts

Executive Assistant to the Board

Operations Director

A certified PA for over 8 years, with a background in organisations of varying sizes, Joanne brings a wealth of diverse experience to the company. As Executive Assistant to the Board, Jo heads up internal finance duties, assists all the senior members of staff, as well as heads of divisions, with diary, travel and administrative duties, whilst working day to day with the CEO to ensure the smooth running of the office.

Alex’s role encompasses much of the day-to-day operations of the company, overseeing MB Partners’ commercial, communications and logistical procedures. This role includes coordinating the MB Partners Official Partner Programme as well as managing existing commercial relationships between our clients and their partners, seeking to ensure value is maximised in all directions. Alex is also responsible for leading the in-house communications and PR team. While combining his studies with his role at MB Partners, Alex graduated from the University of Bath with a first-class honours degree and won the National British Olympic Association award for undergraduate academic excellence. Away from work, Alex remains an avid cricketer and footballer in his spare time.

Gerry Convy

Michael Pearce

Performance Coach

Head of Digital Media

A former member of the British forces and Martial arts expert, Gerry Convy has spent the last twenty years helping professional drivers enhance their performance both physically and mentally. Working with McLaren-Mercedes F1, Force India F1, HWA Formula E and Mercedes-Benz DTM and Formula E, Gerry has helped some of the sports biggest names reach new heights with their performance.

Michael joined the MB Partners team having gained experience in the communications and PR industries through working directly on behalf of professional drivers. These duties saw Michael manage and lead social media strategies across a variety of digital mediums as well as using various web-platforms.

Michael’s role is to assist in the development of the public relations department at MB Partners, helping to maximise the mediated profiles and opportunities for each of our clients.

The likes of Fernando Alonso, David Coulthard, JuanPablo Montoya, Sir Jackie Stewart, Stoffel Vandoorne and Nyck de Vries represent a select number of drivers who have benefited from Gerry’s expertise and bespoke training plans over the years.

Now working with the Mercedes-Benz EQ Formula E Team, Gerry will also be working with the MB Partners driving stable, helping drive our talent portfolio toward continued success and development both on and off the track.

Tom Jackson PR Officer Tom joined the MB Partners team whilst completing his final year at Solent University, where he graduated with a First Class Honours degree in Sports Journalism. Bitten by the bug from a young age, Tom has been obsessed with motor racing since he was four years old. Devoted to working in the industry, he stepped into the role of PR Officer at MB Partners after becoming an FIA-accredited journalist working in the Formula One paddock. Away from work, Tom is a keen gamer and enjoys DJing in his spare time.

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Thank You MB Partners wish all of their Official Partners continued success for the remainder of 2020.

www.markblundellpartners.com T: 01763 250 888 E: office@markblundellpartners.com 70

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