MiB2

Military In Business Hands Across The Water: A Stateside Transition Story

The business magazine engaging with the public, private & third sectors in the military community

A WORD...

LEADERSHIP

AWARDS

We caught up with Lieutenant General Richard Nugee - Patron of X-Forces Enterprise and former Chief of Defence People to talk transferable military skills, climate change, enterprise, and more.

RAF Veteran, X-Forces Enterprise Ambassador, and owner of Dunelm Leaders, Karen Tracey, discusses her enterprise journey and shares insights on coaching, mentoring, entrepreneurship and much more

The 12th annual ceremony was the biggest in Soldiering On Awards’ history as finalists from the last two years were invited to join their 2022 counterparts for a celebration of amazing achievements

Social Socks is a UK-based company that sells socks with a purpose! With every purchase, we plant a tree and donate 10% of the sale to charity. #SocksThatGiveBack Exclusive MiB Magazine discount code: XFORCE15. This code gives 15% off, can be used once by the customer, cannot be stacked with any other discount codes, bundles or offers, and is valid until December 31st 2022. www.socialsocks.co.uk Instagram: @Socialsocks_official

As Christmas trees are illuminated and advent calendars opened, we look forward to spending some peaceful time with our friends and family. 2022 has not been without its challenges but we have been so encouraged by the resilience of our community and its ability to continually adapt - especially those small businesses who have endured and continue to strive forward.

This year has seen change across the board, not least our mourning of The Queen and celebrating the start of the reign of King Charles III. It has also been a year for us to welcome change, and growth. 2022 has seen us return to meeting people face-to-face as well as embracing the new hybrid approach to business as usual. In conjunction with our Big Business Supporting Small Business steering group, we added a new Masterclass focused on climate change. Our Military in Business Networking® events continue to evolve and we are so grateful to have welcomed wonderful new Ambassadors this year.

The Knowledge Exchange Hub, such a valuable resource for both new and experienced entrepreneurs, has also had a significant upgrade and refresh this year, with Business Captains and members working together to constantly benefit small businesses in the military family. This support network will be increasingly important as we enter 2023 with the cost of living crisis, as more people look to supplement their earnings with additional income streams or embark on a selfemployment journey.

We are also excited with the publication of the second issue of Military In Business® magazine, an undertaking that has been an aspiration for some time. We'd love your feedback on our content and participation in future issues.

We were so thankful to be able to host the 2022 Soldiering On Awards in person – we hope you enjoy seeing all the winners a little later in the magazine! The 12th annual ceremony was the biggest in the Awards’ history - thank you so much to all who made this celebration possible.

2023 brings some great opportunities but we also know it may be challenging for certain sectors, so in true XFE spirit we will endeavour to support one another and hope for fewer challenges and more opportunities. It’ll be our 10th Anniversary in July 2023 and we look forward to sharing much more about the Cadets in Enterprise, Masterclasses with a procurement, supply chain management and business development bias, and stories of many more military entrepreneurs!

Merry Christmas and wishing you and yours a peaceful New Year.

Ren Kapur MBE

CEO, X-Forces Enterprise

TRANSATLANTIC TRANSITION

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IN THIS ISSUE...

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COACHING, MENTORING, ENTERPRISE 14

SOLDIERING ON AWARDS: ORDINARY PEOPLE DOING EXTRAORDINARY THINGS

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30

LIVED EXPERIENCE: #XFSUCCESS AN #XFSUCCESS CASE STUDY STORY

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PRICING YOUR PRODUCT HOW MONEY MATTERS

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WELLBEING: STRIKE A BALANCE

A WORD FROM: RICHARD NUGEE

Editor@x-forces.com

Military in Business magazine is published by X-Forces Enterprise

www.x-forces.com

Information contained in our published works have been obtained by X-Forces Enterprise (XFE) from sources believed to be reliable. However, neither XForces Enterprise nor its authors guarantees the accuracy or completeness of any information published herein and neither X-Forces Enterprise nor its authors shall be responsible for any errors, omissions, or claims for damages, including exemplary damages, or with regard to the accuracy or sufficiency of the information contained in XFE publications.

All rights reserved. No part of any X-Forces Enterprise published work may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without written permission from the publisher.

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A WORD FROM...

We caught up with Lt. Gen. (Retd) Richard Nugee - Patron of X-Forces Enterprise and former Chief of Defence People - to talk climate change, entrepreneurship, and more...

We began by asking Richard what he's been doing since leaving the post of Chief of Defence People (CDP).

'I realised after spending four years as CDP, and a lot of time attending The Executive Committee of Defence, that the whole issue of climate change and sustainability was not being addressed.

'This seemed wrong to me, not least as it affects almost

all aspects of defence one way or another. So I offered to write a report, which ended up as a strategy and a plan as well, on how Defence was affected by climate change and what it could and should do about it. After publishing the report in December 2020, the Government responded in March 2021 with the Climate Change and Sustainability Strategic Approach.

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'Since then I have been advising Government and other organisations on how to tackle climate change and sustainability.

"One of the basic facts about the response to climate change is that in order to become more sustainable (and reduce our reliance on fossil fuels, which account for 75% of global greenhouse gases), we will need to innovate.

One of the basic facts about the response to climate change is that in order to become more sustainable (and reduce our reliance on fossil fuels, which account for 75% of global greenhouse gases), we will need to innovate.

'I am convinced that the Service community has a large number of innovators and entrepreneurs, so I took on the role of Patron of XFE both to encourage that entrepreneurship and make service leavers and veterans aware that there is so much opportunity through innovation, not least in the climate change and sustainability sector."

We wondered if Richard had been surprised by the level of entrepreneurial ambition within the Armed Forces Community?

'To be honest, no. When on operations, or in a difficult role back at base, there are so often situations that need

to be adapted to, to be overcome. So actually, most Service people are innovators by nature, always looking for how to do things more simply, quicker, or effectively.

