Membership magazine of the IoD in Northern Ireland November / December 2018

David Sterling Head of Civil Service on the latest Brexit developments

Page 06

Cunningham Coates Listen to the future

Page 20-21

Women’s Conference The Winning Edge

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In Good Company Interview with Managing Your complete business Director of Selective travel telecoms and IT Provider 0800 018 8082 rainbowcomms.com Page 11 Our Committee

Gordon Milligan, Adrian Allen, Bonnie Anley CDir, Norah Anne Barron, Pi Catriona Gibson, Chairman, IoD Northern The Tomorrow Lab Mourne Country Park Communications Arthur Cox Belfast Ireland

Clare Guinness, Declan Gormley, John Hansen, David Henry, Henry Caroline Keenan, Louise Kelly, Warrenpoint Port Brookvent Limited KPMG Northern Brothers ASM Chartered Grant Thornton NI Ireland Accountants LLP

Professor Marie Alan McKeown, Sarah Orange, Ian Sheppard, Dr Joanne Stuart, Paul Terrington, McHugh, Ulster Dunbia HNH Human Capital Bank of Ireland Catalyst Inc PwC University Business School directorNI

Gordon Milligan Chairman’s Message IoD Northern Ireland as 2018 a and the flagship Chartered Director. Speakers at the lunch included Dr good year for Neil Bentley, originally from Belfast We hosted some exceptional (Chief Executive of WorldSkills UK), you? For your events in partnership with NI’s a partnership between governments, business? This most reputable businesses. Record employers and education which is a question we breaking numbers attended our aims to help accelerate young will all be asking ourselves as we Annual Dinner and Women’s people’s career development. W Leadership Conference in 2018. begin to ‘wrap up’ for Christmas. He was joined by Microsoft Ireland 2019 will undoubtedly bring We celebrated the NI Director of Commercial Director Aisling more uncertainty around the the Year Awards in May, which Curtis and Tony Danker, also from B-word, we will continue to see NI recognised leaders who have Belfast, who is Chief Executive of set exceptional standards and business battle a skills shortage ‘Be the Business’, a new business- demonstrated good corporate led organisation created to close and low productivity levels but governance. The regional winners we will also continue to thrive as a the UK’s productivity gap. We travelled to London in October also launched the findings of IoD destination for FDI and tourism. for the National Finals and we and Baker Tilly Mooney Moore were delighted to come home research, exploring the importance with two Awards. Denis Lynn I have had a busy year meeting of management and leadership (Finnebrogue) won ‘Innovation’ new and existing members, hearing training to the local economy. which recognises leaders who their concerns and using this have developed and implemented As we look forward to 2019, we to engage with the permanent innovative or transformational ideas. hope to engage with even more of secretaries in the continuing absence our members through our thought- of a functioning NI Executive. Gary Thompson (NI Fire and provoking events. Members are set Rescue Service) won ‘Inclusivity’ We engaged with the Secretary to learn lessons on how to chart a which recognises leaders who of State (SoS) Karen Bradley and smooth passage through challenging have implemented specific she was left under no illusions conditions at the Annual Dinner initiatives to promote diversity as to the depth of anger and on 7th February 2019 with Martin and inclusion in the workplace. Big frustration felt in the NI business McCourt. Martin is best known congratulations to Denis and Gary! community after hearing the for transforming Dyson and is frank views from members. We spent the summer months currently non-executive chairman travelling across NI as part of at Glen Dimplex, he has also held NI membership is made up of over the ‘Chairman’s Roadshow’. senior positions at global firms such 950 directors, across public, private This presented an important as Mars, Duracell and Toshiba. and third sector organisations. opportunity for leaders across the 130 new members joined us this Another key date is the Women’s North West, Newry and Armagh year, 29% are female (growth of Leadership Conference on 8th to take part in topical discussions 6% this year) and 26% are under March 2019. Although the day that can make a real difference. the age of 40, seeing an increase will have a particular focus on in younger directors investing IoD NI called on emerging leaders to women as leaders, the emphasis in professional development. ‘supercharge their leadership journey’ is on ‘Leadership’ and men are at the Young Directors Conference encouraged to attend to build We launched the IoD Academy in NI in October. This half day conference their leadership toolkit. marking the first of its kind outside was designed to fast track their of London. The academy provides Along with the National Director journey to business success. courses to enhance the skills of and the IoD NI Team, I look leaders such as; role of a director and ‘Skills’ was top of the agenda at the forward to welcoming you the board, finance for non-financial IoD Leadership Lunch in November. all to an IoD event soon. directors, strategy and leadership,

