Working Women magazine | Summer 2016 - Autumn 2017 edition by Women's Network Australia

Working Women Women’s Network Australia

w w w.w o m e n s n e t w o r k . co m . a u

BUSINESS n SUCCESS n LIFE

SUMMER 2016 – AUTUMN 2017 AUD $8.75

CYBERCRIME

have you safeguarded your business from online fraud?

things entrepreneurs consider BEFORE naming their business

NEW TREND building a substantial property portfolio with friends

OFFSHORE SUPPORT

saving Aussie businesses from going bust

THE SME BORROWING CHALLENGE Your small business loan guide

Print Post Approved 100003825

LEAP WITH

confidence and boost your career prospects

THE MAGAZINE INSPIRING AND NETWORKING WOMEN IN BUSINESS

If the noise you heard coming from next door was loud music, you would do something about it

Help stop domestic violence

NOW

For advice and assistance call 1800 811 811 2 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

Contents Business COMMUNICATION Mind your language

FOPS – Why the fear of public speaking is wrecking women’s careers

LEADERSHIP How to influence without alienating others 18

MARKETING Why you urgently need to build a list

Take 5 – The budget business video tool kit

3 Ways to keep your business fit

Decoding the art of pitching

RISKY BUSINESS Can you carry the cost of a loss?

Avoiding online banking fraud

BRANDING 3 Branding tips for service providers

Top tips for naming a business

SMALL BUSINESS SUCCESS

Success COVER STORY

Managing not to go broke

Overcoming doubts when deciding to quit your day job

New skills, adapting a big-picture perspective

UP FRONT Success at home and offshore

PUBLIC RELATIONS Get the jump on your PR plans

HUMAN RESOURCES Do you tolerate rather than address?

CHANGE MANAGEMENT The growing pain of change

OFFSHORE Don’t return from China empty-handed

BUSINESS MANAGEMENT

The innovator saving lives

Entrepreneur remodels delivery of care

Winning with wool

MONEY MATTERS Power up with super

Little black dress your insurance

The small business loan guide

Understanding aged care cost options

In Every Issue

8 Tips to improve a business sale

Simply Stated

Inbrief

Dea

Issue

Date Publication ory siness Direct Bu Classified g in ok Bo g rtisin Display Adve g in ok Bo Advertorial ial Material & Advertor Advertising age Author’s Im Editorial &

1 Jun, 2017

3 Mar, 2017 3 Mar, 2017 3 Mar, 2017

10 Mar, 2017 11 Feb, 2017

Life EMPOWERMENT Stop the why me and build resilience

How does self-worth elevate net worth?

Creating memorable moments that matter 48 Collaborate instead of competing

PROPERTY

Business ownership is a team sport

r/Spring dline: Winte

Buying property with friends

HEALTH & WELLNESS Planet earth visa wake up call

Energy drivers – 5 ways to become unstoppable in business and life

Off the Shelf

Guilty pleasure – The best choice

Reel Entertainment

Is flying wreaking havoc on your skin?

Body of Work

Classified Business Directory

Advertising rates and deadlines

What We Like

SimplyStated Working Women Women’s Network Australia

w w w.w o m e n s n e t w o r k . co m . a u

BUSINESS n SUCCESS n LIFE

SUMMER 2016 – AUTUMN 2017

many women are making the choice to flee their employee job roles to start their own business. Of the current 5.3 million working women in Australia, just over 670,000 are backing their entrepreneurial spirit. They leave the relative security of employment to take control of their lifestyles, ambitions, and the people they work with. They pursue more flexible options and determine for themselves how, when and where they work.

Recent research undertaken by Westpac revealed more than 52 per cent of working Australian women believe they have experienced some form of gender-related inequality in the past five years in the workplace.

This edition of Working Women is packed full with support, guidance and innovative small business ideas. We introduce you to four inspiring female entrepreneurs and the businesses they lead. They share what inspired their business ideas in the first place, the strategies they’re using to stay on track and the dreams and goals that are fueling the future growth and expansion of their enterprises.

However, only 41 per cent of working men believe they have ever witnessed inequality directed towards their female colleagues. I feel honoured to count some of these men in my circle of influence. Unfortunately, it seems the remaining 59 per cent of men don’t notice that anything untoward is happening around them, unless it directly affects them. Designed to unravel the areas of inequality, the report also found the most common forms of inequality Australian women feel they face isn’t the gender pay gap. Their real concerns centre around being expected to do the caring and housekeeping duties, even though it is not part of their job description, being given less interesting job tasks and duties and being the target of jokes or innuendo in the workplace.

If you are feeling like your career path has stagnated or you’re stuck in a job role that just isn’t doing it for you, Susan Rallings article on page 6 is a must read. Susan shares her career experiences and why having the confidence to leap without a safety net in place has been one of her most effective career builders. Enjoy the read.

Lynette Palmen AM Founder and Managing Director Women’s Network Australia

Taking the report’s findings into account, it’s not much of a stretch to understand why so

Working Women

CYBERCRIME

have you safeguarded your business from online fraud?

things entrepreneurs consider BEFORE naming their business

NEW TREND building a substantial property portfolio with friends

OFFSHORE SUPPORT

saving Aussie businesses from going bust

THE SME BORROWING CHALLENGE Your small business loan guide

LEAP WITH

confidence and boost your

Print Post Approved 100003825

As the holiday season approaches I find myself reflecting on the year that’s been and pondering what, if any progress, will be made in 2017. The increase in the prevalence of domestic violence against women is of great concern as is the inequality challenges women continue to face in the workplace. Whether it’s the private corporate sector, the corridors of power in Canberra, or a factory plant, women struggle to have equal footing, power and pay.

AUD $8.75

career prospects

THE MAGAZINE INSPIRING AND NETWORKING WOMEN IN BUSINESS

Photography courtesy of Kerrin Smith – Photography | Film | Art

Originally commencing her career as a nurse, Susan Rallings has educated, networked and leveraged herself into her current position as Senior Vice President, Morgan Stanley. In an effort to empower women to never give up on their employment goals, Susan shares the story of her multi-faceted career journey. Always ready to leap up when career opportunities presented, Susan exemplifies what happens when women tap into their own power. Confident, resilient and passionate about continuing education Susan recognised that her skills were transferrable and she used them to navigate and drive her career to the top.

Women’s Network Australia

PUBLISHER Women’s Network Australia Pty Ltd ABN 66 010 793 727 FOUNDER AND EDITOR-IN-CHIEF Lynette Palmen AM NATIONAL ADVERTISING MANAGER Nikita Harris-Crone DESIGN Tricia Mahoney – Scarab Blue Design www.scarabblue.com.au PHOTOGRAPHER Kerrin Smith – Photography | Film | Art www.kerrinsmith.com.au CONTACT POSTAL PO Box 1723 Sunnybank Hills Q 4109 PHONE 1800 052 476 MOBILE +61 (0) 428 581 609 WEB www.womensnetwork.com.au EMAIL magazine@womensnetwork.com.au

Connect with us on Facebook facebook.com/womensnetwork

EDITORIAL

Editorial is most welcome if it is of a newsworthy nature and accompanied by a good quality photograph. Articles should be directed towards our readership base of business and professional women. Women’s Network Australia has editing rights on all articles submitted. Editorial submissions are accepted on the basis that the publisher may use the author’s name, comments and content for this publication and promotional purposes including digital and print media. Authors waive all right to copyrights (if any).

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4 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

ADVERTORIAL

Advertorial is accepted in all sections. A large, clear professional photograph must accompany all articles. Prices are available on application. Please call 1800 052 476.

DISCLAIMER

Women’s Network Australia is not responsible for any copyright infringements for images supplied by writers or advertisers. Materials and articles in this publication are general comment, not advice. The information is believed to be accurate and reliable but no responsibility is taken for any opinions expressed or for errors and omissions. Readers should not act on the basis of the material without taking professional advice relating to their particular circumstances.

COPYRIGHT ©1993 – 2017 Women’s Network Australia Pty Ltd All artwork created by WORKING WOMEN® is the property of Women’s Network Australia Pty Ltd and must not be duplicated in another publication or promotion without written permission as it is subject to Australian copyright law. WORKING WOMEN® is a registered trade mark of Women’s Network Australia Pty Ltd

InBrief KIPPERS – Kids in parents’ pockets eroding retirement savings. The trend for adult children to remain in the family home for longer is putting a strain on parents’ finances. Today, about 23% of people, aged 20-34, live with their parents, up from about 19% in the late ‘80s. Interestingly, significantly more men (27%) than women (18%) stay at home into adulthood. A word of warning, if you have a happy marriage and a comfortable home, research indicates it’s more likely your children will delay moving out. SMALL business owners are finally paying attention to social media. A Sensis Social Media report has found that nearly 50% of small and medium businesses are using social media. In the last year alone, there has been an 11% jump in Australian SMEs using platforms like Facebook, Instagram and Twitter to interact with existing and potential customers. But with close to 70% of consumers on social media, the report indicates that there is further room for growth. Consumers are spending more time on social media, with 57% of people accessing social media every day or most days, and 26% of people checking social media up to five times per day.

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LARGER and more mature companies may employ more people, but new start-ups and small businesses are the ones that keep them around. The Department of Industry, Innovation and Science reports that companies less than two years old were responsible for creating 1.6 million net new jobs in Australia from 2003-2014. Larger businesses employ more people, but fail to keep as many employees on board, therefore not contributing to the net total job growth since 2003. All net job creation has come from earlystage and start-up businesses.

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FRANCES Adamson has been appointed as Australia’s first female Secretary of the Department of Foreign Affairs and Trade. The move makes Adamson one of the country’s most powerful public servants. Adamson, a former Australian Ambassador to China, has held positions across the globe, including in Hong Kong, Taipei and London. With the appointment, we now have a record-breaking seven female Department heads. WOMEN are catching up with men when it comes to their superannuation. The Australian Bureau of Statistics (ABS) shows the number of people with no superannuation coverage has been falling over the past decade for both men and women and the difference has halved to five percentage points. In the 2013-14 year, 25% of women and 20% of men had no superannuation coverage – in contrast to 10 years earlier when 34% of women and 25% of men had no coverage. SHAREHOLDERS rate women board members more highly than men, according to recent research. Economists from the Technical University of Munich and the University of Hong Kong found companies with women on their executive and supervisory boards are valued more highly by the stock markets. It seems that investors rate the performance of women who climb to the top as being much better than that of their male counterparts and the downward trend in share prices when women depart boards proves as much. AUSTRALIA has become one of the world’s top five cashless societies according to a new report. The use of non-cash payments increased 10% globally during 2015 with cash withdrawals from ATMs falling by 5% during the same period. Each Australian conducted an average of 470 non-cash transactions last year and more than 80% of grocery store payments are being performed as tap-and-go only 18 months after the technology was introduced. ACCORDING to CommBank’s survey of more than 1,000 Australians, a staggering one third of Aussies have paid a bill late in the last 12 months, resulting in $286 million spent in late fees last year. The study also highlights that women are more likely to have paid a late fee, with Australian women spending a combined $150 million in late fees last year, compared to $135 million for men.

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WOMEN in the food and beverage industry now have a collective group where they can share their knowledge or access industry experts for guidance, support and mentoring. The recently launched Females in Food Network aims to build a strong online community for women working in all parts of the food and beverage industry. ATO – The Australian Tax Office has announced it will be taking a stronger stance against small businesses with outstanding debts in an effort to reduce the number of businesses trading while insolvent. Businesses that ignore their obligations will receive timely, firmer action from the ATO which can include garnishee notices, director penalty notices and insolvency proceedings. The Financial Resilience in Australia report reveals that two million Australians are experiencing high financial stress which prevents them from coping in difficult situations, including paying unexpected expenses such as a big mobile phone bill or the fridge breaking down. The factors influencing financial security are not surprising. People who own their own homes, have a university-level education and have a personal yearly income of more than $100,000, for example, have higher levels of financial resilience. However, only 35.7% of Australians are financially secure.

INSTAGRAM - Recent statistics from Instagram show 7 million Australians now use the photo and videosharing platform every month. This figure is up significantly from the 5 million users the platform had in 2015 and a massive 4.2 billion posts are liked on the platform every day. www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 5

WW COVER STORY

N EW SKI LLS,

adapting a big-picture

PERSPECTIVE

Surviving and thriving in today’s dynamic business environment is challenging. SUSAN RALLINGS, Senior Vice President, Morgan Stanley, shares how by being open to opportunities and not stagnating in the same role, her career path has unfolded in ways she could never have envisaged. More Australians than ever expect to change careers, often more than once. While the statistics vary, employment trends indicate increasing mobility not only within types of jobs, but also across different fields. This can mean more opportunities for things like better pay and greater career fulfilment. It can also mean less certainty and greater competition. At the same time, unemployment and underemployment rates for some groups, particularly young people, are growing and we are increasingly hearing about the rapidly changing nature of work, with some jobs predicted to soon disappear altogether. To say that Susan Rallings has had a varied career would be an understatement. Susan began work as a nurse in South Australia where she learnt most importantly how to make pragmatic decisions and prioritise efficiently in a fast-paced environment. The five years she spent in nursing equipped her with critical thinking skills which she has applied to many subsequent roles. Even back then, Susan realised the significance of being able to adapt quickly to the demands of any situation. It was her ability to adapt, a conversation with a trusted networking contact and a passion for continuing education that saw Susan’s career path take a complete change of direction from nursing. Armed with new qualifications and skills, she was appointed as the first female advisor with Prudential in Australia and subsequently the first female Business Development Manager with Australian Eagle/ Lend Lease. As if her career experiences weren’t challenging enough at this stage, in 1991 Susan took a leap of faith and established her own business: Susan Rallings Speakers and

Trainers Bureau. Being the managing director of her own business, Susan sought out further opportunities to continue her education and up-skill. This opportunity came in the form of being offered an enrolment into the first cohort to study an MBA at Griffith School of Business. It was a time of uncertainty in Australia; it was “the recession we had to have”; interest rates were scaling 17 per cent peaks; the job market was difficult and the outlook was tough. Susan says that “parallels can be drawn to today’s economic environment where students graduating university are left scrambling for jobs and people need to be adaptable to be employable.” Susan took these troubled times on, built her business over the next nine years and then successfully sold out. Strategizing her next career move, Susan started networking her well-developed contacts and secured a role in the public sector as Regional Director UK/Europe for Tourism Queensland based in London. She spent the next two years living and working in London engaging, motivating and collaborating with the tourism operators in Queensland and the tourism industry in UK/ Europe to work together to grow the visitor numbers and length of stay in Queensland. It was the job we all dream of and an experience she will never forget. With a portfolio of career experiences under her belt, on her return to Australia Susan plunged back into financial services sector, securing a position as a Financial Adviser at Morgans where she worked for the next decade. It was during these years that Susan also decided to expand on her desire to engage with the community and drive social enterprise. As if she is not busy enough, Susan

Armed with new qualifications and skills, she was appointed as the first female advisor with Prudential in Australia and subsequently the first female Business Development Manager with Australian Eagle/Lend Lease. 6 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

is an active volunteer and supporter of a range of not for profit organisations, including those combating domestic and workplace violence, conducting cancer research and addressing children’s needs, suicide and homelessness. Three years ago, Susan entered a corporate challenge aimed at raising awareness of domestic and workplace violence. During the 6 month campaign she raised in excess of $76,000 and was ultimately named as the winner of the 2013 Australia’s CEO Challenge. Marrying her career skills with her life’s work, in 2015 Susan began in her current role as Senior Vice President, Morgan Stanley with an expanded focus on philanthropic and not-forprofit organisations. “I’m passionate about philanthropic ventures. By supporting the community and empowering those who are disadvantaged, isolated or heavily dependent on others, we are making a positive change in the world” Susan says. Recognised for her contribution to the community, Susan was awarded the 2015 Queensland Community Foundation Philanthropist of the Year. She was also a national finalist in the 2016 Female Excellence in Advice awards and in November 2016, attended the prestigious Barron’s Top 100 Women Advisors Summit 2016 at Palm Beach, Florida. It is the diversity of experiences, an extensive network of relationships built across industries and the resilience and adaptability she’s learnt from different career paths that have shaped Susan’s success and will stand her in good stead as she explores her growing interest in sustainable social enterprise and mentoring in financial wellbeing. n

CONTACT Susan Rallings BUSINESS Morgan Stanley POSITION Senior Vice President PHONE +61 (7) 3317 7609

www.morganstanley.com.au

SUSAN’S TIPS 1. Exercise self-awareness and identify the skills you have gained from current and previous employment which are transferable across industries; 2. Rigorously critique the roles you have

enjoyed and those you have endured to help your understanding of environments where you can thrive;

3. Actively seek out positive mentors and surround yourself with the right people. Collaboration brings improvement;

4. Be curious, pursue lifelong learning to

continually improve yourself. This assists in being able to move with the times or change career direction;

5. Build your networks, stay connected and

read widely. Know what is going on not just in your field but more broadly;

6. Pursue opportunities to volunteer, give

back and be involved in your community, you will always get back more than what you give out; and

7. Invest wisely in your health and wellbeing and adopt a flexible attitude to work and education. Photography courtesy of Kerrin Smith – Photography | Film | Art

www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 7

WW UPFRONT

SUCCESS at home and offshore

It’s often said that our moments of greatest need present us with the opportunity for our greatest triumph. This is certainly the case for entrepreneur AIMEE ENGELMANN, whose challenges when running her business from home inspired the global success of her latest venture - a multi-million dollar offshoring company. In the last three years, Aimee has guided the successful sale of one business and blazed a trail with her new enterprise Beepo, all while going through a pregnancy and raising a young family with her husband. It has been Aimee’s willingness to embrace technology, combined with her long history of working with remote staff that has enabled her to design an ideal life as both CEO and a committed wife and mother. After completing a Commerce Degree in 2001, Aimee spent five years working for a large telco. It was on the back of this experience that she launched her first business, seizing on an opportunity to provide marketing services to the telecommunications sector. Over the space of eight years, Aimee built a thriving business that employed 10 staff and serviced over 100 clients. It wasn’t all smooth sailing however, with a downturn in 2013 putting the marketing firm at significant risk. It was this challenging period that ultimately provided the impetus for Aimee’s big move into the Offshoring industry.

At the height of these difficulties, a friend of Aimee’s suggested she employ some offshore staff, as a way of righting the ship. Although skeptical, Aimee was willing to give it a go, and looked abroad for the additional staff her business couldn’t afford to hire in the domestic market. After some limited success trying to establish an offshore team, Aimee decided to take matters into her own hands. With aggressive new competitors in her niche, she needed to find a reliable outsourcing solution to support her Australian-based staff and keep her marketing business afloat, she set off for the Philippines and took it upon herself to seek out the best offshore talent for her team. Fast forward to 2014 and Aimee’s marketing business had fully recovered thanks to some

8 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

nimble maneuvering and the addition of some hand-picked offshore professionals. 2014 was also the year Aimee launched Beepo, a fledgling company aiming to offer a point of difference in the Business Process Outsourcing industry. Aimee saw a niche that needed filling, and that meant providing Australian small and medium businesses with low-cost, dedicated staff from the Philippines. On Aimee’s maiden trip to the Philippines, she’d been struck by the quality of English spoken by its young workforce and blown away by the array of skilled workers that were available. Add to this the sheer quantity of University graduates coming through their system and Aimee foresaw the potential benefits for Australian businesses looking to remain competitive in a global market.

WW UPFRONT

On Aimee’s maiden trip to the Philippines, she’d been struck by the quality of English spoken by its young workforce and blown away by the array of skilled workers that were available. Add to this the sheer quantity of University graduates coming through their system and Aimee foresaw the potential benefits for Australian businesses looking to remain competitive in a global market. As the idea for her new enterprise took shape, Aimee realised just how valuable her years of experience running a business from home would prove to be. Her mastery of cloud technology and web-based tools along with her experience integrating offshore staff with a team of local employees would really inform the development of the Beepo brand. Come 2015, Aimee sold her marketing business to a private equity firm so she could focus all her energies on Beepo. The Offshoring business had grown rapidly and by its second birthday in 2016, it was employing 250+ staff and contributing over $4 million to the Australian and Filipino economies. Beepo's break-out success reaffirmed for Aimee the positive role outsourcing can play for Australian businesses. While having initial concerns about the impacts on Australian jobs, Aimee is adamant that leveraging offshore

labour is the best way to achieve growth and integrate with Asian economies. Aimee cites the experience of her own Australian clients, who with the help of offshore support, have maintained or lifted their domestic staff numbers. Add to this fact that Beepo’s offshore staff work from a state-of-the-art office facility and receive seven times the Philippines’ minimum wage, and you can see why Aimee believes in the company’s mantra ‘For Your Success’. All bodes well for Aimee’s big-hearted ambition, with plans for Beepo to grow to 5,000 employees over the coming years. n

CONTACT Aimee Engelmann BUSINESS Beepo Limited PHONE 1300 553 080

www.beepo.com.au

AIMEE’S TIPS ON ACHIEVING WORK/LIFE BALANCE: 1. Most importantly, do what works

for you and your family’s happiness is paramount.

2. Work from home as much as possible and embrace technology – this saves time.

3. Leverage offshore talent for your

business so you can spend more time on strategy and the things that only you can do in your business.

4. Have your offshore PA help with

household tasks e.g. paying monthly bills.

5. Stay mobile and adaptable by

embracing the cloud and the latest business apps.

6. Exercise regularly to alleviate stress.

ACCELERATE YOUR BUSINESS GROWTH Grow your team of professionals and take your business to the next level. Offshoring to the Philippines gives you access to talented and qualiﬁed employees at a fraction of the cost of hiring local staﬀ. Give your business the competitive edge by hiring from a global talent pool. Find out how you can achieve more with less. Call us at 1300 553 080, visit beepo.com.au or email info@beepo.com.au. Beepo is 100% Australian owned and operated business, located in the Philippines. Founded by WNA Member Aimee Engelmann.

www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 9

WW UPFRONT

THE INNOVATOR

saving lives In the technology age, more and more women are at the forefront of innovative business ideas. Driven by personal observation and industry experience, MEGAN LELIEVRE’s start up is destined to change how buildings across the globe are evacuated during emergencies. In the early morning of the 18th November 2011, 14 frail and vulnerable residents of Quakers Hill nursing home died horrible and painful deaths in a fire. Many other residents suffered long term trauma and injury. Even though the fire was deliberately lit, many residents died because of poor evacuation processes and systems. In 2015, Megan Lelievre, a Workplace Health and Safety Consultant who specialised in aged care facilities, observed a fire evacuation drill in another nursing home.

