Big Local - Community in charge

The Big Local Trust in conjunction with the Big Lottery fund is investing £200 million over ten years in 100-150 urban and rural neighbourhoods in England that have been overlooked for funding. The aim is that local schemes will enable people to make their communities better places to live by helping them to develop the skills and confidence they need to change the things that matter to them.

The first 50 areas have been chosen for investment and they include an area of Blackburn and Darwen.

Setting up local boards is the second phase of the process and in Shadsworth with Whitebirk. CBPartners will be working with others such as Blackburn with Darwen CVS (Council for Voluntary Services) and the Council to ensure that the board reflects the community and is set up to take things forward and make their money work hard for a better future for the area.

The emphasis is on sustainability and leaving a legacy of success for the community. Year on year the funding can go towards things like better play areas for children, coaches for football teams, improving community facilities, growing community vegetables and infrastructure to enable the lives of those living in some of the poorest communities better. The great thing about this is it is up to the community to decide where money is spent and what the priorities are for growing a more healthy vibrant area.

At the moment there is a drive in the 50 areas to recruit community stars for the boards who have Big Ideas and can resonate with the issues and challenges the community faces. Stars are often found in the unlikeliest of places so dont let this put you off applying or finding out more!

The board will decide on other things as well such as who to work with and which Key Stakeholders and partners to involve, what the arrangements are for funding, application processes and what decisions need to be taken for the project. Training will be given in areas like roles and responsibilities of boards, leadership and political awareness but for each area this will reflect the needs of the board. The skills the board will acquire will be useful not just for jobs but in order to gain confidence and experience.

This blog has tackled community engagement before and some of the fabulous things which the local community at Roman Road has taken on in the Energy Zone. There are fabulous examples of good practice such as growing fruit and vegetables, the Highercroft food co-op and gym and the brilliant work at SAMS in reducing waste and reusing rubbish all of this within striking distance of the Big Local project to be established at Shadsworth with Whitebirk.

The Big Local project will make a real difference to a local area in a challenging era which aims to be sustainable and leave a legacy for others getting long term projects off the ground; it will also be a way  to create alternative business models which share benefit and value for the community alongside creating more wealth in areas which were traditionally undervalued. The future is Big and the future is Local.

Supporting the unemployed

Here at CBPartners we have just finished supporting our mentors through a programme aimed at empowering the long term unemployed. It is something we are passionate about but as the figures show it is an increasing problem particularly amongst the young.

So what are the consequences for the country of having so many people unemployed? Firstly the amount of people able to buy products and contribute to taxes decreases whilst the people claiming benefits and in need of support increases. It also has an effect on the public sector which is already under pressure but needs to support those unemployed in a variety of ways including increased issues around mental and physical health.

To many economists and business people rising unemployment is a sign of failure and a waste of resources leading to a loss of potential output. In terms of growth in both manufacturing and productivity rising unemployment has a negative effect in both the short and long term. Redundancies waste resources which have been invested in training workers and the longer people remain unemployed the less attractive they become to potential employers. Skills are damaged by long term un employment too and when employers wish to hire skilled workers this can have an effect on the pool of talent available.

Rising unemployment is also linked to social deprivation which leads to further inequalities of wealth and income and more often than not higher crime rates.

On a more personal level people who are unemployed can suffer from loss of confidence, well being and self belief. After some time they can also become de motivated and depressed. The personal consequences of unemployment are a major social and political problem for the UK in a recession particularly when as now there are many young people unemployed.

So what can be done?

Support for the unemployed is available in the form of Apprenticeships and in Blackburn we are supported by excellent schemes run by Blackburn college where links between employers and the college support people wanting to gain experience and skills. At our employers forum days (supported by the college) the college has a regular slot where employers are told about schemes such as the knowledge transfer partnerships and apprenticeships. The next forum is on the 24th January and you can find more information on our linedkin page.

We also run support for people wanting to set up a new business with our drop in days where people can turn up without an appointment to spend time with a mentor going through any issues which they want to discuss and getting advice on how to set up their own business.

There are a number of schemes for the unemployed although as in other areas funding has been dwindling but there are some schemes still running which include coaching and programmes intended to give people sills at interview. The Directgov website also has information and support on applying for jobs, writing a CV and career planning.

One of the best ways to improve someone's chances at getting a job is to volunteer and there are plenty of opportunities to volunteer and learn new skills or improve the number of references on your CV if you are unemployed. The great thing about volunteering is that it prevents someone feeling unwanted or that they are not capable and most organisations provide great support and structure for volunteers.

How to make an Angel - SAMS

At SAMS the Christmas theme is well underway. It is a fabulous Aladdin's cave of craft materials giving you the ability to be green, support your neighbourhood recycling and save money all at the same time.

Joanne from SAMS has sent me this great idea for a Christmas Angel made entirely from recycled material and more importantly from things which you can find at SAMS.

To make an Angel

You will need:

                                         

 

 A Cone

     

Rosette Ribbon 

Wool 

Filter or Wadding

Some old tights

And some card to make wings, arms hands and a song book

What to do:

Cover the cone with the filter / wadding, using a piece to make the arms.

Make a head from the tights and any bits of leftover filter or wadding.  

Use the wool to make hair.  

Draw a face with felt pens

Fix the head to the body with glue

Wrap a piece of rosette ribbon around the neck to make a collar

Cut some wings out of a piece of card and fix to the back of your angel

Cut some hand shapes out of card and a song book and stick them on

So come along to SAMS this Christmas and make your own decorations, keeping the kids occupied during the holidays in bad weather, whilst also helping the community and recycling waste! To allow us to pursue other activities SAMS will close to members on Thursday 15th December at 4.30pm and open again on Tuesday 3rd January 2012 at 10am 

Grow Your Own - Gro Zone

Growing your own fruit and vegetables has taken off in a massive way in the UK particularly in recent years. I remember the Good Life as a child and lived on a self sufficient farm in the early 80's for a year where hard work and early rising took the place of teenage angst and partying.