If encouraged, as the MOD is now beginning to do, that allows for real change to be made. I always looked for innovation and imagination in my teams, and so often we found it, perhaps in the most unlikely places.

that when you eventually leave you are determined to put your ideas into practice and try them out. This ‘unleashed’ innovation and entrepreneurship flourishes with the right training and environment, which XFE creates. They are successful because you learn very quickly in the Services that you can’t say ‘I’m stopping’ so you keep going however hard it is.

'In the military you very often have to suppress your individual ideas for the greater good, or to maintain a unified, team-led approach.

But while that may suppress the realisation of innovation and entrepreneurship, all it does is make it more likely

'Service life is broken down into simple, logical steps.

Having the ability to address things in a logical and sensible order, without being distracted, is a core part of entrepreneurship.'

We asked what other qualities or traits learned in military service lend themselves to selfemployment?

Given this obvious passion for the subject, we wondered what Richard enjoys most about working with start-ups?

'Personal resilience, teamwork and dedication to getting things done are all things that make excellent entrepreneurs. And there is also a real understanding of the value that a whole community can bring – and one that XFE reinforces.

'The people. Entrepreneurs are passionate about their innovation and animated when describing what they do. Sometimes that overall enthusiasm might need bringing to earth, but the attitude of their idea being the best in the world and bound to be a success is infectious and leaves you buoyed and enthusiastic for the rest of the day.

'Service people are self-starters and determined to make something of their lives – reinforced by the training that all go through, learning skills, building self-confidence and how to deal with adversity and things not going as well as expected, or in some cases not going as expected at all.'

'Of course some things go wrong, and problems have to be overcome, but in the spirit of picking yourself up and carrying on, this never lasts long before you have a plan to sort it out.'

After a full career in the military, we wondered what has surprised Richard most in his new career?

'The speed with which some of the innovators and entrepreneurs make a success of it. While their character and training might make them good candidates for starting their own companies, the speed at which those companies are successful is extraordinary, and a real credit to the individuals and their ideas.'

We asked what advice Richard would give to those considering a start-up business?

'Finally, never be afraid to take as much advice as possible. For someone from a Service background, even if it has only been for a few years, there will always be someone who has been there before and usually they are very willing to offer advice.'

And finally, we couldn’t leave Richard without asking what the future holds for him.

I'’m having great fun advising start-ups, working to ensure that the security implications of climate change are better understood, and learning as much as I can all

Most Service people are innovators by nature, always looking for how to do things more simply, or quicker, or more effectively.

'I am working with a number of start-ups and have started my own company, all in the last 18 months, but I am hardly an expert able to give advice. For me, the key is really simple: do you have an idea you are passionate about?

And if so, can you see a commercial outlet for it?

'Some of the best ideas are never taken advantage of as they are not able to make it commercially. And with that in mind, when starting, always understand the cash – running out of money kills companies and ideas dead; again, understand the cash.

the time about the world of sustainability, circular economics and climate change.

'Coupled with helping XFE where I can, and Mission Renewable - a not-for-profit company designed to help Service people into the renewable energy sector where there are so many jobs being created - I certainly am not retiring any time soon!'

Our sincere thanks go to Richard for his time, his candour, and his passion. We are thrilled to have his input both in the magazine and as Patron of XFE. 9

SUCCESS STORY

Bernard Toney Jr's transition saw him go from the streets of Atlanta to the US Army, then all the way to the White House. His career and life progression story is as remarkable as it is inspirational...

I was born in Detroit but raised in the Metro Atlanta area for most of my childhood. I grew up in a loving household with both parents and two sisters in a socioeconomically disadvantaged neighborhood.

My schools were some of the lowestperforming schools in Georgia and were ridden with frequent fights between

students, illicit drugs, and overall apathy. I was identified early as a high-performing student and was offered an opportunity to participate in the race-based Minority to Majority busing program. I could leave my all-Black elementary school to attend a Majority White middle school. The experience was intimidating, so by self-sabotage, I performed poorly to return to my all-Black school.

A sentence in Bernard's blog got me: 'I wasn't running away from something as much as I was running to something.' That inspired me to reach out to Bernard to share his story about how the Armed Forces can change lives for the better, even after you've hung up your boots. Ren Kapur MBE After returning to my home school, my situation and life prospects deteriorated quickly. At 14, I was robbed at gunpoint at a bus stop. With poor grades and a sense of apathy about my options, I signed a contract to join the Army during my senior year of high school.

Three weeks before leaving for Basic Combat Training, I was a victim of a drive-by shooting. Several bullets struck my car while I was in the driver's seat, and my friend was shot in the chest. Despite my efforts to save him, he died in my arms. I packed my things as scheduled and left for the Army at 17.

Joining the Army meant running away from by binary trajectory of death or jail and provided an opportunity for a promising future. And so, I never looked back.

My military service allowed me to learn from some of the world's best leaders. At every military base or assignment, I had at least one leader invested in my development.

Because I had 12 gold teeth, I was a target of ridicule and, in some cases, outright hostility. I was ostracized and made to feel like I didn’t belong, which was a lonely start to my “newfound future.” However, I had a few Drill Instructors that would not let me fail, and they helped propel me to my next assignment, Fort Benning, Georgia.

There, my Sergeant, Jason Durr, made me enroll in a college class. I failed. To my dismay, he made me register again with the condition that If I didn’t go to college, he would make my life very difficult.

Reluctantly, I passed the following course.

Interestingly, ten years later, I was the Executive Officer of the Baumholder Army Health Clinic, and I hired Jason Durr as a Social Worker.

Because I never learned how to manage money growing up properly, I could not pay my car note. While on the phone with my creditor, I pleaded for more time to pay the bill. My Sergeant, Anthony Forker, overheard the conversation. After lunch, I returned to my desk to find the money in an envelope. I told Anthony that I could not repay him. He told me, 'The way to repay is by making me proud.' Twenty years later, he is the Senior Enlisted Advisor and Command Sergeant Major of the Tripler Army Medical Center in Hawaii.