“It was a shambles,” said Megan. “While the staff were following the continued “best practice” industry standards, it was obvious that the protocols were still failing badly. “ “Some rooms were checked ten times as no information was being fed back to the chief warden and no indicator was available to advise on the room status. This cost precious time when every second counts.” “It is industry protocol to place a pillow outside the door of a room to show that it had been checked. People have to race back into rooms to find a pillow to place at the door. Other people and residents were tripping over the pillows on their way to the

emergency exits, which meant that pillows were moved so no-one knew what had been checked.” “Then there were communication problems over the Warden Intercommunication Point (WIP) phone. Many of the carers had language barriers, which were made harder by the sound of alert sirens booming overhead. This meant vital seconds were lost repeating information.” Megan said “If this was a real fire situation, more terrified and confused residents would die. It would be Quakers Hill all over again.” She thought there had to be a better way! Megan discussed the problem with her husband, Marcel, who prompted her to consider an Internet of Things solution. They brainstormed possibilities, then Megan pulled together a team of coding experts to

MEGAN’S TIPS FOR ESTABLISHING A START-UP 1. Believe in yourself and your product. Your business will not work if you are not passionate.

2. Research any potential competitors, determine

where you can add value not currently being provided.

3. Know your product and target industry inside out;

conduct focus groups with people that you know within your industry who will provide honest feedback.

4. Protect any intellectual property that your business

has; research if you can obtain a patent, trademark and always have a non-disclosure agreement signed by your contractors, business partners and employees.

5. Conduct reference checks, both through trusted

people in the industry and online for any contractors, business partners or employees.

6. Surround yourself with high quality mentors;

mentors who will challenge what you’re thinking and suggest changes (even when you believe you are right).

10 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

WW UPFRONT

“Some rooms were checked ten times as no information was being fed back to the chief warden and no indicator was available to advise on the room status. This cost precious time when every second counts.” realise her vision. Together, they went on to develop EvacMate, the revolutionary real time evacuation and lockdown system.

EvacMate dramatically reduces the time taken to evacuate or lockdown buildings. It is simple, automatic and life-saving.

EvacMate is the first evacuation or lockdown system in the world that leverages the power of the Internet of Things to provide easy-touse, real-time information to fire wardens and emergency service responders on the progress of evacuations.

“The other advantage is for business compliance and planning. EvacMate provides detailed reports to alert when practice drills are required, where staff need additional training and to track legal compliance. It makes risk management so much easier!” Megan said.

Staff simply tap the EvacMate device to mark a room as clear or unclear, with bright red and green LED lights indicating room status.

Whether the emergency event is a fire, cyclone, armed intruder or terrorist attack, EvacMate provides real-time information to management, building owners and emergency services showing in real-time the evacuating or locking down of a building. The system also provides reports and prompting to ensure legislative compliance is met.

The device wirelessly updates the Chief Warden tablet on room clearing statuses in real time. No more waiting for WIP phone updates. The evacuation or lockdown information is fed through to emergency responders on their way to the emergency, which means they can correctly allocate resources to priority locations.

The EvacMate system is patented in 137 countries and although initially created to assist aged care and retirement living, the system has been enthusiastically welcomed by

many building owners including those of highrise buildings and shopping centres, as well as schools and universities. Emergency services across Australia are excited about the system’s ability to assist in pre-planning on the way to an emergency event. Megan has recently been recognised in the recent Women in Business Awards Australia 2016 as Winner of Creating Change Category and Finalist of Innovation and Technology. “If we can just save one person from needlessly dying a tragic death, it will be worth it,” said Megan. n

CONTACT Megan LeLievre BUSINESS EvacMate PHONE +61 (0) 400 216 171

www.evacmate.com.au

Building Evacuation & Lockdown Natural Disaster | Fire | Terrorism

EvacMate safeguards any building large or small by providing an efficient tech-based emergency evacuation and lockdown system aimed at the preservation of human lives. On the arrival of emergency services to any building under threat EvacMate accurately identifies all areas of buildings that have been successfully cleared, allowing precious time to be focussed on the areas that require immediate attention.

• Real-time information • High visibility LED sensors • Best practice system • Assists legislative compliance • Inbuilt procedures • Minimises risk • Patented technology

EvacMate – Preserving human life during an emergency event.

Call 1300 EVACM8 (1300 382 268) www.evacmate.com.au

ABN 18 607 470 271

www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 11

WW UPFRONT

Entrepreneur remodels delivery of

care

Entrepreneur TAMAR KREBS assembled a syndicate of investors who shared in her unique vision of accommodating the elderly instead of warehousing them and in the process she has set a new standard for the delivery of aged care in Australia. As a little girl, Tamar was very close to her grandfather. When he passed away, he had his entire family at his bedside. In his final moments, as he looked around the room, his eyes fell upon Tamar and he fondly spoke his final words, “I love you, Doll”. Though still in her pre-teens at the time, Tamar never forgot this poignant moment and remembers that her grandfather, Sam, experienced ‘a beautiful death’. This event fueled an ambition to work in the area of caring for older people for whom her affinity and affection had been nurtured in these formative years. Tamar states “I knew from that moment that I wanted to make a difference in aged care. Later as an adult, I worked in aged care for over 18 years managing nursing homes and dementia units. I started to ask myself why we, as a society, feel the need to warehouse our elderly? If we live our entire life in a community surrounded by friends and family then why, at a person’s most vulnerable point in their life, do we lock them away from society, their familiar suburb and why do we focus on their disability?” All this lead to the search for a concept whereby people can age in a home that looks, feels and smells like a home in a person’s familiar suburb. With her unique concept in mind, Tamar presented 38 times to high net worth individuals, venture capitalist and private equity groups. Tamar adds “I eventually found a wonderful syndicate of investors that sees the vision of changing the way dementia care is delivered in Australia.”

Tamar founded and is the CEO of Group Homes Australia an alternative care choice for older Australians and those suffering from dementia. The homes are not institutions or warehouses, care is provided in a genuine home environment. Each home accommodates a limited number of residents, usually six to ten, to provide personalised care. The carer to resident ratio is 1:3. Tamar ensures that the homes are nestled within local communities. The homes are modern, safe and follow a sensible floor plan. The homes are beautifully designed and decorated with soft furnishings. Residents can add their own touches with family photos and sentimental ornaments to ensure each resident feels at home. Residents can choose to eat together in one of the lovely dining areas or they can eat alone or in their rooms if they chose to do so. They can still enjoy tasks like cooking or baking, visiting the shops to purchase ingredients for a favourite recipe, assisting with hanging washing on the line, gardening or even hosting a BBQ with assistance. Dementia advocate and sufferer of early onset dementia, Kate Swaffer, recently visited Group Homes Australia. After visiting three of the Group Homes in Sydney, Kate thanked Tamar for her vision of bringing such a compassionate and nurturing concept to Australia.

12 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

Kate said “I would, quite happily live in one of their homes. They have somehow found a way to ensure autonomy and safety are working in harmony, in a way that does not seem to demean anyone, or make anyone feel locked up. This style of residential accommodation and care is the best I have seen in Australia.” There is no logo emblazoned on the gate or door of each home. The concept is to make the homes indistinguishable and blend into their individual suburbs and streets providing dignity to those living there. Visiting a Group Home, you have no sense of it being a typical aged care facility. You will find people in rooms folding up the laundry, staff and residents in the kitchen preparing meals; smells of cooking and not a hint of urine. Doors open out onto gardens being tendered by residents and one even has a swimming pool. Just like the homes we all live in, there are areas to sit, relax, play cards or watch television. Some of the strategies that can be found in Tamar’s homes include:

Pets – Residents are able to bring in their own pets. One house has a chicken coup and

TAMAR’S TOP 6

ENTREPRENEURIAL TIPS chickens. Residents care for the chickens and collect their eggs. They interact with the pets and this makes them feel needed. The interaction with their choice of pet assists them to achieve self-actualisation.

Exercise – Residents are taken on community and excursion based outings. The residents enjoy walking outdoors in the sunshine. By exerting energy, the residents are not sitting down all day and they sleep better at night. Residents walk on the beach and in national parks. They also walk throughout the roads of their familiar suburb.

Inter-generational Interactions – Story time programs are run where toddlers from a local daycare centres visit and bond over books with the residents. This gives the residents a sense of purpose. Group Homes Australia also encourages grandkids to visit loved ones and to come to the homes to bake and read books. A local school in Sydney also visits one of the homes and plays musical instruments. One of the houses has a pool which was specifically installed for grandkids to use. Grandparents can now watch their grandchildren swim.

Healthy Food – Along with healthy foods, residents also get to choose the foods that they enjoy. All produce including fruit, vegetable, dairy, poultry and meat is ordered from local

Australian farms. Group Homes Australia has a philosophy of always supporting local communities and farmers.

1. Don’t hold back – always dream big!

Personalised Routines – There are no

3. Be prepared to take different routes

institutional routines. Residents can wake up early and shower early or wake up late morning and shower when they prefer. Each person is encouraged to partake in their own routine.

Personalised iPod lists – Family members are asked what types of music residents used to enjoy listening to. Music is then uploaded to an iPod for residents to enjoy. Music stimulates the memory.

Life Skills – Engaging in real life activities, doing the laundry, cooking, baking, shopping etc. are encouraged. Residents use their long term memory to tap into activities that they used to enjoy and partake in. This also gives them a sense of purpose and credibility. They remember that they used to cook or bake for their children and that they used to run a home.

2. Focus on the goal and walk step by step.

but keep the end in mind.

4. Learn from every person you meet

along the way and surround yourself with people who believe in the business.

5. Get a great mentor. 6. Learn to listen more than you talk

that’s why we have two ears and one mouth.

baby or doll, actually soothes and calms them down. The shush and pat motion and sound regulates breathing and assists to calm the resident down. As our country’s ageing population continues to explode over the next 20 years, it is visionary entrepreneurs like Tamar who will lead the way in addressing the issues of care and accommodation confronting Australia by looking outside the box. n

Doll and Baby Therapy – Tailored to the specific resident’s needs, a real-life looking new born doll or in some cases family or friends’ babies are brought in to calm the resident requiring the therapy. If a specific resident is feeling agitated, handing them a

CONTACT Tamar Krebs BUSINESS Group Homes Australia PHONE 1300 015 406

www.grouphomes.com.au

www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 13

WW UPFRONT

WOOL

Winning with

Who would have thought that out of a terrible drought in Western Queensland and low commodity prices an amazing merino wool undies empire would be born? When things get tough, amazing business ideas often surface. In the face of adversity, drought and lowering commodity prices, sheep and wool farmer, Kerrie Richards, decided to look beyond the farm gate for a solution. Against the advice of many in the industry, but with fire in her belly Kerrie, made the brave decision to tackle the dire situation she and her family found themselves in by value adding to the raw fibre wool being produced on their farm so it provided an increased return. Kerrie’s grand business plan entailed expanding the current farming operation and vertically integrating the supply chain from raw fleece to an end product. In 1994, after extensive research, Kerrie uncovered a niche market that she believed could change her family’s financial destiny. Farmer and entrepreneur, Kerrie was now on her entrepreneurial mission. Initially, Kerrie set about establishing her

business, Merino Country Australia, on the family sheep and cattle station. And what was the product? An easy care, soft merino fabric designed for comfort and performance in hot and cold climates. Like most small businesses, the early days were not smooth sailing. Kerrie, a wool and sheep farmer, had much to learn about the supply chain, product development, manufacturing and the clothing industry. She realised early on that the only way to propel her business forward would be to surround herself with expertise. She quickly assembled a professional team of strategists to guide and support her entrepreneurial spirit, business direction and passion for natural textiles. One the most important members of her team proved to be a textile chemist who specialised in wool. With his knowledge and mentoring, she managed to navigate her way through the complicated supply chain of fibre to fabric journey.

14 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

The business flourished and by 1997 Kerrie had opened a retail outlet in Paddington, Brisbane. That same year, she was also awarded a Nuffield Farming Scholarship and spent and incredible six months in Europe studying manufacturing and marketing of wool in Italy, Germany, Ireland, France and the UK. The scholarship was an inspiring experience for her as a small business owner and it expanded her knowledge of the supply chain and industry dramatically. On her return to Australia, Kerrie’s business was now in full flight. Always on the lookout for new opportunities and markets to enter, she decided to tender for a contract to supply thermals to the Victoria Police. At the time they were considering polypropylene (a synthetic and cheaper item), but she was confident her product pitch offered the Victoria Police a viable alternative. Yes her product did cost more, however, it also lasted longer, was flame retardant and more importantly it was made and manufactured in Australia.

Merino Country Australia’s clothing range now included men’s, women’s and children’s travel gear, active wear, workwear and thermals and the amazing new to market product, ‘Wundies’ – 100% merino wool underwear.

Manufacturing textiles and clothing in Australia has been a great challenge for Kerrie, but one which has paid off for her financially and professionally. Today, consumers actively seek out natural fibre clothing products and demand continues

With government contracts, direct sales to 15,000 customers and production capacity providing a solid platform to expand the business, Kerrie is now focussing her attention on her unique underwear product ‘Wundies’. Not only is the product range incredibly comfortable, it’s also designed for anyone suffering from skin conditions such as dermatitis. Kerrie’s expansion ideas don’t stop there, she has also developed the Baa Bra, a merino wool bra designed specifically for breast cancer patients. Her innovative approach as to what can be done with wool continues to differentiate her business in the market place. With the business now based in Brisbane, Kerrie is proud to be contributing to the economy with all of her fabrics and garments made in Australia. Passionate about supporting the local community and jobs, Kerrie and her team take great pride in manufacturing products that are traceable, sustainable, ethical and really, really comfy…naturally! n

CONTACT Kerrie Richards BUSINESS Merino Country PHONE 1800 606 969

www.merinocountry.com

KERRIE’S BUSINESS TIPS: 1. People – Don’t be afraid to ask for advice from a mentor, customer, staff or even

people outside of your industry. Learn, keep asking questions and listen to the answers.

2. Customers – Treat your customers how you would like to be treated yourself.

Whether they’re individuals or large corporates they are a vital part of your business.

3. Niche marketing – Don’t look at what is being done by others, look at what is NOT

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The strategy paid off, with the business winning the contract hands down. Not only was it a shock to Kerrie, it was a huge game changer for the business and an even greater surprise to her big corporate competitors. After all, with only a few sewing machines and a part-time machinist, it was an incredibly steep learning curve. Taking it all in her stride, Kerrie invested in machinery, employed 20 new staff and successfully delivered 130,000 top quality, Australian Made, merino t-shirts in just 18 months.

car eer pro

Approved

With a tendering pitch success under her belt and big dreams, Kerrie set her sights on supplying the Australian Defence Force with merino thermals. With her, ‘you’ve got to be in it, to win it’ attitude, Kerrie submitted a tender. Not really knowing exactly how she would manage to manufacture and deliver the bulk product if they were awarded the contract, she just felt the fear and did it anyway.

to increase for products that are locally manufactured on-shore, of great quality, long wearing, value for money and really comfortable to wear.

Print Post

At the time of the tender, Kerrie’s business was selling just hundreds of units of clothing a year. It was a defining moment in Kerrie’s business journey when it was announced that Merino Country Australia had successfully won the contract. It was all hands on deck with activity ramped up quickly to meet the demands of delivering over 6,000 units in the 12 months ahead. Proving that if you do a great job, they come back, Merino Country Australia has gone on to win more contracts, supplying the Victoria Police with over 50,000 garments.

Discover the difference NETWORKING can make to your success.

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Jump online and visit www.womensnetwork.com.au

Discover a world of opportunities to help grow and develop your business. Expert tips and online business resources, thousands of networking contacts, small business tools, networking events and so much more…

Be inspired and create opportunities

for YOUR business by tapping into the nation’s premier networking group for female business owners. Grow your contacts, attract more clients and meet inspirational business women. Join Women’s Network Australia today! It’s the easy way to fast-track the success of you and your business.

Find it all at

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being done. Research gaps in the market, find your niche and think outside the square.

4. Plan and cost – Cost everything out, have a definite plan including the worst case scenario’s with back up plans in case ‘things’ go wrong.

5. Make things happen – Take a chance because you never know what the outcome

will be. You’ve got to be in it to win it and if you throw your hat over the fence, you’ve got to follow it!

6. Enjoy – Love what you do. Even though owning your own business is like being on a roller coaster, have fun and enjoy the ride!

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www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 15

WW COMMUNICATION

Mind your

LANGUAGE

An ancient proverb says: “Out of the overflow of the heart, the mouth speaks.” The way you talk to yourself, about yourself, your business, your achievements and even your failures reveals the attitudes that influence the way you see yourself and your business. ANDREA HENSHER invites us to consider what our own words say about us. It can be hard to hear your own narrative but it’s worth taking the time. On average, we speak around 15,000 words per day. Alongside that is the constant internal commentary which switches on from the moment we wake to the moment our heads hit the pillow again at night.

Learning to fail well and come back from setbacks are important character builders. What doesn’t kill you really does make you stronger.

PHRASES TO HELP YOU RE-FRAME:

How do we view the day when we wake up? Are we excited or anxious? How do we assess the day that’s just passed? Do we play up the negatives and downplay the positives? Tune into yourself for a week and carefully listen out for negative language. It may be eye-opening.

I have learned to… I now know… I have overcome... I recovered from... I defied expectation when I… When I see how far I’ve come… I’ve really improved… I understand much better now…

REFRAME

The worst of times can actually be the best of times. We all learn from our mistakes and often the biggest howlers can turn out to be the key turning points in our success. Think of ways to reframe that picture of business or personal adversity by actively drawing lessons from it. Learn to view it as a formative experience and change the words you use to describe it.

If your passion has gone, or you have lost sight of why you do what you do, consider talking to someone who is trained to listen and help you hear yourself. You may need a rest, a change of direction, or just a good holiday.

What doesn’t kill you also teaches you important life lessons that you can contribute. It’s a mark of confidence, not weakness, to be willing to share. In the right setting, it is a powerful demonstration of authenticity that builds trust. Difficult experiences that underpin or even revolutionise the way you interact with the world are part of what makes you unique. Who hasn’t been inspired by the stories of others who have overcome great challenges on their way to success? Let your story become an inspiration too.

CONGRATULATE Find something to delight in every day. Some days, it’s easier than others. Whether it’s

Where could you be in 24 weeks from now? The answers will amaze you and the results will astonish you.

It’s time... To transform your dreams...into REALITY. Your goals...into ACHIEVEMENTS. Your thinking ... into RESULTS Download 8 thought provoking questions that warrant your attention www.karenbrook.com.au/womensnetwork

16 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

executing a perfect reverse park, or landing a huge new client, make sure you take time to mentally give yourself a high five. Some days you will congratulate yourself on just having got through the day. Celebrate and enjoy every achievement. If you’re really stuck, find someone else to congratulate!

REFLECT If this all seems too difficult, or you find it impossible to identify the lessons learnt, the wisdom drawn from your experiences or the reasons to celebrate in your day-to-day life, it may be worth reflecting more deeply. If your passion has gone, or you have lost sight of why you do what you do, consider talking to someone who is trained to listen and help you hear yourself. You may need a rest, a change of direction, or just a good holiday. But being negative will simply suck the life out of you. You may have heard that ‘life and death are in the tongue.’ Learning to use words to build ourselves and others up, to appreciate and to educate will produce rich rewards both professionally and personally. n

CONTACT Andrea Hensher BUSINESS words that serve PHONE +61 (0) 426 287 068

www.wordsthatserve.com.au

Passionate about what you do? Want help to put it into words? words that serve is a writing, proofreading and editing service to help you get your words right. Use words that serve to write your articles, blog posts and newsletters. Get in touch. andrea@wordsthatserve.com.au www.wordsthatserve.com.au Mention Working Women Magazine for a 10% discount.

WW COMMUNICATION

FOPS

Why the fear of public speaking is wrecking women’s careers

We’ve all heard of FOMO, or the Fear of Missing Out, but now a new acronym has been coined to describe the debilitating fear that strikes many people – FOPS, or the Fear of Public Speaking. JUSTINE ARMSTRONG explains why FOPS is rampant in the workforce and is becoming a real issue for people, especially women. Fear of Public Speaking (FOPS) is damaging people’s careers, and in fact there are women who haven’t gone for promotions, or have even lost business and income, because it means they will need to do some public speaking in their work life. Too many women put their career or business development on hold because they can’t face their fear of speaking. They endure sleepless nights, can’t eat and have churning stomachs in the days leading up to a speaking opportunity.

FOPS totally takes over. It’s no longer just those who give keynote presentations who are required to speak. Speaking is becoming a very necessary skill and if you don’t have it, your career or business can go backwards quickly. Women may need to speak in front of clients, potential business partners, interview panels or audiences. They may need to give updates, briefings, information sessions or business pitches. These days, it is no longer enough for women in the workplace to be great at what they do. They must be able to convey it in a way that engages their audience and builds trust, respect and credibility. Although both men and women experience FOPS, men often cover that fear with bravado and soldier on with the presentation, while women allow it to overcome them and end up panicking about it for days or even avoid presenting altogether.

Why do people develop FOPS? Most people suffer alone and believe they are the only ones with this fear, however there are numerous studies that indicate over 75% of the population is anxious about speaking in front of groups. There are also studies that indicate that Glossophobia (fear of public speaking) is one of the most common of all phobias. People who have FOPS are usually anxious about public speaking after a bad past experience where they may have felt embarrassed or humiliated. They do not want to feel embarrassed or humiliated ever again. They are terrified of saying the wrong thing, forgetting their information or being judged negatively by the audience.

Steps to overcome FOPS: It’s your right to be nervous: Often women give themselves a hard time for being nervous in the first place. This creates a downward spiral. Tell yourself you have every right to be nervous and then use that adrenalin to your advantage. Understand what your fear is protecting you from and it will dissipate. n

Don’t be fake: Authenticity is another key to overcoming your fear. People can spot a fake a mile off, so be yourself. It doesn’t have to be perfect and sometimes it’s better if it’s not, as that will help your audience warm to you.