04 Diary Dates 12 Tips to prepare for 26 Exporting Overseas Brexit 05 RTE Editor to address 29 IoD Women’s Brexit Event 14 Spotlight on IoD Leadership Events Conference 2019 06 Update from David Sterling, Head of Civil 16 IoD Academy NI 32 Member News Service 20 Cunningham Coates – 41 NI Success at Director 11 In Good Company ‘Listen to the Future’ of the Year Awards Interview with Keith Graham, Selective 22 Our Members 44 The Twinterview with

Contents Travel Management Dr Sue Black

Nov / Dec 2018 | 3 MEMBERS

Diary Contact IoD

Dates National Director: Kirsty McManus [email protected] November Business Development FOLLOW US Manager: 02 IoD Leadership Lunch-Boosting ON TWITTER: Productivity through People Lisa Maltman [email protected] 14 Private Dinner with Arthur Cox @IoDNI and speaker Neil Stewart, Glen Event Manager: Dimplex** Julie-Anne Clarke 15 New and Renew Member Lunch * [email protected] 16 Academy NI Alumni Event * Marketing & Communications Assistant: 21 Connect and Influence: Focus on Chelsea Brennan Brexit with keynote speaker- Tony [email protected] Connelly - Europe Editor for RTE News Business Development 29 House of Commons Business, Manager: Energy & Industrial Strategy Select Emma Jayne Mawhinney Committee** EmmaJayne.Mawhinney@iod. com January IoD at Riddel Hall Disclaimer: Articles are 31 New and Renew Member Lunch * 185 Stranmillis Road, published in Director NI as a Belfast BT9 5EE contribution to discussions about business issues. They February Tel: 028 9068 3224 represent the personal views 07 IoD Annual Dinner- Martin McCourt, Email: iod.northernireland@ of their authors and do Non-Executive Chairman, Glen iod.com not necessarily reflect the Dimplex** Web: www.iod.com/ni Institute of Directors’ policy.

March 08 Women’s Leadership Conference 13 IoD/Deloitte NED Network Private Dinner

April 17 New Director Bootcamp *

May 17 IoD Director of the Year Awards 23 New & Renew Member Lunch *

Book online at www.iod.com/ni *Free of charge **By invitation only or register your interest to [email protected]

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RTE Europe editor to address Belfast Brexit event

Tony Connelly, RTE News Europe Editor

eading Brexit EU Summit which had stood as “We greatly look forward to hearing commentator Tony the target for final agreement on a his candid views on all Brexit withdrawal deal to be made. developments, as we join with Connelly will address our members and their guests at This lunch time event will provide business leaders in Belfast November’s Connect and Influence an unrivalled opportunity to hear this autumn as debate event.” around the UK’s exit from the exclusive insights from some of the L best placed experts to comment on Tony Connelly has been covering European Union intensifies. the state of play in negotiations. EU and European affairs from The RTE News Europe Editor will Brussels since 2001. He has reported “As Europe Editor for RTE, Tony speak to an audience at a lunch extensively on the period before Connelly has been ever present time event hosted by the Institute of and after the Brexit referendum, and on our television screens since the Directors Northern Ireland (IoD NI). before that covered the European EU Referendum. With high-level refugee crisis, the Greek debt Taking place on 21st November in access to those involved in the Brexit situation, the Irish bail-out and the the wake of Novembers special EU debate on all sides, he has gained financial crisis dating back to 2008. Summit, the event entitled Connect a reputation for providing in-depth and Influence: Focus on Brexit is analysis of the issues involved and He will be joined in a panel discussion sponsored by BDO NI and Carson an ability to communicate the most at the event by Allie Renison, Head of McDowell. complex of matters to audiences Europe and Trade Policy at the IoD with clarity and meaning. Kirsty McManus, National Director, For more information, or to make a IoD NI said: “For some time, all eyes booking, contact 028 9068 3224 or have been fixed on November’s visit www.iod.com/ni.

