Away From The Norm - May/June '15

METEORIC RISE FORWILTSHIRE TECHNOLOGYCOMPANY3KEY AREAS TO HELP YOU MANAGE YOUR IT PHONE FRAUD EXCEEDS £1 BILLIONPLUSLOCALBUSINESSNEWSBi-monthly magazine for WILTSHIRE BUSINESSAway from theNORMIssue 1 May - June 2015

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Away from the ContentsFront cover image ingimage NORM Local Business P12 7 What is Chippenham BID? Carolyn Brownell, manager of Chippenham BID, talks about the exciting future for Chippenham Town Centre and the potential for all-encompassing changes to the business environment. 12 This issue’s interview with...Duncan Hames AFTN met with Duncan Hames in the Houses of Parliament to look back on his time as MP and to discuss the significant plans for development within his constituency. 16 Meteoric rise for Wiltshire company SCISYS provide an insight on their crucial work with the European Space P7 Agency and their journey from a small company in the South West to a multi-million pound international corporation. Features 18 The key to improving your website visibility Web developers ‘aprompt’ give their ‘top tips’ for improving your website’s search engine visibility, to help your company stand out from the crowd. 20 In search of yield Local property investment director George Humphreys explains why securing a healthy yield on any investment has become harder. 21 Is your phone line a five figure liability waiting to happen? AFTN provides crucial advice on how to avoid being part of a scam that costs UK businesses over £1bn every year. P20 22 3 key areas to help you manage your IT P21 IT expert Adrian Gray shares his experience and identifies three ways to gain complete control over your IT systems. 24 The importance of accreditation Richard Forsyth explains the benefits of accreditation and the impact it can have on your company’s reputation. 28 Social media - do I need it? Many firms have not yet fully incorporated social media as an integral part of their marketing and sales strategy, but should they? 30 Big Hairy Audacious Goals Business best-selling author, Robert Craven, talks about the importance of having ‘Big Hairy Audacious Goals’ (BHAGs) and the positive influences they can have on you and your company. P22 31 Mergers and aquisitions P30 Why would a successful, profitable firm consider either merging with or acquiring another entity?Additional copies 32 How to win public sector businessIf you would like your own personal Procurement professional Philip Norman goes through the most commoncopy of Away from the Norm mistakes businesses make when bidding for public sector contracts andmagazine please call 07833 958902 shares his tips on how to make a successful bid.or email: [email protected] at a costof £3.00 per issue (inc. postage) Back 34 Doing business in Sloveniacopies are also available. First in a series of doing business in various parts of the world.Subscriptions Local BusinessAnnual subscriptions are available at£15 per annum (6 copies). aftnonline.com 3



WelcomeWelcome to the first edition of Issue 1Away from the Norm, a brand new May-June 2015bi-monthly business magazine forthe Wiltshire area. Publisher IT IS OUR INTENTION to provide a business magazine that differs significantly Publishing Pages Ltd. from anything currently available, matching high quality production with Company No. 09401619 interesting and valuable articles. At Away from the Norm, we are aiming to change the industry standard and want to provide a publication that is not only Contact us enjoyable, but one that also provides a high quality reader experience. Essentially, we want to create a magazine that would not look out of place on a T: 07833 958902 bookshelf, it will be delivered free of charge to businesses throughout our area. [email protected] Each edition of the magazine will be focussed around the growth and development of localbusiness, as well as providing crucial information in order to save your company time and money. Contributors In our first edition we have a number of fantastic, informative articles, including ‘the importance ofhaving a goal’, written by business best-selling author Robert Craven. Additionally, we provide advice Carolyn Brownellfrom a telecommunications specialist on how to prevent phone fraud, a scheme that costs UK Robert Cravenbusinesses and councils over £1 billion a year, while IT expert Adrian Gray explains how to gain Richard Forsythcomplete control over your IT systems. Ben Gregory Within the local business section, we highlight a number of exceptional businesses throughout Adrian GrayWiltshire that stand out as real assets to our county. We also have an interview with Duncan Hames, George Humphreyslooking back on his time as MP and discussing his constituency’s exciting future, as well as a Diane Johnsoncompany profile of Scisys, a Chippenham based multi-million pound corporation that works heavily Jesse Karjalainenwith the European Space Agency and the BBC. Samo Kraker I sincerely hope you enjoy reading this magazine and I am thoroughly looking forward to Mutamba McCormackinteracting with you on issues facing the world of business, within our wonderful county of Wiltshire. Philip Norman If you have any questions, comments or potential articles that you would like to send to the Kirsty Pagetmagazine, please do not hesitate to contact me at: [email protected] Andrew Thomas Alex WilliamsAlex WilliamsEditor Follow us on social media Facebook.com/aftnonline @aftnonlineLet us help you Although every effort is made to ensurespread the word the accuracy of the material published in this magazine, the publishers can acceptAdvertise with us from as little as £200 per issue no responsibility for the veracity of claimsCall 07833 958902 for details made by the contributors or advertisers. Copyright for all materials published in this magazine remains with the publishers. © Away from the Norm Magazine 2015 The paper used in this magazine is totally chlorine free. The paper manufacturer and our printer have been independently certified in accordance with the rules of the Forest Stewardship Council. aftnonline.com 5

Do you have old albums taking up space? We can help.Samwells for Quality Postal History Samwells Ltd have been We offer items of Postal History which are tailored to eras, dealing in Postal History events or places and our stock dates back to 1450. Our since 1999. Our staff of six items can make a special gift and we have significant includes experts in their experience in presenting and mounting historical documents. respective fields of stamps and covers. Our service is We buy stamps and covers from the public and offer a fast and friendly. valuation service. We can purchase items for an agreed price. Clients sometimes wish to auction their collectionThe term ‘covers’ includes items such as old letters, and we can manage this for them if requested.envelopes, cards and historical documents. The Postal History sector is growing and there has neverMark Samwell, the founder of the Company, has over 30 been a better time to sell collections.years experience in the trade and is a renowned expert inworldwide Postal History. Samwells is highly professionaland reputable and a member of the Philatelic TradersSociety. We abide by the strict code of ethics that havebeen laid down by the society.www.postalhistorygb.com or call 01225 462429 36 New King Street Bath BA1 2BN Now in our offices in central Bath. Please contact us for an appointment.Valuers of stamps, postal history, covers, documents and autographs.

Local BusinessWhat is Chippenham BID?Chippenham officially gained BID status in with over 99% of businesses mentioning carNovember of last year, bringing with it the parking as a large area of concern for them.promise of all-encompassing changes to the Wiltshire Council has recently undertaken abusiness environment. Carolyn Brownell, review of parking countywide and has concludedmanager of Chippenham BID, explains how that, unlike our surrounding towns, Chippenhamthe scheme works and details the exciting does not have enough spaces to fulfil demand.opportunities for business in the area. BID are already working closely with the council to, in the short term, alleviate these problemsBUSINESS IMPROVEMENT DISTRICTS, or BIDs as has to offer. BID will run professionally managed with various initiatives and, longer term, lookingthey are known, have grown in popularity since marketing campaigns to boost footfall and to at increasing the amount of spaces in the towntheir introduction to the UK in 2004 with now promote the town as a business destination. BID and the options available to manage thatnearly 200 across our towns and cities. These wants everyone, from small independents to effectively.privately run bodies are voted for by businesses large scale developers, to have Chippenham asin the local area in order to professionalise the their location of choice, which it arguably has Backing Businessrunning of their business environment. Once not been in the past. The last area is that of ‘Backing Business’,voted in for a fixed five year term, businesses which utilises procurement activities to savepay a percentage of their rateable value Welcoming, Safe and Clean businesses money on their bills. This project willtowards a pot of money that finances the The second area focuses on ‘Welcoming, Safe mostly benefit smaller businesses, as largerbusiness plan they voted for. Following on from a and Clean’, the main element of which will be the organisations already have their own buyingyear long process of extensive consultation with introduction of Town Hosts. These individuals power that independents and SME’s just can’tbusinesses, stakeholders and the public, the will be uniformed and patrol the town centre, compete with. This has been a very popularbusiness plan for Chippenham focuses on four offering a friendly meet and greet and first aid project across the world of BIDs and savings formain areas: services to the public, whilst also providing a businesses tend to be around 30-40%, a saving voice from the BID to the businesses. There will which could considerably benefit the businessMarketing, Image, Promotion and also be an element of security to their role, community.Events working as a deterrent for anti-social behaviourOverwhelmingly the business community felt that and theft. Ultimately, the next five years are somethingChippenham was under-represented for a town we, as a company, are really excited about andof its size (a staggering population of 45k) and Accessibility and Car Parking we can’t wait to update you in the next edition,there was little to no marketing of what the area Something that is a large issue in Chippenham, as to our progress. If you wish to find out more, go to our website www.chippenhambid.co.uk I aftnonline.com 7