Less information please: Stop delivering too much information. It bores the audience. Focus more on your message. Texture your presentations, for example, tell a story that highlights a point you’re trying to make. Or use an image that evokes an emotion, curiosity or insight. Speak from your heart, no matter what the topic. n

Connect with your audience: Focus more on them and their needs than on yourself. n

Inspire: Don’t be afraid to offer some inspiration to your audience. People will remember how you made them feel, not just the facts and figures you share. n

Those who know how to speak and present to groups effectively are more likely to present better in an interview situation and their prospects of promotion increase dramatically. Business owners are more likely to gain and retain business over the long term. If you haven’t yet overcome and dissolved your fear then seek help. You will gain clarity around what your audience needs, learn how to create connection and become comfortable and confident whenever you are called to your feet. n

CONTACT Justine Armstrong BUSINESS Mamma Mojo PHONE +61 (0) 408 242 336

www.fearlessspeaking.com.au

are women on track to become ‘The New Poor’? NEWS FLASH: Why By caring for the needs of those around them many women are unwittingly setting themselves on the path to financial failure and doomed to live below the poverty line. YES - money management and planning for the future might seem a complex and daunting task, but I can give you peace of mind and a better understanding of where you are headed by assisting you to get your money matters organised and working as hard as you do! Make 2017 the year that you get support with achieving YOUR financial goals. Call or email me now so we can arrange your FREE initial consultation. Phone: 0413 998 753 Email: delma@totalportfolio.com.au

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AFSL: 290769

FEARLESS SPEAKING ANY AUDIENCE – ANY TOPIC www.fearlessspeaking.com.au

www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 17

WW LEADERSHIP

How to influence without alienating others

Have you experienced people being enthusiastic about your idea or project, but it doesn’t translate into substance when it comes time to show support? Then you may have fallen into a few of the common influencing mistakes. ZOË ROUTH describes some lesser known, but common traps many fall into when trying to influence others. As a leader, getting people to do things is trickier than most people imagine. It’s not simply a question of telling people what to do and considering it done. In this age of hyper-connectivity, the days of one-way leadership are long gone. People no longer work for you, they work with you. Yet you may still fall into the authority trap. This is using positional power to coerce others into following orders. It’s a shortcut that is tempting, especially if you are already overworked. The trouble is coercion kills buy in. Your team will shrink from you, they’ll move to workto-rule, and be surfing LinkedIn for the next opportunity as soon as they can. Your first taste of leadership influence is often from your parents. Especially when you had moments of willfulness, an exasperated parent would sometimes defaulted to the directive, “Do as I say because I say so!” It takes time and energy to develop a case for action, especially when others may not have the full picture or the ability to grasp the full context. In parenting, it’s near impossible to rationalise with a two-year old. They don’t really ‘get’ context. As a two-year old, you did not fully understand the dangers of the road. You just wanted to play in the park across the way or on the interesting gutter with soft green moss, so forth and so on.

Defaulting to authority in leadership is lazy. If you are to build buy in, you need to explain context, rationale and invite opinions. It takes time and energy, often when you least have it due to the modern day malady of over-work. Trying to be impressive is the next trap. This is the use of strong personality and charisma to sway others. It’s the ethos “Do as I say because I’m likeable.” These are the smooth operators of the world, all charm and little substance. Some may enjoy their company and flattery, but the superficial nature of the engagement leaves everyone a bit wanting. Persuasion is a little know trap. Some think an ability to convince others is the real secret to influence. Perhaps you think your ideas will win the day. What could really be going on is that you are pushing expertise and experience on others. Black and white thinking can be prevalent here and can blind you to your own biases and default thinking. It’s the message “Do as I say because I know so.” Real influence is co-creation. This where you have genuine connection with others. Together, you play with questions and curiosity. You explore unknowns. You challenge perspective. You influence because you allow yourself to be influenced - not by personality or argument, but by possibility. Co-creation is the sweet spot of influence as you paradoxically drop the need to influence. You

stop needing to persuade others of anything. You become interested in exploring the best possible way forward. Then, you have dropped the ego-driven need to do the influencing and instead become a co-creator, a fellow adventurer into the unknown. The intention is “Let’s explore what we might do.” Coercion, impression and persuasion are all ‘Push’ influence styles. You are pushing your perspective and ideas on others, with varying degrees of consideration for other viewpoints. Co-creation and connection are ‘Pull’ strategies. They enable you to draw people towards you because you care about them and want to create with them. The best kind of influence is when you can create together in an experience more akin to play rather than work. This unlocks the best in you and the best in others. It creates a rapport in your relationship that is far stronger and more effective as an influencing experience for both parties. These strong, respectful, mutual admiration relationships are the stuff on which real change is built. How can you co-create change this year? What treasures will you find when you open yourself to mutual influence? n

CONTACT Zoë Routh BUSINESS Inner Compass Australia PHONE +61 (0) 416 177 073

www.zoerouth.com

Stay Calm Under Pressure Be the one they turn to, not run from! Learn the four essential steps in leading with grace and grit so you can hold your own at any negotiating table. Sign up for the FREE four part mini-video series with leadership speaker, author and mentor Zoë Routh at www.zoerouth.com

18 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

Know an inspiring woman of substance who should be recognised? Nominate her for the 2017 Women in Business Awards

“Winning this award has given me a platform to share our message and encourage other women to follow in our footsteps in creating change." Tanya Titman – 2016 Brisbane Woman in Business of the Year

These prestigious Awards recognise and honour exceptional women making a difference across cities and regions.

Categories include

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2017 Nominations Details at

enquiries@WIBAA.com.au

www.WIBAA.com.au

The Women in Business Awards is proudly supported by Womens Network Australia

WW MARKETING

Why you urgently need to

BUILD A LIST

When it comes to doing business, the money is always in the list. Having no list equals having no business. SIGRID de KASTE shares the steps to take to build a robust and responsive list of potential clients for your business. If you know the right formula to create engaging content, the biggest brands in the world including Google, Apple, Amazon, Facebook, YouTube, Twitter, LinkedIn and hundreds more will actively promote, market and share you with the world for free. Some will even promote and pay you for that privilege.

BUILDING YOUR LIST:

One of the most important things to understand in business is that it’s your customers who will make or break your business. Whether you’re starting a business, buying or selling a business, the money for the business is in the list. The bigger and more active your list, the more value there is in your business.

system. This should consist of the landing page where you offer the free videos and tell the prospect that they get access via giving you their email address. Make sure the email capture has an automated series of emails attached. You want to send the prospect the videos one by one, plus a series of additional information emails, this way you keep in touch with them over a period of time. Also, videos are an easily consumed media on social media and introduce you and your message powerfully. Ideally you want your system to include an sms texting option. That way you can build your list online and offline too.

Firstly: Understand the concept called ‘message, market, and medium’. Before you do anything, you have to understand your market. What they love, what they hate and whether or not they are a buying audience. Do they have money or are they broke? Secondly: In understanding your market you’ve got to figure out what kind of message they are going to react or respond to. What are they interested in? What do they buy already? What do they like to talk about? Thirdly: Know where your market is hanging out. This will dictate the best ways to reach your ideal customers and as said before, even allows you to be promoted by the big companies for free.

Step 1 Create an offer, something your customers want to know about. For example: ‘Are You Ready to Write Your Book? Avoid These 3 Costly Mistakes’. It’s a great idea to make the offer a series of 3-5 videos, this way your audience gets to ‘know’ you.

Step 2 Set-up a list building (lead capture)

Step 3 Create a series of blog posts around the message and from there send readers to the sign up page to get the complete set. Promote the links around all of the social media platforms you’re on. In fact, continue to write your blogs on your website and, as guest writer, always with the call to action to go and get access to the videos on the topic.

Step 4 Add the link to your free offer sign up page and the phone number for texting access to your video series to your business cards,

www.StickybeakMarketing.com

20 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

Whether you’re starting a business, buying or selling a business, the money for the business is in the list. The bigger and more active your list, the more value is in your business. flyers, brochures, and all materials you use for marketing your business. Make sure you also talk about and give access to the sign up page every time you are out and about networking and talking to prospects.

Step 5 Continue to send emails with news and updates to your list. Keep in regular touch and wrap offers to buy from you into the emails. By engaging this way, the people on your list will be receptive to your emails and offers as you are giving ongoing information. Your list is your ‘Pot of Gold’ and you urgently need to build it! People who opt-in to get your free information were seeking it. This makes them good prospects to buy from you. All online social media platforms already have millions of people looking, so with the right offer you can easily tap into those people as your prospects. Most importantly, make your offer vibrant and make it relevant. n

CONTACT Sigrid de Kaste BUSINESS Stickybeak Marketing PHONE +61 (0) 414 626 729

www.stickybeakmarketing.com

WW MARKETING

TAKE 5

The budget business VIDEO TOOL KIT

Many small business owners are now using video content to engage, market and connect with their ideal audience. In this article, KERRIN SMITH reveals how even on the smallest of budgets any small business can access the benefits of marketing via video content. Creating video content for your business does not need to be a budget nightmare. By putting together five low-cost pieces of equipment, you can instantly create a video tool kit that is portable and user-friendly.

To kick off the list at number one is the smartphone which should be easy to get your hands on. Most people are familiar with using a smart phone camera, so head to this app on your phone and select the video mode. You may also want to have a go at reversing the camera view. It will help you to keep track of what is in frame when you are filming. Also remember to clean off any finger prints on the lens to keep your picture nice and crisp.

A smartphone mic comes in at number two. This handy little accessory will take your DIY videos from average to smart casual by improving the sound recording instantly. They can plug into the headphone jack and be angled towards the subject to record less background noise and more of what is important, you. Retailing from about $50 to $150 it makes the addition of a microphone to your video tool kit affordable.

The selfie stick is number three on this budget busting video tool kit list. With any luck your children may already have one you can pinch, if not you can pick one up for around $20. Your best option is to purchase one that uses Bluetooth to communicate with your smartphone as this will keep the headphone jack free for your microphone. Using a selfie stick to make your own business videos will allow you to have more than just a packmanlike headshot going on. The added distance between you and your phone will let your viewers see more of your body language and background. On that note, be sure to keep your background clutter free when creating your videos - you want people looking at you and not your neighbours washing over the fence in the background.

Number four is a graphic of your logo saved onto your phone. This easy little cheat will give your videos that professional

feel all from the palm of your hand. You will need your graphic to be a jpg and sized to match your video screen ratio (so 16:9 for widescreen video or 1:1 for Instagram video). You can then use this graphic to end your videos on so be sure to include a call to action or your website if you are able. If not, a logo on its own will still be effective in branding your DIY video.

Why not find a business buddy to work with so you can bounce ideas and test out the equipment together?

A smartphone video-editing app is the final item on the list. You can download video editing apps like Splice for free which makes this a must have. Use your editing app to trim the ends off your video making sure your viewer does not have to watch you setting up before they get to the content. You can also use your app to add the logo graphic to the end of your video. With Splice for instance, you can select your footage and any ‘photos’ you want to use in your video creation. You can then select your saved graphic as if it is a photo and add it into your video timeline. If this sounds a little too tricky to start with you can always make use of the app's title effects to add your business name or web address in as a title instead. And don’t forget to have fun with it! Why not find a business buddy to work with so you can bounce ideas and test out the equipment together? Creating video content can be affordable, quick and simple. You don’t need to avoid the whole process because you are worried about cost or complex equipment. Having the ability to create your own business videos will enable you to tap into new markets and position yourself as an expert, so why not start right now?

CONTACT Kerrin Smith BUSINESS Kerrin Smith Photography |

Film | Art PHONE +61 (0) 457 229 087 www.easybusinessvideo.com.au

Do you want to create DIY business videos? Don’t have the confidence to present on camera?

Don’t know where to start with the techy stuff? And don’t want to waste time? Easy Business Video Creation eCourse by Kerrin Smith will provide you with the tools, templates and resources to create your own business videos. • Presentation techniques • Easy to follow how-to videos • Techy stuff made simple

It’s Easy!

www.easybusinessvideo.com.au

Working Women readers receive a $100 launch discount valid for Summer 2016 – Autumn 2017. Go to www.easybusinessvideo.com.au and enter the code below. DISCOUNT CODE: WWreader Original price: $297 WW reader launch price: $197 Planning, Filming, Editing Software and Apps, Script Templates, Equipment How-tos, YouTube Channel Set Up, Interviews with Industry Professionals, Downloadable Resources

Start today www.easybusinessvideo.com.au

Contact Kerrin Smith at info@kerrinsmith.com.au 0457 229 087

www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 21

WW MARKETING

ways to keep your BUSINESS FIT

To achieve success, all service delivery businesses rely on many elements running smoothly. This is even more evident in the fiercely competitive fitness industry. Every client who walks out the door and doesn’t return places a significant cost on the bottom line. SUZY LIVINGSTONE shares three key elements she uses in her Pilates studios to turn her clients from short-term visitors to raving fans for life. In an effort to entice potential customers to try their service, most service-based businesses spend an enormous amount of time and money in the early months of operation on promotional and advertising activities. The hope is that each potential new client will appreciate the unique and quality service so much that they’ll book again and in turn positively promote their experience via word of mouth. With seemingly hundreds of new workouts, gyms and salons opening every month, there is immense competition for new clients within the fitness industry. So how does a fitness business or indeed any small business differentiate themselves, remain competitive and successfully build a client database?

3 WAYS TO BE CLIENT RETENTION FIT: Personal connection

Goal setting and results This is so important, after all if your client can’t see or feel results from having used your service then what’s the point? It’s human nature for people to go up and down with achieving goals and outcomes, so what’s vital is to keep a record of specific, timely and measurable goals for clients to strive towards throughout the year. For example, in the fitness industry many businesses offer quarterly ‘challenges’ to assist clients regain lost momentum and reignite their desire to push through and see results. What could you implement into your business to reinvigorate your clients and get them back on track? In the end a happy motivated client is a retained client.

Service renewal This element is not without significant financial investment and time, however the rewards

SP-3381-011116_WWM

Most people have probably seen an episode of the US-based sitcom ‘Cheers’ and can appreciate that what makes a fairly average looking bar so charming are the people working in it. It’s the same for any small business. As soon as a client walks into your business, staff should welcome them as a friend, greeting them by name and asking after their overall well-being. In the fitness industry in many cases the clients’ initial interest disappears after just a couple of weeks,

leaving the person to question whether any future investment in the service is worthwhile. It’s therefore imperative that staff greet and converse with clients making them feel valued and welcome. It is also important to update client records, so other staff can track clients’ experiences. These procedures help to build meaningful relationships and once fully established clients will be less likely to replace this personal connection and relationship by shopping elsewhere.

of making sure your products and services are always fresh and updated cannot be overstated. It is one of the most effective ways of preventing clients from becoming bored and looking elsewhere for the next shiny new thing. Develop a calendar of eye catching incentives, competitions and promotions and ensure that as well as new clients, current clients also have the opportunity to participate. Ask your clients for feedback about what they would like to see added, taken away, or redeveloped within your business. Client feedback is a great way to gain insight into your business and you can use the findings to steer your business in the right direction. By taking time to really drill down into the experiences of your clients it could mean the difference between just keeping the doors open or your business becoming the highly successful enterprise you dreamt it would be. A client that comes to your business because they feel your staff care, are their friends and help celebrate their successes will be a client for life. n

CONTACT Suzy Livingstone BUSINESS Studio Pilates Nundah

Village & North Lakes +61 (0) 432 547 731 www.studiopilates.com PHONE

Because life’s too short for ordinary workouts.

Bonus FREE class with our introductory offer of 6 classes for $60* * Introductory special offer for new clients only. Valid two weeks from first class. Free class valid only at North Lakes and Nundah Village.

22 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

Studio Pilates Nundah Village | 07 3256 7000 Studio Pilates North Lakes | 07 3204 5222 studiopilates.com

WW MARKETING

Decoding the art of

PITCHING

Could a better pitch create more business opportunities for you? KERRYN GAMBLE explores the different types of pitches and shares a formula to have you pitching with perfection. Pitching is about positioning and selling. The most remarkable pitches are short, powerful and emotional. They connect your audience with you, they communicate your message and they inspire action. A major contributor to the momentum and results you experience when pitching is your own personal energy during your pitch. Aim to radiate grounded enthusiasm with clarity and confidence.

3. The longer pitch - a more comprehensive pitch used when proposing partnerships, seeking funding or selling from the stage. The aim is to communicate what you do with clarity, identify your niche customer, establish credibility, demonstrate relevance to your market’s problems, present a solution and connect what you do with a bigger context and convey how clients feel when working with you.

There are different types of pitches, yet every type of pitch has one thing in common - you’re selling the next step. The next step could be selling you and your brand; creating partnerships or investor opportunities; selling your product or service; or getting a no!

Your pitch needs to have a clear call-to-action. What specifically do you want the listener to do (e.g. complete a quiz, download a resource, buy a book, join your mailing list or introduce you to network connections). Without clear instructions about what to do next, your listener is unlikely to take action and will forget you as the business of life takes over.

A great pitch should turn some people off as much as it turns other people on. If you’ve completed the ‘Woman of Worth’ program, you’ll appreciate the different types of pitches and nuances for each.

For greater momentum, lead your listeners with a statement of what you’d like them to do NOW, describe how it will benefit them in the long term and finish your pitch with an enticing immediate benefit.

The three most used pitches include:

Here’s an example of a social pitch structure to use when answering “so what do you do?”

1. The social pitch - a simple and general

Step 1: Get clear on who specifically you help

pitch for social occasions, when you’re asked “what do you do?” and time is short. The aim is to provoke curiosity.

Step 2: Identify the solution your ideal client

2. The elevator pitch - a simple pitch you would use if presenting to a networking group. The aim is to connect what you do and your credibility with your product or service and a form of social proof.

or who achieves the best results with your product or service. receives when working with you.

Step 3: This is where you bring in the magic. What is the big result your client receives when working with you or using your products, beyond the tangible? What’s something really

Become a Woman of Worth Closing the confidence and achievement gap of professional women. Woman of Worth is a tailored 16-week immersion designed to develop influence, message clarity and physical presence. • Master self-doubt • Speak with clarity, conviction and congruence • have people sit up and listen without saying a word Cultivating 6 key areas to set you apart and take you from invisible to influential - provided you do the work. Because people buy YOU… For details visit www.kerryngamble.com or contact Kerryn Gamble on 0488 179 500.

meaningful to them and often the hidden motivation driving your clients desire to seek a solution? For example they want to be noticed, want more confidence, more choice or want to make a difference.

Without clear instructions about what to do next, your listener is unlikely to take action and will forget you as the business of life takes over. When you put it all together, your social pitch might sound something like this: “I help firsttime writers create world-class manuscripts, to give them credibility and connect their message with a broader audience.” Simple! Now it’s your turn: I help (step 1 answer), to (step 2 answer) so that (step 3 answer). Feel free to tweak the connector words, for example: using “to achieve” instead of “so that” - you get the gist! Remember when constructing your pitch to keep in mind what you want people to say and remember about you afterwards. Once you’ve made your pitch, there are four possible responses you may experience:

1. You’re swamped with interest; 2. People are curious to know more, or how they can make your offer a win-win for both parties;

3. People want to give you feedback sometimes constructive, sometimes not;

4. Complete dis-interest. All of these are perfect and a valuable barometer of your audience, relevance of your subject matter for the audience and your delivery. Remember, great pitches take practice and you can’t pitch to someone who’s not listening! We live in a world full of connectors and decision makers - people are always connected and we’re always pitching! n

CONTACT Kerryn Gamble BUSINESS kerryngamble.com PHONE +61 (0) 488 179 500

www.kerryngamble.com

www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 23

WW PRODUCTS

WhatWeLike

We love showcasing and introducing you to products savvy women have developed for the domestic and international markets. The products are as diverse as the businesses and careers of the dynamic women behind them.

2017 SO BRAVE BREAST CANCER FUNDRAISER CALENDAR

Featuring beautiful imagery and empowering stories, the 2017 calendar is an inspirational vehicle that is raising awareness, support and research funds for women who have been diagnosed with breast cancer. The proceeds of sales help fund the National Breast Cancer Foundation and breast cancer research. RRP $30.00. Visit: www.sobrave.com.au

Paper stilettos

Beautiful, decorative paper stilettos handmade from vintage recycled papers and maps. Choose from vintage book pages, music sheets, dress patterns, maps, love letters, knowing that each pair will be unique. RRP: $80.00. Visit: www.madebyhandonline.com

K E Y B O A R D S TAT I O N E R Y

We love the novelty factor of this stapler, paper clip dispenser, hole punch and keyboard brush cleverly incorporated into the keyboard shaped organizer. It’s the perfect gift for those who like everything in its place. RRP: $16.99. Visit: www.yellowoctopus.com.au

60 hours of pure bliss

She might already have a candle, but is her name on it? The perfect gift for someone you love, these soy candles are hand-poured into an elegant black or white glass jar and infused with only the finest of fragrances. Delivered to your door, wrapped in a calico bag and beautifully packaged in a stunning black and white gift box, finished with a black ribbon, the candles offer 60 hours of pure bliss. RRP: $49.95. Visit: www.thecandleboxco.com

THE HOME CHEF’S CHOICE

Premium steel is the ideal choice for busy kitchens and family cooking. Its durable, high-quality construction provides even heat distribution, with ergonomic, riveted, cast stainless steel handles for extra stability. The tempered glass lids allow home chefs to easily monitor their cooking. Swiss Diamond Premium Steel Cookware comes in a full range of styles and sizes. RRP: From $99.99 - $799.95. Visit: www.swissdiamond.com 24 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

For serious doodlers

Tiny notebook

Want your iPad mini case to reflect you? Create your own doodle and when you feel like a change, just pop it in the washing machine and customise it again. Comes with 5 mini doodle wash-out pens and a side-loop so you always have a doodle pen on hand. RRP: $19.95. Visit: www.eatsleepdoodle.com

These cute mini notebooks feature a gold brocade design on silk covers and come in assorted colours. And you are supporting Oxfam’s work with every purchase. RRP: $3.95. Visit: www.oxfamshop.org.au

TAKE A STAND

This little number works equally as well in a café, kitchen, office or on top of a chest of drawers. Each tier has a raised rim, so not only can you use it for food, you can even use it to organise your workspace, jewellery, watches, or pens. RRP: $49.95. Visit: www.handgdesigns.com

R E TRO YO U SMA RTP H O N E

Bring some retro pop into your home or office with this unique smart phone dock and handset. To answer calls, simply use the one touch answer button and pick up the handset, you’ll be talking like it really is 1969. RRP: $34.95. Visit: www.yellowoctopus.com.au

Stylus pen

We love these fun and functional feather-shaped iPad, iPhone stylus touch screen pens. They make life so much easier, with a lot less back spacing and deleting as you type, draw or play on your electronic devices. Available in a range of colours. RRP: $9.95. Visit: www.kinique.com

HEELS AWAY

J-Me’s cool chrome shoe rack isn’t just attractive. It can help you make the best use of space in your home too. A streamlined steel shoe rack that keeps your heels in place and your shoes tidy. RRP: $75.00. Visit: www.designmyworld.net

Australian Wine Vintages

Now in its 34th Edition, ‘The Gold Book’ is an essential guide to discovering the best local wines this year, no matter the price point or your level of wine knowledge. Author Rob Geddes includes detailed tasting notes of over 3,500 wines from Australian and New Zealand in print, and over 13,500 wines in the App. RRP: $34.95. Visit www.robgeddesmw.com

WANT YOUR PRODUCTS LISTED HERE?