The Royal Horticultural Society has a whole section on growing your own with blogs, videos and advice but most of this is aimed at families and individuals who grow their own for their own table rather than at community gardens and schemes.

In Blackburn as part of the Energy Zone there is a Gro Zone where different community groups are encouraged to take part in gardening and growing their own fruit and vegetables. The Young Gardeners Group,  which ran this year had 5 weekly sessions aimed at learning new skills, educating and raising young peoples knowledge of growing vegatables and the benefits of doing so. Activities included potting, planting, sowing seeds, thinning and digging up vegatables, planting a herb wheel and growing sun flowers. The group had young people from  3 – 14 years. It was very popular and over the course of 5 weeks saw 39 different children take part.


As I have blogged before about the Energy Zone and SAMs in particular I thought I would mainly use pictures to tell the story of this wonderful community resource which educates and enables people to be involved in the growing of their own food. 

As you can see this resource is based in a very urban setting in an area which has often been seen as rough and volatile in Blackburn.  The kids in these pictures were part of the gardening group and really enjoyed getting their hands dirty and learning new skills. 

There are of course similar schemes across the UK. The Federation of City Farms and Community Gardens is a National Charity which supports, represents and promotes community-managed farms, gardens, allotments and other green spaces which create opportunities for local communities to grow. 


The benefit to local communities of supporting and volunteering in these green spaces and truly engaging with the process of growing their own food are countless not just in terms of physical well being but mental well being too. There is often a lack of access to green spaces in urban areas and a sense of dislocation from the community so projects like the Gro Zone in Blackburn help to create links and provide productive, creative and safe spaces where people can learn new skills and add to the development of the community. 

Taking off in business

Yesterday at our business forum we heard an inspirational talk from Caroline Hampson on how to take off in business. Caroline has written a book called Tickover or Takeoff  which has great reviews on Amazon and is based on interviews with successful entrepreneurs which formed the cornerstone of her advice.

Caroline has a formula which is that Growth = experience x learning + challenge. One of the things she asked us was whether or not we had challenged ourselves to the point of discomfort over the last four weeks.

Starting a business takes guts and often a move away from security into uncharted waters but it can also be the most fun you have ever had and prove to be liberating in more ways than you could have imagined. Most of us start a business because we are passionate about something or have experience which suggests there is some challenge for our customers which we alone can solve.

One of the people who once gave me advice in business said we should take as our starting point the most major challenge or biggest headache for our customer and then solve it and we will have a viable business. It was good advice, seeing things through the eyes of our customers is crucial to business growth and understanding what it is they want.

Experience comes in many shapes and forms and can be from our past employment but also from our life. The White Company is a success because its creator Chrissie Rucker went shopping and couldn't find what it was she was looking for. She wanted white items and could only find cheap ones or those of poor designs and decided that if the only ones she loved were in the designer section of the store and were priced out of most people's range she would specialise in supplying stylish white designer quality items which were affordable. One of the other things she noticed was the snotty attitude of staff in the department stores when she asked for the white goods so she set out to create a great customer experience making them feel welcome and happy.She started the company with £20,000 and it now turns over in excess of £50 million. Chrissie started off packing boxes from a rented attic room and finally moved into a warehouse when the boxes overflowed into everything else starting with mail order and now a hugely successful retail business as well.

Sometimes we start a business with very little learning but I have found running businesses that constant learning is one of the fundamentals to success. Sometimes we have to change direction because customers appear to want something other than our original offer and sometimes we have to learn new skills in order to expand our business.

Sahar Hashemi founded coffee republic from her kitchen table and knew very little about the business. She had to learn and learn fast. Her second business Skinny Candy was also started because of spotting a gap in the market for guilt free sweets but again she was entering unchartered territory. Here she is in a youtube interview talking about learning to innovate.

Starting a business is challenging and Sahar talks about the challenges which you will face but also the challenges you need to make yourself face. Some of this is about ensuring you are constantly setting yourself new challenges and making sure you are persistent.

Our next forum is on the 24th January at Northbridge House and we will be hearing about managing marketing priorities from Jean Atkinson and Lee Hezzlewood talking the common security pitfalls of online business. Please contact our business team to book a place on 01254 505050

Healthy Living in Blackburn with Darwen

The health of people in Blackburn with Darwen is generally worse than the average in England. Men from the most deprived areas have over 8 years shorter life expectancy than men from the least deprived areas and women live less than six years as long in least deprived areas. Male life expectancy is the fifth worst in England.

There is real hope though in some of the excellent community schemes and although I have blogged before on SAMS and on the community at the Energy Zone  I really wanted to focus on the Healthy Living aspect of the work for the community today.

The Energy Zone has a food co-op which is open Monday 8am - 1pm and Thursday 8am - 1 pm it sells fresh fruit and vegetables at cost price and fresh free range eggs. It is run by volunteers and ensures that the community at Roman Road has fresh fruit and veg on its doorstep at a reasonable price twice a week. The facebook page is full of information and interesting food advice including recipes.

Community food co-ops are a great idea where buying power is pooled and by ordering food in bulk direct from suppliers and asking for donations a group of people can buy good food at more affordable prices. They are run by the community for the community and on a not for profit basis, relying on the support of volunteers. Every food co-op is unique because it reflects the community it serves.

Having a food co-op can mean increased access to a supply of local fresh fruit and vegetables in areas where previously there was limited access unless transport was used. Food has less packaging and therefore generates less waste and the co-op helps to raise awareness of healthy eating and healthy living. Volunteers get increased self esteem from any type of work but with food co-ops they also get confidence and a sense of purpose clearly linked to their local community.