When I offered to pay him back before going to the White House, his response was, "You have already paid me, with interest.' What an excellent leader and a lesson that I will never forget. For the rest of my career, I underwent extensive leadership training and had exposure to more leaders that invested time and resources into my development.

"I had great mentors at the Pentagon, who coached me while still serving at the White House"

I served three tours in Afghanistan, but the first stood out the most. I deployed to Eastern Afghanistan to the same Forward Operating Base where Pat Tillman died. My arrival at the base was met with a barrage of rockets as we sat on an observation post for intelligence collection. On that mountain top, I completed my first English Composition Distance Learning Course at Troy University.

Incoming rockets would not stop my unwavering desire for academic achievement and development.

The most paramount time in my career was my assignment at the White House Medical Unit. I served as a Tactical Medical Officer to support the President, Vice President, and First Family from 2019-2022. During that time, we worked as a whole-ofgovernment approach in addition to

public-private partnerships to respond to the COVID-19 pandemic. I am honoured to have served in both the Trump and Biden administrations.

I had great mentors stationed at the Pentagon, who coached and mentored me while still serving at the White House. My friend, a retired Lieutenant Colonel, gave me a transition Excel spreadsheet with graphs and timelines designed to complete over three years. I had two. I quickly signed up for every transition class, resume writing, practice interviews, and other available resources. I worked tirelessly for the entire two years to position myself for a comfortable landing.

Although I practiced medicine as a physician assistant, I wanted to transition into public health, so I completed a Doctorate degree, and I am still completing a Master of Public Health degree.

Such a decision was not planned, but the pandemic inspired me to devote my life to population health and uplifting disenfranchised communities. My transition is more like a journey than an event. Despite all the meticulous planning, the transition was still difficult. Many externalities presented unique challenges, such as attending transition classes via Zoom due to the pandemic, economic downturns, and a brutal housing market that affected home search. My preparation was the key to my perseverance.

Now, I am an Advance Practice Provider within Translational Vascular Medicine Branch at the National Institutes of Health, where we study thrombosis, thromboinflammation, and vascular disorders. I am also the Vice Chair of a newly formed Nonprofit Organization, Stepping Stones for Global Development. I am an Adjunct Professor of Global Health for Doctoral students at the University of Lynchburg.

Shining A Light On Ordinary People Doing Extraordinary Things The Soldiering On Awards 2022 brought the Armed Forces community together for the 'best of the best' of talent and inspiration for a night that rivals the Oscars and takes us all on a journey together. From finalists, winners, nominators, nominees, to the Veteran’s Minister, sponsors, judges, volunteers, patrons, the back office team and not least our family and friends. A night like no other.

On the night we brought together over 600 guests, 36 finalists, 12 category winners, two Special Recognition Awards, a charttopping Chelsea Pensioner, a star soprano, a wonderful choir, international stars David Beckham and Bear Grylls, an honour guard of Cadets, and much more.

We decided to skip the partridge in a pear tree but, suffice to say, it was a packed programme of celebration!

The essence of the Awards is to shine a light on ordinary people doing extraordinary things. After the pandemic halted celebrations, it was a joy to gather among these wonderful people and feel such mutual support in the room.

The Armed Forces community represents the very best of British, leading the way in demonstrating what it truly means to be a supportive community, and these unique awards provide

an opportunity to both reflect on incredible achievements and inspire future endeavours.

Minister for Veterans' Affairs Johnny Mercer MP joined Defence leaders and hosts Lucrezia Millarini and Jamie Hull. In a passionate address, the Minister paid tribute to our nominees and finalists, describing their involvement in the awards as lifechanging and inspirational.

Here's to the 2023 Awards!

Introducing The Soldiering On Awards Winners For 2022!

Building Heroes Education, Training & Development Award Sponsored by Capita

Lee Harris-Hamer Business Scale-Up Award Sponsored by LSEG Foundation

Sporting Force Working Together Award Sponsored by Forces In Mind Trust

Gina Allsop Inspiration Award Sponsored by Natwest

Natasha Day Defence Inclusivity Award Sponsored by Landmarc

Stable Lives Animal Partnership Award Sponsored by Pets at Home

Sally Orange Sporting Excellence Award Sponsored by BMF Human Performance

We Are With You Healthcare & Rehabilitation Award Sponsored by Redwood Technologies Group

Scotland's Bravest Manufacturing Company Business Community Impact Award Sponsored by Cisco

Craig Smith Business Start-Up Award Sponsored by GKN Aerospace

Sip Powers Lifetime Achievement Award Sponsored by Oracle

Seren Killpartrick Family Values Award Sponsored by Amazon

WELLBEING As the end of the year approaches, many of us will be looking forward to some well-earned downtime and even the odd indulgence.

However, it's important to strike a balance and be ready to face 2023 fighting fit!

Give something new a go or try searching for an online programme. Whether it's running, yoga or simply dancing around your living room, it all counts!

No matter how much you do, physical activity is good for your body and mind.

Adults should aim to be active every day.

Some is good – more is better still. A daily brisk walk can give your body a boost, lift your mood and make everyday activities easier.

Try these 9 simple tips to move more every day: 1.) Set a reminder (you could use the alarm or timer on your phone) to get up and move every 30 minutes during the day. Try stretching during TV ad breaks or pacing around the kitchen while the kettle's boiling.

2.) Lunchtime is a good opportunity to fit in some activity. Take a break to stretch and unwind, or even fit in a quick 10-minute home workout.

5.) Hitting your daily target will feel great!

Using tracking apps can help, but even just a checklist on a piece of paper will do.

6.) If your friends and family want to be more active too, try engaging everyone's competitive side with activity challenges like seeing who can do the most steps in a day.

7.) Strength-building activities – like carrying heavy grocery bags, or following an online pilates or strength workout video – help to keep muscles, joints and bones strong. Aim to do this at least twice a week.