Local Business£21 million expansion to Wiltshire College campusTHE CONSTRUCTION of the brand new Wiltshire new purpose-built modern campus for the beauty as well as university level courses andCollege campus in Chippenham is moving swiftly college and town of Chippenham. army resettlement. Designed to be flexible toforward, with the world class facility opening to meet future anticipated demands of students,students in September. The state-of-the-art, The new facilities will support growth in employers and the community, the new buildingthree storey building, will provide a completely vocational training and apprenticeships in areas will provide industry standard workshops and such as engineering, construction, hair and vocationally-tailored spaces, together with realistic working environments. The new building is also designed to be highly energy efficient and sustainable, in line with the college’s objective to integrate sustainability into all aspects of its activities, including energy management and the management of its buildings. Following the approval of the planning application last year, Ben Allen, Vice Principal for Business Development, said: “We are delighted to have got planning permission for the new campus. This is a transformational project for both the college and the wider community of Chippenham.”Dymag wins multi-million poundfunding support from GovernmentMichael Dunlop on his winning Dymag wheels development programme and advanced will potentially create over 250 new jobs over manufacturing process in collaboration with the the next five years.”DYMAG, the Wiltshire based manufacturer of National Composites Centre in Bristol. Dymag iscarbon composite wheels for high performance one of 20 projects across England to win “We have already designed and built the nextcars and motorcycles, has been awarded a funding that will help rebuild British generation carbon composite car wheel that isgovernment grant and loan package of over manufacturing prowess. The award was both light and durable. Lightweight carbon£7 million. The award will support the announced by Business Secretary Vince Cable in composite wheels dramatically enhance vehiclecompany’s plans for product development and March 2015. handling and performance whilst cutting fuelmass production of what have previously been consumption and emissions”. BMW, Ford andniche products that Dymag has successfully Dymag’s Chief Executive Chris Shelley said: several other car and motorcycle manufacturerscommercialised over the past 17 years. “There was stiff competition to win this have recently announced or are already working investment so I am delighted that Dymag has on carbon composite wheel programmes. The Advanced Manufacturing Supply Chain been successful in protecting current jobs and Dymag is already supplying prototypes andInitiative (AMSCI) will provide Dymag with vital samples to car and motorcycle manufacturersfunding support for its new product for evaluation. “The AMSCI funding will enable us to greatly accelerate our development programme to improve the manufacturing process and ultimately mass produce high quality carbon composite wheels for the global automotive industry. We are now completing a financial investment round that will provide the matching funds to enable Dymag to fully utilise this grant funding, which is a key condition of the award.” Wiltshire MP Duncan Hames welcomed the news of the Coalition Government funding for Dymag’s expansion. He said: “Advanced engineering has long been key to our area’s economic success, and will continue to be so in the future.”8 aftnonline.com

Local BusinessNational TV recognition for local video company MATT PAISH AND JAMES STAPLETON of The Creative Video Company, based in Glove Factory Studios, Holt, have recently had their work broadcast to millions on national TV. The company behind the popular online TV channel ‘Bath on TV’ regularly works with the country’s most elite athletes and it was their footage of the ‘British Skeleton’s World Championship Selection Day’ that was featured on a recent episode of BBC’s Saturday Sportsday. When asked about their achievement, James remarked “Occasionally footage we produce is picked up by the BBC and broadcast in regional news bulletins, but it’s always great to see our work used in a national broadcast. We are always proud to see our handiwork on the TV screen.” This is not the first time that The Creative Video Company has had its work broadcast on primetime television – their footage from the ‘Special Olympics’ held in Bath last year was broadcast worldwide during the BBC’s 2014 Sports Personality of the Year awards.Joint venture to deliver huge It will also allow government to tap into thesavings to the Government latest industry advances and improve energy efficiency – using data centres that areTHE CABINET OFFICE and Corsham based SME, aren’t in the cloud. In the past, individual equipped with the latest technologicalArk Data Centres, have announced the launch of departments paid different amounts to either advancements such as real time dynamic coolinga new joint venture data centre that will deliver build their own centres or outsource the service and unique monitoring systems, all within secureincreased efficiency and save the taxpayer an as part of their own locked in IT contracts. This compounds. Huw Owen, CEO at Ark Data Centresestimated £105 million over the next seven deal will, for the first time, provide a cross- said “We are extremely proud to be selected asyears. government approach to buying data hosting the joint venture partner and look forward to services and will save up to £105 million for the working together to drive real transformational Crown Hosting Data Centres Limited will taxpayer by utilising the Government’s combined change across the provision of theprovide public bodies with a physical space to buying power. Government's data centre services. We arehost their computer servers and systems that committed to realising the huge potential cost benefits for the UK public purse.”CEO Steve Hall (front left) and his team sign the contract with Minister for the Cabinet Office, Francis Maude. aftnonline.com 9

Local BusinessWessex Chambers set to inspire The Omate Truesmartbusiness across Wiltshire smart watch reviewedWESSEX CHAMBERS OF COMMERCE launched its other influential public figures dealing with THE OMATE TRUESMART, is thebrand new “Inspire” division on 2nd April 2015. current business issues. There will be regular world’s first standalone smart-Wessex currently offers services under a newsletters and blogs provided by professional watch. AT AFTN we havenumber of brands – Wessex Chambers of partners and information exchange and chat managed to get our hands onCommerce, Wiltshire Business Support Service, forums facilitated via the Inspire website where the device and ask whether orWiltshire Business Hub and The Enterprise clients will be able to talk to each other. There not it lives up to the hype.Network. will also be an online service available to businesses who prefer to interact digitally. Over £1 million in funding was raised last year Commenting on the change, Rob Perks, Chief Thanks to funding from Wiltshire Council and the through Kickstarter and it has since beenExecutive, says “Our clients and members found Department for Business Innovation and Skills, shipped to ‘backers’our multiple identities confusing and unhelpful. this heavily publicly subsidized service will be worldwide.The change is the result of a six month study available to any business from £25 per monthinto support and advice available to businesses plus VAT. One of the mainin the county, especially small businesses, characteristicslistening to business owners and entrepreneurs, Elaine Harvey, Inspire’s Head of Marketing that sets thestudying successful and less successful says “We are incredibly excited about this new Truesmart apartbusinesses we have supported and applying our initiative and we are keen to remain closely from itsown knowledge, education and experience to the aligned with and supportive of the many competitors isquestion – What can we do to make the greatest partnerships and relationships that we have that it’s a fullypositive impact on the small and medium-sized established over the years. We will continue to functioningenterprise community and the economy across build on our partnerships with other business phone. CostingSwindon and Wiltshire?” support organisations and will be establishing around £120, it can closer links with natural partners to Inspire, do anything that can be Inspire will provide a wide range of including Higher Education Organisations. This done on a regulareducational seminars, delivered by industry will enable us to more specifically refer clients smartphone, whether this isexperts on every business topic imaginable who require further input from the world of accessing the internet, text messaging, orbacked up by one-to-one support from one of academia as well as providing assistance to HE simply making a phone call, can all be doneits team of Business Managers. In addition, Providers in placing interns and post graduation straight from your wrist.Inspire will also arrange regular networking students with suitable employers.”events with inspirational speakers including If speaking into your watch James Bondhighly successful entrepreneurs, politicians and Lesley Wood, from Front Room Marketing says style doesn’t suit you, then you can easily pair “As a small business it’s wonderful that Inspire it with a Bluetooth headset, yet the quality of recognises the importance of expert support to speech without one, is still surprisingly crisp. all businesses, regardless of size. I very much The intuitive keyboard is also very easy to look forward to learning more about Inspire.” work with and the watch even comes programmed with its very own ‘Ostore’, where you can purchase or download any of the latest games or apps. However, this watch is not without its flaws. If used as a standalone phone, the connection to both GPS and 3G can be intermittent to say the least and although the watch also comes with a side-on camera, the functionality and quality are both rather poor. Nevertheless, whether you use it on its own or pair it with another device, the Truesmart has an outstanding battery life and overall, definitely gets our seal of approval. Features #### Battery life ##### Durability #### Connectivity # # # Value for money # # # # Inspire branded cupcakes by Little Miss Cake Maker10 aftnonline.com