This is a sure sign of community engagement and is a sociable focal point for communities which may feel disenfranchised and isolated. You can find out more about food co-ops here and also where your nearest one is if you are not near the one at the Energy Zone.

Alongside the food co-op the energy zone also has a community gym. This is run on a not for profit basis and is open to everybody in the community who is over 16. Gyms can be expensive so this one is very low cost in order to help people to maintain fitness and health even on low incomes. There are classes such as spin and zumba which can also help to ensure that the community can get together and have fun socialising whilst exercising.

Again the gym is run by volunteers and is not for profit. Both of these facilities are part of the Blackburn with Darwen Healthy Living scheme which has its own website.

There can be a tendency to think that health improvements are all about healthcare but what this really highlights is that improving the health of communities is about so much more. Involving communities in their own local schemes and making sure they are what the community wants are central to improving both physical and mental  health particularly in communities which are struggling to survive whilst the economy worsens.

With schemes like those at the Energy Zone and the links to recycling and waste reduction there is real hope in communities and incredible energy going into supporting and volunteering to help them improve.

A few questions for you before you start a business

Everyone has a few good ideas for a business before they actually start one but do they really think about it clearly?

I was wondering how many people really prepare the other day and how many actually think about what they are letting themselves in for. Entrepreneurship at times of financial crisis actually seems to blossom and that is because for many of us it is the only time when getting a new job seems fraught with difficulty or impossible.

It may be that we are made redundant and now is the best time to take that leap of faith and do what we really want to; it may be that our work is turning into a nightmare because of pressure and so we want to jump ship before it sinks with us on it; it might just be that we are tired of being unemployed and want to really put our talents to work.

So here are a few things to consider.

1. Is this something that you are passionate about? The great Steve Jobs talks about his passion becoming his job and how he found this so rewarding in his Stanford address which everyone ought to see at least once. He describes pursuing dreams and seeing opportunity in adversity here is the link.

2. Will you need start up capital? How will you survive financially and have you done some outline plans to ensure you have some money to actually live on whilst your business is set up. Are there any things you need capital for such as equipment, infrastructure?

3. Who are your main competitors and why are you any better? Understanding how you will win customers and what your unique selling point will be is key to actually winning business.

4. How will you get customers? It seems rather silly but recently someone contacted a friend of mine by email from a new business she had set up using data from her old organisation. This is a complete no no and falls foul of the data protection act. Getting clients is key to making your business profitable and you need to consider whether you will need marketing or how you will market yourself, network and find clients.

5. Do you need an office? It seems silly but I ran one business which would have been profitable much sooner if we had dispensed with an office and run it out of hotel lobbies (great meeting places) and home.

6. Will I need an accountant? It may seem silly but I have often thought about sorting my spreadsheets and expenses after I got on with the job in hand and then spent fruitless hours sorting out my cash flow projections and expense claims.

7. What insurance do I need? Have a look at this previous blog and see what I mean about taking risks when you start a business.

8. Ensure you have a support system in place. Sounds self explanatory but running your own business can be a lonely place so look for networks and see this previous blog for ideas on the kinds of support which CBPartners offer free.

9. Try to keep learning. Again it sounds simple but if you are paying for education make sure you learn what you need to and broaden your skill set. You can keep costs down by doing more yourself.

10. Lastly enjoy  the experience of being your own boss. I suspect you will never work harder in your life but actually you will also gain the most, learn the most and follow your dreams and how many of us can say we do that every day?

Phone us on 01254 505050 to talk to use about our networking events and mentoring and coaching support.

Social media - what does it add to your business?

I am meeting increasing numbers of business people who say "yes I must do social media", with an emphasis on the must. Other words which are used are should and ought or need. I have yet to meet anyone who says they really want to do something with social media and their company or organisation or explore this new communication channel.

So what is putting people into a frenzy and why do people feel it is such a tough one?

My first thought is that it involves technology. Many women I meet in particular and some men, are scared of technology and this is not new. Having worked in the field of e-learning I know that when technology offers a solution people will learn quickly how to use it. The real key to making technology friendly is firstly what's in it for me and secondly it being user friendly and easy.

Too many user solutions appear over complicated and when social media people get together their language can put people off. It seems like another world of apps, integration and plug ins. I often hear people say things like oh I use hoot suite for that or social oomph or tweet deck. It often makes it sound far more complicated than it really is and social media people should watch how they sell the media.

Twitter, facebook, linkedin involve very little effort to get going but once there then what? For many they have created profiles which just sit there a little like a policy on a shelf which doesnt really get used or read. It niggles in the back of their heads and they feel they should do something to make it live but actually dont know where to start.

Many business people are scared of losing face and so dont join in conversations and many tread into things without thought so that they make a faux pas and wonder why no one responds. There are thousands of blogs out there which tell you about social media manners but most of them are really simple and apply as much in the world of the internet as they do anywhere else. At a network meeting if someone asks you something or says hello do you turn around and walk away? Of course not, you are there to meet people and the same is true of social media. Not replying on line is rude and is as rude as ignoring someone at a networking event.

If someone does something for you or your business do you thank them? Of course and therefore when someone re tweets you or highlights a blog you have written do the same thing.   When you meet someone and they make it obvious they want something from you or all they are interested in is selling what happens? Yes it puts your back up so dont use social media as another leafletting exercise.

So what do you say? The same things you would if you were networking it is really that simple. Join in and chat make people laugh, tell stories, make small talk and take an interest. If you blog make sure they are informative.

Social media is something which we all do off line in business,  it is simply online networking. It may not get direct sales but it can add immeasurably to your business.