8.) Set yourself activity goals and rewards.

You could go for a long walk then treat yourself to an episode of your favourite TV show!

3.) Try standing when you can instead of sitting – even short periods will add up and improve your strength.

9.) Not sure where to start? Give something new a go or try searching for an online programme. Whether it's running, yoga or simply dancing around your living room, it all counts!

4.) Active hobbies like gardening or DIY can be great for your mind as well as your body.

However you spend the festive season, we hope you have a fantastic time and are fighting fit for 2023.

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HOW MONEY MATTERS

It can be a challenge to maintain a stable business environment as costs continue to rise. Here, our friends at NatWest outline some ways you can take care of the mental and financial wellbeing of your employees and yourself...

Your employees might be experiencing similar anxieties to you regarding their own rising bills, so it’s important for business owners to be mindful of this.

Maintaining a happy, healthy workforce is a responsible and ethical thing to do – and if your team’s wellbeing can be improved, so too, can productivity.

Invest in staff wellbeing Businesses have a duty of care to their employees. Failing to make reasonable adjustments for someone struggling mentally could result not just in prolonged absences

from work, but litigation claims and reputational damage to your business.

Investment in wellbeing is also beneficial for the overall productivity of your business, with employees displaying improved resilience, and higher morale and engagement as a result.

However, it’s crucial that business owners and managers don’t just see wellbeing as a ‘nice’ extra or add-on.

Initiatives often fail because they stand alone, isolated from the everyday business. Wellbeing practices need to be embedded into organisational culture and leadership. Here are four tips that might help you look after your 18 workforce:

Initiatives often fail because they stand alone, isolated from the everyday business.

Wellbeing practices need to be Whether you’re an entrepreneur, a start-up, or an embeddedbusiness-owner, into organisational culture and established knowing how toleadership... raise capital can often mean the difference between success and failure

Reassure your employees: Tell them they will 2. Business loan continue to receive stable employment when you know that is possible. Update them as and Small business loans are a when you get new information pertaining to the major stepping stone on the crisis’s impact on your business. road to success for many entrepreneurs launching a Talk to senior staff: Encourage line managers to new business. As long as lead by example in creating a culture where your business has yet to discussing these issues matters. Give them the start, or you’ve been trading training and tools needed to provide meaningful for less than three years, support to employees. Be sure to check their then we may be able to duties are outlined in your business’s wellbeing provide support via the policy.

Government’s Start Up Loans programme.

Know your own limitations: You don’t have all the answers, so it’s important to direct your We worked with Government teams to other forms of support and advice, to change policy to make this whether through access to financial coaches, fund accessible to the armed webinars, fact sheets, signposting or counselling forces community who were sessions. unable to get traditional or unsecured finance.

Encourage communication between staff: Since the pandemic and the adoption of hybrid We are now an official working models, your staff have probably got Delivery Partner of the used to working remotely at least some of the scheme, offering an time. unsecured personal loan at fixed interest, with free But person-to-person contact helps build strong mentoring and support to get relationships and dispel individual stresses. your business off the ground.

Organise regular catch-ups and be sure to check in on any employees working remotely.

Invest in your wellbeing Financial stress can cut straight to ‘survival stress’, activating the fear centre in our brains and impacting a business owner’s decisionmaking skills. Severe paralysing anxiety of this kind has been labelled 'financial PTSD' by specialists. Stress may lead to poor decisionmaking, but financial PTSD can be much worse, leading to the inability to make any decision at all, which could be more detrimental to your business.

If you’re a business owner, it’s important to tackle the cause of your stress and take steps to alleviate it: Face your fear: It’s the only way to get it under control, and constantly obsessing over money issues is both draining and unhelpful.

Start with something small: This could be as simple as reassessing your banking arrangements, consolidating loans or credit cards, or examining bank statements to get a clearer picture of outgoings.

Seek help from someone you can trust: If you’re a small business owner, you might be able to consult your accountant, but, in the absence of this, look to a financial adviser or therapist.

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HOW MONEY MATTERS Whether you’re an entrepreneur, a start-up, or an

Find a ‘money buddy’: Do you know someone established business-owner, knowing how to raise capital who is similarly committed to improving their can often the difference financial wellbeing?

If so,mean consider pairing up to between success and failure share resources and keep each other accountable for actions and goals.

Accept what you can and can’t control: The soaring rate of inflation is not your fault. But where you can, take action to tighten up spending. And look at how you could change marketing strategies to better respond to current circumstances.

Julie Baker, Head of Enterprise and Climate Engagement and Partnerships, shared the following advice: 'Worries about rising costs can cause uncertainty, even within the strongest businesses. Recent NatWest research has shown that more companies are training staff in energy efficiency, in an attempt to combat prices. Investing in skills is always a good option for businesses to help future proof themselves.

'Criminals are also exploiting anxieties with businesses being targeted with scams around energy saving devices, fake energy tariff refunds and bogus insurance brokers. It’s important to stay vigilant and check legitimacy with the company from which the enquiry appears to originate..

'Business owners should research the support on offer for SMEs and NatWest has pointers online that can help, as making the most of opportunities and help will be vital for companies in weathering the uncertain times

The NatWest Accelerator is now OPEN for applications for the March 2023 cohort.

The NatWest Accelerator supports and empowers UK entrepreneurs and business owners to scale their businesses to the next level.

Through a six month fully funded Accelerator programme they provide wrap around support and access to expertise, removing barriers and providing more opportunities to help businesses grow.

To find out more about how NatWest could help give you and your business the power to succeed, visit NatWest Accelerator.

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Talk to us about funding

LIFTING THE LID ON: PRICING YOUR PRODUCT Many people have incredible business ideas – perhaps even world-changing. A lot of work goes into turning those ideas into a reality, driving buzz around the product, and storming towards a successful launch.