AdvertorialModel shown is the Alfa Giulietta 1.6JTDM-2 105hp Business Edition at £19,80O OTR† including Luna Pearl Metallic Paint.Range of official fuel consumption figures for the Alfa Giulietta Business Edition range: Urban 42.8–56.5mpg(6.6 – 5.0I/100km);Extra Urban 65.7 – 83.1 mpg (4.3 – 3.4 I/100km); Combined 55.4 – 70.6 mpg (5.1 – 4.0 I/100km). CO2 emissions 119 – 104 g/km.The Alfa Romeo Giulietta BusinessEdition from T H White Fiat GroupBrand Centre from £189 per month*ALFA ROMEO has recently launched the new Alfa The Alfa Giulietta Business Edition additional The original Giulietta was revolutionary for AlfaGiulietta Business Edition, built with business features include: Romeo, making the iconic brand attainable to adrivers in mind and equipped with a host of much wider audience. With its spectacularadditional features designed to make even the • Electric lumbar adjustment on driver and design, superior technology and remarkablelongest journey a pleasure. Based on the mid- passenger seats engineering, the Alfa Romeo Giulietta Sprint wasrange Distinctive trim, the Business Edition a coupé, first revealed in 1954 at the Turinoffers the standard 16-inch alloy wheels, dual- • Front parking sensor Motor show. This was followed closely by azone climate control, rear parking sensors, • Satellite navigation system with advanced sedan in the spring of 1955 and then the opendigital radio and Bluetooth. two-seat Giulietta Spider. 3D Mapping In addition, the latest version offers a voice- • Voice-controlled destination entry Fuel consumption and CO2 figures are obtained for comparative purposes inactivated 6.5-inch UconnectTM infotainment • SD card reader accordance with EC directives/regulations and may not be representative ofsystem upgrade, front seat electric lumbar • UconnectTM 6.5” colour touchscreen real-life driving conditions. Factors such as driving style, weather and roadsupport, front parking sensors and a visibility • Metallic/special paint conditions may also have a significant effect on fuel consumption. †On the roadpack that includes dusk and rain sensors, self- • Condensation sensor price includes 12 months’ road fund licence, vehicle registration fee, delivery,dimming rear-view interior mirror and power • Rain and dusk sensors number plates and VAT. Figures and prices are correct at time of publishing.folding door mirrors. • Electro-chromatic rear view mirror with Business users only. *Rental based on Alfa Giulietta 1.6 JTDM-2 105 hp Business Edition on Contract Hire payment profile of 6 rentals in advance (equivalent to With a choice of four low CO2 engine options, deactivation button £1,134) followed by 35 monthly rentals of £189. Rentals shown above excludefrom the 1.6-litre JTDM-2 turbo-diesel 105hp to • Electric folding door mirrors VAT and maintenance. Rentals are subject to VAT at statutory rate based onthe 2.0-litre JTDM-2 turbo-diesel 175hp, the • Visibility pack 10,000 miles per annum. Excess mileage charges apply. Vehicles must beGiulietta Business Edition is also one of the registered with Alfa Romeo Contract Hire by 30th June 2015. Promotion subjectmore tax-efficient choices that company car This new variant offers more than £2,000 to status. A guarantee/indemnity may be required. Promotion correct at time ofdrivers can make. The new variant achieves worth of extra equipment, yet the on the road going to press and may be varied or withdrawn at any time. Subject tobetween 55mpg and 70mpg on the combined price of the Business Edition is actually lower availability. Alfa Romeo Contract Hire, 240 Bath Road, Slough, SL1 4DX. We workfuel economy cycle and BIK from 18%, than that of the Giulietta with Distinctive trim, at with a number of creditors including Alfa Romeo Financial Services.depending on the engine chosen, making it even just £19,025 on the road.more tempting to drivers who spend a lot of For more information:time on the road and at the pumps. As well as the Giulietta Business Edition, Alfa Romeo has introduced the New Alfa Giulietta T H White Fiat Group Brand Centre Sprint, launched to celebrate the 60th Emma McArdle – Fleet Sales Specialist anniversary of its original counterpart. T: 01793 222627 E: [email protected]. W: motors.thwhite.co.uk aftnonline.com 11

This issue’s interview with...Duncan HamesAFTN recently met with Duncan Hames in the Houses of Parliament to look back onhis time as MP. With the outcome of the May General Election unknown at time ofgoing to press, we discuss his constituency’s exciting future.Alex Williams reports What have been the main challenges in promoting your constituency?Your constituency is about to undergosignificant development, how do you see It astonishes me, in parliament; how often people presumed thethis creating employment opportunities for economy of Wiltshire is focused entirely around agriculture. We have athe area? beautiful countryside, but overwhelmingly the economy is focused away from agriculture and towards advanced engineering and high qualityOne of the most significant recent events is that the ‘Wiltshire Core services. Whenever I had the opportunity to bring senior governmentStrategy’ has been formally adopted by the council, giving locally figures to my constituency I tried to showcase great examples of cuttingelected people a much stronger say in how development takes edge technology and the advanced business that we have here. Lastplace in our area. Until this point, we have been subject to all sorts Spring I showed Danny Alexander to ‘Anthony Best Dynamics’ inof speculative development proposals on sites which hadn’t been Bradford-on-Avon, where they are working on very sophisticated testingplanned for at all. This now means we can move forward in creating equipment for automotive systems and before Christmas I broughtresidential and employment opportunities in a way which responds together a group of businesses in Chippenham to show the deputyto the needs of the local people and which it is ultimately prime minister how the digital economy is already having a major impact.democratically accountable for. On the environmental side we also have a rapidly growing electricity company, Good Energy. I am very proud to have them in myDuring your time in parliament what has constituency, promoting cleaner energy and breaking down theyour role been, in terms of bringing stranglehold of the ‘big six’.business to the area?Right across my constituency, I have tried to create an environmentwhich is attractive for local businesses that want to expand, whetherthat is supporting their bid for government initiatives or workingthrough the ‘Local Growth Deal’ to get major commitments from thegovernment to invest in the infrastructure we need to makeWiltshire a great place to do business.12 aftnonline.com

Local BusinessHave you actively worked with businesses, similarto those you have described, to encourage theemployment of local workers?My door has always been open to my constituents, to local business and topeople who want to be a part of our local economy. It has been my job, alongwith the local council and the government, to try and find ways to enable localbusinesses to grow and be more successful, whilst keeping all of theopportunities that goes with that employment within my constituency. Not so long ago I visited ‘Dymag’, a performance racing wheel manufacture, and I was really impressed with their commitment to providing opportunities for the next generation. They work closely with the ‘Future Brunel’s Programme’ in order to encourage young people to go into engineering, both girls and boys. That type of commitment is something I really want to encourage and celebrate within the local business community.In that regard, it is great to see that Wiltshire College isundergoing a major expansion and I understand that youplayed a large part in securing the funding. What benefitsdo you feel this will bring to the community?Under the last government the learning and skills council had a capital programme forredeveloping further education colleges, yet it was out of control and wildly overspent.Colleges that had bid for projects, like Wiltshire College, had their hopes dashed. I knew, as anew MP, that this was unfinished business and Wiltshire College was still in desperate need ofinvestment. I promised to go to the very top, if needs be, to try and secure the money that wasneeded for the project. In a question that I put directly to the Prime-Minister himself, I made abrazen bid for over £20 million to be invested in Chippenham, in order to provide a state of theart educational facility for the college. I am delighted to say that we were successful and duringthe course of last year I’ve been able to celebrate with the college as they continue to makegreat progress on their journey to having this new building. This investment means Wiltshire College can continue to be a great facility for young people,especially those who don’t end up at university, to complete their formal education. It will nowbe able to support even more apprentices and provide a way for young people to develop theirskills and lay the foundation for what should be successful careers.How do you see this development benefiting local business?Even until a few years ago, when the country was still working its way out of the recession,whenever I met with businesses I was struck by how they told me how hard it was to findpeople with the skills that they needed to grow. If we want businesses that are successful, weneed to make sure they can access a skilled pool of labour and the new college developmentwill play a crucial part in this endeavour. I aftnonline.com 13