Here are some of the reasons to use social media in business:

1. Getting others to see you or your business as experts
2. Generating leads
3. Targeting specific companies, industries or demographics
4. Market research
5. Finding out what is going on in your industry
6. Engaging online customers and customer service improvements
7. Recommendations and endorsements

Your customers, potential customers and competition are online and communication is changing dont get left behind.

The power of community organisations

Everybody wants to feel part of a community no matter where we find it. For some community is about their local area whilst for others it may be about a group of people online who have never actually met.

Building strong local communities can have extremely positive effects on things like crime rates, education and health.

In Blackburn, the Roman Road area has had a reputation for violence and poverty for some time so having a centre where the community comes together in a really positive way is incredibly important.

The Energy Zone and SAMS (link to my earlier blog on recycling) provide a hub for recycling, healthy living, nurturing and empowering their local community. From breakfast clubs, craft clubs for kids and a fresh fruit, vegetables and food co-operative twice a week to hosting third sector enterprises the centre exudes energy and creativity.

Robert Putnam in his book Bowling Alone (link to book on Amazon) has described  this as building Social Capital and the work which goes on with CBPartners at the Energy Zone and SAMS is just that getting people together to build a more civil, trustworthy and collectively caring community.

This is about creating and sustaining improvements in lives and working together to improve lives.  This is social energy at its very best and although there is still frustration around cuts to public funding there is a spirit of optimism and ambition still alive here in Blackburn.

Support from volunteers is clearly a must for this kind of community programme and there is always a need for more people to help especially when they are successful. As a scheme grows more people are needed to help and run it.

There are many reasons to volunteer it can also be a chance to try something new or to continue to feel of value when you have been made unemployed or redundant, gaining new skills in the process. You can develop existing skills and enhance your CV helping to improve your employment prospects. It is also a great way to meet new people and make new friends whilst getting to know your local community.

Many people volunteer to give something back and to make a difference to their local community or help the environment. The power of a centre which is run by a combination of staff and volunteers for the benefit of a community is thus further strengthened by using volunteer help and giving time to supporting local people.

As an example of good practice the Energy Zone and SAMS which I visited today in Blackburn is unparalleled.

If you want to volunteer or donate scrap materials (which are not rubbish but are no longer of any value but may be of use for crafts) please contact charities@cbpartners.org or sams@cbpartners.org There is currently a new appeal for Christmas Wishes  which is a positive way for employers and residents to put something back. We are looking for chocolate, selection boxes, toys, toiletries and money to distribute to charities & organisations which support vulnerable people in the area. 01254 291273

Does everyone understand their contribution to customer value?

We had a great masterclass last night talking about LEAN and one of the things that stood out for me was the question about whether or not everyone in the company understands how they contribute to customer value.

Having worked in many sectors I have some great stories to illustrate both sides of this and thought I would use today to share them.

Running a development programme in the public sector I once talked to a porter who when asked what his job was did not give the answer everyone expected. We had all thought he would say taking things or people from one place to another but he didnt. Here is his answer, "I make the journey a patient takes more comfortable, informative and enjoyable by taking care of the people I am looking after. "

WOW!

This was someone who had thought about his contribution to ensuring that when people are really scared on trolleys or in chairs they are given the best attention and really looked after so that it is not about the journey but about the experience. This porter is the kind of person we all want working for us and whilst some would see the consultant as the most important person perhaps thinking about it differently and realising that people need care at every stage of admission should be central to great healthcare.

In a  business I worked with which fitted kitchens when I asked what someone did they answered "I fit Kitchens". Yes, that is what they actually do but how is that adding value to the customer? Perhaps a better answer would have been I put in kitchens which make people really happy and ensure that they have minimum issues and mess whilst I do it.

Which of those two people would you want to have putting in your new kitchen?

Take some time and consider your job and what you do and think about how you add value to the customer. Next time someone asks you what you do try to answer in terms of adding value to customers rather than the nuts and bolts of your job description.

This is a great exercise to do with employees as well and thier answers can surprise you. When people really understand how they add value to the customer and what their contribution is it can make a real difference to their attitude to work as well.

Let me know if you have any great experiences you want to share.

What is an elevator pitch?

An elevator pitch sounds a little silly but is a really useful tool.

An elevator pitch is an overview of an idea for a product, service, or project. The name reflects the fact that it can be delivered in the time span of an elevator ride ( for example 30 seconds or 100 - 150 words). Wikipedia

Do you have something short and succinct ready and prepared for when you are networking or phoning a client? Are you satisfied with it? If you are not quite clear what you are really about or what your business does for others how can people understand what your business does?

For some businesses it is easy, I sell mid century furniture and am the only retailer in the North West, is pretty clear. The client knows not to ask you for a Victorian Chaise Longue.

For others it can be confusing especially when starting out and not entirely sure of the concept. So people do get in a muddle and leave the person they are talking to a little confused. This is particularly hard at a networking meeting where the purpose is to make contacts which are useful or inspiring.

In developing an elevator pitch consider some of the following:

1. What do you most want the listener to remember about you? Are you the cheapest, best, certified, approved? Do you have an award? Are you the newest or the only one on the market? Consider any of the above and more. 


2. How can you add value to your listener? Think about why someone would buy your product, your key results or the impact of your services. What will be their return on any investment they make with you or your product? Don't stretch the truth here or make vast claims, you want to be credible. 


3. Your unique selling point. How are you different from others in the market? What do you give which is better or has a unique benefit to your listener? Are you different to any other product or service and in what way? Think about the conceptual aspect of what you are saying and concentrate on bringing that to life. 


4. What is it you want from your listener? Are you there to sell? What are your immediate goals? What is the time frame for the conversation? Your listener should understand what it is you want and how to take the conversation forward. Remember this is the start fo the conversation.


Finally practice your pitch out loud and make sure it is refined where needed. Time it and get feedback from friends, family or a mentor. Make sure that people understand it and that you are clear. Write it down and analyse it, consider any repetition and the word count, look for jargon and make sure you are really clear.