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Nov / Dec 2018 | 05 INSIGHTS

was in Brussels recently where I had a series of meetings with senior figures David Sterling involved in the EU Exit negotiations. IIt was a constructive two day programme, where I had the David Sterling, Head opportunity to meet and discuss the of the Northern Ireland issues facing Northern Ireland with Civil Service (NICS) representatives from both the UK shares his insight with Government’s negotiating team and IoD members. the European Commission’s Task Force 50. I also spoke to members of the influential think tank, the European Policy Centre (EPC) on the topic - ‘Preparing for Brexit in the absence of Ministers’. It is clear from the numbers who attended the hour long session and the questions asked, that there is still considerable goodwill towards Northern Ireland. There was also a clear understanding of Northern Ireland’s unique position in the ongoing negotiations, as the only part of the UK with a land border to another EU member state. In my speech I said there is a real concern about the risk that no deal is reached and there is a chaotic exit from the EU. The comments reflect the view from many stakeholders across society who have engaged with the civil service as part of our preparations for leaving the EU. Under such a scenario, costs for our businesses could increase. Or it could create difficult conditions for many firms to trade in the era

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of ‘just in time’ processing and Only ministers can set priorities This work includes making manufacturing, particularly for our for action and only ministers can amendments to our legislation, agri-food supply chains. choose how best to allocate scarce considering operational implications resources, especially financial and working closely with our In the life cycle of many goods they resources. counterparts in London, Edinburgh have to cross the land border many and Cardiff. times and our research has shown While it was important to set out to that two-thirds of cross-border trade the EPC what we are doing across Officials are working on key areas involves supply chain activity. the NICS in preparation for leaving such as migration, EU market access the EU, I stressed that it would and there is a strong focus on the We also know that there are one have been much better if the views domestic consequences of leaving million cross-border deliveries a of the Northern Ireland Executive the EU in areas such as state aid. year. Almost three-quarters of these were being represented to a wider deliveries are made by small business While much has been said in the Brussels audience by our First and the majority are low value Brexit debate since the letter of Minister and deputy First Minister. exports. August 2016, the unique position of Without Ministers and an Executive, Northern Ireland remains unchanged. This poses challenges in relation the role of the NICS, while still to potential customs and VAT Simple geography has led to the important, is constrained. declarations on businesses with development of cross-border limited ability to absorb additional We have been providing factual relationships that are visible in the costs. and technical input to the UK Single Electricity Market and our agri- Government to assist them in their food industry. Our unique position as a region was preparations for negotiations. of fundamental importance in the But at the same time, Northern letter sent by the then First Minister Ireland is deeply integrated in the UK and deputy First Minister to the economy. Prime Minister back in August 2016. Only ministers Our businesses purchase £11 billion Available on The Executive Office worth of goods from Great Britian website, the letter deals with the can“ set priorities and sales total £10.5 billion. These significance of the border and that it sales are worth 1.3 times more than must not become a catalyst for illegal for action and all exports and nearly four times activity; compromise effective cross- more than our exports to Ireland. border co-operation nor be used by only ministers There is a significant flow of goods those who seek to undermine the and services both east-west and peace and political process. can choose how north-south that must not be put at The letter addressed other issues best to allocate risk if we are to protect the economy. including: scarce resources, The competitiveness of our • The frictionless movement of businesses, many of them micro- people, goods and services; especially financial businesses with low margins, would • Trade and access to labour; be damaged by a scenario that • The energy market; resources. requires them to complete endless customs declarations, whether that is • Future funding and investment: ” between Great Britain and Northern • Agri-food sector including fisheries We have been conducting extensive Ireland or between Northern Ireland • Belfast/Good Friday Agreement, research and analysis and engaged and Ireland. North/South co-operation and with a significant amount of rights and In the weeks ahead, the Brexit consultation with key sectors that will • Justice co-operation. negotiations between the UK be affected by Brexit, including the Government and the European In the absence of ministers, this is the business community and the agri- Commission, Task Force 50, will ministerial direction the Civil Service food and fisheries sectors. intensify. has been following when dealing with the myriad of issues thrown up by Operationally, a key focus for the It’s not for me to offer a view on the Brexit. NICS is to ensure that we are able to outcome. function on exit day. I’m on record as saying that the But whether people voted leave or sooner we get our Executive back, Since last year, departments remain, see Brexit as a challenge or the better. have been making the necessary an opportunity, it is probably the preparations under different single most significant political event As civil servants we have been doing scenarios, including the prospect that of the last four decades. what we can over the past 18 months we end up with a no deal outcome. to manage the most pressing issues, And the outcome will have profound but we are relatively powerless to implications for every citizen in the deal with the most difficult problems. UK and Ireland. Only ministers can decide strategies and polices.