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Some of Dentons’ Customer Services TeamEstablished in 1967 and with 25 local directories from iTunes and Google Play for iPhone orcurrently in production and an annual circulation of over Android smartphones and tablets respectively.600,000 copies, dentons directories are distributed to And at the heart of the technological revolution,over 55 locations in the South West of England. Dentons also offers full marketing services from its digital agency, Dentons creative.THOUSANDS of advertisers list and promote source and rely on accurate and up to datetheir services in the directories and Dentons information to locate a huge range of Rapidly becoming one of Wiltshire’s leadingremains the pioneer of local directory businesses and services including electricians creative services providers, dentons creativeproduction whilst still at the forefront as the and plumbers, local takeaways, tree surgeons, has gained a reputation for design excellenceregion’s leading directory publisher promoting piano tuners, dentists, solicitors and architects and customer satisfaction and its growing clientlocal businesses and services. or the nearest garage for an MOT. base includes a huge variety of businesses and services comprising local, national and Dentons’ success relies on a tried and tested Dentons rigorously verifies all listing details to international clientele.formula based on local knowledge and from its ensure reliable and up to date information isrecognition and establishment of long term published in all its directories which are offered Dentons’ web design team shares many yearspartnerships with local businesses to foster in a compact and handy size – and Dentons’ of commercial experience in the new media andtrust and continuity whilst facilitating a gateway latest directory was launched for the Salisbury digital marketing industry. The team focuses onfor its advertisers to reach thousands of users area in December 2014. designing and delivering standards compliantwho refer to the directories for the sourcing of responsive websites and web applications notlocal products, services and community But that’s not all! Dentons also offers an only for Dentons’ advertisers big and small butinformation. online national directory with over two million also to new clients who recognise the huge listings (and counting) available at opportunities online marketing strategies can The directories are crammed full of really www.dentons.net - and the website also extends deliver in terms of brand engagement anduseful local information and users can also to an App which is free, quick and easy to install increased business. From a single and convenient location in the heart of the South West, Dentons has fast become one of the region’s leading facilitators and destinations for all marketing and local advertising requirements. I For more information:Dentons’ Web Design Team Dentons Directories Ltd Bridge House, Station Road Westbury, Wilts BA13 4HR www.dentonsdirectories.com T: 0844 776 1967 E: [email protected] aftnonline.com 15

Meteoric rise In a quiet corner on the western edge of Wiltshire, sits the Methuen Park business district that is home to the headquarters of a remarkable mid-sized business that is full of surprises. Photo: Mark Woods16 aftnonline.com

Company Profilefor Wiltshirecompany with an adjusted operating profit of more thanTHE AIM-LISTED SCISYS PLC began as a start-up simply because in many ways SCISYS remains a £3 million. The group currently has around 450in Bristol in 1980 and over the decades grew veritable insider secret when it comes to the staff in the UK and Germany.into a group with highly skilled staff in three UK true extent of its operations. This is perhaps sooffices, two in Germany and a recently acquired because it remains a B2B solutions company, At the heart of software and technologyweb and mobile development company in even if its technologies touch millions of people SCISYS has continued to look to the future andLeicester. It moved its headquarters to a every day without them ever knowing it. The has a stated strategy of accelerating growthpurpose-built building at its current Methuen company, for instance, played a hand in partly through appropriate acquisitions. ItsPark location in 1999. developing the orange electronic ticket system latest came in December last year when it for British Rail that went live in 1986. bought Leicester web and mobile applications So, a company in Chippenham, what do they company, Xibis Ltd. This strategy is set todo then? Well, it’s not what you might expect. SCISYS is currently deliver growth in the business and retail sectors.The company is rather modest about its role in working on everything SCISYS’s wholly owned building is now home toproviding software that the European Space from space projects to local companies, including a software solutionsAgency (ESA) Rosetta Mission recently used to marine electronics and analysis business and it currently has room forland the Philae Lander probe on a comet 310 geographic information other tenants at its Chippenham high-tech park.million miles from Earth. Its space division – systems (GIS). It In these respects, SCISYS has put down roots assplit between the UK and Germany – is also continues to recruit being at the heart of software and technology inplaying a part in creating intelligent navigation more people every year the region.and autonomy software for a European rover in all areas of itsintended to be sent to Mars (pictured: a activities for the All of these features are what make SCISYS aprototype testing technology that could be used aerospace, defence, unique company that operates in sectorsin the Atacama Desert in Chile) while the utilities and against some extremely big hitters – yetcompany is also involved in future satellite government industries. continues to make its mark. SCISYS has anavigation systems for the European Galileo reputation for being small enough to be agilesystem. These are just three things from the The 35-year-old SCISYS plc began trading as yet having broad experience in working oncompany’s space division. Science Systems, starting out supplying technical projects for large organisations and solutions to the European Space Agency (ESA). business-critical systems. Its success is built on Its Enterprise Solutions and Defence arm is In 1992 it split into industrial and space fostering long-term relationships.currently delivering navigation and divisions and by the following year had 179 staff.communications systems for the Royal National Its profits before taxes surpassed £1 million for All of this is done with little fanfare andLifeboat Institution (RNLI), geographic the first time in 1995. In 1997 the business had managed from a quiet business park on theinformation solutions for the Coal Authority, doubled its staff numbers and listed on road to Bath. It could just be that the SCISYSweather service products for the UK Met Office London’s Alternative Investment Market (AIM) a group is one of the local region’s best-keptand bespoke software systems for the Warrior decade later the rebranded SciSys plc (UK:SSY) business secrets, setting a great example as anarmoured-fighting vehicle alongside Lockheed bought a German communications, satellite and incubator for talent in the UK software, technicalMartin. The company’s media and broadcast broadcast software company VCS. This became and development sectors. Meanwhile, theunit in Germany produces radio play-out and SCISYS Deutschland in 2012 when the entity business continues to look for new markets andmedia-asset management tools called dira! rebranded throughout the group under the more technical challenges to sink its teeth into.used, for example, by the BBC. SCISYS name (www.scisys.co.uk). Group SCISYS certainly is a mid-sized business full of revenues for 2013 were more than £40 million, great surprises. IA company firmly on trackThere are still many who have not previously For more information:been aware of SCISYS or its solid roots inChippenham and the South West. This could be SCISYS PLC and SCISYS UK Ltd. Methuen Park, Chippenham SN14 0GB T: +44 (0) 1249 466466 E: [email protected] www.scisys.co.uk aftnonline.com 17

Business Photo: istockphotoThe key toimprovingyourwebsite visibilityEven though Google search is not the be-all and end-all to business, havinga site that ranks well in organic searches is a major help. aprompt websitedevelopers in Chippenham are giving free tips in every issue to help you.SEARCH Engine Optimisation (SEO) is the Top Tipsprocess of improving the visibility of yourwebsite in a search engine’s organic, unpaid In order to achieve fantastic results in search engines, in particular Google, for what yousearch results. The greater the visibility of a do rather than who you are, here are our ‘top tips’ for your business:website and the better it ranks for the relevantkeywords, the more likely it is to receive high 1 Find the right keywords to match what you do, keyword research is essentialquality hits from people interested in its and is a cornerstone of SEO. Do it before you do anything else!particular subject matter. 2 Write relevant and unique content of 400-600 words per page/subject matter Search is an important part of our lives! To on your website.understand the value of SEO it is crucial toappreciate the role that search engines play in 3 Ensure your content is optimized for the keywords that you want to be found inour day-to-day lives: Google. If the keywords aren’t there, Google will not necessarily list you.• 80% of all internet sessions begin or involve 4 Quality blogs and quality content are so important. Make sure to keep the user visiting a search engine. So enabling everything up to date and always add new posts to your blog, which should be your website to be easily found through them part of your website. Using a third party blog is probably cheaper, but it’s has massive benefits much less effective.• Google records around 34,000 searches per second, two million searches per minute and 5 Create meta titles, meta keywords and meta descriptions that match the over three billion searches per day. content on each page.• Approximately 70% of users choose to ignore ‘paid search results’, opting for 6 Ensure your website design is responsive. organic results instead. 7 For eCommerce sites: Subscribe to the Google Merchant Center, where you canFor more information: upload your product feeds and make them easy to find on Google Product Search (aprompt websites do this for you automatically depending on your Contact: Kirsty Paget product type). Aprompt Website Developers www.aprompt.co.uk 8 Tweet regularly about useful content – don’t try to sell a product via a Tweet. T: 0845 224 5806 E: [email protected] aftnonline.com