Email a professional product photo (tiff or jpg at 300 dpi) and a 60 word description including the RRP and the website address, where readers can purchase the product. Email it all to editorial@womensnetwork.com.au www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 25

WW RISKY BUSINESS

Can you carry the cost of a If your business, like so many, is under-insured, now is the time to consider if your long-term risk management strategy provides you with sufficient back-up. GAIL FINDLAY reveals the risk business owners face by not adequately insuring against any future losses they might incur. A surprising and concerning fact is that many businesses are operating without any insurance, even Workers Compensation, which is compulsory and has huge ramifications for any business if they remain uninsured. While other insurances are not compulsory every business should consider risk and utilise insurance as an inexpensive way to protect assets.

management and other staff bonuses and financing costs are all regarded as insurable Gross Income or Gross Profit depending on the policy, but whatever it is called, these expenses should be insured. Without covering these, your business may not be viable in the event of a loss.

Cyber Insurance – Cyber-attack is a real (and

Public Liability – Public Liability insurance

Professional Indemnity – Professional

COMMON TYPES OF INSURANCE INCLUDE:

is one of the most common insurance policies taken out by businesses of all sizes and across diverse industries. It covers legal liability for personal injury or third party property damage caused by an employee or by the business during the course of business activities. It also covers related legal fees, costs and expenses. The cover is often combined into a single policy with product liability. There is no cover under the policy for injury or damage to the insured’s own property or employees.

Property – Most businesses invest a

Workers Compensation – The workplace

Insurances can be broken into three broad categories of risk: Assets, Liabilities and People – which includes Workers Compensation. A typical business insurance package will insure against fire, storm and accidental damage to varying degrees depending upon the insurer. Public and products liability is also common because the potential risk can be very high.

substantial amount of money in capital assets which the owner, or board needs to safeguard. All physical assets are exposed to risk of loss or damage. In fact, research has found that about 80 per cent of businesses that suffer a major fire never recover.

Business Interruption – Protecting the business from an interruption to the income stream is another important area to consider so that you are able to carry the financing costs and operating expenses. The net profit and ongoing expenses including payroll,

can, depending on occupation, have significant risks to health and safety. Employers have a duty of care to employees and are required to organise their workplace and their work systems to minimise the likelihood of injury. In Australia, there is significant government control regarding employee welfare and each State or Territory has developed legislation imposing a liability on employers to pay compensation to any of their employees who become incapacitated or are otherwise unable to work, or to dependents in the event of death.

no doubt growing) concern for businesses of all sizes in Australia, with one in four SMEs claiming to be very concerned about this risk. 11 per cent of businesses report they have been the subject of a cyber-attack in the last 12 months. Indemnity insurance is designed for professionals who provide advice or a service to their customers. It is designed to protect against legal costs and claims for damages to third parties which may arise out of an act, omission or breach of professional duty in the course of the business. Any profession, consultant or person who provides advice, typically for a fee, is at risk. We all need to take responsibility for protecting our assets, people and futures before something unexpected takes place. n Gail Findlay - Authorised Representative No: 264082 Westside Insurance Specialists Pty Ltd. The content in this article is intended to provide general information only and should not be considered advice and must not be relied upon as such. We suggest you seek professional advice tailored to your specific circumstances prior to making any decisions.

CONTACT Gail Findlay BUSINESS Westside Insurance

Specialists Pty Ltd +61 (0) 408 996 956 www.westis.com.au PHONE

Just how good is your insurance cover? Even though you might be happy with your current situation, we know from experience that a review of your company’s insurance programme can be very revealing in terms of:

We specialise in helping small to medium enterprises with:

• What you are not covered for – and assume you are.

• Workers Compensation

• How much extra you are paying in premium – which you should not be. At Westside Insurance Specialists Pty Ltd, we have come across many instances of clients paying too much for very little. The beauty of our review service is that it is not committing you to anything – and it’s FREE! Westside is a corporate authorised representative (no. 427492) of Insurance Advisernet AFSL no 240549

• General insurance – Industrial Special Risks, Business Insurance, Public & Products Liability, Contractors All Risks. • Transport – Transit Insurance, Motor Vehicle, Motor Fleet.

Contact Gail today to organise your FREE review!

• Financial – Professional Indemnity, Management Liability. • Engineering – Machinery Breakdown, Electronic Breakdown, Deterioration of Stock

www.westis.com.au

26 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

0408 996 956

WW RISKY BUSINESS

AVOIDING online banking fraud

Online banking has become the norm and most of us would think of it as safe and secure, with low associated risks. But is this really the case? KINH LUONG, explains why vigilance is still very much required.

Banks and other financial institutions have done much to make online banking as safe as possible. Banks use encrypted webpages or purpose-built software, which abide by strict regulatory requirements. But we have all heard horror stories associated with online banking, whether it be personal banking or a business processing a monthly trade payables payment run. In many cases, it is human error that is at the root of any problems. For example, a payment to an incorrectly inputted account number can result in a painful and costly recovery exercise. The human element involved when using online banking can compromise the security simply through trust (e.g. shared passwords), inaction or inadvertent errors. At the heart of any online banking system, an authorised signatory gains access via an authentication process, typically a password or token key, or, for more sophisticated systems, a biometric characteristic such as a fingerprint. These systems, in themselves, may be secure and reliable, but their use can be compromised in a number of ways. A password can be shared or hacked, a token key can be lost or taken without knowledge. Vigilance is vital to protect these systems, but it’s not enough on its own. Fraud or error via online banking can occur even without these safety measures failing. For example, many businesses use a Vendor Master File (VMF) which contains the key financial information used by their online banking systems, to identify who to transfer funds to. This uses BSB and account numbers, not account names. The most common way fraud arises in online banking is where someone internally has deliberately altered the BSB and account number to their own bank account, but retained the account name to mask the fraud. Banks do not rely on or check account names. Another scenario is that the VMF details are

legitimately changed by the accounts personnel within the company, after being contacted by an external perpetrator who has managed to convince them of a change in bank details. It’s a good idea to regularly check BSB and account numbers to ensure they still match those provided by suppliers. Other ways to improve, that require little time or money, include: Passwords - exposure to phishing scams, malware, or the sometimes necessary and one-off sharing of passwords, means this authentication safeguard may be compromised. Lower the risk by using sophisticated passwords and regularly updating these passwords; Two factor identification - using two or more factors in the authorisation process, for example a password plus a token key or mobile verification, easily enhances security; Segregation of duties – for businesses, implementing multiple accounting signatories ensures there is always sufficient personnel available to authorise payments, without the need to share and therefore compromise passwords; and

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Software - there is now software available such as EFTsure, which provides real time verification of the BSB and account numbers to an independently verified database at the critical payment authorisation phase. All businesses need to review their online banking system, identify the weaknesses, make the necessary improvements and monitor these processes on an ongoing basis. It is also prudent to regularly conduct reviews of the online banking system and VMF which ultimately helps to protect your business from potential fraud. n

CONTACT Kinh Luong BUSINESS HLB Mann Judd Sydney PHONE +61 (2) 9020 4000

www.hlb.com.au

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charltonbrown.com.au info@charltonbrown.com.au

www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 27

WW BRANDING

BRANDING TIPS

for service providers

What message is your branding relaying? In this article, LAUREN CLEMETT shares the three vital steps service providers can take to build their personal brand so they become well known, well paid and wanted. If you run a service-based business, you will find yourself constantly challenged by having to sell the invisible. There is no product as such, because you are the product. So how do you ensure that you don’t disappear into a sea of providers who all look the same? It is often said that “A business without a brand is just a commodity.” So if you’re sick of blending in and looking like every other consultant, coach, mentor or agent, ‘branding yourself’ as a professional service provider is vital. When it comes to operating a business, it is all about the 3 P’s of people, process and product, however, when it comes to branding it’s the 3 R’s that count.

1. RECOGNITION Becoming recognised as the go-to specialist in your niche, means that you will naturally attract the right clients without having to convince anyone. But, your personal brand is more than just being recognised in the street, it's about the brand personality and brand culture you infuse into everything you do. Strong personal brands like Richard Branson, who once said “I’ll try anything once”, has a reputation as being Mr. Yes. His brand is positive, innovative and risk-taking. He attracts entrepreneurs who admire and uphold these brand values themselves. His personal brand flows over into the brand culture at Virgin. The human brain finds comfort in what it already knows. Having a consistent personal

brand is vital to generate a recognised and trusted brand, especially in an extremely cluttered space. Think about this. In the 1970s, the human brain was being exposed to about 500 branded images each day, that’s now closer to 5,000 a day. The Amygdala, or fear centre of the brain, relaxes when it recognises a familiar face, but kicks into high alert if something is out of place. The secret is to ensure that you have a consistent message and a brand story that is easily re-told. It might be boring to you, but for your potential prospects, it’s possibly the first time they’ve really even noticed you. Decide today! What do you want to be instantly known and recognised for?

2. REPUTATION Jeff Bezos of Amazon suggests that “your personal brand is what people say about you when you’re not in the room.” When it comes to providing a professional service, reputation is everything. It sets you apart and defines the kind of referrals you get. Given that word of mouth and third party endorsements are your most effective form of marketing, you need to be clear about what you want people to say about you. Don’t rely on assumption here, use words to describe yourself that can be easily repeated. What do you want others to say about you? Have you given your raving fans the right words? The human brain loves a story, it's the most

CONFIDENTLY & CLEARLY EXPLAIN WHAT YOU DO AND WHY SOMEONE SHOULD CHOOSE YOU! The #1 Proven Formula From Award Winning Personal Brand Specialist Lauren Clemett

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www.ultimatebusinesspropellor.com 28 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

natural way to share information, knowing the story will be retained and retold to others. What is your brand story? When you think about what you’d like to be wanted for, what comes to mind first?

3. RESPECT A personal brand sets your ‘trust currency’ because the level of respect people have for your expertise correlates directly with how much they are prepared to pay for your services. We are living in the age of the authentic brand and you must deliver what you promise, in fact over-delivering is even better. Even Queen Elizabeth, who has made her share of poor publicity decisions, still has global respect. In fact, she once said “I have to be seen to be believed” because of the respected and almost daunting aura of her personal brand. What are you actively doing to create and generate respect for your brand? The biggest mistake professional service providers make when it comes to personal branding, is promoting themselves, rather than promoting the transformation they deliver for their clients. Let’s get 100 per cent clear, personal branding is not about how much you know, it’s about how much you know about your ideal prospect. The most important aspect a service provider should understand about their business is why people buy from them. The prospect’s brain interacts with your brand using memory and emotion. The decision making centre of the brain recalls how they felt last time they saw a brand, directing attention and influencing a buying desire. By considering Neurobranding and the message your brand is conveying, you can naturally engage with your prospect using the influence of the three R’s - Recognition, Reputation and Respect. n

CONTACT Lauren Clemett BUSINESS Ultimate Business Propellor PHONE +61 (0) 457 788 813

www.ultimatebusinesspropellor.com

WW BRANDING

Top tips for

NAMING A BUSINESS

Deciding on what you think will be a brilliant name for your business, product or service is no easy task. In this article, BINH REY provides guidance on what needs to be considered when deciding on a trademarkable brand for a business. Many small business owners decide on ‘descriptive’ names they would like to trademark for the business, product range or services they wish to market. By using the example of three different brands of supermarket blueberries, (OZ Berries, Betty Blues and Eureka Blueberries) we look at some of the issues to be considered when creating names for products or services.

A brand name should not include a geographic location or descriptive words. Trademark rules do not allow you tie a geographic location to your product, service or business name. A geographic location could be a country, suburb, city, and township. This should be avoided. In the case of our OZ Berries example, OZ Berries Pty Ltd was not successful in obtaining their trademark when they applied for it in 2011. As OZ is associated with Australia (a geographical location) and Berries is descriptive of the product being blueberries. Even though they were not successful in obtaining a trademark, there may have been a silver lining to their failure because if they could not have it, then no one else could either. The downside being that the owners of OZ Berries will now find it difficult to protect their brand name if a competitor wants to use it, or a similar name in future. It is for this reason that business owners should choose a name that can be trademarked from the outset. Additionally, if they have

plans to expand overseas, they need to do their research ensuring that the name is available in the countries in which they wish to promote and sell their products or services.

A brand should be distinctive, not descriptive Many small business owners tend to think that by adding their surname to a ‘descriptive’ word makes their brand distinctive. However, this is not a good idea. It is often difficult to trademark a surname which is shared by many people. A rule of thumb for surname trademarks is that to be successful the surname cannot have more than 750 registered residents within the country where the trademark is being registered. In our blueberry example, Betty Blues could be a person. The name gives the blueberry brand a personal identity. Even though the brand name has the potential to raise the surname issue, it was found that there were only twenty-one families in Australia with the surname ‘Blues’. Twenty-one is well below the 750 surname rule, leaving this brand open to be trademarked. Betty Blues is a creative name for this type of consumer product, and their logo is distinctive.

product which may also bring with it a surprise or two for the taste buds. The word Eureka has two meanings in the Australian lexicon (i) a cry of joy or satisfaction when one finds or discovers a secret or a nugget (ii) the Eureka Stockade of 1854, the miners revolt, which historians suggest provided the seeds for the Federation of Australia. This example demonstrates how a brand can be created so it has strong associations with a time or place without explicitly using a non-trademarkable identity or location. Should Eureka blueberries have been named ‘Eureka Ballarat Blues’ it may not now be a registered trademark. Deciding on the name of future business ventures, products or services needs careful consideration, especially if seeking to trademark. To save time, cost and heartache it is vitally important when launching a new business, product or service to check if the name you have chosen infringes on an existing trademark or if in fact it can be trademarked at all. n Betty Blues Australian’s Finest Blueberries (logo) is a registered trademark of R.W. Pascoe Pty Ltd. Eureka Blueberries® is a registered trademark of Mountain Blue Farms Pty Ltd.

Unique selling point The other blueberry brand we are examining is EUREKA®. This is another creative brand name which conveys to the consumer that this is a uniquely Australian

CONTACT Binh Rey BUSINESS Seriously Trademarks® PHONE +61 (0) 402 731 288

www.seriouslytrademarks.com.au

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Book online or contact Susan Rallings on 0414 604 510

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www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 29

WW SMALL BUSINESS SUCCESS

BROKE

Managing not to go

The main cause of business failure is poor financial management. Figures from the Australian Bureau of Statistics indicate that more than 60 per cent of small businesses cease operating within the first three years. LISA STONEHAM provides tips on how to manage your business finances so you don’t go broke. Being good at what you do is not enough. Good financial management is how businesses make sure that they’re making money. The odds of surviving in business long term are very slim if you don’t manage your business numbers. The numbers you need are closer than you think and the good news for business owners is they probably already have the tools they need through the reports in their accounting system.

Understand your key navigation tools The main reports you need to understand your numbers are: Your Balance Sheet

Profit and Loss Your Profit and Loss report is the report that really drills down into the details of what you’re spending and what you’re being paid for. The difference between these figures will tell you whether you’re actually making money out of your business. Watch this report for unexpected changes, including: Changes in spending (have stationery costs gone up, or expected payments not been made?) n

Bookkeeping errors (did someone miss a zero when they entered an invoice?) n

Changes in payments.

expected costs. Your Budget is a benchmark so you can compare what you plan with what actually happens.

Cash Flow Forecast Your Cash Flow Forecast report is an estimate of the inflows and outflows of cash for a future given period. It gives you the real-life details and tells you when the actual cash should move. A Cash Flow Forecast is about regular cash transactions, it doesn’t consider accruals and adjustments such as depreciation (for example, as your company car gets older). It’s about ACTUAL cash flowing in and out of your business.

Your Profit and Loss Statement

Aged Debtors and Creditors

Budget

These reports tell you how much your customers owe you and how much you owe your suppliers.

n n

Cash Flow Forecast

Balance Sheet Your Balance Sheet is the most important report you need to look at. It tells you what you own and what you owe. This report shows your business assets, what you owe to external parties (your liabilities) and what you owe to yourself (your equity). It’s a snapshot of the true state of your business at a given point in time. Your Balance Sheet is also a good tool to check how accurate your bookkeeping is, as the items in the balance sheet need to be reconciled. If your numbers don’t balance then your bookkeeping is incomplete or inaccurate.

The Aged Debtors report details how much your customers owe you and how long they’ve owed it to you. The Aged Creditors report details how much you owe your suppliers and when you need to pay it.

It should include large capital purchases so you know that they will need to be paid for and when. With a good Cash Flow Forecast, you can be on the front foot, not on the back foot.

Knowledge is Power When you check your numbers regularly, you get a much better feel for how your business is going. You’ll know when things don’t smell right and you’ll be able to find out where you’re drifting off course – before disaster strikes. n

Budget Your Budget report is an estimate of what your income and expenses will be for a future given period and it is invaluable for planning your business strategy. The Budget records what you plan to do with your finances based on expected sales and

DID YOU KNOW?

Unless you own a trademark, your business name/product is not protected from use by competitors.

www.seriouslytrademarks.com.au Affordable protection for your business branding 30 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

Seriously Trademarks® is a registered trademark

REBRANDING COSTS

Call us for a FREE no-obligation consultation about your options Phone 1300 118 123 Email enquiry@seriouslytrademarks.com.au

Accounting Solutions +61 (0) 423 132 343 www.sf-accounting.com.au PHONE

Have you got Xero and don’t know how to use it?

Trademark your business name today! Imagine having to rebrand your business, and the time and expense involved, especially if the business has been built up over many years.

CONTACT Lisa Stoneham BUSINESS Straight Forward

The good news is that we can offer Xero training so that you can have efficient processes in place to give you the right numbers to understand your business. No matter where you’re located training can be done via Skype or face-face. Book your training session now to get a FREE audit of your Xero file, valued at $197.

www.sf-accounting.com.au

lisa@sf-accounting.com.au M: 0423 132 343

WW SMALL BUSINESS SUCCESS

Overcoming doubts when deciding to quit your day job

The dream of being able to get out of the 9 to 5 rut is one most of us have entertained at some point in our career. For many, it stays a dream unless the all too common fears and concerns are addressed. SAMANTHA CHAMBERS shares insightful strategies for those of you holding yourself back from turning your entrepreneurial dream into reality. Stressed, frustrated, unhappy. Words that are typically used to describe the emotional state of a significant proportion of the Australian workforce. Freedom, flexibility, abundance. Words that are typically used to describe the reasons for ditching a day job to become a business owner or entrepreneur. Sometimes it’s our own doubts that prevent the transition from the former to the latter. Here are some thoughts to consider: I won’t succeed - similar to any goal that requires substantial change and a healthy dose of commitment, there are several elements that contribute to achieving the desired outcome. Solid planning, a disciplined mindset and having adequate support are some of those key contributors. Things like articulating your business vision, doing your research and formalising a business plan are important. Being disciplined isn’t just about how you manage your time and your dedication, it’s also about focusing your attention so you are spending your time on the right things. Having adequate support involves surrounding yourself with good people who can help by providing feedback, clarity and motivation.

MUST READ DITCH THE LADDER Author: Samantha Chambers Price: $29.95 Printed Leaving the perceived comfort of a job to set up your own business can be daunting and risky, while at the same time offer fulfilment, excitement and rewards. Learn the steps to fast track your transition and avoid the pitfalls that come with entering an unfamiliar world where success requirements differ. Find out about the new skillsets, behaviours and ways of working that are required to escape the corporate trap and bring your dreams to life. www.samanthachambers.com

In some instances, the uncertainty of whether success will be achieved is driven by a fear of failure. Sure, the prospect of some form of failure is a possibility, but failure is merely an instigator for change. It’s just a sign to do something differently next time. You don’t change the destination, you change the course to get there. Bumps in the road on the way to establishing success are more often than not challenges to test you, your resolve and your determination. As Henry Ford famously said “Failure is simply the opportunity to begin again, this time more intelligently.” I lack expertise - a new career challenge typically triggers the requirement for new or different skillsets and ways of working. Though we can’t know and be good at everything and hence can’t have expertise across every area. A good first step is to understand your strengths. When you know the skills you excel at and the behaviours that come naturally, it is easy to identify the gaps. Covering the gaps can be as simple as educating yourself by completing a short course, or finding experts who can take on specific tasks that aren’t typically your forte. Not having experience in the entrepreneur space shouldn’t be a reason to not make the leap of faith. While having some of the typical entrepreneur qualities, such as being a visionary, a risk taker and having a creative mind are all great, it is also valuable to have some of the qualities that you bring with you from your corporate career. Just as important are skillsets around leading others, managing risk and being results focused. The ability to get things done in a timely manner and not regularly jump to new ideas, is critical. Having the ability to delve into the detail when required is also necessary. In terms of experience and expertise, these attributes never go astray and should never be underestimated. I need job security - having a role title, job description and a regular income provide a perceived level of stability. However, there is no such thing as job security anymore. Even profitable, well performing companies roll out redundancy programs due to changes

in strategy, leadership or technology. With so much change, automation and disruption happening across various industries you need to be on the front foot. You need to be proactive, flexible and open to learning new things. There are trends, especially in the digital, IT and social media space where opportunities are opening up and expanding in the business ownership space. Ultimately, you can’t expect a company to look after you. You need to look after yourself. Having a dependency on someone or something else comes with its own risks. As Erica Jong said “If you don’t risk anything, you risk more.” There’s a significant amount of selfdevelopment and personal growth that comes with being bold and courageous. These components themselves should be at the forefront of your mind if you are currently considering whether to quit your job. According to John Dewey “We do not learn from experience. We learn from reflecting on experience.” Now is the perfect time to reflect on the year that was. Is it also time for you to tackle those doubts once and for all? n

CONTACT Samantha Chambers BUSINESS Ditch The Ladder PHONE +61 (0) 438 774 417

www.samanthachambers.com

Wish you could free yourself from the corporate world and do what you love? If you feel trapped in your corporate career and are ready to ditch the corporate ladder, Samantha can help you hatch your escape plan and create your own path to future success, wealth and happiness. The best way to live your dreams is to take action. So if you want to quit your job and start your own business, book your FREE 30 minute Discovery Session with Samantha today.