Nov / Dec 2018 | 07 INSIGHTS

Setting records, tackling challenges and looking ahead

Nevertheless, applying the brake The lower scenario is based on a Richard Johnston to an economy as it races ahead is challenging post-Brexit environment, Deputy Director, a challenge that many may covet, where uncertainty prevails, cross Ulster University and NI could benefit as activity is border supply chains are disrupted, Economic Policy pushed out from more expensive trade declines and manufacturing Centre areas seeking better value in the and export-oriented services hinterlands. contract until enterprises adjust to new trading terms and conditions. Economic challenges Source: UUEPC ver the last five The second part of the answer is in years, NI’s economic the indicators in which NI performs Realising our economic potential less well, such as relatively high The recovery from the recession is performance has economic inactivity rates (27.7% of welcome and record highs in several been remarkable in the working age population) and indicators are to be celebrated. some key indicators, relatively lower productivity (output However, NI has not yet realised Oposting a stronger performance per employee) than many of our its full economic potential. What is than was expected by many. competitor nations. These issues required is more jobs and people in A pick-up in the economy was have been persistent in NI for many work, growth of higher productivity decades and are a result of many sectors and catching up to our evident as exports exceeded £10bn, factors, including our economic neighbours’ rates of growth. In the the number of tourists visiting NI heritage, sectoral composition, lower longer term, delivering more jobs, was close to 2.7m, employment productivity within sectors and higher productivity and increased increased to record levels and relatively more limited investment in competitiveness will boost incomes unemployment declined to capital and automation. and standards of living, something historical lows. that we all want for NI. How that Looking to the future economic activity may be shared out In an NI context, these are records to In a global context, there are across society and geographies is a celebrate, but you may ask why the significant macroeconomic risks pertinent question that we must also economic recovery did not feature and uncertainty, as well as a trend consider in the medium term. more prominently in the news and in towards greater protectionism. debate? More notably, on the 29th of March Grasping opportunities 2019, the UK is scheduled to exit These forecasts illustrate the Our neighbour’s edge ahead the EU and the terms of the deal potential range of economic There are two ways to answer are not yet agreed. As expected, outcomes for NI over the next this question. The first is that the border issue and status of NI decade. The underlying point is NI’s economic performance is remains particularly contentious. that if NI makes the correct policy strong in an historical NI context These factors combine to generate choices (with the resources available) on some indicators, but less so uncertainty in terms of NI’s creating the environment for the when benchmarked against other immediate economic future, adding private sector to forge ahead with economies. The Irish economy is to the challenges that are normally sustainable levels of consumption positively booming, growing at 6.7% faced by economic forecasters. growth, business investment and per annum and the UK economy is trade, the economy could be more growing at 1.5% . Both are well ahead UUEPC has produced three vibrant. of the NI growth rate of 0.7%2. economic scenarios to illustrate the potential outcomes for NI to The Irish Government, enterprises 2030. The central case is viewed and policymakers face markedly as the most likely outcome, with NI different challenges to those in narrowly avoiding recession during NI and the UK, such as increasing the Brexit years and accelerating costs eroding Ireland’s competitive after 2022 as uncertainty dissipates advantage and dealing with factors and consumer demand picks up. that impact upon sustainability The upper scenario models more such as rapidly increasing house robust economic growth, with NI’s prices and rents, congestion and employment rate increasing to funding the Higher Education sector. 73%, closer to the UK rate of 75%.

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A ‘no deal’ or a hard Brexit deal, failing to make sound policy choices or postponing them until an Executive is in place all have the potential to slow growth in NI, or worse, result in a recession. It is imperative that we put our best foot forward in the areas where we have influence and make the most of opportunities. Areas along the Eastern economic corridor, including Newry and Belfast, could benefit from activity moving out of the most expensive areas of Dublin. Brexit will bring opportunities as well as challenges, depending on the structure of any deal and the Infrastructure and Brexit level at which the £: exchange rate settles. ‘main concerns for local business leaders’