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BusinessIn search of yieldGeorge Humphreys, Propety Investment Director writes... Trying to secure a healthy yield on any Ground rent investments whereby the investment has become harder, a lot freehold interest is acquired on a block of harder. The inevitable balance between leasehold units have performed very well. This risk and return has been put into the approach gives long term incremental income at spotlight through this low interest rate, relatively low risk and as more developmentlow inflationary period which looks set to remain for resumes there will be wider opportunities.the foreseeable future. There are also various ways to enhanceMEMORIES are short but what many of us have The default position is a standard modern two capital growth. Simple refurbishment projectslearnt is that there are some basic investment bedroom house within a Wiltshire town which which are then held to rent and subsequentlycriteria that was ignored. Understanding what may cost £180,000 with a rental value of £700 mortgaged are a sensible way of building up ayou are investing in and trusting the person who pcm. This yields a 4.6% gross yield which after rental portfolio. Larger redevelopment schemesis placing the investment. running costs may produce 3.5% pa. Combined where capital gains of 10% to 15% can be with a realistic element of capital growth, helped expected can be effectively managed and Residential property is the largest UK asset in part by projects such as the electrification of delivered more easily than you might imagine,class being three times the scale of equities and the GWR rail line down to Chippenham, we could leaving time for the day job.six times the scale of commercial property. It’s see a total annual return of 6% to 7%.long term performance over the last 40 years We can improve on this by focusing on other Gains through planning consents, leaseholdhas shown 13.8% annual growth compared to residential sectors. The student market has extensions, protected tenancies and portfolioequities at 12.3%. As with any sector the level expanded rapidly over the last four years acquisitions provide further and more specialistof returns can be improved by the skill of the offering rental yields of 7% to 10% depending options.specialist who focuses on it. on how it is packaged. Most of the higher yielding stock originates from the northern Residential Investment can provide both short For many years residential investments have towns and cities such as Manchester and and long term performance depending on whatbeen eyed up by the pension funds and at last Liverpool where capital values are more modest is required. The benefits of variable scale, athey are acting on it. New ‘PRS’ (Private Rental and rental demand is very high. However, strong chronic national housing shortage andSector) funds backed by the likes of M&G and yields can also be found in the core university familiarity with the product should give comfortMoorfields are building large schemes of 200 to towns such as Bristol, Exeter and Southampton to pursue some higher yields. I400 units purely for the rental market. A sound, and the product is a far cry from the days oftangible and much needed product that we can ‘The Young Ones’! George Humphreys MRICSall understand. Target net yields average 5.5% Investment Directoralthough it is unlikely that the policy holders will The serviced apartment market and specialist Atwell Martin – Residential Asset Managementbenefit from this level of return. foreign student operators can also give exposure to high yielding property. This can be George Humphreys is a chartered surveyor who for For individual investors the timing is right, we done on either a single unit or ‘block’ basis the last 20 years has specialised in residentialare familiar with the product and there is a offering flexibility on the scale of the required property investment. His focus remains on acquiringrange of entry prices. The criteria for most is investment. residential opportunities for individual and corporatewhether you invest for growth or income. Most investors across the UK.of us want both! [email protected] aftnonline.com

BusinessIs your phone line a 5-figureliability waiting to happen?Diane Johnson writes...Telephone fraud is yet another reality of our highly connected world and may present amajor risk to your business. Fraudsters are targeting exchanges within public andprivate sector organisations and size does not matter! The latest figures show thatthis type of fraud is costing businesses over £1bn a year in the UK alone.FIXED LINE FRAUD is developing into a major telephone system could be lit up like a Christmas If you are unsure of how to check theproblem throughout the world of business and tree over the whole weekend, with calls being security of your telephone system,can be carried out in a number of simple ways. made all over the world and nobody is in the please contact your systemFraudsters primarily hack into phone exchanges, office to notice it. maintainer and ask them for ausing widely available “war-dialling” software security check of your system.and proceed use the outward line to dial To help prevent a situation like this happeningpremium rate numbers. to you, you need to be more security aware. It’s Quick mobile tip not just the office door that needs to be secure! There is one clear message that comes from the One example of this fraud involved Hambleton While no telecommunications system can be News of the World debacle and this relates toDistrict Council in Yorkshire. Following a number made entirely risk free, diligent attention to voicemail security. While mobile operators mayof attempted hacks, the fraudsters accessed the system security can reduce the risk not authenticate caller ID, changing your phoneCouncil’s exchange on Christmas Day. The considerably. Although the guidance below may settings to require a PIN when checking yourexchange then made multiple calls to numbers seem obvious, it is not always done: voicemail is highly advised. Iin Bosnia, Pakistan and Ethiopia, resulting in abill of £30,000. The exchange owner is Change passwords, PIN’s and access Image: ingimagecontractually obliged to pay the bill and has little codes at least four times a year foror no comeback due to the international nature both switch (software based/remoteof the fraud. The council had to pay up. access) and hardware-based voicemail systems, as well asMinimise the risk automated attendant services.Protect your telephone systems as much aspossible; if you are a victim of this type of If someone leaves your company,fraud, the cost could be considerable. It is the change their voicemail PINsystem owner’s responsibility for any calls immediately. Using a PIN such aspassed through their system, whether they are 1234 or 0000 is just like leaving thelegitimate or fraudulent, whatever time of the door wide open for the opportunistday or night, any day of the week. Check your fraudster.terms and conditions on fraudulent calls. Ensure that your staff know how Fraudsters usually target a telephone system important it is to secure their PINsat weekends, when they know they have a free and passwords and documentrun from Friday night to Monday morning, when policies to enable that.they can run up considerable call charges. YourFraudsters accessed the Council exchange and thenmade multiple calls to numbers in Bosnia, Pakistanand Ethiopia resulting in a bill of £30,000 aftnonline.com 21

Business key areas to help you manage your IT3 Adrian Gray, IT specialist writes... IT used to be a tool to help parts of your business run. For most organisations now, IT is the business. Be it back end processing or shop window epos systems, most of us are entirely reliant on hardware and software, static and mobile.I ONCE WITNESSED the complete loss of power desk responds “yes we know about that” and 3. Change Managementin a large supermarket and was fascinated by they proceed to take action on a quick fix, as Whatever upgrades or enhancements that arewhat took place over the next 10 minutes (much opposed to getting to the underlying cause. The made to your systems need to be businessto my wife’s frustration). New shoppers were problem with this approach is that known driven. I have seen many examples of changesstopped from entering the premises and existing incidents may only take a couple of minutes to that have been IT driven, that have not deliveredcustomers had their trollies estimated by the fix, but should they occur regularly, they can the projected benefits. The system users aresupermarket staff and negotiated by the heavily impact on service availability. One often a good starting point to judge the benefitsmanager! example of where this was the case took place of proposed changes at the coalface. New in a travel firm that required a database reset to developments or enhancements that focus on In this instance, there was an obvious loss of overcome the known problem. It transpired that increased functionality, faster response times orrevenue, as the customers had the upper hand the reset took four minutes to complete, but more secure transactions need to be judgedin any negotiations. Furthermore, as well as the during that spell there were 78 people that from a more holistic perspective. IT has got aobvious problems of cash control, details of the could not access their systems. In one month major role to play in aiding the decision makingcustomers were taken and they were allowed to alone there were a total of 17 resets. 17 resets process, but the final decision must be agreedleave, having signed for their goods. There were at 4 minutes a go for 78 people, comes to 88 by the business. Any changes to systems orother major issues such as stock levels not hours – two weeks work for somebody! Put a environments should be authorised andbeing recorded, that would have impacted on monetary value on that and these incidents prioritised, with contingency plans in place in thesupply chain processes and home delivery demonstrate their cost. It is only when you have event that any unforeseen problems arise.orders not being processed. We have also seen the data on all incidents that you can act onrecently that RBS were fined £50m for a them and prioritise the fixes. All of the above are key to ensuring that youcomputer problem that had a huge impact on have the support you need for your businesstheir customers. It has become obvious that 2. Supplier Management systems. Manage these three areas and you willthings will go wrong no matter how much money You need to have a Service Level Agreement gain a level of control over your vital systemsyou put into your contingency plans. (SLA) with each of the entities involved in your that don’t help you run the business but are the IT support and delivery processes. Contents of business! I What can you do to ensure that your systems the SLA should include:are being appropriately managed? There will • A list of the services being providedbe a number of third parties that will play a role • Responsibilities of other parties e.g.in the on-going support of your IT and you needto manage them effectively. telecoms/power providers • Details of the availability and response times1. Incident ManagementAll incidents to your systems should be recorded for the serviceseither internally, or by your service provider. An • Service reporting and management – whoincident is defined as an unplanned interruptionto an IT service or a reduction in the quality of does what and whenan IT service. I have seen numerous examples • Other measurements such as downtime andof incidents being reported to which the service incident response, and • Service fees and SLA breach penalties.22 aftnonline.com