But what happens when the launch date arrives and no one buys? You might be perplexed, confused, and unsure as to why this has happened. But then it will hit you – your pricing is all wrong. Many first-time entrepreneurs fail to realise the critical importance of pricing. Get it right, and you

could be on your way to great success. But achieving the right balance is a lot more complicated than you might think. It’s a tough job, and it is easy to get wrong.

With this in mind, here’s a rundown of what you need to know about pricing your products or services.

The Fundamentals First of all, you need to cover yourself regarding costs – the amount you spend to create a product or service – and you also need to make a profit. Furthermore, there’s a need to fit your business

pricing into the wider market.

Who else is selling similar products, and for how much?

Is there a significant demand for your product, but little in the way of supply?

Ultimately, however, getting the right price point is all about one thing – driving sales.

The Knowledge Market research will tell you lots about how much people will be interested in your product, and demographics could reveal the amount they are capable of paying.

Ultimately, you will be pitching your product to one of three basic groups: people who don’t have much money; people who want convenience; and individuals who demand luxury or the very best service. You must understand which of these groups is your target before you even start sourcing raw materials.

The Costs The next step is to work out your costs per sale. And there are many expenses to consider. Raw materials, utility bills, rents for offices and factory space are obvious starting points.

There’s the cost of manufacturing to think about, not to mention your employee’s wages. Shipping, inventory management, equipment and software – everything you use to get your idea to market needs to be accounted for and added to your cost of sale.

Then it’s a case of working out how much you need to sell to break even, and how much you need to sell to turn a profit .

The Bottom Line Another vital concept to grasp is that the best way to make more profit isn’t to make more sales – it’s to cut your costs. So, before you go ahead with production or introducing your service, think about whether you can cut back on your expenses.

There are a thousand and one things you can do to stop wasting money, all of which will boost your bottom line and either increase your profits or allow you to price more aggressively.

Estimating Sales Targets You will need to look ahead over the next year or so and have a realistic – and informed – guess of how many products or service offerings you will sell. Once you have established this figure, you can start deciding on a price – but there is still significant work to do.

Establishing Your Prices You can decide on one of several methods of establishing the perfect price point.

Cost-plus pricing is typical in the manufacturing industry and is one of the easiest to work out. You figure out your costs as above, factor in your profit margin, and price your products accordingly.

Demand price is also popular – especially among retailers and wholesalers. This uses a primary method of buying and selling in bulk and lowering prices in accordance with sales volume. It is a tricky strategy to master, however, as it relies on a lot of liquidity in calculation and pricing.

The final two common strategies are mark-up and competitive pricing. Mark-up pricing is when you add a specific amount – usually a percentage of cost, not gross margin – to each sale. And competitive pricing involves looking at what everyone else in your market is charging and pricing your products and services accordingly.

To learn more about pricing and a wealth of further business topics, check out our Knowledge Exchange Hub here.

Karen Tracey, Founder of Dunelm Leaders, is passionate about people development. Here, the RAF Veteran and XFE Ambassador talks coaching, mentoring, female entrepreneurship and more....

Dunelm Leaders is 13 years old in in the Spring of 2023 and running your own business is an experience in itself. For me, I don't feel as though I've been to work for 13 years yet I have never worked so hard in my life!

I consider this to be my third career. Of course the military was my first career and I joined the RAF in 1983 when I was 17 years old. Leaving

was not easy but I made the decision that I might need to re-train and do something new so I came out in my twenties.

I felt isolated and rudderless for 3 years. It was the hardest transition ever. It is partly why I wrote a 'programme' with a colleague who transitioned out of national athletics after she represented her country.

It comes from the heart. We both know how hard it is.

My second career was in the corporate world working for other people. I spent 20 years in learning and development and when I came out of the RAF I started at the bottom working as a 'stand-up trainer' and worked my way up over the years, finishing my career as Operations Director of a

COACHING & MENTORING I urge you to use your network, believe in the fact that your skills and knowledge can be transferred, and get involved with organisations like XFE who can guide and support you as you embark on this exciting journey

training organisation. It was a slog and the hardest thing was dodging a different type flack - in-house politics!

business. This is where some of the skills that you learn in the military come into to play.

Having worked with people in the military who you regard as your family, being in the corporate world and seeing people constantly 'throw each other under the bus' was really, really hard.

Having resilience, determination, a sense of urgency, the ability to work with others and understand them quickly, being resourceful and, of course, being hardworking, are all things that in the military are often at the centre of what is required of us. They are the platform of our training. Never giving up and getting the job done is important and fundamental to all who have served.

So my third career was setting up Dunelm Leaders as my own business.

Like 90% of new businesses it was started out of rage and frustration - I was scared to death! I did not really believe in the early days that I could do it. However, as I met more people in the same situation as me it become clear that we all had the same questions and worries so, eventually, I had to accept that I was really doing this!

I knew how to develop people, I specialised in leadership, I knew how to deliver my craft. What I had no idea of though, was how to run and scale a

I always say that it took me around four years to really work out what my proposition was in Dunelm Leaders and when I finally understood this, that's when the business really started to be effective.

After 13 years, Dunelm Leaders exists to provide solutions and products for people and organisations who are developing their leadership capability and skills,

working with senior

individuals and senior leadership teams.

On programs where we work with individuals, we focus on understanding their wiring

using psychometric profiling, developing their leadership brand and approach, and

creating a plan of action so that they become more

effective influencers and leaders of others.

On programs where we work with senior teams, we focus on developing leadership capability within those

individuals as well as bonding them together and strengthening them as a more effective leadership team within the organisation.

Coaching, Mentoring, Facilitating, or Training?

Unpacking the difference between Coaching, Mentoring and Training is crucial for both parties. With the right framework in place, the magic can begin.

However, not understanding the differences between these approaches will create problems not only for those receiving this help and 28

support but also for those delivering it. It is so important that a participant who is either delivering or receiving coaching, mentoring, facilitation or training, understands what their personal role and responsibilities are. Often when this is not in place, especially for those receiving support, expectations are not met and this can damage the view of how useful this support is to individuals.