Business Transition Coach | Mentor | Trainer | Speaker

www.samanthachambers.com + 61 (0) 438 774 417

www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 31

WW MONEY MATTERS

Power up with SUPER This call to action follows a 2016 Senate inquiry “Achieving Economic Security for Women in Retirement.” The overwhelming findings demonstrate why women need superannuation to preserve their future lifestyle. SUE CAVILL provides some facts about women, the government and a superannuation update. A recent Senate inquiry found that women suffered from financial disparity. The reasons include wage gaps, divorce and years spent raising children. The reality check is confronting: The inquiry found the average superannuation balance for various age groups of women in 2011– 2012 was: 25-29 – $13,399

30-34 – $22,765

40-44 – $22,677

45-49 – $60,618

SUPER PUT SIMPLY Super is a legal structure used to protect and manage wealth. Its rules reduce various risks and its tax incentives attract contributions and enhance investment performance. The fact that it locks money away for a long time is a bonus because, more time is better for: compounding interest;

50-54 – $71,661 55-59 – $91,216

60-64 – $104,734

The Association of Superannuation Funds of Australia estimates a retired home-owner living a comfortable lifestyle will need $640,000 (couple) or $545,000 (single). This assumes they draw down all capital, and receive a part Age Pension. The wealth shortfall is why our Bureau of Statistics found 1 in 5 women between age 6065 works full or part time and their attitude has shifted to working longer. It is therefore vital that women take action to improve their future.

THE GOVERNMENT Policy is responding to the wealth deficit and the aging population blow-out. The objective for the retirement income policy is now to provide income in retirement to substitute or supplement the Age Pension. And the tool is Super.

Assets in pension phase are limited to $1.6 million. Any excess to be transferred to accumulation phase by 1 July 2017; n

The new annual threshold for concessional contributions is $25,000;

higher risk growth investments to realise high gains;

self-managed super fund borrowing; and

The new income threshold for 30% contribution tax is $250,000;

ongoing contributions.

n n

Overall super legislation targets wealth accumulation for those who would otherwise be dependent on an Age Pension:

Furthermore, wealth creation requires planning, risk management and investment performance inside super, and ongoing monitoring. If this is foreign to you, then beware, because risk comes from not knowing what you are doing. Seek professional advice!

SUPER UPDATE Whilst policy drives investment into super, the rules change with the political landscape. This complexity means ongoing updates are essential.

THE 2016/17 CHANGES ACHIEVE TWO THINGS: 1. Winding back some 2007 tax breaks that only the ultra-wealthy had capacity for; and

2. Helps the low to middle-income earner with less than $500,000 in super, hence many women, to save. For example: ‘Catch up’ on super contributions you miss in lower income years.

The ‘Bring Forward Rule’ from 1 July, 2017 will allow $100,000 concessional benefits annually, for up to three years. (65 – 74 years need to meet the work test); The ‘Low Income Super Tax Offset’ effectively refunds the 15% contributions tax applied to concessional contributions for people earning up to $37,000. The maximum benefit is $500; n

Access to concessional contributions for all part-time workers who are also self-employed (up to age 74 years); n

Claim ‘Catch Up’ concessional contribution’ (up to 5 years) from 1 July 2018 - providing you have less than $500,000 in super and meet the work test up to age 74; n

The spouse tax offset is extended to spouses (up to age 69) who earn up to $40,000 for the year. The maximum tax offset is $540; and n

Transition to retirement assets will lose the 15% tax free earning status but the 15% tax offset still applies to the beneficiary’s income. n

To conclude, government policy drives investment into super to grow wealth. Recent legislation is most positive for women as we ‘catch up’ on much needed funds for our future lifestyle. Women need to take action and live well! n General Advice Warning - The information contained on this article is general in nature and does not take into account your personal situation. You should consider whether the information is appropriate to your needs, and where appropriate, seek professional advice from a financial adviser.

www.inspirefinancialservices.com.au

32 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

CONTACT Sue Cavill BUSINESS Inspire Financial Services PHONE +61 (0) 488 258 444

www.inspirefinancialservices.com.au

WW MONEY MATTERS

Little black dress

YOUR INSURANCE One size doesn’t fit all when it comes to business insurance policies. The trick is to ensure the design of your policy is a snug fit for your business. In this article, JODY WILLIAMS gives an insider tip on how to get the most out of your business insurance policy – for nothing. None of us enjoy paying insurance premiums, however when disaster strikes and it all goes south, your insurance policy could be the only thing standing between you and financial ruin. So if insurance is a necessary evil, your next step is to ensure that you understand how to secure the best insurance deal for your business and save as many of your hard earned dollars as you can. The complex world of ‘Product Disclosure Statements’ or better known as ‘Policy Wordings’, you know the booklets you get given from your insurance company with a pretty picture on the front, filled with enough jargon that it would put a three year old at a birthday party to sleep? Inside these booklets lay the foundations of your insurance coverage. What is covered, what is not covered and what you can get for free.

needs a different length, size and shape to get the best look possible. Your business and the insurance you require is as individual as you are. It is important for all business owners to understand that just like the little black dress, your insurance policies can be altered to suit your business’s individuality and growth. For example, for a florist, the ‘Seasonal Increase ‘automatically provides up to 50 per cent extra cover for extra flowers on days leading up to Christmas Day and Easter – for free. Come Mother’s Day or Valentine’s Day the amount of flowers sold by a florist can double. If there was a fire or theft in a florist shop during these dates the loss incurred could be over and above normal trading, so this type of coverage offers the owner security knowing that the insurer will pay as high as 50 percent extra than what they are insured for.

Inside a standard ‘Business Insurance Policy Wording’ you will find the title ‘Seasonal Increase’.

But what if you are not a florist? For example:

We all have our ‘Seasonal Increases’ although that is usually a sign of a well-balanced life, or too much chocolate! Not every woman fits into the standard size 8 little black dress. Each of us

Fish and chip takeaway - change the seasonal increase to Summer School Holidays. If you’re in the north, the winter school holidays may be your seasonal fluctuation.

MUST READ THE INNOVATION RACE Author: Gaia Grant and Andrew Grant Price: $34.95 Printed Best-selling Australian authors Gaia Grant and Andrew Grant take readers on a research-based global adventure that explores the current state of innovation and why some countries, cultures and companies race ahead while others struggle. www.tirian.com

Apple reseller - change the seasonal increase to new Apple product releases.

Do you have

adequate

insurance? At Oracle Insurance, we get to know “You”. We then tailor an insurance solution so you can manage your risks with appropriate protection. • Offering all types of business insurance • Air BnB properties • WA workers compensation • Liability • Professional indemnity • All motor, trucks and equipment • Corporate travel • Cyber and management liability • Not for profit • Flood & cyclone excess • Strata Call for a FREE 10 minute phone review to confirm you have the correct insurances. Call 0407 617 674 or email jody.williams@oraclegroup.com.au

Insurance Business Australia 2016 Top Brokerages of Australia – #2 finalist Oracle Group (Australia) Pty Ltd ABN 75 131 025 600 - AFS 363610

www.oraclegroup.com.au

Workwear retailer - change the seasonal increase to suit end of financial year uniform spend. By understanding and taking control of your business insurance you are better able to seek out the perfect fit for your business. The next move is to contact your insurer or broker and discuss changes to your ‘off the shelf’ policy so it better suits your needs. The extra compensation may just be enough to pay for a brand new little black dress. n

CONTACT Jody Williams BUSINESS Oracle Group

Insurance Brokers +61 (0) 407 617 674 www.oraclegroup.com.au PHONE

www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 33

WW MONEY MATTERS

THE SMALL BUSINESS

loan guide

Whether you need finance to start a business or extra funding to expand and grow an existing business, at some stage you will most likely need financial assistance from a bank or financial institution. In this article, TRACY KEAREY, provides much needed advice on what’s involved and how to prepare when applying for a small business loan. A business loan is really nothing more than a lender investing money in your business. For you, the benefit is the money you gain to help with establishing or improving your business. For the lender, the benefit is a fair return on their investment, via the interest payments made over the life of the loan. Most small business owners, especially firsttime applicants, dread the process of applying for a loan. Believing the entire process will be difficult, time-consuming and nerve racking they tend to put it in the too hard basket. The truth is, by building a relationship with a finance and mortgage broker, you can take most of the hard work, research and application process off your to do list. When applying for any type of business loan, your broker will help with evaluating your current position and determine what the various lenders require from you and your business.

There are 4 key factors lenders look for: 1. Sufficient ability and cash flow to repay the loan;

2. Adequate security or equity in the event that you can’t repay the loan;

3. The quality and management of the business applying for the loan; and

4. A clean credit rating.

What should my application include? It is no surprise that all lenders want to know that any business they invest into offers them a solid and reliable return. It rests with you to ensure that your broker fully understands the nature of your business so they can pitch to various lenders on your behalf. You will need to prepare and have the following information on hand: Trading history if you own an existing business; n

Future outlook;

Products or services;

Customers and suppliers;

Actual or the potential profitability if a new business; n

How you intend to spend the funds being borrowed; and n

How are you are going to repay the loan.

The more relevant and up-to-date the information provided, the easier and faster the approval process will be. The idea is to impress lenders, because missing important details and a lack of clarity surrounding the information provided will only slow down your application being assessed. Your application should include at least the following documentation: A comprehensive business plan;

A precise explanation of how the loan will be used and repaid; n

What guarantees do lenders need? Most small business lenders require to guarantee the loan with security. This loan security would be used to reimburse the lender in the event the loan cannot be repaid. Typical assets used for security can include: Residential property;

Commercial premises;

Land;

Vehicles; and

Business equipment.

Financing options Before you apply for a business loan, you and your broker will decide the best options available for you or your business to obtain finance. There are many avenues open to you, including the following: An overdraft can assist you to manage your business cash flow;

A cash flow forecast for the business for the next 12 months;

Financial statements and company returns for the business for the past two years;

A statement of assets and liabilities for each individual borrower; and

Personal tax returns and tax assessment notices for at least the past two years.

With your accountant’s help your broker will assist with ensuring all the required documentation is in place before approaching lenders.

Why the inquisition? When it comes to a small business loans, lenders rarely distinguish between the actual business and the owner. Lenders need to fully understand the personal financial circumstances of the owner, including their net worth and cash flow, as much as it does the business. This is why it is so important to keep your personal credit history file clean and in order as most lenders make the assumption that an owner will manage their business’ debt in the same way they manage their personal debt. In addition, lenders also take into account the business owner’s character, history, skills and experience.

34 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

Debtor finance - borrowing against the value of your outstanding trade debtors; Term loans are an option for major business borrowings; and Equipment finance for the acquisition of business equipment.

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WW MONEY MATTERS

It is no surprise that all lenders want to know that any business they invest into offers them a solid and reliable return. It rests with you to ensure that your broker fully understands the nature of your business so they can pitch to various lenders on your behalf. Choosing a lender

Lodging your application

Deciding on a lender is more involved than finding out which institution is offering the lowest interest rate. Your broker will be looking at a vast range of lenders and assessing how each of them rate when it comes to helping grow your business well into the future. Your broker will also ascertain which lender will view your current financial position in the best light so that your application has the best chance of getting over the line.

After your broker submits your application, the lender then considers whether you represent a satisfactory investment. This can take up to a week or more assuming the lender has all the information it requires. If not, the lender will notify your broker of any further documentation required. At this point in time your application will remain on hold until all outstanding requirements have been supplied.

Lenders interest rates differ and they can also vary depending on: How much you are borrowing;

The term of the loan;

The amount of security being offered; and

The risk factor involved in what the loan is being used for. n

Broker support If you prefer the personal touch of face-to-face communication when organising your finances and loans, opposed to working with the banks automated call centres, then seeking the services and support of an ‘on the same page’ finance broker is your best option. A professional broker will assist in helping you pull all of your documentation together, research all of the lenders, present you with a range of options and explain all fees and

charges that you will be paying on top of the interest so that you understand how much the loan will cost you over its full term. With their guidance, you can then make an informed decision as to which lender you wish them to place your loan with. There is no cost to you for using a finance and mortgage broker to find you the best deal as they are reimbursed by the various banks and lenders they place your business with. And remember, a good broker will take an active interest in your business and help by working through all of your financial issues to ensure your small business succeeds. n

CONTACT Tracy Kearey BUSINESS Home Loan Connexion PHONE +61 (0) 417 738 469

www.homeloanconnexion.com.au

X MARKS THE SPOT

AT HOME LOAN CONNEXION

Looking to refinance or to purchase property? Discover the EASY way to find the loan you want ... A WIDE RANGE OF LOANS TO SUIT YOUR NEEDS We specialise in providing you with a whole range of finance solutions, including … • Home loans • Car loans • Commercial loans

• Personal loans • Leasing

By giving you what YOU want, WHEN you want it, we give you the type of service we would expect for ourselves – helpful, understanding, comprehensive and experience!

Winner of MFAA 2016 Finance Broker of The Year 6+ Loan Writers

Tracy Kearey, Director – Home Loan Connexion Mobile 0417 738 469 Email tkearey@homeloanconnexion.com.au CRN 455382

www.homeloanconnexion.com.au www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 35

WW MONEY MATTERS

aged care

UNDERSTANDING

COST OPTIONS

Australia’s aged care system offers a wide variety of options for funding comfortable living arrangements for those who require additional assistance, but these options are complex and not always easily understood. In this article, SUSAN RALLINGS and BIANCA DEZOTTI outline a variety of aged care options and highlight the financial impact when making decisions. Our level of enjoyment in our golden years is considerably impacted by our living arrangements, particularly if health needs require specialist or continuous care. Australia has moved to a user-pays system and depending on the level of care, income and assets available, the costs will vary. Making the wrong decision can have a significant financial and emotional impact on both the aged and their carers which is why it’s vital to get the right financial advice.

Means-tested care fee - This is an additional contribution towards the cost of care you may be required to pay. The amount (if any) of this fee is based on an assessment of your income and assets. As a result of this test, the resident may be classified as being fullysupported, partly-supported or self-supported. This determines the level of funding the resident may receive from the government.

Accommodation costs - This amount will

There are a range of accommodation and care options depending on the needs of the individual.

be determined according to income and assets. Some people will have their accommodation costs met in full or in part by the Australian Government, while others will need to pay the accommodation price agreed with the aged care facility.

These include:

You can choose to pay accommodation costs by:

Accommodation options

Home care (staying at home and utilising government-funded domestic services); n

Living with family members (potentially with a granny flat agreement in place); n

Residential aged care facilities (with living support, domestic service and care); n

Retirement villages (living support and community interaction); and n

Respite care (short stay in an aged care home to give the carer time to attend to personal matters or a much-needed break). n

Costs of aged care facilities There are a number of costs associated with going into an aged care facility and some are based on the personal needs and financial circumstances of the resident.

Costs may include: Basic daily fee - This fee is used to contribute towards day-to-day living costs such as meals, cleaning, laundry, heating and cooling. For new residents, it’s generally set as a percentage (up to 85%) of the Age Pension and is indexed in March and September each year.

a lump-sum style ‘refundable accommodation deposit’ (RAD); n

rental-type payments called a ‘daily accommodation payment’ (DAP); or n

a combination of the two.

Extra service charges. Additional fees may apply if you choose a higher standard of accommodation or additional services. These will vary depending on the service provider and facility you choose.

Means testing and maximising the family home Accommodation costs are means-tested which makes structuring assets particularly important. For many people, the family home is their most significant asset and potentially a source of income if rented out. A financial adviser can help determine whether it’s better to sell or retain the family home in order to fund accommodation costs. Considerations include comparing a lump sum payment (which is often funded by the sale of the home) versus ongoing payments (which may not require the home to be sold). There are

For many people, the family home is their most significant asset and potentially a source of income if rented out. A financial adviser can help determine whether it’s better to sell or retain the family home in order to fund accommodation costs. other considerations such as whether or not to borrow against the home if it’s retained, plus any taxation, Centrelink and estate planning impacts – all of which add further complexity.

Peace of mind through quality advice A quality financial adviser will recognise that decisions relating to the family home can’t always be made purely according to financial calculations. They will appreciate that, while understanding the financial impacts of aged care options provides a useful foundation for making a decision, there are often legitimate sentimental and emotional elements at play. Susan and Bianca are highly skilled financial advisers who can delve deeply into your financial circumstances and explore the full spectrum of aged care funding options available in order to present you with some clear choices and anticipated costs. Properly understanding your options will allow you to make a decision with confidence. Knowing that you’ve considered all important factors is incredibly empowering and can offer real peace of mind when making decisions relating to aged care. n

Susan Rallings and Bianca Dezotti BUSINESS Morgan Stanley Wealth Management PHONE +61 (7) 3317 7609 www.morganstanley.com.au CONTACT

Susan Rallings and Bianca Dezotti are Financial Advisers of Morgan Stanley Wealth Management Australia Pty Ltd (ABN 19 009 145 555, AFSL 240813) a participant of the ASX Group. This communication contains factual information only and is not intended to reflect any recommendations or financial advice, nor is it an offer or solicitation in relation to any particular financial product. Although the information has been obtained from sources believed to be reliable, Morgan Stanley does not guarantee its accuracy, and such information may be incomplete or condensed.

36 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

WW BETWEEN THE PAGES

SELLING YOU

Author: Lauren Clemett Price: $25.00 Printed

OfftheShelf

Full of practical advice, tips and tools to help you find your focus to develop your inch-wide, mile-deep niche. You will discover your personal brand and learn how to package your natural talent, skill and expertise into a valuable asset and become known as the go-to expert in your field. www.ultimatebusinesspropellor.com

Whether it’s a beautifully bound book, CD or ebook the key to happiness and many of life’s questions can often be found within! Regardless of the delivery format authors have been resourcing, inspiring and educating us for centuries. Here are our top choices.

GETTING THERE: Grief to Peace for Young Widows

COMPOSURE

Author: Zoë Routh Price: $20.00 Printed | $11.99 eBook

Author: Deb Rae Price: $24.95 Printed | $9.99 eBook

Explore your own quest to become a centered leader. Composure is the leaders’ handbook for developing wise and compassionate leadership, regardless of the circumstances. Demonstrating how to build strong foundations, it also shows you what to do in the heat of the moment, when the stakes are high. www.zoerouth.com

The perfect book for anyone who feels alone in their loss, or wants to help someone else through their grief. It’s sad, humorous, honest, bittersweet, moving and a wonderfully practical resource. This book shows there is no right or wrong way to move through grief; there is your way and you can do it. www.debrae.com.au/books.aspx

SAVING INVESTA

Author: Scott MacDonald Price: $29.99 Paper Back | $39.99 Hard Cover

THE AGE OF AFFECT

An engaging memoir from former CEO of Investa, Scott MacDonald, who shares the extraordinary true story of how a company, taken over by private equity funds relying on excessive levels of debt, survived against all reasonable odds and how an ex-factory worker triumphed at the big end of town. www.authorscottmacdonald.com/saving-investa

In The Age of Affect, the author disperses 53 poems and stories that bridge the gap between art and commerce, showing what we can learn about the art of business and what the business of art can teach us. www.affectors.com

Author: Matt Jackson Price: $27.99 Printed | $19.99 eBook

HARMONY IS SUCCESS

VALUE

Author: Robyn Haydon Price: $34.95 Printed

A practical guide for those in servicebased professions on how to convey their commercial value to new and existing customers. www.robynhaydon.com

Author: Ken McLean Price: $29.99 Printed Human life is based on the harmonious balance between four interconnected relationships, which, when practiced consciously, result in greater personal fulfilment, success and the powerful and free expression of our deepest self. Learn how to live a life of deeper meaning and happiness. www.shortstoppress.com

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38 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

STAND OUT

STORYTELLING FOR JOB INTERVIEWS

Author: Alison Hill Price: $27.95 Printed A practical guide to getting clear on what matters and how to stop doing the stuff that doesn’t. Having worked with clients such as PepsiCo, McDonalds, Siemens, Sydney Water, BHP Billiton and Bond University, author Alison Hill’s research unpacks simple models, robust diagnostics and practical strategies to help readers create change to live with real purpose and progress. www.alisonhill.com.au

Author: Gabrielle Dolan Price: $19.95 Printed

Discover how telling stories about your personal and professional life during a job interview can help demonstrate your capabilities and values and why you would be an asset to the organisation. www.gabrielledolan.com

UNSTOPPABLE – The Professional Woman’s Guide to Purpose, Power and Prosperity.

TURN YOURSELF ON

Author: Marina J Price: $24.99 Printed

Author: Kerryn Gamble Price: $29.95 Printed | $9.95 eBook

If you’re feeling lost or a bit unsure as to where your career is going, Turn Yourself On is the practical guide that will help with turning your life around. It’s filled with relatable examples, practical tools and techniques that will empower you to live with greater happiness. www.marinaj.net

Today, women are too busy being busy at the expense of their health, wealth and happiness. Fueling this is the need to be liked, the need to be perfect and the need to fit in. Full of simple, yet powerful techniques to change how you think and how you live, Unstoppable is a complete guide to self-discovery for women in pursuit of career satisfaction, personal fulfilment and financial success. www.kerryngamble.com

HOW TO THRIVE AND SURVIVE AS A WORKING WOMAN

A CULTURE TURNED

Authors: Fiona Elsa Dent and Viki Holton Price: $31.99 Printed | $15.99 eBook

Author: Steve Simpson and Stef du Plessis Price: $30.00 Printed

Although many work issues have improved considerably in recent decades, it is clear that women continue to face a range of challenges and barriers in the workplace. Based on new data from hundreds of surveys and interviews, How to Thrive and Survive as a Working Woman provides tips, techniques and approaches and is an essential handbook for working women at all stages of their careers across any industry. www.bloomsbury.com

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THE MINDFUL LEADER

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What’s the secret to lasting growth and vitality? Why do some ideas fizzle and others flourish? The answer to these questions is simple - momentum. In the new book, Momentum you will discover how to build it, keep it or get it back. It’s a practical guide to creating unstoppable momentum, both in business and life. www.michaelmcqueen.net

Workplace cultures are key to unlocking massive performance improvement. In this engaging business fable you will learn how to unleash the potential in your organization using the globally acclaimed unwritten ground rules (UGR’s). www.acultureturned.com

Author: Michael Bunting Price: $29.95 Printed

This is an essential guide for self-aware leadership and provides research-based mindfulness practices with time-tested leadership behaviours to provide a practical framework of extraordinary leadership. www.mindfulleaderbook.com

TOPSHELF SPEAKING OUT

Author: Tara Moss Price: $22.99 Printed Hard Cover The essential, accessible and practical handbook for women on speaking out safely and confidently. You’ll find advice on preparation, speaking out and negotiating in public spaces, sometimes in the face of downright savage trolling. With a focus particularly on social media and online safety, tips offered include how to research, form arguments, deliver confidently, find support and handle criticism. This is a guide for women, young and old, that not only helps them find their voice, but argues passionately for why it matters. www.taramoss.com

www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 39

WW PUBLIC RELATIONS

Get the jump on your

PR PLANS

Just in time for the New Year, CHERYL BEASLEY examines how to get that competitive edge when it comes to your PR efforts.

Summer (long leads should be proposed in June, short leads can be proposed up to the end of March).

Public relations are important. It’s why we spend so much time and money contributing to positive PR and why we cringe at the idea of negative PR. The truth is that a lot of skill and planning goes into a successful public relations campaign and a big part of this planning relates to knowing when to call in the media.