Brexit may be the most pressing Many of those in attendance called issue at present for NI, but we oncerns over infrastructure for progression on the delivery of must not lose sight of the fact the Newry Southern Relief Road and investments and that whatever the outcome, NI the Belfast City Region Deal which must continue to strive to be Brexit were among the covers the local council area, while competitive in global markets. main issues raised by concerns surrounding Brexit and This means that we must continue local business leaders during the what it will mean for cross-border to invest in skills that are in C recent Institute of Directors (IoD) travel and trade continues to loom demand in the future, cultivate a large. supportive business environment, Chairman’s Roadshow in Newry. a competitive infrastructure, cost Hosted by IoD NI Chairman Gordon Mr Milligan was joined at the event, base and energy network. Milligan at the Flexi Work Space in which completed a series sponsored the city, the event brought together by KPMG, by Brexit expert, Allie dozens of business leaders from the Renison, the IoD’s Head of Europe public and private sector across the and Trade Policy. Newry, Mourne and Down District Council and beyond. He added: “The events, which have also seen us on the road to Derry Gordon commented: “In Northern and Armagh, have been invaluable Ireland, we face specific challenges in terms of the level of engagement that are unique, including having they have enabled with companies no government for 19 months, across the region as we seen to be challenges linked to Brexit and the voice of business and creating although unemployment is low a platform for the concerns of our compared to the rest of the UK, we members to be heard.” have the highest level of economic inactivity.

“Added to these, the almost £2 billion of infrastructure projects currently delayed as a result of the pollical impasse and the requirement of transformation in health and education, there is much that needs to be done to improve outcomes for local people and our business community.”

Nov / Dec 2018 | 09 Business Travel Simplified

CONTACT US TODAY ON +44 28 90 389007 INSIGHTS

directorNI Business In Good Company Interview Travel Managing Director of Selective Travel Management, Keith Graham.

Can you tell us a bit about What key lessons can where that path will lead us. We are Selective Travel? you share with other obviously monitoring things from Q Qbusiness leaders from your within the Travel industry, but one Simplified Selective Travel Management is a full- experiences with Selective Travel? thing we will be certain of is that we service business handling the diverse will be ready for any challenge. travel requirements of clients ranging It is very easy for leaders to become from SME companies and charities “institutionalized” in their own Outside of Brexit, one of our biggest to major Government bodies and Industry sectors. Having worked challenges is in the lack of available Higher Education Institutions. in travel for over 23 years, it is skills within our industry in terms Headquartered in the prestigious challenging to not look beyond that of new recruits. Having grown so Murray’s Exchange in Central Belfast, industry. The key lesson is for leaders quickly, one of our biggest challenges the company’s 120+ staff provide not to be inward looking, but to seek is attracting personnel with the 24/7 expert support with fully guidance from peers within Northern required skill set. bespoke technological solutions to a Ireland and abroad. worldwide customer base. What are the main benefits Continued growth is one thing, you identify from being We engaged in a 5 year plan, which but we must all be prepared for Qinvolved in business included a targeted 15% annual times when the targets may not organisations such as the IoD? growth. Turnover has climbed be achieved. We have achieved from £3m in 2010, to in excess of continued growth by looking outside Fundamentally it is communication. £60m, eight years later. In 2017 our our borders and challenging the Being a member of the IoD allows accolades included being ranked norm. Don’t become fixated on just me to meet with likeminded peers, the No 1 Fastest Growing TMC in the working within expected boundaries. across various industries. It is easy for UK, and are currently ranked 27th in Broaden your horizons and look Leaders to sometimes feel lonely and the Top 50 TMC’s in the UK, the only further afield for new opportunities out on their own. Your colleagues will Northern Ireland company within the and ways of working. approach you for guidance, advice, top 50. support etc, but who do the leaders The last four years your of today turn to? I for one have found You have enjoyed a very turnover grow by 68% from the assistance of the IoD invaluable. successful career to date. Q£29.4m to £49.5m. What is QWho or what has inspired driving that growth? How much importance do you to achieve that success? you place on professional Our growth is driven by a clear plan, Qdevelopment for company My inspiration comes from a not only an internal organisational directors? willingness and sheer determination one, but also an external sales driven to succeed. I continually challenge plan. By developing a happy and This is vital for continued success. myself, both within work and engaging work force, leads ultimately I am sure like many of my peers, personally. Developing the once to client satisfaction. Our focus on I qualified with a degree and small local company and grow it customer excellence has ensured professional certifications and then into a major player within the UK, high client retention and also the jumped into the corporate world. brings immense satisfaction and introduction of new business wins. A With an increasing pressure on continued energy to achieve further truly “partnership approach” attracts the work life balance, professional and continued success. Inspiration new business as we all know a “one development is easy to forget and also is delivered through watching brush does not fit all” approach rarely we all just get stuck into whatever the Selective “Family” grow. Looking works. By engaging with our clients, is needed to be done. Since joining back to some long term working allows us to challenge ourselves, the IoD, it is my intention to further relationships that have been continually improving our service challenge myself, through the IoD developed and nurtured from the offering. Academy and qualify as a Chartered office junior, growing into Senior Director. Having access to the range Managers is inspiring. Brexit is clearly a major issue of flexible study options available to currently, but what other complete this Chartered Directorship Qchallenges do you see facing allows me focus on the personal businesses trading in the UK? development whilst working in a daily challenging role. Brexit is obviously the major issue within all industries and who knows CONTACT US TODAY ON +44 28 90 389007 Nov / Dec 2018 | 11 INSIGHTS