In my work in the Women in Enterprise All Party Parliamentary Group (APPG), I lead on the coaching and

It took me around four years to really work out what my proposition was and when I finally understood this, that's when the business really started to be effective...

mentoring and business support WorkStream. In our early work (I have sat on this board for nearly 7 years) we talked about the importance of knowing the difference between these areas.

If an individual is commissioning support or an organisation is commissioning a program to be delivered by another agency, it is fundamentally important that everyone understands what is required, from a professional point of view.

Essentially, Coaching is about providing a platform for discussion where, through questioning, the person being coached can consider what they are trying to achieve, come up with options, and make their own decisions. At no point should a coach be giving advice. It is about supporting the person to make their own decisions.

Mentoring is different in that it is more of a guidance and advisory scenario. Often mentors are in the same technical field but they don't have to be. Mentors guide, give advice or can suggest activities. Those being mentored will consider these and be guided to make this happen in their own world.

Facilitation is a skill that is incredibly important in leadership. When facilitating a group or conversation, great facilitators will ensure that everybody in the room or the meeting has an opportunity to speak, ensure that all views and considerations are heard and discussed openly, objectively, and fairly.

Finally, we come to taining, which is about imparting knowledge and heightening skills and competence through learning and practice.

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Advice for budding entrepreneurs I urge you to use your network, believe in the fact that your skills and knowledge can be transferred, and get involved with organisations like XForces Enterprise who can guide, support, and educate you as you embark on this amazing and exciting journey.

You can't do it alone. It can be an isolating feeling sometimes when you are running a business and you really do need to surround yourself with like-minded people that 'get' what you are trying to do. If you are with someone who doesn't believe in you and cannot give you CONSTRUCTIVE feedback, you might want to rethink using them as a sounding board!

Learn more about Karen and Dunelm Leaders here.

SUCCESS STORY

What links a castle, a steel manufacturer, a crematorium, and local government buildings? White Horse Cleaning Services of course!

Former Lance Bombardier Lee Harris-Hamer’s story is one of triumph over adversity. Lee joined the Royal Artillery In 2008, aged 17, but suffered a devastating back injury that cut short his Army career. He was medically discharged in 2016.

Living in Thirsk, Lee saw an opportunity to become a self-employed carpet cleaner.

ABF The Soldiers' Charity supported him with funding for cleaning-specific training courses and the purchase of specialist cleaning equipment.

After a few months, Lee expanded his business to offer general cleaning and became the Managing Director of White Horse Cleaning Services. Then, in 2017, he was offered a contract to clean a factory. It was a massive jump for a fledgling business, but Lee's Army career had taught him to take risks. He signed the contract, employed staff, and was helped with a business expansion loan by X-Forces Enterprise.

Lee wanted a company where employees would feel valued and benefit from clear 30

career progression, recognising that this would contribute to a positive working culture and improve business turnover.

In 2019 Lee made his thriving business more sustainable and financially secure by focusing on commercial contract cleaning rather than domestic clients.

Today, he has dozens of employees and aims to become the number one specialist commercial cleaning contractor in Yorkshire, with a new office opening in Manchester.

Lee's eclectic customer base includes a castle, food and steel manufacturers, crematoriums and local government contracts. In 2021, White Horse Cleaning Services gained Silver accreditation in the Defence Employer Recognition Scheme.

As Lee reflects on his interaction with X-Forces Enterprise (XFE) it's clear that he capitalised fully on the support offered to him.

'I started my journey with XFE back in 2016 when I attended the 1-day selfemployment course during my resettlement, which gave me an insight into starting a business and allowed me to decide if this route was best.

Then in 2017 I had a great opportunity to start to grow my business but didn't have funds to do so.

'I approached XFE and they provided access to funding and allowed me to undertake 31

masterclasses. With this came mentoring too, which gave me a greater understanding of what I needed to do to a achieve growth early on in my business."

Lee has a strong belief in developing an environment where staff are supported and valued, adopting the military team approach; they are 'family'. This has proven to be an effective model, helping the company grow.

'At present we have 54 employees and 2 offices. Evolving a workforce, upskilling and creating a positive working culture, and involving all the employees in any planning or strategy, enables good retention and allows White Horse Cleaning Services to be a company of choice when recruiting.

'The evolution came about through building a good reputation in the local area, continuing to build strong customer relations with all our clients, providing the best services possible through processes and procedures, and being accountable in everything we do. Business owners are problem solvers, so having a great understanding of the problem allows us to deliver our services at the highest of standards which then allows our reputation to grow.'

Lee recently won the coveted Soldiering On Awards Scale-Up category, an experience he thoroughly enjoyed.

'Never in a million years did I think White Horse Cleaning Services would be Soldiering On Awards winners. Three weeks on and I'm still having to pinch myself on a daily basis. It really puts in perspective the highs and lows of running a business and makes the journey worthwhile. It isn’t easy, especially with the challenges everyone has faced over the last few years. Winning has built more fire in my belly to take the business further - nothing is impossible!'

So, the moral of this story is onwards and upwards and know you have a network of support if and when you need it!

In 2017 I had a great opportunity to start to grow my business but didn't have funds to do so. I approached XFE and they provided access to funding and allowed me to undertake masterclasses...

SELF EMPLOYMENT

SUPPORTED BY:

VIRTUAL WORKSHOPS

SELF-EMPLOYMENT DISCOVERY 1-DAY VIRTUAL WORKSHOP Monday, 16th January, 2023 9:30-16:30

BOOK NOW Gain life-long Enterprise Skills

Get Tailored Advice and Support Broaden Your Business Understanding Make an Informed Decision on Self-Employment

START-UP SKILLS

2-DAY VIRTUAL WORKSHOP Thursday - Friday, 19-20 January 2023 9:30-16:30

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AROUND THE WORLD

Every year, thousands of people leave the Canadian armed forces and, as in the UK, entrepreneurship is a common path when transitioning back to civilian life. Are there lessons the UK can learn from our Canadian cousins?