Here is an example:

SalesLogix is a software company and has developed a Customer Relationship Management (CRM) system that is both easier to use and more powerful than existing solutions like Act and Siebel.

Existing CRM solutions fall into one of two categories. On the one hand, you have Contact managers like Act that salespeople love but that do not allow people to share information across a large organization. On the other hand you have high-end CRM systems like Siebel that scale to support the needs of hundreds or thousands of users but that salespeople refuse to use. The result is that too many organizations are unable to...

Coordinate their sales and customer service teams 

Obtain a holistic picture of the customer 

Maximize the revenue gained from each customer

In contrast, SalesLogix delivers the best of both worlds...

The affordability and ease of use of a contact manager The scalability, database synchronization, and reporting capabilities of a high-end CRM system

The SalesLogix team has over 75 years of combined experience in the industry and is led by Pat Sullivan, the co-founder and former CEO of Contact Software International, the original developer of Act.

SalesLogix is seeking $5 million to finance the continued development and marketing of SalesLogix 1.0, which is scheduled to be released in April 1997.

This could be subbed down into one sentence for certain occasions:

SalesLogix is a software company and has developed a Customer Relationship Management (CRM) system that is both easier to use and more powerful than existing solutions like Act and Siebel. 

Then to a tagline:

SalesLogix is the first true CRM solution that's as easy to use as Act. 


Many thanks to Chris O'Leary and his great book Elevator Pitch Essentials.

Business training - what is the ROI?

Having worked in both the private and in the public sector I know that spending money on development and training is both crucial and sometimes hard to measure.

There are some questions which should be asked before any training scheme is put in place and one of them is what will the Return on Investment or ROI be?

Many people pay for focussed networking events such as Pink Link Ladies or the Business Network  but there are also opportunities to network free which is something we at CBPartners promote and facilitate. If a networking event generates one potential customer is it worth the time, effort, travel cost and sometimes payment to join?

This is a question which every business should ask itself. No business should invest time, effort, energy, travel costs or even fees to something which will not generate new business.

So what is ROI?

It is one of the several commonly used financial metrics for evaluating the consequences of business investments, decisions or actions. ROI compares the magnitude and timing of investment gains directly with the magnitude and timing of investment costs. A high ROI means that investment gains compare favourably to the investment costs.

One of the issues of using ROI on its own is that is says nothing about the risk attached to an investment or conversely the risk of not investing and sometimes training comes into this category. It is therefore necessary not just to measure ROI but also to investigate risks associated with it.

With training and development programmes the first thing a business needs to consider are what will the gains be for the company of investing the time and money into the scheme and what will the risk be of not investing time and money.

All the monetary values should be assessed, including time from employees, travel to venues, cost of facilitating training and venue hire where necessary. An organisation is not just putting the cost of the programme into training and development but also the employees time away from a job. This is why more and more companies are investing in an online training offering.

The risk of not pursuing the programme should also be measured. Some health and safety training is mandatory and therefore the company directors can risk fines and even imprisonment if they are not carried out. Giving people the skills to do their jobs is something which is non negotiable but sometimes can be forgotten in some businesses where on the job training is not enough to really equip employees; if this is not done properly an employee can take action if disciplined or sacked for not doing their job properly.

A more difficult line to draw can be on things such as leadership development or management training. What will be the risk if managers are not au fait with their role or the company values and mission? There are many things which can be measured to prove the value of such training such as retention and recruitment, sickness and absence and productivity improvements. Alongside that could also go a decrease in poor performance amongst staff on the shop floor and less allegations of bullying or intimidation. A happier workforce will produce better results.

If the training and development is for you as a Boss or Director do you always measure its value? What do you do better at the end of a course? Do you know more about your customers, products, HR, business planning and development? These are things which may well get a great ROI because they will improve your effectiveness and performance.

As an example training should lead to reducing the effort required to make something work, increased skills leading to improved performance and higher levels of motivation leading to increased effort. Training can also lead to a higher success rate in winning competitive tenders, sales referrals made by non sales staff and new product ideas.

All training should be throughly assessed to validate it as a business tool, justify the costs incurred, to help improve the design of the training and to help in selecting training methods. If it is worth the cost and will lead to better results in a difficult market it is worth the investment.

Starting a new business - online help

Even though we are facing difficult economic times I guess we are a Nation of optimists because here in Blackburn we are seeing more and more start ups seeking advice and help from our Guardian Angels mentoring scheme.

One of the places I think is great for advice is the business link site and whilst the people and offices no longer exist as the service has gone fully onlineI hope the site stays up forever. It contains advice and help clearly labelled and easy to click on links so that you can search for exactly what it is you need. I do not think there is an aspect of business which is not covered on this site.

Another useful site is The Start Up Donut. Again this is a very comprehensive site which is easy to navigate and contains all the information anyone can require including a focus on finance. It has a start up blog which is informative and fun and you can find your local enterprise agency here and your local chamber of commerce to get further advice and help.

HM Revenue & Customs is also a site you should visit as a start up. It contains advice, information and guides on taxation and national insurance which are invaluable. There are also links to helplines and leaflets. H&M Revenue & Customs Advice Teams run free workshops which can help to put you in the picture about what is required being self employed or running a company and the contact details are on the site.

At smallbusiness.co.uk  you can get advice on government grants, raising money and business loans. There is also advice on business banking with a list of the best business banks and opening an account. The site has a Q&A section where you can ask a panel of experts any question you like and a section on creating a business from a hobby or following redundancy. There are some great links to blogs as well.

smallbusinesssuccess  is a little psychedelic at first with links to the side in bright blue so wear your sunglasses but also contains valuable snippets of information in easy to read chunks. It is particularly aimed at small businesses and has links to daily business articles and ideas and tips for those running a small business.