Business Image: ingimage aftnonline.com 23

BusinessImage: istockphoto The importance of accreditation Richard Forsyth writes... The business edge in a crowded market place can come “Anyone can join Google Partners, but only in many forms. We know the importance of marketing, trusted agencies can earn Google’s seal of website management, forensic examination of finances approval and get listed on Google Partner but what about those little things that mean so much – Search. The Google Partner badge shows that the little things that hold up the credibility of the business? Google trusts us,” said Tom Vaughton, Director of Varn Media. TO MAKE YOUR BRAND say quality, authentic, least appreciate them, which gives you an In safe ‘brands’ ‘passed the tests’ we need to consider advantage if you are accredited. Then there is safety. For many products this is a accreditation. Accreditation can come in many regulatory requirement but in the age of global forms, always from a third party. Accreditation For example, The Westbury-based Paper Bag internet business and cheap imports customers means you have a badge of proof of your Company chose to gain Forest Stewardship are savvy to checking for accreditations. This credibility that you can display next to your Council (FSC ®) certification last year. “The applies to a wide range of products and brand, on your website, on your shop front, on certificate reassures buyers that the wood services but is doubly important for food, toys your merchandise and it stands out if it’s a sourced for our products has not been illegally and healthcare products for instance. There is symbol. harvested and is from a responsibly managed the kite mark in the UK which is used on smoke area,” said Director Jon Marling. alarms, crash helmets etc. For food there are The rewards from awards many schemes including Red Tractor (a logo of Firstly – if you are confident your business ‘is Be a professional a red tractor) which means the primary food the business’ why not apply for awards? The Sometimes accreditation is as simple as showing source like chicken or beef can be tracked back benefit is obvious. If you win, you have a shiny your qualifications. For instance the Bradford on to the source farm. badge and a ‘cred’ that elevates you head and Avon based digital marketing and SEO firm, Varn shoulders above your rivals. Remember – new Media displays a Google Partners badge on the Whatever your business is it’s worth taking customers make up their minds very quickly homepage. some time out to consider how accreditation can (under a second in some studies) about benefit your company. Whilst some are businesses they see for the first time – regulatory in nature, there are numerous especially online. An award badge will yell schemes that you could join that will give your ‘professional and quality’ if put somewhere business a great selling point. For information prominent. on accreditation you can turn to UKAS, United Kingdom Accreditation Service which is It’s good to be good recognised by government. Accreditation is Being ethically minded and responsible is especially beneficial for export and accessing important for consumers and a lot of business markets. I businesses. There are many bodies that are widely recognised for their rigor in screening on Jon Marling (left) and Jim Garven, Commercial Director, With thanks to: Tom Vaughton of Varn Media issues like fairness of working conditions and presented with FSC certification. (www.varnmedia.co.uk) and Jon Marling of Paper green sustainability issues. Some businesses Bag Co (www.paperbagco.co.uk) and consumers will look for these signs or at 24 aftnonline.com

Disaster Recovery Business Centres across WiltshireUK-based Data Centres to hold your discs and servers and along the M4that are secure, resilient, accessible and available We also provide...• 85% of businesses that suffer a disaster never fully resume trading (IBM). Conference Centres• Less than 15% of businesses have a Recovery Plan in place (CBI). Meeting rooms, Board roomsProtecting your business from unexpected power, equipment, data and Conference Suites fromor communications loss, all covered by UK insurance and UK law. 2-40 people, for full or part day hire, with full Audio/Visual• Contingency advice • Trail invocations • Dual power supplies • 24/7 access facilities and catering• Space for key staff to operate from • CCTV • Dual Aircon • Remote access Call 01249 454100• Leased lines • Monitored sites • Access control [email protected] for a simple fixed affordable fee that's paid for by insurance Facilities Managementopenituk.com A complete range of buildingCall 01249 665920 [email protected] Offices in Chippenham, Corsham services - Housekeeping, and Royal Wootton Bassett. Security, IT, Maintenance, Utilities and 24/7 HelpDesk At less cost than doing it yourself! Call 01249 665920 [email protected] Fully Serviced Offices A private office, with all the services of a large company, all at a price that a small business can really afford! Call 01249 665920 [email protected] Don’t delay - call us today!Transportation EnvironmentalTransport Planning Traffic Engineering Highway Design Air Quality Assessment & Monitoring Environmental Impact Assessment NoiseInnovative transport and highway Specialists in air quality, odour, noiseengineering solutions for a diverse range and vibration and EIA with extensiveof development projects from conception experience in carrying out assessmentsto completion. Schemes range from small for a range of developments across allscale residential to city and regional sectors both in the UK and globally.master planning projects. www.entranltd.com12 Greenway Farm Bath Road Wick Bristol BS30 5RL Tel: 0117 937 4077 aftnonline.com 25

Advertorial I’m reminded of a quote by John Ruskin, a 19th century author who wrote “The Low Bid”. “There is hardly anything in the world that some men cannot make a little worse and sell a little cheaper, and the people who consider price only are this man’s lawful prey!” “The common law of business balance prohibits paying a little and getting a lot – it can’t be done. If you deal with the lowest bidder, it is well to add something for the risk you run, and if you do that, you will have enough to pay for something better.”Digiprint – quality How does Digiprint aim todesign and print differentiate themselves from other printing companies?DIGIPRINT is an award winning local independent design, It’s simple. We offer a quality print and signageprint and signage company offering small and wide format service that keeps our customers coming back,printing, posters, signs, and display items since 1987. year after year. The convenience of orderingAFTN recently caught up with Digiprint Managing Director, online is great, but what if you need someBen Gregory, to discuss the services that his company advice, support, ideas or to actually see theprovides and the key to their continued success product before pressing the button to print?throughout Wiltshire. And what happens if something goes wrong? Digiprint is convenient, with three service andThe image that companies portray in Is there a difference between high production centres in the South West, plus theprint, ranging from brochures to quality printing and the low cost option to order online if you need to. Wesomething as simple as a letterhead, alternatives? combine the personal service and High Streetis often overlooked. Why is it crucial Absolutely! The quality of your marketing items, convenience with quality products andto get it right? including the design and print quality, reflects competitive pricing, ensuring our continuedImage is everything in the world of business! the overall standard of your own products or growth.Getting things right from the start is now more services. If you offer a customer a business cardimportant than ever; with increased competition for example, printed in poor quality on a thin Concern for the environment isand price wars, your company has to stand out board with a budget printer’s details plastered becoming increasingly important.from the crowd. Online templates are a great on the back, what does this say about your As a print company, what steps dotime saving convenience and usually offer business to the customer? you take in order to lower yourbudget economy printing, but your efforts and environmental impact?spend is often wasted with run of the mill design Digiprint is proud to be one of the only trulyand poor quality printing. That’s why at Digiprint ‘green’ print and signage companies. We havewe focus on getting the product right and fit for invested considerably in the latest greenpurpose with bespoke design and the best print printing technology and were the first businessquality available, whilst also offering a wider in the South West to offer latex ink printing, arange of papers and services than most other process that releases no volatile organicprint companies on the market. compounds into the air when printing wide format signage. Furthermore, 95% of our paper and board is Forestry Steward compliant and we recycle or reuse whenever possible. See gogreenprinting.co.uk for our full green credentials. I For more information: Digiprint T: 01249 655778 E: [email protected] www. www.digiprintgroup.com26 aftnonline.com