With an average age of 41, those leaving the Canadian military are young enough to have decades of working life ahead of them and are equipped with military-learned traits such as discipline and resilience - prerequisites for running a business.

and there is a strong focus on networking as well as a commitment to empowering people to be part of something bigger as they move their businesses forward.

The Operation Entrepreneur program focuses on helping veterans and families start, scale, and evolve their businesses. Their roster of training courses is extensive

Although many of the skills and traits that ex-servicemen and women possess are wellsuited to business ownership, there are also more specific skills that those who want to

Futurpreneur provides up to $60,000 in financing to veterans who are starting a Canadian service leavers have business and, if they run a access to a plethora of funding business while in full-time options, grants, training, and employment, they can qualify mentorship programs to help for a collateral-free loan of make their resettlement a $15,000 and support from success. over 3,000 mentors.

start a business should learn.

The Legion Military Skills Conversion Program is designed to advance the civilian careers of former reserve and regular Canadian military members. The Legion also provides entrepreneurial training where veteran business-owners can attend the Legion Lions’ Lair, where they are given the chance to learn up to date business practices and receive one-onone mentorship to build a business plan.

After completing a series of workshops, participants will pitch their business plan to a panel of judges and potentially receive investment.

THIRD SECTOR

On the evening of 28 November the House of Lords voted on an amendment to the Procurement Bill to include social value within the legislation. This will help ensure social value is embedded in public procurement.

The news was welcomed by our CEO Ren Kapur MBE who had met with Jo Gideon MP (pictured above) in July to share concerns over the proposed Bill and the lack of social value provision therein.

Peter Holbrook CBE, Chief Executive, Social Enterprise UK said: "The House of Lords voted to put social value into the Procurement Bill, standing up for the public so that decisions about the money we spend have to consider how we build a better society and protect the planet. At a time when our country faces multiple crises, we need to focus on social value more than ever. True value for money means considering the wider social, economic and environmental value that social enterprise creates.

"The ball is now in the Government’s court, but I hope that they will listen to social enterprises, businesses, public sector leaders and the House of Lords who all want to see social value not just embedded into public sector procurement, but expanded."

Research is being conducted by the Institute of Health & Social Care at London South Bank University into the physical activity, health and wellbeing of medically discharged UK WIS veterans.

The aim of the research is to understand whether veterans who participate in certain types of physical activity report different health outcomes. The researchers are looking to recruit veterans who have been medically discharged from the UK Armed Forces (Regular or Reserve) to complete a short survey.

If you would like to take part (you do not need to be physically active to do so), click here. The password to access is: WIS Veterans. Contact Clare Pope by email via popec4@lsbu.ac.uk for more information.

Our team chose to highlight the above because we're approaching the time of year when it's more important than ever to look out for one another, particularly the most vulnerable. It's vital that we support research that helps make informed decisions, so please do take part in the survey.

PRIVATE SECTOR

Barclays Eagle Labs has confirmed a new five-year partnership with Carbon13, committing up to £2.5 million investment to deliver the Venture Launchpad programme from 2023.

The programme will provide founders of over 100 start ups with support and mentoring to tackle the biggest challenges the globe faces on the road to Net Zero and drive innovation in the GreenTech sector.

Applications for the first cohort will open in December to encourage innovation among companies working in a range of areas, such as reducing the carbon output of buildings, decarbonising the production of materials and chemicals, food and energy security and other technologies to help reach net zero.

The fully funded programme will include business development and investment opportunities, access to Eagle Labs business

mentoring programmes and two showcase days for businesses to pitch their ideas to potential investors.

Participants will also gain access to workspace at the GreenTech focused Barclays Eagle Lab, based in Cambridge, and full access to the UK-wide Eagle Labs network with exclusive access to networking and community events. To register your interest, click here.

XFE is thrilled to be working with Barclays Eagle Labs on a wide-ranging programme of free masterclasses to support the development of business-owners within the military community. Learn more here.

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Carbon Net Zero Customers Free Half Day Virtual Course Sustainability can give your businesses a competitive edge: Measuring Waste What Can We Learn Through Various Case Studies Reducing Your Waste & Reducing Your Bills

Wednesday, 18th January 2023 09:00 - 12:30

BOOK YOUR PLACE NOW

EXCLUSIVELY FOR THE ARMED FORCES COMMUNITY

FROM THE ARCHIVE

As a chef, he was made in the Royal Navy. As a businessman, XFE supported Jamie Savage to get the delicious Savage’s Mussels off the ground. Earlier this year he put both on the line in Gordon Ramsay’s latest hit TV show!

At this time of year we look forward to good food, wine, and festive cheer, so our team voted to shine a light on a small business operating in the hospitality sector. We reached back into the archives to share the story of Jamie Savage.

Gordon Ramsay’s Future Food Stars sees 12 food entrepreneurs fight for a life-changing investment of £150,000 of Gordon’s own money for their food business. Gordon puts the contenders through a series of challenges that test their personality and business acumen.

36-year-old Jamie, who runs a mussel bar called Savages Mussels in the Picturedrome

in Macclesfield, was picked for the show as one of 12 of the UK’s best up-and-coming food and drink entrepreneurs. And while he may have missed out on the first prize of £150k investment, Jamie told CheshireLive that being on the show has been an enormous boost and business is booming!

He said: “The response has been amazing.

We’ve had people from Sheffield, Birmingham and Wales. It’s mad but it’s great for business.”

What’s next for Jamie? Well, he’s not lacking in ambition – this Royal Navy trained chef aims to put his innovative mussel products onto the counters of major supermarkets.

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Jamie's story Jamie joined the Royal Navy in 2005 and served as a Chef onboard HMS Northumberland for the most part of his career which included four deployments.