LEAD TIMES Some people imagine that they can call journalists up and they’ll drop everything because they have a story for the media they think would be perfect for next week, whereas reality plays out much different. Each story has a lead time, which can range from six weeks all the way up to four months. You read that right, four months. There are two different kinds of leads: a short lead (6-8 week waiting period) and a long lead (3-4 months). Each bit of that precious time is used to ensure that the media is getting the story exactly the way the editor and journalists want it and these processes take time. An idea is to work with the media to create stories everybody knows they’re going to publish, such as holiday interest pieces and seasonal pieces.

Autumn (long leads should be proposed in December, short leads can be proposed up to the end of May). Winter (Long leads should be proposed in January, short leads should be proposed up to the end of August).

HOLIDAYS Valentine’s Day (long leads should be proposed in November, short leads can be proposed up to early February). Easter (long leads should be proposed in December, short leads can be proposed up to April). Mother’s Day (long leads should be proposed in January, short leads can be proposed up to early May). Father’s Day (long leads should be proposed in June, short leads can be proposed up to early September). Christmas in July (long leads should be proposed in April, short leads can be proposed up to early July). Back to School (long leads should be proposed by October, short leads should be proposed by the end of January).

HERE’S A QUICK REFERENCE LIST: SEASONAL

Christmas (long leads should be proposed by August, short leads can be proposed by early December).

Spring (long leads should be proposed in June, short leads can be proposed all the way up to the end of November).

New Year’s Resolution (long leads should be proposed by September, short leads can be proposed by the end of December).

WANT TO RECEIVE HIGHLY QUALIFIED SALES LEADS FOR YOUR BUSINESS?

As you can see, although long leads are only supposed to take 3-4 months in reality some of these holidays have even longer lead times. This has to do with the sheer popularity of the holiday, the time and effort people put into producing holiday campaigns and the time of year the holiday is in, but these times should serve as a good guide as to when a story should be proposed to the media.

PR PITCHES People often wonder what exactly goes in to the accepted pitches when it comes to the media, and the answer is always the same – good content. If the story you’re proposing has a solid amount of content, public interest and influence, it will run. If it doesn’t, then the story won’t get published. So what’s the answer? Good content is content that is relevant to the current audience of the media outlet that presents information, that provides either a conflict or a human interest angle with which to approach it and that which actually makes a difference to the people that have read it. These are the types of stories media outlets are looking for and these are the ones that get published. So what’s your pitch going to be for your story? n

CONTACT Cheryl Beasley BUSINESS All About Biz PHONE +61 (0) 413 695 175

www.allaboutbiz.com.au

The PromoDonna is a national sales and marketing firm. We create high quality B2B sales leads and meetings through cold calling and prequalification. The benefits of our services include: • We give guarantees for the number of sales leads you’re looking for! • We can fill your sales pipeline with qualified sales meetings, so you can focus on your core business • Never again have any quiet periods where you don’t know where your next sales leads are coming from • T hrough outsourcing a telesales person, you don’t have to go through the hassle of recruiting, training or managing someone new • We also provide prospecting training to enhance the skills of an individual or team If you’re looking to grow your business in 2017 and would like a team of professionals to fill your sales pipeline, contact Ashleigh today to have a tailored solution put together for your business. Mention Working Women magazine and receive 20% off any quote before 31 May, 2017. WEBSITE: www.thepromodonna.com PHONE: +61 (3) 9908 2440 EMAIL: enquiry@thepromodonna.com FACEBOOK: https://www.facebook.com/ThePromoDonna

40 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

WW HUMAN RESOURCES

Do you tolerate

rather than address?

There are many tangible expenditure items that can be reduced to help a business facing challenging financial times. Staff being one of them. In this article, TAMARA SIMON suggests that as much as businesses owners dread it, during tough times addressing the issue of staff who are operating below their capacity must be the focus of attention and action. For business owners facing financial pressure, one of the quickest ways to reduce expenses involves the reduction of staffing levels and their hours. It is a tough call and business owners often find themselves having to think long and hard before taking action. This is an even more difficult task in the case in regional communities, where the effects of decisions can be felt not only in the workplace, but everywhere, from the local shops to conversations on the streets. So, when faced with such a dilemma, how, as an employer, do you step up to the challenge of letting employees go? The first step is to release any ‘deadwood or drifters’ who exist within your business, or, at least, address performance issues with them to see where the path takes you. Generally, no business owner enjoys addressing conflict or performance issues with staff members. Most business owners are great people with kind hearts, but unfortunately many do not address unacceptable staff behaviour as soon as it occurs. As a result, the poor behaviour continues and merely creates resentment, reducing productivity across the business. When any type of small business is under stress financially it is not in the position to be carrying unproductive staff. After all, there is

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no ‘I’ in ‘Team’. All shoulders are required to be at the wheel for a business to navigate its way through economic instability. It’s the time to be really honest and REFLECT: Are you tolerating negative, unhelpful or unproductive behaviour? n

What mixed messages are you giving your staff? n

Do you have favourites who can do no wrong? n

Do the ‘rules’ apply equally to everyone?

Unless you take the bull by the horns and address issues within your business it will continue to spiral into a financial black hole. that during tough times the business can only afford to pay wages for the absolute best. Finally, for those businesses which have great business systems but are still experiencing issues with staff, remember that generally well developed systems break down for four reasons:

What business systems or lack of them are creating issues for your staff? n

Is the knowledge of your business in your head with staff constantly being told what to do or is it documented for them to easily follow? n

Communication is an essential key to any successful business and although staff are sometimes told too much information by business owners which can lead to gossip and innuendo; telling staff nothing also creates its own set of problems. It is vitally important to keep staff informed, particularly in times of financial uncertainty. This way they gain a clear understanding as to the reality of running a business. They need to understand that by employing them, you are reducing profit which is money not in your pocket. They also need to understand

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1. Lack of Leadership – owners need to fully support systems implementation;

2. Communication – people not communicating with each other;

3. Choice – people make a choice not to follow the system; or

4. Assumptions – we assume people know what or how to do things rather than actually telling them with written documentation to back it up. Unless you take the bull by the horns and address issues within your business it will continue to spiral into a financial black hole. n

CONTACT Tamara Simon BUSINESS Business Scene Investigation PHONE +61 (0) 438 262 727

www.thebsi.com.au

Confused? Overwhelmed? Frustrated? There is a Simple Solution

BBB Strategy Session with The BSi Rebuild your energy and focus to: • Fix a Bottleneck • Provide a Boost • Brainstorm problems and opportunities www.thebsi.com.au tamara@thebsi.com.au (+61) 438 262 727

Contact Tamara Simon and mention Working Women magazine for your Special Offer

www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 41

WW CHANGE MANAGEMENT

The growing pain of

CHANGE

Our body has a great way of protecting us from the unknown outcomes that growth and change might produce. LISA RENN explores why we can want one thing but do another. Have you ever asked yourself to go beyond your comfort zone? If so, you might know the feeling of utter resistance your whole body gives you. That feeling of ‘No, I don’t want to do this!’ or the subtler, ‘I’ll do that later, right now my desk needs cleaning.’ Our mind has a great way of protecting us from the unknown outcomes that growth and change might produce. Research shows us that people can want something but have trouble making it happen. Stepping up is hard. If growth, change and personal development were painless, we’d all be doing what we felt we were born to do. Growth requires risk and uncertainty as well as feeling vulnerable, therefore most people prefer to sit in their comfort zone even though they remain discontent. The diagram shown explains what happens when you decide you need to change. There is a feeling of angst or discontent that you want to be ‘better’, so you decide to take action. Getting underway, you make some progress until you hit your fire wall; our internal mechanism that tries to protect us from failure. At this point you realise it’s going to be harder than you think, you second guess yourself: ‘Who am I to do this?’ ‘What if this doesn’t work?’ or ‘I’m not good enough?’ All these doubts are designed to have your scurrying back to your comfort zone. It’s not until you create the belief that what you are trying to do is worth the discomfort that you then develop the conviction and confidence that will enable you to break through to the other side.

Whether you’re trying to become healthier, growing your business or a manager trying to bring out the best in your team, understanding why most people don’t step up to do the things they really want to is vital to helping them overcome their internal fire wall and grow in the direction they desire. It starts with belief that fosters confidence, but these positive thoughts are often really hard to put in by yourself. Hence the saying, surround yourself with people you want to be like and who support you. According to research, willpower and healthy actions are contagious, but it’s also true in reverse. If the people around you are not supportive, if they doubt you, are not encouraging or affirming then it’s hard to break out of your comfort zone and far safer to stick to what you know. When you build confidence in your own ability, you feel more courageous to face the unknown and break through the fire wall with conviction.

Start the change process with these three simple strategies: 1. Acknowledge skills and experience – think of something you have achieved in your life that you are proud of. What skills did that take to achieve? Make a list. Are those skills relevant to your current challenge?

Do you need to achieve your goals faster? Are you frustrated by a lack of progress in your business? Are you sick of going around in circles and not achieving your health goals?

Here are just some of the benefits gained by those who have undertaken my six-month coaching program: • More energy & increased productivity • Improved stress management • Weight loss & no more failed diets • And the best news is the changes are permanent – you’ll learn a different way of thinking, doing and eating that you can keep up or you can have your money back.

2. Express confidence – express confidence in yourself, remind yourself of your achievements. This is easier when it’s coming from someone else, but if there is no one else, keep the positive messages running through your head. You become your most prominent thoughts. Reread your testimonials. 3. Create an action list - when you focus on action you don’t have to get stuck in your own head as much and listen to the doubt. Plan out what you need to do and then focus on that, not the outcome. Remember, progress isn’t perfect! n

CONTACT Lisa Renn BUSINESS Lisa Renn Foster Potential PHONE +61 (0) 413 956 107

www.lisarenn.com

Mention this ad when you arrange a meeting and receive a FREE copy of my book “Body Warfare“ whether you sign up for the program or not. Want some inspiration and information? Join us on Facebook at ‘Energetic Entrepreneurs’ and start getting the help you need.

Email or phone to arrange a meeting and see if you qualify for the intensive six month program.

E: lisa@lisarenn.com M: 0413 956 107 www.lisarenn.com

42 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

WW OFFSHORE

Don’t return FROM CHINA EMPTY-HANDED

Are you considering the pros and cons of buying products wholesale from China? In this article, LINDY CHEN explains where to go, what’s on offer and tips on how any small business owner can turn their first business trip to China into a wholesale buying success, so they don’t come home empty handed. Not all trips to China are the same. No matter how big or small your operation is, a trip to China may or may not be productive enough to justify the expense. You need to be clear about your business goals, know the types of products you want and give careful consideration as to how you will use or distribute them in Australia to create cash flow. Many small businesses get discouraged when they hear the big numbers that seasoned importers boast out about, so they dismiss the idea of importing. However, there are ways for small businesses to import without having to risk a commitment to a full container load of just one product. Just as there are all kinds of businesses operating in Australia, there are as many, if not more businesses in China that are looking to do trade with Australia. If you are looking to avoid large Minimum Order Quantities (MOQs), China’s wholesale markets are your best option. Wholesale markets are the perfect destination for start-up retailers and online stores who are looking to offer a variety of items in smaller quantities, or restaurant owners who wish to buy furniture and décor. China’s wholesale markets are unlike anything you can imagine in Australia. Just picture gigantic malls that specialise in a group of products, all of which can be bought at wholesale prices.

Some entrepreneurs might consider an initial exploratory visit to China as more of a pleasure trip, mixed with some business. They typically treat their first trip as part of the cost in starting their business, an investment in the learning process. However this need not be the case. If you want to make the most out of your initial foray into China, it may surprise you to know that it is possible to bring home a shipment of your first batch of goods! And the best option to pursue, if you intend to accomplish this, is to visit the wholesale markets.

COMMON WHOLESALE BUYING TRIP QUESTIONS: Why buy from wholesale markets and not factories? This depends on what products you buy and how many you buy. It is possible to save up to $350,000 with the purchase of only two 40 foot container loads of products. It may look cheaper to buy from factories, but you can go to wholesalers and still manage to get big discounts. There are ways you can get massive discounts without having to deal with the MOQs that factories require. Wholesale markets give you more flexibility in the quantities you import.

Where are the best places to visit? It is not a one-size-fits-all proposition. Different locations in China specialise in different products. It is like going to Napa Valley for wine and Detroit Michigan for cars. The usual

If you are looking to avoid large Minimum Order Quantities, China’s wholesale markets are your best option. places on the highly recommended list are Guangzhou, Shanghai, Beijing and Yiwu. Each of these areas have their own specialties. So do your research and make sure you know where to go for the products you want. At a minimum, you will need to prepare for a five day and four night stay.

How is the quality of the goods that you can find in the wholesale markets? At the wholesale markets, you are able to touch and see the actual product that runs in the suppliers’ factories. What you see is what you get. You should however understand that this does not mean that you no longer have to inspect the goods before shipment. The best way to do this is to have a trusted team that can do the inspection for you. Armed with more information you should now feel more confident about your first trip to China not being a fact finding mission, but rather the first of many buying trips for your Australian based business. Happy wholesale shopping! n

CONTACT Lindy Chen BUSINESS ChinaDirect Sourcing

Services Pty Ltd +61 (7) 3392 1421 www.chinadirectsourcing.com.au PHONE

Thinking about expanding your business overseas… but don’t know where to start? Don’t do it on your own, have a dedicated consultant by your side every step of the way. Get support and guidance by leveraging from our 30 years’ experience in international business, helping you to save time, effort, money and reduce your risk. Call today to book a FREE phone consultation with an Ausnindo expert consultant and explore international opportunities for your business. If you want results, talk to us first. Tel: +61 (3) 8862 6363 Email: consult@ausnindo.com www.ausnindo.com Ausnindo services are recognised and claimable from Government Export Grants. www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 43

WW BUSINESS MANAGEMENT

Business ownership

IS A TEAM SPORT

Operating a business on your own can feel isolating and, at times, an overwhelming challenge. DIANNA JACOBSEN looks at why far too many business owners feel excessively stressed and inadequate, when it all can be fixed by them surrounding themselves with the right team. Being a small business owner can be a lonely path at times. It can be very isolating when it seems everyone else knows what they are doing, appearing to be successful and we feel like we are the only ones bumbling along, unsure of our decisions and close to failing much of the time. We often feel unable to discuss our situation, because it involves our confidential information, or maybe it would feel disloyal to our business partner or spouse, or simply because everyone else looks like they have it sorted and we feel like a failure by comparison. Unfortunately, this often results in high levels of stress, sometimes causing issues in other areas such as relationships or health. This is not a good way to run a business or to live. In school, we were taught to work alone and to pit our wits or brains against everyone else. However, this is not a good model on which to build our lives; it is isolating and can lead to a sense of inadequacy and failure. Rather, we should be looking to build win-win alliances and collaborations wherever possible. As they say, there is strength in numbers, particularly where there are synergies that could create mutually beneficial outcomes. It is important to remember that most people who ever accomplished big things did not succeed alone. They had a ‘team’. Look at business management, for example. As well as having staff, we are told we need a team consisting of an accountant, a bank manager,

a solicitor, a financial planner, an insurance agent and a loan broker. In addition, we usually have a few well-meaning friends or relatives on the sidelines, all giving us advice on how to run our business.

fills you with confidence from the start; remember, making money starts with mindset; n

has suitable qualifications and experience – do your homework before hiring; n

is willing to stand in the midst of the web with you, translating the jargon from your viewpoint, customised to your personal needs, and with your best interests in mind; n

The problem is that these people all have different perspectives, based both on their varying professional viewpoints as well as their different personal beliefs and life experiences. It is easy to feel like a tiny spider in the middle of a huge web of financial jargon, struggling to untangle the myriad of opinions and decipher the advice, in order to filter out the salient points relevant to our personal situation. It feels overwhelming and business owners often feel stupid and incompetent; this is certainly not creating the life of freedom and success previously envisioned! So what is the solution? Well, once we have selected our team players, the key is choosing a strong team leader. We, as the business owner, retain the captaincy, but it is imperative to hire a good coach, someone who understands the assorted aspects of finance, business, staff and time management and can guide us through the decision-making obstacle course with confidence. This may be your accountant, or you may seek an independent, suitably qualified, business coach or adviser.

shares systems and steps to implement which lead to attainment of your goals; n

has qualifications and experience in finance, hence can interpret and assist with discussions with your accountant, bank manager, broker and financial planner; n

has good communication and people skills to support you with staff leadership and marketing; n

has a set fee for a set term, so you are clear on the commitment, service and outcomes you are paying for and can expect to receive; n

is FUN and uplifting – business is not meant to be difficult and boring! n

So don’t lose heart if you feel overwhelmed and disenchanted with being a small business owner. It’s a team sport and there are many good people out there to help you. n

Choose a business adviser who: you are comfortable with, so you can ask all the ‘dumb’ questions you like; n

has values aligned with yours and that of your business; n

Your Business EXPOSED!

CONTACT Dianna Jacobsen BUSINESS Shine At Business PHONE +61 (0) 412 804 716

www.shineatbusiness.com.au

Working Women Women’s Network Australia

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2017 Business Coaching Packages now available for management, development and growth with: • Turnover • Staffing • Time management • Marketing • Debt management • Wealth creation Consultations offered nationally. Call today to book your complimentary consultation (no strings attached).

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WW BUSINESS MANAGEMENT

tips to improve a

BUSINESS SALE

The say the day a business commences is the day it needs to start preparations for selling. Having an exit strategy is critical in business. In this article, SIMON JAMES outlines eight tips business owners should consider to achieve top dollar when deciding to exit their business. Less than one in ten business owners have an exit plan: usually because they claim they are too busy to think about it. The result is that they don’t start planning for their business exit until it is actually time to exit, which is far too late. Leaving succession planning to the last minute means the business is at risk of slumping growth, unhappy and confused employees, and clients and customers who are caught by surprise at the news of a change of ownership. All this can significantly decrease the value of the business to potential acquirers. It may not be time to exit the business yet, but it is still time to plan.

8 TIPS TO ACHIEVE THE BEST RESULTS FROM A BUSINESS EXIT

It can be extremely time-consuming to bring together the historical data needed to provide confidence and show the business in the best possible light, so leaving it to the last minute is not a good idea. The sales process itself is time-consuming and heavily distracting for all involved. This is where a good transaction advisor can take the pressure off management and increase the chances of success.

#3 Maintain business focus As retirement approaches, business owners may be tempted to take their foot off the accelerator, but this is a mistake. It can damage the business by allowing competitors to gain market share. It’s important to keep running the business to its fullest capacity, or else speed up the succession plan so value is not eroded.

#4 Consider a staged exit

#1 Be proactive Most business owners think first of competitors as potential purchasers of their business, but this is unlikely to be the only option. Seek out potential purchasers such as international corporate buyers, equity institutions, existing management or long-term employees. All these potential acquirers may value the business differently and more advantageously than competitors, suppliers or customers.

It’s not always necessary to sell 100 per cent of the business immediately. Many purchasers see an advantage in a ‘staged exit’ because it retains customer goodwill and gives new owners time to learn how the business operates. For sellers, there is the advantage of keeping an interest in the business, demonstrating its worth and staying busy while reducing the level of responsibility with a clear endpoint.

#2 Get organised

#5 Understand tax implications

Most business owners are unprepared for the amount of work and documentation required to support the due diligence process. This documentation is needed to verify the performance and profitability of a business.

We’ve known business sales to be cancelled because the business owner didn’t understand the implications of their current personal tax structure. Making sure the right structure is in place early on is vital to a smooth and

successful sale process, taking into account considerations such as capital gains, trusts, small business and superannuation exemptions and tax-effective distribution strategies.

#6 Keep personal expenses out The purchase price of a business is usually linked to a multiple of annual earnings, including personal ‘non-business’ expenditure in the cash flow. Therefore excluding such expenses can have a significant impact on the sale price.

#7 Reduce risk for purchasers Provide a clear business forecast and an ongoing business model that is proven, robust and realistic. This will reduce the purchaser’s perceived risk and help increase the sale price.

#8 Reassess expenditure It is a good idea to be competitive on technology and plant, but at the same time not to over capitalise immediately prior to a business sale. Any new equipment purchased must be adding value to business processes and efficiency and bottom line to increase sales value. With all of these points taken into account and addressed exiting your business will be a much smoother transition. n

CONTACT Simon James BUSINESS HLB Mann Judd Sydney PHONE +61 (2) 9020 4000

www.hlb.com.au

Are you looking for someone…. ….who is passionate about their work and strives to provide timely and innovated service and solutions to their clients? Someone who provides a professional yet personal and friendly service and helps you and your business achieve your personal and financial goals? If so, you have come to the right place. At Elysium we want to become your valued advisers to help you and your business reach and surpass their potential. We promise to give every client a personalised experience which ensures we are minimising their tax and offering them the best opportunity for a secure financial future. Please contact Kellie Clay (WNA Member) today to see how we can help you +61 (03) 9720 6811

www.elysiumafs.com.au

www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 45

WW EMPOWERMENT

STOP THE WHY ME

and build resilience

So life is throwing you some lemons; in fact it is literally hurling them at you! Job loss, cancer, divorce, weight issues and depression, these are just some of hurdles we encounter during our life time. In this article, CATE HOWARD share some vital tips on staying resilient and the importance of never giving up. Stop and breathe! It is easier said than done right? Yes, a situation can be overwhelming, but all you need to remember is that you’re NOT the only one going through this. Whether or not it is your personal life or your business life, the principles for coping are exactly the same. Let’s face it, sometimes in life unfortunate and unpleasant things just happen. By facing up to these events and meeting them head on you actually build more internal resilience and strength. As the saying goes - everything that is going wrong in your life right now is actually a blessing in disguise. It is an opportunity to grow and transform and become something or someone you have always wanted to be.

The basic tools for coping: Acceptance – accepting the cards that have been dealt, instead of asking “Why me?” Planning – start making a plan. Ask yourself who am I really and what do I want from my life? Having your plan in writing where you can refer to it is a very powerful tool. Ask for help – don’t be afraid. Too often we think we are the only ones going through something and we are embarrassed. Remember that others love to help; you just need to let them in. Nurture yourself – go for a walk, join a team and eat good, wholesome, nutritious food. If

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you feel good inside, you look good on the outside. Put a smile on that dial even when you don’t feel like it. Meditate – the proof is out there about how good this is for stress and concentration. It just takes discipline. Mindfulness – the Buddhist concept of mindfulness is a good reminder that we only have today. In fact, we really only have this minute. Tomorrow is still in the future. Stop catastrophising about things that may never actually happen. Be your own best friend – until you learn to like and love yourself, you are never going to be able to fulfil that position in anyone else’s life. Congratulate yourself – it takes courage to start over and reach for a better life. Many people never even try. Their fear, insecurity and lack of belief in their own personal power holds them hostage. If your business and personal life are not good now, imagine being stuck there forever. Acknowledge, thank and appreciate yourself for being brave enough to try. In order to stay positive and focused, try to recognise the following behaviours that might impact your progress negatively: Negative patterns – try to recognise patterns of behaviour that are going to make the situation worse e.g. retail therapy. When has buying anything brought about long term health and happiness?