For business planning many banks offer free advice and tools to customers. Many of the tools are interactive and  if you have a business account make sure you utilise the free seminars, consultations with accountants and  legal guidance alongside business manager support which is part of the package you are probably paying for after the first year of banking. Bplans offer free business planning templates and advice on business planning and a blog to help you along.

As you can see there are fabulous online information sites out there and they are all free so get online and see what support and information you can glean and go into your next meetings with accountants and the banks armed and prepared. if you cant find all the information available from these sites or want to give us all some of your top sites leave us a comment and we will try to help or share your thoughts on online support.

Enterprise week

We are gearing up for a great week here at Blackburn Enterprise Centre supporting business and enterprise in our community.

We are running two free events for businesses, one a drop in centre where you can literally just appear and have a mentoring session with one of our top mentors. This is aimed at those who are looking to start a new business or grow an existing one. The last one was very well attended and people came from a variety of businesses to get free support. The drop in day runs from 11am till 3pm and is held once a month this week on Friday.

Tomorrow we are holding our first business surgery which are meetings which will be held twice a year and will allow business owners to meet the key members of the Blackburn with Darwen Borough council regeneration team. This is your opportunity to discuss the local economy, council strategy and policy and business issues with the people who influence and make decisions. Whilst this is invite only it does give business the opportunities and support and will be held from 10am till 12 pm.

We also support business in Blackburn with Darwen through our Guardian Angels programme which has been running for some time and offers free mentorship to businesses. The stories of how mentoring has turned around some of the businesses are incredible and the success of the scheme rests largely on our pool of experienced business mentors.

Over the year we have supported business in a number of ways offering free programmes and support from coaching to empowering lives and giving back to our mentors through our business events including meals and speakers.

As support for new businesses and those wishing to grow gets more and more difficult to obtain we are pushing ahead with our programmes to ensure that business in our area is supported and strengthened.

Labelling people

We love to put people into boxes and categorise things to make them easier to understand but labelling can also have harmful side effects.

So let's start with the positives. We use labels in order to identify people and create a mental file for them. It makes things easier if we have ascribed characteristics or traits we recognise to people because then we can differentiate and identify people. So we describe someone who breaks the law as a criminal or someone as a nurse because that is what they do.

All of us have plenty of labels attached to who we are. Have a think and write them down. Are you a parent, carer, sibling, employed, unemployed, socialist, conservative, atheist, muslim, etc etc?

Looking at your list does this sum up who you are? Of course not but it sometimes provides a useful framework for reference and I guess many of us introduce ourselves by using our labels.

We will walk into a business meeting and start with "I am a business owner and entrepreneur who likes working with teams" and that provides a reference point for the person you are talking to but it is not really your essence or the core of who you are.

Unfortunately labelling can also provide us with stereotypes and can lead to discrimination. So when I use the term criminal to describe someone people will conjure a mental image of a criminal and make associations which they will apply to the person concerned. That person may or may not fit the criteria but they are not a universal criminal.

When someone uses a term to describe someone else they need to be extremely careful to avoid pigeonholing and stereotypes. Labelling people with the same nationality, gender, religion can lead to prejudice and it is that which gives labels a bad name.

If someone says "women drivers" it does paint a picture which may be true of some women but not of others; it can also imply a shared perception between people and therefore be used to include you in a feeling about women groups which you do not necessarily share.  The effects of labelling are not trivial and we sometimes learn to apply labels others have given us in childhood with grave effects. I have known people who thought they were stupid simply because teachers told them so enough times and they were from the wrong area.

How often have you started a new job to be told about people on the first day so that you are not allowed to form your own opinions? Sometimes the labels get attached to managers or staff and it is what I call impression management where people try to get everyone to share their own perceptions.

When we assess our employees, meet new people and go somewhere new a positive thing to practice is to understand our own inner use of labels and to try to avoid using them. People should be allowed to express themselves as individuals and live their own lives free from the negative effect of labels and nurtured to be different and unique in their own inimitable way.

Conrad Murray - make sure you are protected

Seeing Dr Murray being convicted of involuntary manslaughter has bought home to me the point of making sure that every business and business person is protected. I am not saying we would all be in a similar position but how often as a new start up or even in business do we forget to make sure we are properly insured and protected in any situation?

Conrad Murray was working for a client and gave in to that clients demands. He put money above and before professionalism. Jackson was a star and it is easy to be star struck. Going after big deals we can easily forget to protect ourselves or even we can agree to things we wouldn't normally do. The consequences of making the wrong decisions for that star have been grave indeed for Conrad Murray.

1. Ensure you pause and consider before putting your name to something or jumping into business with someone no matter how great the client.

Conrad Murray should have used a professional code of conduct to protect him. As a professional he should have considered himself unqualified to administer the drug as he was not an anaesthesiologist.

2. Dont agree to do things you do not have the skills or training to accomplish.

Conrad Murray faced court and had to hire lawyers and defend himself. He still may face further action from the heirs to Jackson or his family.

3. Ensure your insurance is up to date and you are fully covered for all you do. This includes things like indemnity insurance  and public liability insurance, employers' liability if you employ staff, Property insurance and finally check to see if you need different insurance if you are using your car for business purposes. Get advice and help with the issue of insurance because it will depend on the business you are running and how big your company is. Everyone will need insurance. If your client loses money because of a mistake you have made or because your work is poor or late they can claim. Make sure you are covered.

Dont forget that some of this is a legal requirement for a business and that the consequences of not having it may be severe. Shop around and get the best deal.

Conrad Murray worked alone. It was his decisions alone which got him convicted.

4. Take advice and seek support. Working alone is isolating and can be frightening if you are used to being part of a team. Mentoring schemes can be free or available for a small fee. Having someone to chat things through with is not only good for you but really best practice overall. Business coaches are widely available and can prove extremely useful.