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Image: istockphotoSocial media – do I need it?Written by a businessman not a social media agencyMany firms have not yet fully incorporated social media (SM) as an integral partof their marketing and sales strategy, should they – please discuss!THE METEORIC rise of SM, over the last few Social media – yes or no? analytics on the various social media platformsyears, has brought with it new marketing, SM should be a method of helping you grow as well as Google, can help give you an idea ofcommercial and communication opportunities your business, not to suck your resources and how your SM advertising is relating to sales.for firms of all sizes. Many of them are now hold you back. It is only when you fully recognise Is your website or ecommerce traffic increasingviewing this fundamentally different approach to the benefits and drawbacks of SM that you as a result of SM? What pages are being viewedbusiness communication as ‘must have’ rather should make a strategic decision on adopting it. and what products are being purchased?than a ‘should have’. Many of them are seeing You should also accept that SM ever changingsignificant growth in their customers and and you need to change with it. You will need to understand how all of thesepar tner s. things work together if you want to identify ROI, Discussion points there is no simple answer. Social Media is defined as “online tools and Relevant Knowledge – There is a significantplatforms that allow Internet users to amount of useful information available on the Possible negativity – The first thing tocollaborate on content, share insights, and internet that may even provide specific sector remember is that SM is just what is says on theexperiences, and connect for business or data on your services or products. There are tin, it is a social platform. You should encouragepleasure”. also SM consultants that could provide you with people to use it as that and welcome comments strategic advice and help you understand the both good and bad. Having done some research on this subject, benefits. I would recommend using them for thissome of the main reasons for not embracing holistic role alone as opposed to bringing them We all know that negative feedback exists onsocial media were listed as follows: in to take any plans further. most of the major online retail portals we use, but we also know that there will always be1. A lack of relevant knowledge No in-house skills – Your strategy should unhappy customers. How firms respond to that2. Our customers wouldn’t use it be based around the existing knowledge within negativity can be a positive.3. Don’t know how to measure my ROI your organization. Many firms take advantage of4. No skills to do it their staff who may have fully embraced the SM Ultimately, if you are not able to justify the5. Fear of the unknown world. expense and time to use social media, then6. It would take too much time focus your resources in other areas. I7. Cost Measuring ROI – This is difficult, how do we8. Security and privacy convert likes and shares into hard cash?9. Possible negativity Nobody has the definitive answer, but using28 aftnonline.com



Business Big Hairy Audacious Goals Best selling author Robert Craven writes...Image: istockphoto Visionary companies often use bold missions. Core purpose: These can also be called BHAGs, Big Hairy To make it hassle-free for advertisers and their Audacious Goals, pronounced bee-hargs. agencies to get superb quality print A BHAG is a powerful mechanism to stimulate advertisements on their hoardings. progress. Most companies have goals, but Core values: there is a difference between merely having a goal and • Customer-led becoming committed to a huge, daunting challenge. • State-of-the-art technology • Professional • Growing profit IN THE 1960s President Kennedy didn’t have a dime store the most successful in Arkansas BHAG: goal to ‘do a bit more in space’. Despite there within five years. (This is now Wal-Mart) To create a reputation for quality and reliability being a less than 50:50 belief in getting a man • Tom Watson Snr’s goal was to transform his such that 70% of advertising agencies actually on the moon, in 1961, he still declared ‘that this tiny one-building company into the International stipulate that they want KJ to print the advert. nation shall commit itself to achieving the goal, Business Machines Corporation. (This is now IBM). (Within three years). To be known as the only before the decade is out, of landing a man on printer worth working with. To be the leader in the moon and returning safely to earth’. At the For start-ups, to simply get up and survive is our class, proven by awards. time this statement was outrageous. It was a a pretty audacious goal! BHAG, and what a BHAG does is provide a Vivid description: unifying focal point of effort, often creating Case study Two years later. We are in the car park at KJ – immense team spirit. KJ Printing Systems was a generalist printers there is a series of company cars ahead of us – with 75 employees. Margins on standard print convertible Saabs, the new BMW sports. We A BHAG engages people – it reaches out and jobs were ever-decreasing. In recent years they enter through the glass double-doors. The engages their emotions. It is tangible, focused on printing large advertisements for ground floor is a throng of activity. It is a high- energising and exciting. It has a clear finish line. roadside hoardings. They decided that their ceilinged hallway that has hoardings adorning As the goal becomes the focal point so the future lay in investing in a unique technology for its walls. It is like a church dedicated to the art leader becomes less important. BHAGs are well- large-sized (photographic) printing. It was at of tasteful persuasion. You would never know suited to entrepreneurs, small companies and this point that they still lacked clarity about the that behind this room dedicated to style is a start-ups in particular. future and worked through the BHAG process printing works. • Sam Walton’s BHAG was to make his first (defining core purpose, core values, BHAG, and vivid description). On the walls are some of the most memorable advertising hoardings of the last few 30 aftnonline.com

years. All the famous and/or notorious brands Mergers &have had their work printed by KJ. acquisitions At reception a backlit glass cabinet houses Image: ingimagesome of the most prestigious awards of theindustry. The factory floor is a hive of activity, We live in a changing business world and thewith the latest digital printing technology in expansion of services, products and geographicalevidence. Fifty men and women at work in what markets is becoming more viable due toresembles a dust-free environment. improved technology and communications. The design studio comprises 30 designers GLOBALISATION used to be reserved for bigger firms but we have recently seen a shift toworking at computers – there is bustle, there is include much smaller firms who have embarked on this route.excitement, and the phones are ringing –controlled chaos. The sales and administration Why would a successful, profitable firm consider either merging with or acquiring anotherfloor is relaxed, informal yet with an air of entity? From a financial perspective there may be benefits but cost savings are not usually asuccess. All areas are clean and tidy. The style major driver for this kind of change. There are many reasons for expansion that incudeis very Scandinavian – large plants, large securing the supply chain, maximising under-used resources, reducing the competition andwindows, and wonderful views of the taking on a new products or services. Experience shows it is more likely that the desire is tocountryside. move up the chain and look to attract bigger and richer clients or to take the skills, products and customers of the another firm.Action pointAsk yourself if your vision for your business is According to research from KPMG, 90% of mergers and acquisitions fail to reach theircompelling enough. Do you have a Big Hairy objectives, compared with 42% of marriages! (source – Office for National Statistics).Audacious Goal or do you have dull uninspiring Steps to you can take to minimise risk of failure include:goals like ‘do better than last year’? Where’s thepassion and excitement in that? Rewrite your I Due diligence: do it throroughly especially in financials and order books.vision until it is a BHAG – this in turn will inspire I A common goal: have a strategic vision over a five year period.you to rewrite your mission and will affect your I A common culture: make sure you have policies/processes documented and mixstrategy. teams as soon as possible. Use social events to build empathy.STEP 1 I Resourcing: don’t expect your people to continue with their day jobs as well as managingWhat is your core purpose?STEP 2 the merger workstreams.What are your core values? I Communication: a powerful tool and key to any success.STEP 3 I Strong leadership: ensure effective decision making is demonstrated.What is your BHAG? I External help: use this sparingly.STEP 4Write a vivid description of your BHAG aftnonline.com 31• Is it clear?• Is it compelling?• Does it require little explanation? It shouldn’t.• Is it a goal (rather than a statement)?• Does it get people’s juices going?• Is it outside the comfort zone? It should be.• Does it have a life of its own beyond the leader?• Is it consistent with the company’s beliefs and ideologies? So, have you got a motivating BHAG? Or lookat it another way, what would it mean if youdidn’t have a clarity and direction for yourbusiness? IRobert Craven is a keynote speaker and the author ofbusiness best-seller ‘Kick-Start Your Business’(foreword by Sir Richard Branson). His latest book is“Grow Your Digital Agency” – out soon!He also runs The Directors’ Centre, helping growingbusinesses to grow. www.directorscentre.comFor further information, contact Robert Craven on01225 851044 [email protected]