Negative people, sometimes even well-meaning family and friends, don’t always know what is right for you. Follow your own path and your own dream. Don’t live in the past – this moment is the best opportunity you have to create a more fulfilling life. If you review some of the mistakes that were made in the past, make sure you learn from them, but don’t beat yourself up over them. Remember there will be good days and there will be the blackest and worst days. Try and sit with the pain of those awful days and acknowledge it, accept it and realise that it will pass. Sometimes we need to reach rock bottom before we can get back up again. Have the confidence to know that if you are true to yourself, kind to others and are genuine in your interactions you cannot help but attract amazing people and experiences into your life! BE YOU, be authentic, be your own best friend. This is the recipe for a wonderful happy life and building the resilience you will need to make your life and business a success. n

CONTACT Cate Howard BUSINESS Clarity and Balance

Counselling +61 (0) 438 727 458 www.clarityandbalance.com.au PHONE

Need realistic counselling to find clarity and balance in your life? Cate is a trained counsellor and has personally experienced cancer, divorce and major health issues! Cate has completely turned her life around – this gives her a greater insight into how her clients are really feeling. Providing counselling in the following areas: • Relationships/Divorce Recovery • End of Life/Grief and Loss • Depression/Stress/Anxiety Let me guide and support you through your journey to a better life and a happy more balanced you!

M: 0438 727 458 E: claritybalance@gmail.com www.clarityandbalance.com.au 46 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

WW EMPOWERMENT

How does self-worth elevate

net worth?

Want to improve your confidence and change your financial direction? JANET CULPITT reveals three practical ways to boost your self-worth, increase your net worth and achieve your financial goals. At the start of the year, many of us reassess our finances in preparation for the year ahead. This inevitably involves a review of our income sources. For many people, this is a bit of a sore spot as it can cause doubt or regret about their career choices. The thing is, career potential isn’t the only determinant of our net worth. Neither is investment capital. We have all seen and read the stories of the wealthy self-starters. A number of prominent thought leaders believe that personal thoughts and feelings have a directly positive impact on our actions. In turn, and over time, these can also create powerful financial results. U.S. personal finance guru, Suze Orman, espouses the potential of this approach. Suze is well known for one particular mantra: “selfworth equals net worth.” How is it that ‘self-worth = net worth’ and why is it not the other way around? Suze’s mantra doesn’t mean the more money you have, the better you feel about yourself. What she does means is, that the higher selfworth you have, the more likely you are to have high net worth. In this context, self-worth means self-esteem, self-respect and selfconfidence. There are two ways of looking at this. First, individuals who feel good about themselves don’t splash cash on unnecessary items that aren’t part of their main financial goals. Think stereotypes, such as the middle-aged man who buys a sports car, or the 20-something who

goes deep in to debt for her Gucci handbag. Second, there’s the idea that people with high self-worth are more likely to make the kind of decisions that lead to high net worth. For example, successful entrepreneurs are not wealthy just because they had a good idea once. They’re wealthy because they took a series of calculated, but brave risks. They celebrate the connection between their hard work and their every success. These entrepreneurs are not born with this mindset either. There are a number of different ways you too can start developing your own self-worth.

3 SIMPLE WAYS TO BOOST YOUR SELF-WORTH 1. Do it the hard way Instead of avoiding tough tasks and challenges, meet them head on. Even when you’re not 100 per cent sure as to what the outcome will be. Remember the last time you learnt a new skill, or beat your personal best at the gym? This is similar – broadly, it’s called task-based learning. This particular strategy can also have direct financial impacts. Learning new skills or getting the job done through perseverance is a great way to avoid having to pay someone else to do it for you.

2. Break down long term goals and celebrate the milestones Many life goals, including financial ones, can seem impossible at the outset. Many people feel down when they can’t see the end in sight. That’s why it’s important to break long term

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goals down and allow yourself to feel good about achieving the smaller goals. For example, there’s saving for an investment property. You could allocate portions of savings to elements of the asset. Mentally ‘paid off’ the land - great! Saved enough for a renovation fantastic! Put aside transaction costs - brilliant! Always remember, a big victory is made up of many smaller wins.

3. Learn to accept compliments As children, we’re taught to be modest and humble about our achievements. Unfortunately, as adults, this means some people are particularly bad at accepting compliments. They brush them off, or try to direct the attention elsewhere. Subconsciously though, this means they’re not giving themselves due credit. Which is an important building block of self-worth. The chances are you’re already doing great things, you just haven’t allowed yourself to acknowledge them. If you start being conscious of these three simple ways to boost your selfworth you will be on your way to increasing your net worth. Always plan and invest wisely in yourself and remember, people don’t plan to fail, they fail to plan. n

CONTACT Janet Culpitt BUSINESS Arrow Focus on Wealth PHONE 1800 731 328

www.focusonwealth.com.au

For the woman who has everything When you’re juggling a career and a family you probably feel like you’ve got your hands full. But what if sickness or injury meant you were the one who needed looking after? How much would it cost to replace everything you do - both at work and at home? Getting the right Financial Advice is never more important than when others are depending on you.

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General advice only. A financial adviser can help you determine what’s appropriate before you make a decision, and provide you with a Product Disclosure Statement. ABN 61982105983 Arrow Focus On Wealth Pty Ltd is a Corporate Authorised Representative of (CAR number 270472) GPS Wealth Limited AFSL 254544 ABN 17005482726.

www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 47

WW EMPOWERMENT

Creating memorable moments

THAT MATTER

How you spend and reflect on the moments that matter will always influence the way that you do business with others. CHRIS KNIGHT provides some insights on how to create more memorable moments into your business planning strategies. In any given moment, you are provided with endless opportunities to make a conscious choice about the things that really matter. This may relate to making a choice as to what you wear, where you go, your next business venture and many other possibilities as to how you will spend your time, your energy and your resources.

These moments might include celebrating:

Whenever you align who you are and what you value, you are able to live by the principle of creating an abundance of memorable moments that really matter.

As you begin to plan ahead for the New Year it can be beneficial to reflect on how you can increase your networking opportunities. Faceto-face networking offers you the potential to reach out to others to share your knowledge and skills whilst also promoting the services and products that your business has to offer. Memorable moments need to be reflected in your business planning and strategies. It is important to focus on the goals and outcomes of your business as these are the small steps that add up to achieving your overall success.

attracting more clients;

increasing the number of sales per client;

finalising a contract;

opening a new outlet;

adding another zero to your profit margin;

establishing a partnership with another business colleague; sponsoring an event that supports women in business; n

becoming a mentor;

providing work experience opportunities for young and mature age women; n

volunteering your expertise to a local community group; and n

donating to a charitable organisation that is making a difference in the lives of others. n

When you live your life with intention and surround yourself with people who inspire you, you are more likely to be motivated to

We really are all in this together. There are no random acts, because every action you take, small or large, somehow, someway has an impact on someone else. When you spend your time doing the things that you love, you give a gift to all those who receive it. When you do what matters to you, not only are you better for it, but all those around you are as well, and so will be the people that you leave behind. Chelsea Dinsmore – Live Your Legend

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48 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

transcend the ripple effect of how your contribution can help others to succeed in their own business and personal life. However, you do need to constantly challenge yourself and overcome any fears by going beyond your comfort zone to share what really matters to you. This can be as simple as contributing an article of interest, writing a blog, making a video, creating a course that highlights lessons you have learnt in life or referring your clients to other businesses that you also support. The key is to be creative, authentic and real about how you connect with others and most importantly to find out what actually matters to them. By hosting and attending networking events, you have the opportunity to promote your business and services and you also have the opportunity to widen your lens and explore a deeper connection with people in your local and global community. May you continue to create, share and enjoy those memorable moments that really matter. n

CONTACT Chris Knight BUSINESS Inspirational Connections PHONE +61 (0) 403 177 012

www.inspirationalconnections.com.au

Over 230,000+ women in 33 countries have benefited from attended this Internationally recognised Award-Winning Programme that promotes Gender Equality and Personal Empowerment. Workshops are tailored to suit Corporate Clients, Non-for-Profit / Community Organisations and Individuals. Contact: Chris Knight, Springboard Freelance Trainer – M: +61 (0) 403 177 012 Email: grachris@iprimus.com.au

www.springboardconsultancy.com

WW EMPOWERMENT

Collaborate instead of competing

Your life energy is your personal ability to focus and feel enthused. Negativity deflates your life energy and positivity boosts it. MARNEY PERNA shares seven secrets that are guaranteed to sky-rocket your life energy, so you can have it all. Have you ever wondered why some people have it all, success, loads of energy? They are always at the top of their game, look fabulous and appear to cope easily with life’s curve balls. One of the main reasons is that they are in control of their stress levels and they consciously make the choice to face life with a positive attitude. Stress contributes both directly and indirectly to energy levels and vitality. It saps energy and discharges the batteries so that the adrenal system is not functioning to the best of its ability. When this happens, the immune system is compromised and the body is less likely to be able to ward off infections and illness. An added complication is that very often sleep and eating patterns are also affected. The constant lethargy, tiredness, illness and a general lack of interest in life and business is commonly referred to as ‘adrenal burnout’. The end result being poor choices in both our business and personal lives. Life is always going to deliver curve balls and it’s our ability to deal with those curve balls that gives us the edge. As humans, we have a unique tool for reacting to life and that tool is called our ‘attitude’. You and only you can determine your attitude. It is this very unique human feature that allows us to deflect or cope with the stress and challenges of life in a more positive way. As stress levels increase, the life energy or ‘chi’ lowers limiting our ability to come up with options and solutions for our challenges. Our

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life energy is our personal enthusiasm and vitality; it allows us to get up each day fresh, vitalised and full of excitement for what the day will bring. Having a positive attitude creates a positive environment around you and this will attract more positive experiences into your life. Something few people consider is how their day to day language impacts on their energy levels. Consider how the following statement makes you feel. “Just today I saw three new competitors open up within the shopping centre” compare it to this option “Just today I saw three new collaboration opportunities open up within the shopping centre.” In this instance, the use of ‘competitors’ deflates the energy, makes you anxious and generally lowers your life energy. Swapping the word to ‘collaboration’ opens up the potential for opportunity, uplifts and excites. Right now choose to replace ‘problems’ with ‘challenges.’ Why? Because problems are heavy and often overwhelming, whereas a challenge is an opportunity to have a go. The company you keep can also have a big impact on how you feel and who you do business with. Confident and positive people will attract the same energy from others. People who are constantly negative and depressive have a lower vibrational energy and can invite the same feeling in response. When attending networking events, go to those where you leave inspired and excited. The flow on effect of inspiration is confidence and a higher life energy. Remember that you can

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also affect the energy and harmony of others, especially your family members. The build-up of stress in your daily business life can leave you feeling drained and ready to explode, so adopt a strategy that allows you to ‘park’ your stress, anger or anxiety so that you can greet and interact with your family in a more relaxed way.

Seven ways to boost your life energy:

1. Always choose to have a positive attitude and look for the gold within a situation;

2. Smile often, happily and openly thereby creating a ripple of positive energy;

3. Keep a gratitude journal and write down three things about each day that you are grateful about. This helps you to focus on the good and positive things in your life;

4. Consume healthy and beneficial food that increases your vitality and supports your lifestyle;

5. Make it a priority to enjoy time with your family and friends;

6. Use uplifting language to raise your vibration; and

7. Surround yourself with people and networks that inspire and uplift you. By making positive choices and by having a great attitude you too can have it all! n

CONTACT Marney Perna BUSINESS Kinique Natural Therapies PHONE +61 (0) 407 029 943

www.kinique.com

www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 49

WW THE FLICKS

ReelEntertainment

Australia’s love affair with films continues to keep cinemas across the nation overflowing. We are heading into yet another season filled with more interesting and enjoyable movies. Here’s a small taste of some ‘must see’ films we know our movie buffs will enjoy. A UNITED KINGDOM

Releasing December 26 from Transmission Films A UNITED KINGDOM is an epic love story based on extraordinary true events. In 1947, Seretse Khama, the King of Botswana (David Oyelowo), fell in love with Ruth Williams (Rosamund Pike), a London office worker. Their marriage was opposed, not only by their respective families, but also by the British and South African Governments. But Seretse and Ruth defied family, apartheid and Empire – their love triumphed over every obstacle flung in their path and, in so doing they transformed the poorest country in Africa into one of its most peaceful and prosperous.

BALLERINA

Releasing January 12 from StudioCanal Félicie (Elle Fanning) is a young orphan from Brittany with only one passion: dance. With her best friend Victor (Dane DeHaan) who wants to become a great inventor, they devise a madcap plan to escape the orphanage for Paris, the City of Lights where the Eiffel Tower is still being built! Félicie will have to fight like never before to surpass herself and to learn from her mistakes, to make her wildest dream come true: becoming a prima ballerina at the Paris Opera.

SILENCE

LION

Martin Scorsese finally realises his long-held dream to direct SILENCE, an adaptation of the Shusaku Endo novel about 17th century Jesuits who risk their lives to bring Christianity to Japan. It is 1640 and Father Sebastiao Rodrigues (Andrew Garfield), an idealistic Jesuit priest, sets sale for Japan determined to help the brutally oppressed Christians there. He is also desperate to discover the truth about his former mentor, rumoured to have renounced his faith under torture. Rodrigues cannot believe the stories about a man he so revered, but as his journey takes him deeper into Japan and then into the hands of those who would crush his faith, he finds himself forced to make an impossible choice: whether to abandon his flock or his God.

LION’S Adapted from the incredible true story ‘A Long Way Home’ by Saroo Brierley. In ‘Lion’, five-year-old Saroo (Dev Patel) finds himself alone and travelling on the wrong train away from his home in northern India. Frightened and bewildered, he ends up thousands of miles away, in chaotic Kolkata. Somehow he survives living on the streets, dodging all sorts of terrors in the process. Eventually ending up in an orphanage, Saroo is adopted by an Australian couple and finds safety and love as he grows up in Hobart. Not wanting to hurt his adoptive parents’ feelings, he buries his past, his emotional need for reunification and his hope of ever finding his lost mother and brother. But a chance meeting with some fellow Indians reawakens his secret yearnings. With just a small store of memories and the help of some newly-developed satellite-imaging technology, Saroo embarks on one of the greatest needle-ina-haystack quests of modern times.

Releasing February 16 from Transmission Films

THEIR FINEST

Releasing April 13 from Transmission Films From the producers of Carol and Brooklyn, THEIR FINEST features the married, Catrin Cole (Gemma Arterton) who lands herself a job writing copy for propaganda films that need a woman’s touch. Her natural flair quickly gets her noticed by dashing movie producer, Buckley (Sam Claflin) whose path would never have crossed hers in peacetime. With the country’s morale at stake, Catrin, Buckley and a colourful crew work furiously to make a film that will warm the hearts of the nation. As bombs are dropping all around them, Catrin discovers there is as much drama, comedy and passion behind the camera as there is onscreen.

50 WORKING WOMEN® n Summer 2016 – Autumn 2017

Releasing January 19 from Transmission Films

WW PROPERTY

Buying property

with friends

Contrary to common belief, co-buying can be the perfect way to get into the market and leverage yourself into property investing. In this article MARION MAYS outlines the pros and cons on buying property with friends or family members and how to ensure you are protected legally. While it is not as common as solepurchasing, sharing in the joy and responsibilities of property ownership is a great idea for those wanting to get into the property market, be it as an investment or to live in.

It should be noted that all parties to the purchase will be held equally liable for the total borrowings related to the property, even if your loan accounts are set up to represent your percentage holding.

Fuelled by strong property prices and the lowest interest rates since the 60’s, buying property as joint parties has become much more of a frequent occurrence, especially for people who either don’t have a sufficient deposit of their own or the borrowing capacity in their own right.

It is best to set up a legally binding agreement that clearly outlines things like an agreed approach if one party wants out; covering things such as the first right of purchase for the remaining parties; how the value of the property is to be determined, i.e. obtain two independent valuations; and what strategy will be used in the event that one party is unable to buy the other party out. By carefully documenting all the possible scenarios and solutions, it sets a framework for successful joint investing.

In fact, it is perfect for investors who want to start sooner rather than later, or friends and family members wanting to buy together. There are definite benefits and also some key things that you need to be aware of before you co-sign on the dotted line.

Setting up the correct structure The property should be purchased as Tenants in Common rather than Joint Tenants. These are the legal terms used for co-ownership of property. Each brings slightly different obligations and flexibilities with them. Tenants in Common allows you to buy with a percentage holding that can be apportioned i.e. 50/50 or 70/30 according to each party’s contribution, the ownership of this share or percentage holding does not default to the other owner in the event of your death, but can be bequeathed, gifted or resold in its own right.

Pre-agreement on the ‘What if’s’

way to get into the market. And, despite common belief, tends to work out rather positively for all involved in most instances. From first-hand experience, having purchased two commercial investments in the prestigious Collins Street Manchester Unity Building in 1996 with a close friend as a joint investor was the perfect spring-board into property investing and provided me with the confidence and ability to go onto purchase many other properties. It may come as a surprise to some, but it is actually recommended to co-purchase property be it with a friend or family member to get into the market sooner, rather than wait due to affordability making a property unobtainable and losing valuable time ‘in’ the market.

However, this agreement does not change the legal obligations by all parties involved in the purchase. It is actually not as scary as it may sound, but it is essential (and wise) to have a really clear agreement in place for the joint purchase, so there is no lack of clarity or any nasty surprises later.

However, it is strongly advised to speak with a competent professional versed in property co-ownership before making a purchase. And, in order to buy ‘right’, meaning obtaining investment education, market facts and undertaking due diligence is paramount, especially if it is as an investment.

Another requirement is that all parties must have a current Will, which must note the other party’s first right of refusal, which means they have the first right to purchase the share, before it is offered to any other buyer or the whole property is put up for sale.

Lastly, it is important to make any purchasing decision together. Happy co-buying. n

Co-buying property works Purchasing a property with a friend is a great

CONTACT Marion Mays BUSINESS Thalia Stanley Group PHONE +61 (0) 412 324 304

www.thaliastanley.com.au

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www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 51

WW HEALTH & WELLNESS

Planet earth visa

WAKE UP CALL

When you get the news that at just 43 years of age you’re on the way to a heart attack or stroke, it’s probably time to take action. In this article, LOUISE D’ALLURA shares some tips on why women need to reassess their busyness levels to ensure they head off a potential health crisis. When you say ‘being healthy’ is important to you, but you constantly allow yourself to get over ruled by your business and life schedule, it’s time to get real. The fact is, you can get sick and have enforced change, or you can change and maybe not get sick at all. It’s you that holds all the cards. The question is, will you start doing things differently or simply wait until it is too late? The choice is yours. To bring about positive and healthy changes in your life you need to set goals. But unless your goals speak to you, it is unlikely that anything will change. To be effective your goals need to be worded simply and every time you read them, they need to cheer you up and make you feel energised. Your goals should elicit powerful feelings of emotion and create thoughts of experiences you are looking forward to. If you are feeling exhausted, it’s an indication that you need to review your schedule for living well. How you use your time is a choice on how you will live your life. Are there activities that you never have the time to undertake? Sadly, these are likely to be the very activities that would make you feel happy and healthy. Consider if it’s possible to build some of

them into your schedule on a daily, weekly or monthly basis. Although there’s always going to be times when we need to adjust our priorities to account for increasing demands at work or home, we can’t lose sight of the fact that we don’t know when our ‘Planet Earth Visa’ will expire.

Eat well for a healthy body - If you know you get so busy that you’re missing out on lunch and filling up on junk or convenience food because you’ve run out of time, your health will suffer. Being organised with food and snacks throughout your day means you’re less likely to eat poorly. According to researchers, poor dietary choices may impact the hippocampus, a part of the brain believed to be integral to learning, memory and mental health. Focus on eating whole, minimally processed foods and have healthy snacks and lunches on hand. Small cans of tuna, cherry tomatoes, carrot sticks, nuts, dried figs, dates, corn, vegetable fritters, fruit and nut bliss balls are all perfect choices.

Minimise the mess - Disorganisation is a common cause of elevated stress levels. Developing good organisational skills is a key ingredient for success in both life and business. Although by nature some of us are more

To bring about positive and healthy changes in your life you need to set goals. But unless your goals speak to you, it is unlikely that anything will change. To be effective your goals need to be worded simply and every time you read them, they need to cheer you up and make you feel energised.

Are you sick of suffering from back, neck or knee pain? Are constant headaches ruining your life? Get your pain levels under control and start feeling normal again with Q magnets. It’s the affordable, reliable, re-usable and easy to apply injury and pain device used by: The Australian Wallabies, Female Triathletes, Olympians, many AFL & Rugby teams and a growing number of WNA Members across Australia. Nagging pain, muscle spasms and restricted movement become a thing of the past when you make the choice to wear Q magnets. Contact: Dianne Hermans, Principal Physiotherapist

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52 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

organised than others, anyone can put routines and systems in place so they become more organised. Organisational skills help us to cope with the world around us and are essential to keep us focused on doing the right tasks, setting our priorities and giving us confidence as we learn how to plan, manage time and work to deadlines.

Move while you work - Research shows that even if you exercise on a regular basis, sitting for longer than six hours can have a dramatic impact on your health. Look for opportunities to move while you work. How can you add a healthy dose of exercise into your life? What exercise do you enjoy? Maybe you could try a few new forms of exercise and then turn it into a long-term habit. Before you even hear yourself saying “I have no time to do anything”, work out what you need to stop doing, adjust your standards or outsource. Don’t be your own worst enemy. Until your ‘Planet Earth Visa’ expires you still have time. Take that feeling of overwhelm as a clear sign and reminder that you need time out RIGHT NOW. Go back to basics - focus on your goals, priorities and unpack what matters most. n

CONTACT Louise D’Allura BUSINESS The Revamp Experience PHONE +61 (0) 408 723 559

www.TheRevampExperience.com.au

Need Positive, Productive, and Proactive people? The WELL Productivity® program can help you: Manage and mitigate OHS & HR risks Secure cost and time effective training Engage geographically dispersed teams in innovative ways Stand out from a crowded market place with a peak performing motivated workforce Take a tour at www.WellProductivity.tv

WW HEALTH & WELLNESS

ENERGY DRIVERS 5 ways to become unstoppable in business and life

Do you have trouble getting out of bed each morning or struggle with the afternoon slump? KIRSTY O’CALLAGHAN shares some energy drivers that will put the spring back in your step so you feel totally unstoppable. Up to one in five people complain that they are constantly exhausted and lacking the energy required to meet the demands of their day. The reasons for feeling drained could be a medical problem, so it is always important to see your doctor to eliminate any health issues. Yet it is far more likely that the issue may be solved with some simple changes to your lifestyle. You can physically, mentally and emotionally step it up by taking notice of your daily activities and habits and making the necessary changes.