CBPartners works hard to support businesses and to provide excellent mentors and coaches contact us if you would like to know more. 01254 505050.

LEAN Leadership

One of the aspects of my job that I really enjoy is visiting different companies. One of the things that I suspect many organisations underestimate is the importance of the first impression. Whether it's a solicitors office piled high with files, a restaurant with tables full of dirty plates or a shop floor cluttered with stock, I can't help but make a judgement.

One of the main things that I'm asking myself is whether this looks like a business that's in control. Does everyone know what they're supposed to be doing? Would they take care of my business with the care that I would expect? Do they understand the current priorities? And, at the end of the day, does everyone know if they've had a good day or not?

This applies to all levels of an organisation and to all types of businesses. In a truly Lean organisation, that first impression should be one of calm and control, not chaos and clutter. And this is not just about being neat and tidy. This goes to the heart of the culture of an organisation. What is your business telling potential customers about you?


A LEAN leader sets direction and ensures that team goals support the vision for the business. They set expectations and are role models and a technical resource. The benefit of this model is that through this leadership the business becomes more streamlined, customer focussed and places an importance on systems and processes which are measurable and bring real results. 


The LEAN leader is an information conduit not a controller and monitors and audits meaningful metrics of performance. The LEAN leader does not blame but conducts root cause analysis  to know why something happened in order to learn from events and make sure that it does not happen again. Everything in a LEAN organisation is geared towards flow and getting product to market in an orderly and systematic way. 


Places are going fast so come and find out more at my masterclass on the 22nd November and we can carry on the discussion over a fabulous meal and networking with other business leaders  keen to learn about the LEAN model of leadership. 


When: Tuesday November 22nd, 6-8pm
Where: The Oyster and Otter, Feniscowles, Blackburn, BB2 5DQ
 
Contact Jo on 01254 505050 or jo@cbpartners.org for further details and to book a place. 

Towards Sales Excellence

The topic of our next get fit for business is Sales Excellence and it seems a good thing to prepare people for it by raising a few questions about sales and setting the scene.

I suspect that driving sales is key to most business people at any time but it becomes even more important in a recession and when markets seem to be dwindling in some sectors. For many businesses who have relied on the public sector this is a time to take stock and go after sales in new markets.

Farming is a really good example of this where farmers in the 90's in particular were struggling and converted barns into bunk barns and cottages into rentals. There was a growth in farming scarce breeds and organic farming and anything which managed to bring in new markets and diversify was tried. Many of those farmers were extremely successful.

Another interesting area is the growth of coffee franchises in this country. There was a time when coffee was not our drink of choice and ordering a skinny latte, extra shot, extra hot with hazelnut would have been unthinkable. I know several people who said that coffee bars similar  to those in the US would not work in tea drinking Britain; yes they were wrong and probably missed a trick. Those who decided to go for it have been extremely successful.

Moving on to sales I am particularly uncomfortable with cold calling and would welcome any tips or help with it. I have read articles that say it is dead in any case but now there is something called warm calling where you research the area you are calling and the market and make sure you have done your homework first. This appeals to me because it means you are not following a script per se but you do know what you are talking about and who you are talking to. Understand your clients need for change and dissatisfaction with the status quo. Get people to buy something they really need.

The goal of all marketing is sales and one of the key thing in sales is to be hungry and confident. Confidence comes from excellent knowledge of your product or service. I dont like impatience in a sales person and certainly that is one of the things that puts many off. Sometimes customers just dont get it and patience is needed. A great example of this recently was when a friend of mine took her 80 year old mother to buy a computer in an apple shop. Although it took ages and a number of products were explored eventually she came out with something she could use and which was ready for her to plug in and go.

Ultimately we are all sales people and whenever we think there is a mystique around sales it is good to remember that. Every day we sell something to someone in terms of influencing them, getting change to happen or even creating understanding of goals and strategy in a company. Yet sales can still seem difficult and worrying and if you are like me then there are areas where you need help or can do with some more inspiration.

John Finlay of Onward Consultancy will be running a whole day for us on Sales Excellence at CBPartners on the 10th November and there are only two spaces left. He will introduce you to a 6 step sales process than can be adopted by any customer facing business to build value into long term client relationships. The day will cover all the key elements of sales, including  how to  convert telephone calls into appointments and appointments into sales opportunities, turning those  objections into orders  and negotiating to get the best deal for your business and the customer.


Contact us on 01254 505050 

National Stress Awareness Day

Tomorrow is National Stress Awareness day and it seems a good time to reflect on what causes people in business stress.

Obviously starting a business is stressful, indeed being an entrepreneur is stressful but we often put a really brave face on things because we are aware that success is important.

There are times though in any business where changing economic factors, downsizing or even growth need to be addressed and these can all cause stress. It is stressful to manage the expectations of employees and staff can create numerous problems not least for those who have never managed a team before.

Business mentoring and coaching can be the key to having someone support you through some of these challenges. Having someone who can unlock your potential and work through problems in a confidential setting makes every problem in business a little less stressful.

Tackling work related stress is essential for both your own well being and that of friends and family and in order to ensure the performance of your business.

Think about some key factors which may be causing you stress and how to factor in some support or make a small change to decrease the stress in your workplace.

Here are two frequent examples which come up in mentoring our businesses at CBPartners.

Overwork - Consider your hours and whether they are reasonable or even necessary. Have you had a holiday this year? This may be a chance to review your time management and prioritisation of work, it may mean cutting out unnecessary tasks or delegating appropriately. Keeping a time diary for a week can often be helpful in seeing where we waste time unnecessarily during a day. Looking at our colleagues, direct reports or partners in business with fresh eyes can also help us see where they could help and do something which we have always done making the workload a little lighter. Ask yourself what will happen if overwork contributes to you becoming ill and start to think of ways to prevent this happening.