Business Image: istockphoto the process is going to be clear and concise. There are certainly good reasons for the way in which public sector tenders are developed and there can be simpler ways for businesses to approach the bidding process. I set up my business, Bidbetter, with the key aim of helping businesses overcome the barriers to bidding for public sector business. I am now proving that with a good understanding of how the process works and a clear strategy in place, the bidding process can be well-managed and completed within achievable timescales. I have put together a list below of what I have found to be the biggest mistakes companies make when bidding for public sector business. You may find it helpful to bear these in mind if you are planning on pursuing an opportunity:How to win public Relevant contractssector business Make sure you can deliver all requirements. If you do complete the tender documentation,Philip Norman of public sector bid management complete everything in full, do what is asked ofcompany, Bidbetter, describes how your company could you and avoid sending stock corporate salesget closer to achieving that sought-after success material and standard copy.within the public sector arena. Follow instructions HAVE YOU BEEN TEMPTED overseeing their evaluation and award process. Even before your bid is quality assessed, it can by a public sector This was an in-depth exercise, which involved a be disqualified. Ignore the word count or fail to ‘opportunity’, only to find lot of planning and took place over many complete any part of the tender and you can be that the paperwork might months. And yet I always knew that there removed from the process. If asked to complete take you longer to fill in seemed to exist a real lack of understanding the tender in a particular format, do not ignore than it takes to recruit a amongst suppliers of what was really required that instruction. whole team of bid of them.professionals? Are you lacking in the necessary Get helpresources? Unsure of how much the whole I found myself thinking of ways in which I If you do not have the time or experience, youprocess might cost? And yet, have you really could make the process more simple for can get help in completing your bid. There arelooked into this as a possibility? businesses to understand. My sympathies often experts who develop public sector responses as Not considering that there may be other found themselves on the other side of the fence, a profession (Bidbetter wins three out of fouroptions could mean that you are potentially alongside the dozens of frustrated private public sector bids that we assist our clients with).losing out on some really solid business. sector marketeers; talented people withBringing in outside expertise is one way that unbroken track records in B2B marketing and Be honestpreviously unsuccessful companies are yet completely flummoxed by what some saw as It’s amazing how many companies bidding forbeginning to achieve success. a ridiculously convoluted process. the same work all profess to be the industry Having worked for a number of years as a leader. Do not include bold statements thatpublic sector procurement professional, I Of course, the sentiment behind the current cannot be backed up with the appropriatebecame increasingly aware of the gulf between public sector tender process is that this is a fair evidence.public sector procurement professionals like and competitive system, allowing any businessmyself and private sector businesses who the opportunity to bid for proportionately sized Understand the difference betweenwanted to bid for opportunities. I was well- contracts. Unfortunately, the supposed the PQQ and ITT phasesversed in all aspects of public sector beneficiaries are so put off by the bureaucracy The PQQ (pre-qualification questionnaire) isprocurement; developing strategies and tenders that they do not always pursue these about selection criteria and short-listing, so thefor large-scale public sector procurements and opportunities. Training workshops are provided focus is backward-looking. Therefore, you need by the public body, but these just don’t seem to to demonstrate your credentials as a company be enough to give the supplier confidence that before getting the chance to actually bid for the work on offer. Bidding for the actual work on offer is through an ITT (Invitation to Tender). These are forward-looking and focus on how you will seek to perform the contract.32 aftnonline.com

SportAsk questions Karen Stevens celebrates after winning at the National Drag Racing Championships Photo: Dave BucklandIf you are not offered supplier engagementactivity or a pre-qualification event, this does Karen speeds to victorynot mean you cannot enter into dialogue withthe buyer if you are unclear of any aspects SPEED QUEEN Karen Stevens, a Service Receptionist at a car dealership in Box, recently piloted herof the tender. The tender will provide 1972 Chevrolet Vega – affectionately known as Lass Vega – to victory in a tense final, to take theinstructions for communication. Drag Racing National Championships in the Super Street Car class.Add creativity and innovation The Championship had gone down to the wire, with the title still hanging in the balance going intoAdd creativity to your bid. Understand the the last race, at the last meeting of the year, at the ‘Santa Pod Raceway’. With everything still to playquestion and go beyond expectations. Show for, Karen managed a spectacular victory and was understandably delighted with her achievement.them you are capable and back this up with “When it happened it was just unbelievable. I had to pinch myself to make sure it was true.”examples. Work out your unique selling point Karen added, “This was definitely a team effort and I would like to thank my partner Mike for helpingand make your response more relevant to me to prepare my car and also my track crew Adam Shuttleworth and Mike Braney for their supportthe requirement. during this season.”Price appropriately Her win is made all the more impressive as Karen has only recently taken up the sport and herThe public sector does not negotiate, so the first major title comes in her ‘rookie’ year as a drag racer. Although she has been involved in theprice you bid within the tender is the price sport for a long time, accompanying her partner Mike to track meetings for several years, it wasn’tthey will evaluate. If you do price at a point until she rode as a passenger in Mike’s car that she was bitten by the racing bug and decided thatwhereby your market intelligence suggests she wanted to be out on the track too.you will win, ensure that the price issustainable for you. Karen fully intends to defend her title when the season starts again at Shakespeare County Raceway, later this year.Inform your referencesIt does not give a good impression if a publicsector body contacts your nominatedreferees and they are either not aware theywere listed or, even worse, give you a poorreference.Submit the tender on timeMost public bodies have a zero-toleranceapproach to late tenders. Plan your timemethodically and allow time to upload thedocuments (I always recommend submittinga bid at least 24 hours prior to thedeadline).Introduce the correct peopleIf you are invited to undertake or receive apresentation, send the most appropriaterepresentative from your company. Theyshould be well versed in the requirement andin your company, and be presentable. In general, the way to win public sectorbusiness is by approaching it in a planned,methodical, energetic and thoughtful way.Follow instructions, stick to a strategy, take itseriously and you could be reaping therewards. IContributor Philip Norman has worked with SMEsand mulitinationals in a number of differentsectors and has achieved a three out of four bid-win success rate for his clients. Connect with himon LinkedIn or visit www.bid-better.co.uk Karen’s 1972 Chevrolet Vega – affectionately known as Lass Vega Photo: Peter Donaldson aftnonline.com 33

Business Abroad Image: ingimageSloveniaDoingbusinessin...Samo Kraker writes... of Slovenia as an innovative, technologically advanced, export orientated destination thatThis will be a regular slot for articles on doing business also focuses on increasing the tourism sector.in various parts of the world and we start off our firstedition with Slovenia. The final piece of advice is that Slovenian business people tend to mirror the behaviour ofThe Country and was seen as being in “the national others (polycentric). Their normal attitude is ofSLOVENIA (officially the Republic of Slovenia) interest”. However, things changed slightly when a relaxed nature and adopting this approach, ashas Italy to the west, Austria to the north, it became clear that investment was needed to opposed to a business only attitude, may bringCroatia to the south and Hungary to the move the industries up a gear and today, benefits in the longer term.northeast. It is on the Adriatic Sea and has an Slovenians largely welcome foreignarea of 20,273 square kilometers (similar to businessmen. Starting a business in Slovenia is Slovenia’s main export partners are Germany,Turkey). It has a population of just over two fairly straightforward with short lead times allied Italy and Austria (those three countriesmillion with the capital city Ljubljana accounting to a healthy commercial real estate sector, so an representing more than 42% of Slovenia’sfor well over a tenth of that. educated, skilled workforce, is not difficult to exports). The UK currently runs at a very low achieve. level of exports to Slovenia and this is The country became independent in 1991 something that numerous Governments haveand it laid out its intentions to become a “new Slovenia’s central position in Europe, sought to improve.Switzerland”. This hasn’t happened (yet), but matched with their advanced transport andthe calm and peaceful Slovenian people are in a communications networks, provide a firm footing The Capitalgood place and the country is making inroads to for companies looking to open up the Western Ljubljana is a beautiful city, situated on thethat goal. Slovenia became a member of the EU Balkans for business. An important organisation Ljubljanica River, it is compact but has so muchin 2004, adopting the Euro as its currency and for those wishing to explore the business to offer. The triple bridge in the main square hashas since become a good solid European entity. opportunities that Slovenia provides is SPIRIT, various events throughout the year and has a which was established in 2013. The mission for fantastic flea market. Locals and visitors mingleBusiness this organisation is to realise the strategic goals in bars and restaurants on both banks of theThe country shows some good fiscal numbers, and guidelines of the development programmes river and the architecture has remainedhaving one of the highest GDP/capita in the unspoilt. English is widely spoken, and the localspost-socialist era. It also has positive growth “ The UK currently are very friendly and welcoming, keen to tell youand unemployment is at an acceptable level. runs at a very low about their city and country. Parts of the main level of exports to areas of the city are traffic free and it For investors, the main drawback until Slovenia and this represents a safe haven for tourists.recently has been the general negative attitude is something thattowards foreign investors in the country. numerous The CountrysideCompanies were often viewed as a precious Governments have Further out into the countryside you will findcommodity (the family silver) and the Slovenian sought to improve.” mountain peaks soaring above the forests, overbusiness community managed to make people 50% of Slovenia is covered in forest (with thebelieve that the silverware was best kept in odd brown bear here and there) and arounddomestic hands. This idea was well accepted 33% of the land is ‘protected area’. I Image: istockphoto34 aftnonline.com

QUALITY OFFICE REFURBISHMENT VOTED FITTERS OF THE YEAR 2014 GROUP F O R MO R E I NF O R MAT I O N C O NTAC T: GEORGE THOMAS 07779 615414POWEL L S G RO UP LTD ANDOVER HAMPSHIRE ENG L AND SP10 3HR e-mail: [email protected] aftnonline.com 35