“I joined the Royal Navy as a Chef as I wanted to test my ability to cook in an environment I wasn’t used to and gain experience from some of my superior chefs.”

Jamie rose to the rate of Kilick Chef and began to consider new culinary challenges that may lie for him in hotels. Redundancies were on the table and in 2011 he took the opportunity to try a new path.

“I didn’t fancy furthering my career as a Petty Officer, being constrained to an office. I continued to grow my skills with a few Head

Chef roles in the interim years but I’d had the idea of a pop-up restaurant in mind since the Navy. I wanted to showcase my own work."

XFE helped Jamie with financial planning and initial set-up funding for the business, via the Start Up Loans Company, enabling him to leave his job with a private jet dining operation.

“Although I was mostly set up for pop-up events the opportunity arose to take on a permanent location. It was a risk to leave my job and go for it. This is where X-Forces Enterprise really helped me. I buy my produce without having to worry about cashflow. Being part of the XFE network has also helped to raise awareness of the brand, and attain further opportunities.”

Bon appetit Jamie!

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PUBLIC SECTOR

Martin Wing, Chairman of X-Forces Enterprise, discusses the Government’s first ever exercise to collect feedback from the entire veterans and families community across the UK...

On 10th November the Government launched their first ever UK-wide survey for veterans and their families. Over a period of 12 weeks, veterans across the country are able to help shape the future of veteran services.

services. The aspiration is that government can then adapt services to bettermeet the needs of veterans and their families.

Minister for Veterans’ Affairs Johnny Mercer said:

Funded and commissioned by the Office of Veterans’ Affairs, this is the Government’s first ever exercise to collect feedback from the entire veterans community across the UK.

"Public services need to reflect the people they serve and so it’s really important we hear from veterans on their experiences in accessing support. No one knows better what it’s like to be a veteran in Britain than ex-military themselves.

This survey, in collaboration with the Office for National Statistics (ONS), asks participants to describe their experiences of being a veteran and of using government

So, I urge all ex-service personnel to take the small amount of time to fill in the first ever Veterans Survey. Your voice can help shape stepped-up services for veterans."

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PUBLIC SECTOR No one knows better what it’s like to be a veteran in Britain than ex-military themselves. So, I urge all ex-service personnel to take the small amount of time to fill in the first ever Veterans Survey.

Minister for Veterans’ Affairs Johnny Mercer

The launch of the survey comes alongside the release of the ONS’s Census 2021 data on the veteran population in England and Wales. Last year was the first time a question about someone’s military service was included in the Census.

The new ONS figures show that there were 1.85 million people in England and Wales who reported that they had previously served in the armed forces.

The survey can be completed online in under 30 minutes, and veterans can access tailored support to complete the survey through the ONS’ dedicated helpline.

Veterans can fill in the survey here.

Covenant As signatories to the Armed Forces Covenant and holders of the Defence Employer Recognition Scheme Gold Award, we are thrilled to see so many organisations signing up to the Covenant, especially in these challenging times.

The new Armed Forces Covenant Duty which came into effect on November 22nd

2022 means that local authorities, NHS Trusts and other local bodies across the UK will have to consciously consider the principles of the Armed Forces Covenant when delivering key healthcare, housing and education services.

The new Covenant Duty will raise awareness about how Service life can impact the Armed Forces community and how it can cause disadvantage when veterans or their families access these services.

This means public bodies will have to consciously consider the armed forces community and the impact of service when making decisions and developing new policies and programmes.

The MOD has produced statutory guidance to help affected organisations to understand and comply with the Covenant Duty. This explains the Armed Forces Covenant, and includes examples of where disadvantage can arise, of good practice, and other useful information.

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Bringing together MoD, service leavers, veterans & family members with employers to aid successful, sustainable transition & networking opportunities for those leaving the Armed Forces 27th February 2023 - Silverstone Conference Centre Set against the backdrop of the iconic race track, the National Transition Event is a unique event which offers service leavers, veterans and their partners the opportunity to: Gain a clear, objective understanding of possible career paths, and access to a range of support The opportunity to meet and talk with more than 50 different companies Talk to veterans who are employed in jobs and who are best placed to understand the journey you are about to make Understand and recognise your own potential and how your military qualifications can translate into civilian employment.

Leave empowered with a broadened network and a better understanding of civilian employment.

Enjoy exclusive access to our Troops Track day and experience passenger rides around the iconic Silverstone GP Circuit.

REGISTER HERE

WHAT'S ON: COMMUNITY UPDATE

Brighton Marathon 2nd April 2023 Run along the iconic Brighton Seafront in the Brighton Marathon. Take in the picturesque sea views and hear the cheers of the buzzing city of Hove before you finish at the beautiful Palace Pier. Join Team RBL to experience a phenomenal marathon and raise money for our Armed Forces community, to help them lead safe, secure and fulfilling lives.

Learn more here.

The King’s Centre for Military Health Research has been running a mental health focused conference for many years which have been kindly supported by Forces in Mind Trust (FiMT).

In 2023, they will also be hosting the FiMT Research Centre conference, held consecutively on the 7th and 8th March 2023 at the Royal College of Psychiatrists.

Learn more here.

The Northern Hub for Veterans and Military Families Research at Northumbria University, in partnership with Fighting With Pride, are hosting the first annual conference on research with the UK LGBT+ Veterans.

Held in Sutherland Building at Northumbria University on 12 January 2023, there will be keynote speakers, oral and poster presentations, organisations' stands promoting their work and opportunities for networking.

Book your place here.

Military In Business® magazine is brought to you by X-Forces Enterprise www.x-forces.com Editor@x-forces.com @XForces @XForces @officialxforces

X-Forces Enterprise

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X-Forces Enterprise is proud to be an Associate Member of Cobseo and an active member of the Employment Cluster.

X-Forces Enterprise is proud to lead the Big Business supporting Small Business Steering Group for the Armed Forces Community.