Poor performance - Improve recruitment and selection processes in order to make sure staff are well matched to their jobs and that performance is good from the start. Manage poor performance and look at the reasons why people may not be doing as well as you had hoped. Ensure they have the right resources and skills to get the job done and identify any further training needed. Encourage employees to discuss issues with you and give you ideas for improvement. Review performance regularly and keep staff informed about the direction of the business and any changes. Make sure you have good disciplinary policies and procedures and follow them, dont take short cuts. Consistent behaviour in managers is really important.

Some companies tackle stress head on and some wait until it is too late and there is a rise in sickness and absence. This will cost the business money. A stress audit can be very enlightening if you think there is little around and can be done through informal chats in groups or with individuals to find out if there are any concerns about stress.

For sole traders and small businesses stress can be internalised due to isolation and so getting to meetings with others in similar situations is really helpful. There are a number of free forums run by CBPartners where networking and meeting others goes hand in hand with a masterclass or information for business.

Please contact us on 01254 505050 if you would like any mentoring or coaching in these areas or wish to come to one of our forums for employers or our HR forum.

Systems thinking

Many of us in business wonder why we cannot make a change embed itself or even work at all. One of the ways of thinking about change and understanding it is to look at organisational culture and how that affects what we are trying to do.

For many people in business we want to get it right particularly today when finance is critical and businesses are failing at spectacular rates. Is getting right though the same as doing the right thing?

Perhaps we fail because we are trying to get it right rather than doing the right thing.

W. Edwards Deming invented systems thinking a way of thinking about how each part of a system affects the way other parts work. Determining how the whole system works is key to understanding what is the right thing to do. All tasks and functions of a business then are interdependent.

Deming used  14 points for the basis of the transformation of industry and many of them are key to improving sales and performance.

1. Constancy of purpose - create constancy working towards continual improvement of a product or service in order to become competitive and stay in business.

2. A new philosophy. We must embrace leadership for change. Continuous improvement means that we are flexible to changes in the market and customer demands. Change never stops which is why we need to be flexible.

3. Cease dependence on mass inspection. Routine inspection is like planning for defects, you cant inspect quality but you can require that there is statistical evidence that quality is built in. Improve processes so that defects arent produced in the first place.

4. End lowest tender contracts. Dont award business on the price tag alone but minimise total cost by moving towards a single supplier on a long term relationship of loyalty and trust.

5. Improve every process; this will decrease the cost of production. Accept that nothing is ever good enough.

6. Institute training on the job. When training people need to understand what the job is and why it is being done. Seems simple but how often do we train for things which are not really about the job?

7. Institute leadership of people. The aim of management is to help people do a better job. Coach staff to improve the system.

8. Drive out fear so that everyone may work effectively for the company. Build trust, collaboration  and cooperation.

9. Break down barriers between departments. People in every department shoudl work as a team not parts which dont interconnect.

10. Eliminate exhortations. Slogans asking for productivity are not helpful. management by numbers and objectives are not helpful. If the system is built around quality it will be done right the first time.

11. Eliminate arbitrary numerical targets. Work standards which prescribe quotas and numerical goals are not helpful the focus shoudl be on quality.

12. Remove barriers to pride of workmanship. Let people take a pride in a job well done.

13. Encourage education and learning. Institute a system of self improvement.

14. Transformation is everybody's job.

Learn more about LEAN Leadership which came from Demings work at our masterclass at the Oyster and Otter on Tuesday 22nd November at 18.00. Find out more here http://www.facebook.com/pages/Community-Business-Partners/225187080841375

How to get the best out of networking

For many entrepreneurs and business people networking is a potential source of building the kinds of relationships which will translate into great business or provide support and the ability to share ideas and learning.

Do we always make best use of the opportunities we are presented with though?

Here are our top tips for networking.

1.  This is not about selling but how many times have you met someone only to feel that you dont really know what they do or what their business does? Prepare a quick and easy way of introducing yourself and practice it. People want to know who you are and what you do make sure they get a key message about you and understand your area of business and what you believe in. It only takes 10 seconds to for a first impression.

2. Think about what you want to achieve from the event you attend, dont go without prepping. Find out as much as possible about who will be going and what sort of things are going to be on the agenda or being talked about.

3. Meet people as people first and foremost. Show an interest in them and talk about other things not just business. You are building a relationship not selling. Listen to the person and hear what they are saying try not to dominate a conversation.

4. You are not collecting business cards. Network with a purpose and follow up. This is about the quality of a conversation and creating a depth rather than simply filling your drawers full of cards. Follow people up. Email them and say how nice it was to meet them. Dont leave the conversation there. This is about reciprocity and trust letting them know that you really wanted to connect. Try twitter or linkedin as well to connect in more spheres and remember they may well be involved in online groups as well.

5. Leave your troubles at home. No one wants you to be gloomy when they first meet you so put on a smile. It may sound trite but really people dont want to connect with someone who looks forbidding or hostile they will look for people who are looking happy and smile at them. Be energetic, positive and outgoing dont start talking about how awful things are at home or the worst thing which happened on your journey. Look glad to be there and use your time well.

CBPartners run plenty of networking events and some of them are free.

1. Oyster and Otter events with a masterclass and then networking over a great meal - next one on November 22nd on Lean Leadership

2. Employers Forums - supported by Blackburn College -  next one on Tuesday 6th December Blackburn Enterprise Centre

3. HR employers forums - supported by Forbes Solicitors - next one on Wednesday 9th November Clayton Park Conference Centre

4. Get fit for business - whole day event next one on sales excellence 10th November 9-4.30pm Blackburn Enterprise Centre

Get in touch with our business support on 01254 505050 for more information on any of these.