REDUCE AND MANAGE STRESS Learning relaxation and breathing techniques to reduce stress is a great start. Relaxing your muscles regularly will increase circulation, eliminate toxins and cut down on the results of continual tightness throughout your body. Passive muscle relaxation that begins from your scalp right down to your toes will help to reduce headaches and body aches. It also increases awareness of trouble spots before they become a serious issue. Taking at least three deep belly breaths regularly will: Increase mindfulness;

Send a message to your body that you are safe and don’t have to fight or run away; n

Increase energy, clear the mind and calm the body; and n

Give you a moment to pause and consider.

DRINK MORE WATER AND EAT WELL Cut back on coffee and sugary treats. Even though coffee, Coke and energy drinks are stimulants and can leave you feeling alert, a crash will follow. Your blood sugar levels will drop and you will be left feeling even more tired. Remain properly hydrated by drinking sufficient water throughout the day. You will be amazed at how the drinking correct water intake can completely energise you. So instead of picking up that third cup of coffee, replace it with a glass of water. Skipping meals will also zap your energy and productivity. When you skip a meal or eat low nutritional food, your body stresses and your thinking becomes cloudy. It takes more effort to produce results, think straight and recall information. For the next week take note of what you eat and when and how you’re feeling throughout the day. Is there a correlation of low energy times, stress peaks and what you have or haven’t eaten?

GET A GOOD NIGHT SLEEP Enough restorative sleep enhances performance. Poor sleep patterns and stress go hand-in-hand. Without taking time out to rest, recover and have adequate sleep your judgment, mood and ability to learn and retain information are weakened. Your health, mentally and physically, is impacted.

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People who have poor sleeping habits are less productive, anxious and suffer more mood swings compared to those that have good sleeping habits. Studies have shown that those who generally sleep well, live longer and have stronger immune systems.

BE ON PURPOSE There is nothing more draining than not having a purpose or a set of meaningful goals to work towards. There is no sense of achievement, satisfaction or accomplishment and life just becomes boring. Discovering your values, what is important to you and working towards an exciting goal or result will give you a reason to spring out of bed in the morning. If you feel you are in a slump, ask yourself, “What do I want and why do I get out of bed each morning?” Or, “What am I working towards and, have I got a plan to achieve it?”

BE AROUND INSPIRING PEOPLE This is probably the most important area of all. Being a part of a family, a group or a community is fundamentally tied to our happiness, longevity and well-being. You are most on purpose and energetic when you are around those that inspire and support you and you have the opportunity to inspire and support others. If you want different results, seek out and hang around people it feels good to be around. Those that are achieving what you want to achieve. Charlie ‘Tremendous’ Jones said “You will be the same person in five years as you are today except for the people you meet and the books you read.” What could you change that would help to lift your energy, reduce the drain and increase your productivity? n

CONTACT Kirsty O’Callaghan BUSINESS Unity Words PHONE +61 (0) 402 889 648

www.unitywords.com.au

www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 53 February 2016 Release

THE ESSENTIAL HANDBOOK THAT HELPS

WW HEALTH & WELLNESS

GUILTY PLEASURE The best choice

Every now and then the media gets excited about research suggesting things we think of as dietary ‘sometimes foods’, like chocolate or red wine, are good for us. The truth is that some of these foods do possess beneficial qualities, but reporting of the research is often overly general. SONJA BELLA sheds some light on the best choice when it comes to chocolate. Have you heard the one about dark chocolate being good for you? It’s a claim that gives hope to anyone who likes a touch of indulgence as part of their balanced diet. But not all dark chocolate possesses the same nutritional qualities. So, which chocolate is the ‘good’ chocolate? Italian researchers investigated the antioxidant properties of a variety of dark chocolate bars and discovered that the percentage of cocoa in the chocolate and the origin of that cocoa, are indicators of its potential health benefits.

THE RESEARCH Over-consumption of red wine is clearly going to have adverse health effects in the long term. And, whilst cocoa has been linked to important medicinal benefits, much of the chocolate we consume contains far more butter, sugar, milk powder and flavourings than actual pure cocoa. In its purer forms, cocoa possesses high levels of polyphenols – a type of chemical that is helpful in preventing age related diseases, including cardiovascular disease and some cancers. One group of polyphenols – flavonoids – has powerful antioxidant properties and is associated with reducing blood pressure and cholesterol. Pure cocoa is high in flavonoids, but these chemicals are depleted during production and manufacturing of commercial chocolate. Many chocolate bars are further diluted by the addition of sugars and other ingredients.

Researchers compared the levels of polyphenols across a range of cocoa products, from pre-production cocoa nibs through to a variety of commercial chocolate bars.

THE STUDY Researchers obtained samples of pure and manufactured chocolate products from a range of countries of origin. Examples included cocoa nibs from Costa Rica, cocoa mass from Venezuela, milk chocolate (40 per cent cocoa) and organic dark chocolate (75 per cent cocoa). They were keen to determine whether the form of the chocolate (nibs vs bars, for example), the country of origin or the manufacturing processes impacted the known health benefits of cocoa. Researchers used a series of accepted chemical separation procedures to quantify polyphenol levels.

THE RESULTS The results of the experiment series showed distinctive differences in polyphenol properties across the range of cocoa products. It follows that the antioxidant levels and potential health benefits of different chocolates also differed widely. When it came to pure cocoa tested before the manufacturing process (that is, cocoa nibs and masses) Costa Rican nibs came out on top, with higher polyphenol content that other cocoa nibs; whilst cocoa masses – regardless of origin – showed the highest overall antioxidant potential.

Cocoa mass (in this study) was defined as ground cocoa nibs with reduced lipid content. This dry, earthy component of pure chocolate, with the fats that would be used to create cocoa butter reduced by the grinding process, has the highest antioxidant power. When it came to chocolate bars, the lowest performers were the milk chocolate range, with cocoa content of around 40 per cent. Of the dark chocolate bars tested, one interesting outcome was a significant improvement in polyphenols for organic chocolate. A second notable factor in the results was higher antioxidant levels in cocoa grown in particular countries. Dark chocolate bars using cocoa sourced from Tanzania and Trinidad fared better than comparable bars, with the same percentage of cocoa, from Ecuador and Madagascar.

CONCLUSION Overall, if you are eating chocolate for health benefits, the best chocolate to consume is a 100 per cent cocoa product, with 80 per cent chocolate bars from Trinidad or Tanzania coming a close second. Cocoa nibs have become a popular alternative for anyone embarking on a sugar-free or ‘paleo’ style diet as they are largely unprocessed, however this research suggests that ground cocoa mass will have higher antioxidant properties per gram consumed. Anyone who maintains a healthy, balanced diet understands that over-indulging on chocolate of any kind is not going to lead to optimal health outcomes, but a little of what you fancy may indeed be good for you. Like any food, however, reading – and understanding – the label is the best way to assess quality. Reference: Silvia Vertuani, Emanuela Scalambra et al. 2014. Evaluation of antiradical activity of different cocoa and chocolate products: Relation with lipid and protein composition. Journal of Medicinal Food, 17 (4), 512–516. n

For more information call 1300 969 367 or visit www.collegeofweightmanagement.com.au

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54 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

WW HEALTH & WELLNESS

IS FLYING WREAKING HAVOC ON

YOUR SKIN?

As convenient as they are, repeated short haul flights as well as the 10 hour marathons can make us look and feel less than optimal. GAYE BARLOW explains how to maintain a professional and radiant look even when you are totally jetlagged.

Flying dehydrates our skin and the more often you do it, even short flights, the more impaired and sensitive your skin becomes. Airport and aeroplane air simply sucks the water straight out of your skin causing cellular dehydration and making us look dull, tired and drab. Over time, with repeated flights, your skin shows and feels the signs of aging earlier.

Only use products that have no additives;

Avoid stripping your skin as it does nothing to improve hydration; n

Use a gentle enzyme exfoliant weekly to help remove irritability and flakiness; n

More fine lines appear and over time these become wrinkles; n

Skin feels tight and becomes more easily irritated, reactive and sensitive; It becomes more difficult to find skin products and makeup that feel nice and last all day; n

Pigmentation areas and brown spots begin to appear; and n

The pH of your skin changes, the collagen matrix starts to collapse, your pores begin to open, appearing larger. n

Once you reach the age of 25, just like your diet and gym routine, caring for your skin become mandatory, however, for those who take regular flights and care about the health of their skin, it is even more important.

TIPS FOR OVER 25s:

If your destination is heavily polluted, pack a gentle cleanser (lactic acid), or an enzyme exfoliant. Use this as your daily cleanser; n

Use mineral makeup ranges as they have antioxidants and zinc added to heal and protect.

Book in for a hydrating treatment within 72 hours of arriving at your destination and book the same treatment for your return. This will get your skin back on track as quickly as possible following your trip; n

Nourish your skin with good quality products to improve its immunity and strength; and n

The tell-tale signs include:

It’s not just the time spent inside the cabin of an aircraft that affects the overall look of your skin, it is also the stress you place yourself under leading up to trips. The hours you spend at the office are often longer than normal as you strive to finish every task on your desk before taking off. Ensuring all is in place and covered off for your absence can be an exhausting experience and that doesn’t take into account what needs to be organised for home. So after you board your flight what measures can you put in place to keep your skin looking radiant and fresh during your entire trip?

You will also need an antioxidant serum and a night moisturiser plus a daytime SPF; Pack a heavy water spray into your hand luggage and use it repeatedly during the flight; Fly makeup-less. You can always apply some just before arrival; and n

Avoid alcohol and drink lots of water whilst.

And the best advice? Use your flight time, as downtime not work time. Watch movies, read magazines or a book and simply enjoy the zone out time. By following these tips air travel will not wreak havoc on your skin and you’ll arrive at your destination with you skin feeling and looking fresh. All it takes is some careful planning in the weeks and days prior to taking off. n

TIPS FOR TRAVELLING:

Visit a professional skin consultant and become familiar as to the best approach for your specific skin type. n

Have regular treatments based on lactic acid and vitamin A to heal your skin. n

Invest in the best quality, proven skin care and makeup products you can; n

Eat well, sleep well and stay away from coffee, sugar and carbs; n

Reduce your exercise regime a touch. Exercise is good for stress, it also dehydrates the skin, so don’t over-do it while you’re away; n

CONTACT Gaye Barlow BUSINESS The Skin Care Clinic PHONE +61 (0) 418 283 778

www.theskincareclinic.com.au

Do you travel frequently? Does your skin suffer? Are you experiencing any of the following skin concerns? • Ageing; fine lines, brown spots or dry skin • Sensitive, reactive or irritated skin • Hormonal breakouts, • Acne; congested and oily skin

THE SKIN CARE CLINIC OFFERS: • Travel kits for all skin types • Online advice • Holistic approach • Make-up and UV protection to heal the skin. Products are results driven, scientifically proven, free from artificial additives, fragrances and preservatives. They have delivery systems to ensure the ingredients get to where they need to work.

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theskincc@gmail.com

+61 (0) 418 283 778

www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 55

WW HEALTH & WELLNESS

BodyofWork Relax, revive and repair your mind, body and soul. NO BITE SCARF

Insects be gone! These stylish scarves are treated with an ‘Insect Shield’ that provides an invisible protection near the skin. The scarves are ideal when travelling to insect-prone countries, the beach, barbeques or national parks. Completely safe for use by pregnant and breastfeeding mums, they are available in charcoal or nude tones. RRP: $29.95. Visit: www. safarilifeworld.com

THE GIFT THAT GIVES

The 2017 Australian Women’s Health Diary is the ultimate feel-good organiser that supports all women, every day of the year. Packed with the latest health and wellbeing advice, it also has all of the practical diary features to help you keep track of your day to day life. Every purchase helps to support breast cancer research. RRP: $16.95. Visit: www.bcia.org.au

HEALTHY MEALS IN A JAR

Harmony Farm Meals in a Jar make it easy to put a healthy dinner on the table with minimal effort. Made with all natural ingredients, they deliver a wholesome robust flavour. Serve on their own or enhance with additional ingredients like a protein or greens, there is a variety to suit all taste buds. RRP: $15.00. Visit: www.onedaywellness.com

BRONZE SAFELY

SILVER ENERGY AROMA LOCKETS

It’s the healthy way to tan this summer. Skinny Tan’s new Tan and Tone Oil promises to apply smoothly in seconds and give an instant bronze glow. Made with natural tanning agents, castor oil and paullinia cupana seed extract, it also contains rich natural skin smoothing oils and firming guarana berries, for visible cellulite reduction. RRP: $29.99. Visit: www.skinnytan.com.au

These gorgeous silver lockets are the perfect way to remind yourself of your authentic worth and brilliance. Infused with crystal energy that is designed to increase your personal power, self-esteem, ambition and intellect whilst raising your overall joy. You also receive a sample bottle of a unique blend of light scented oil. RRP: $31.95. Visit: www.certitudelifecoaching.com.au

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HEALTH WATCH

Carrying an Aspirin in your handbag could one day save your life. Over 55,000 Australians suffer a heart attack each year and 40% of heart attacks experienced by women are fatal. You might be interested to know that by chewing a 300mg Aspirin, when experiencing symptoms of a heart attack you could buy yourself extra time whilst waiting for emergency services to arrive. Visit: www.heartfoundation.org.au

Alzheimer vaccine closer A vaccine against Alzheimer’s, the most common form of dementia, may soon be available following a research breakthrough. Researchers at the Institute of Molecular Medicine University of California and Adelaide’s Flinders University have developed a vaccine which targets abnormal beta-amyloid and tau proteins that lead to Alzheimer’s. The race is on across the globe to develop a vaccine with the need for a solution growing greater by the day. Visit: www. dementiaresearchfoundation.org.au

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ACCOUNTANTS Elysium Accounting And Financial Solutions

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Gain Insight And Take Control

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We specialise in marketing campaigns, services and packages that generate clients, customers and sales fast, no matter what business you’re in - online, local, mobile or social. Contact Stickybeak Marketing. 1300 880 408 www.stickybeakmarketing.com

The PromoDonna – Lead Generation

The PromoDonna is a national sales and marketing firm. We create high quality B2B sales leads and meetings through cold calling and pre-qualification. +61 (3) 9908 2440 www.thepromodonna.com

58 WORKING WOMEN® n Summer 2016 – Autumn 2017 www.womensnetwork.com.au

SKIN CARE SERVICES Does Your Skin Need Support?

Try our product it’s ‘magic in a bottle’. Roll on the breathable barrier to help seal in your own natural moisture to deeply hydrate your skin. The results are amazing. Other supportive products are also available. +61 (0) 414 759 844 au.buynucerity.com/395497

Making Great Skin Easy

Personal skin care plans and online consultations are our specialty. Our knowledgeable team of skin nurses will develop a skin care plan to solve your skin concerns. Scientifically proven product ranges; all designed to help you look and feel your best. 15 years experience. +61 (0) 418 283 778 www.theskincareclinic.com.au

Nerium Skincare Anti-Aging Opportunity

At present we continually have several people trialing the product, we then contact them after they have taken selfies and appreciated what the Nerium cream is doing for their looks and self-esteem. Try it for yourself today. +61 (0) 409 582 433 www.brianjh.neriumaus.com.au

SOCIAL MEDIA SERVICES Boost Your LinkedIn Profile

Learn how to get better results from your LinkedIn profile. Schedule a private coaching session. Includes: 1 hour LinkedIn review and update of your profile and a 30 minute follow-up coaching call with Claire Moffat. +61 (0) 402 434 901 www.themicrocelebriti.com.au/work-with-me

TRAINING | DEVELOPMENT A Springboard Year For You!

Enhance your career and personal life choices by attending our fabulously focused and facilitated four workshops held over three months. Contact Chris Knight for details. +61 (0) 403 177 012 grachris@iprimus.com.au

TRAINING | PUBLIC SPEAKING Fearless Public Speaking

Learn the 5 proven steps to present confidently and with impact, to any group or audience of any size on any topic. Get the results, success, income and the recognition you deserve. +61 (0) 408 242 336 www.fearlessspeaking.com.au

TRAINING | RESILENCE Unity Words

Transform your stress into success. Kirsty O’Callaghan will share with you simple and powerful techniques to get better results, build better relationships and achieve higher goals. +61 (0) 402 889 648 www.unitywords.com.au

TRAVEL SERVICES Do You Need A Holiday?

Are you ready to enjoy 4 and 5 star holidays at incredible prices? Would you like price guarantees on flights and hotels? For your FREE information Skype session, call Stephanie today! +61 (0) 407 759 912 www.onlinewithsteph.com/travelinfo

WOMEN’S ORGANISATIONS Women’s Network Australia

Australia’s leading network organisation for women offering business information, online services, business education and networking events 1800 052 476 www.womensnetwork.com.au

Working Women A

Women’s Network Australia

w w w.w o m e n s n e t w o r k . co m . a u

BUSINESS n SUCCESS n LIFE

SUMMER 2016 – AUTUMN 2017 AUD $8.75

CYBERCRIME

have you safeguarded your business from online fraud?

things entrepreneurs consider BEFORE naming their business

NEW TREND

Advertising RATES DISPLAY ADVERTISEMENTS

building a substantial property portfolio with friends

OFFSHORE SUPPORT

saving Aussie businesses from going bust

THE SME BORROWING CHALLENGE Your small business loan guide

LEAP WITH

confidence and boost your

Print Post Approved 100003825

Working Women

career prospects

THE MAGAZINE INSPIRING AND NETWORKING WOMEN IN BUSINESS

CASUAL RATE CARD – FULL COLOUR (these rates assume that finished digital artwork is being supplied by the advertiser) ARTWORK DESIGN

TRIM: 297 (H) x 420 (W)

TRIM: 297 (H) x 210 (W)

SIZE: 133 (H) x 190 (W)

IMAGE: 277 (H) x 400 (W)

IMAGE: 277 (H) x 190 (W)

BLEED: 307 (H) x 430 (W)

BLEED: 307 (H) x 220 (W)

$2200

$1200

$780

30% of the cost of your advertisement.

DISCOUNTS Book two consecutive display advertisements and you’ll receive a choice of either; Option A: 10% discount off each advert OR Option B: Artwork design fee of 30% waived.

AD AGENCIES Advertising agency bookings are 10% commissionable

PLACEMENT OPTIONS Surcharges apply.

4 SIZE: 271 (H) x 60 (W)

$650

ADVERTORIAL SUBMISSIONS

SIZE: 64 (H) x 190 (W)

SIZE: 64 (H) x 125 (W)

7 SIZE: 64 (H) x 60 (W)

$590

$480

$370

FRONT COVER OPPORTUNITY

Includes photo on cover, a double page 800 word UPFRONT feature article, one full-page display advertisement and up to a maximum of 500 complimentary copies of the magazine carrying the feature. Refer to www.womensnetwork.com.au for advertising terms and conditions or call 1800 052 476.

Submit 220 words of text and a high resolution 300dpi image – $780 (typesetting included)

SPECIFICATIONS AND RATE SHEETS Download from www.womensnetwork.com.au or T: 1800 052 476

WORKING WOMEN | CLASSIFIED BUSINESS DIRECTORY Standard price per listing $99. Discounted WNA Member price per listing $69. Book online at www.womensnetwork.com.au/Classifieds

CONTRIBUTING AUTHORS

Each page of WORKING WOMEN® is available for purchase. The pages are supplied in PDF format – making them suitable for placement on websites. The cost per page or part thereof is $88 including GST. Conditions apply.

TERMS AND CONDITIONS

Available at www.womensnetwork.com.au ‘WORKING WOMEN’ is a registered trade mark of Women’s Network Australia Pty Ltd.

ADVERTISING RATES CASUAL RATE

2 PACK RATE

HEIGHT x WIDTH (mm)

Finished Artwork Supplied

1. Double Page

297 x 420

$2200

$1980 per issue

$2200 per issue

2. Full Page

297 x 210

$1200

$1050 per issue

$1200 per issue

3. Half Page Horizontal

133 x 190

$780

$702 per issue

$780 per issue

4. Full page – one column

271 x 60

$650

$585 per issue

$650 per issue

5. Quarter Page horizontal

64 x 190

$590

$531 per issue

$590 per issue

6. Quarter Page – two columns

64 x 125

$480

$432 per issue

$480 per issue

7. Quarter page – one column

64 x 60

$370

$333 per issue

$370 per issue

Advertorial – 220 words plus image

133 x 190

$780

$702 per issue

$780 per issue

SIZE DESCRIPTION

OPTION A (10% Discount)

OPTION B (Artwork Fee Waived)

ADVERTISING BOOKING DEADLINES COVER DATE Winter / Spring Summer / Autumn

PUBLICATION DATE 1 June 1 December

ADVERTISEMENT/ADVERTORIAL Booking Deadline 3 March 25 October

Material Deadline 10 March 1 November

www.womensnetwork.com.au Summer 2016 – Autumn 2017 n WORKING WOMEN® 59

Join today and discover the difference networking can make to your business! Be inspired and create opportunities for you and your business by joining the nation’s premier networking organisation for women in business. Step into a world of business opportunities, collaboration, connections and knowledge designed to help you to develop and grow. Access expert advice, online forums, education, business resources, networking contacts, small business guidance, live networking events and speakers. Build a rock solid business, expand your connections, attract more clients and be mentored by inspirational business women.

Join Women’s Network Australia today! It’s the easy way to fast-track the success of you and your business.

1800 052 476 www.facebook.com/womensnetwork www.twitter.com/womensnetworkau www.linkedin.com/groups/ Womens-Network-Australia-Pty-Ltd-3135852

Working Women Women’s Network Australia

w w w.w o m e n s n e t w o r k . co m . a u

BUSINESS n SUCCESS n LIFE

SUMMER 2016 – AUTUMN 2017 AUD $8.75

CYBERCRIME

have you safeguarded your business from online fraud?

things entrepreneurs consider BEFORE naming their business

NEW TREND building a substantial property portfolio with friends

OFFSHORE SUPPORT

saving Aussie businesses from going bust

THE SME BORROWING CHALLENGE Your small business loan guide

Print Post Approved 100003825

LEAP WITH

confidence and boost your career prospects

g rkinn o W ome n Wubscriptdioin s

ude incl bership mem

THE MAGAZINE INSPIRING AND NETWORKING WOMEN IN BUSINESS