Brexit Practical tips to prepare for the unknown

1) Retailers and manufacturers After Brexit, UK businesses will have Angela Keery, apply for AEO status now to fulfil the non-EU registration Tax Director, requirements. So, if you are already BDO If you don’t have it already, and you VAT registered within the EU, you are eligible to apply for it (ie you will need to check that the local trade outside the EU) you should compliance requirements will not consider applying for Authorised change. If they do change, you will Economic Operator (AEO) have to reregister. accreditation as soon as possible. hatever your views on AEO status opens the door to a range of business privileges. 4) Establishing an EU Brexit, it seems presence it is going to It lowers your risk profile as far as the authorities are concerned Many firms (in financial services and happen and – minimising the risk of delays other regulated sectors) have already Wpreparing for all eventualities is at the border. It also allows you put plans in place to establish a local just good business sense: if you to waive or reduce mandatory presence in EU markets but, if your haven’t started your preparations financial guarantees for suspended business has not yet done so, it is not yet, you may end up losing out to and deferred customs duty and too late. At this stage, the acquisition competitors who have done their import VAT as well as to qualify for of a local business might be the groundwork. other customs duty reliefs, such as quickest option whilst and where Customs Warehousing and Inward regulatory rules allow it. Processing. The risk of a hard Brexit outcome is clearly increasing as the government 5) Group structure review is upping its preparedness and 2) Origin of goods analysis has been publishing contingency As well as comparing the potential The next logical step is to look at briefings on coping with a no-deal Customs Duty cost of a no-deal the whole structure of your group to Brexit. Brexit, it is sensible to look at the ensure it will still be fit for purpose after Brexit. Businesses should be scenario other duty impacts of Brexit – even planning for the potential Brexit a new trade deal could create new The UK will cease to benefit from outcomes, looking at where their costs and compliance requirements. the EU parent subsidiary directive, purchases come from, and where If the final Brexit reality is that the meaning that withholding taxes may their goods are sold to. UK and EU enter into a Free Trade be due on dividends and interest Agreement; understanding of the flaws between the UK and group If your purchases and/or sales are members in the EU. It may be outside the UK, you should have economic origin of goods may be key to determining if a UK business possible to restructure the group so considered the potential Customs that its subsidiaries in EU member Tariffs, Supply Route, VAT, Import/ could benefit from zero tariffs at import. states and income flows back to Export Costs and admin costs that the UK continue to benefit for zero may be applicable post Brexit. withholding taxes. Whilst all of the above is considered 3) Consider local VAT scenario planning (until we know registrations what Brexit will actually look like), there are some very practical steps In many situations, it is not currently you can be doing now to prepare for necessary for UK businesses to Brexit. register for VAT in every EU country in which they sell goods: this may well change after Brexit.

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Companies can no longer wait to consider the legal impacts of a hard Brexit

You might wish to include a right If you are concerned about Richard Gray, to terminate, renegotiate or switch enforcement of judgments, consider Partner, Carson currencies in the event of fluctuations arbitration as an alternative dispute McDowell beyond certain tolerances. resolution mechanism in contracts currently under negotiation. t is easy to feel powerless Contract Territory when confronted with the Intellectual Property noise and fury regarding Your route to overseas markets is Brexit. It has been difficult currently via territory-specific agents EU registered trademarks currently for business owners to know and distributors. Check how territory protect trademarks across the EU. is defined in each case to ensure Following Brexit, in the absence what to plan for. With the prospect I there is no ambiguity in the territory of an agreed position, EU marks of a “no deal” Brexit looming large, involved and that you can still will not protect trademarks in businesses are now having to work perform the contracts post-Brexit. the UK and you will need to out in real terms what that might register separate marks here. mean. Regulatory Approvals Let’s say that you are CEO of a Brexit Clause medical devices manufacturing Currently, medical devices are business in County Tyrone. Most of subject to EU legislation and a “CE” An increasingly topical issue is an your sales are within the UK; you mark demonstrates compliance. all-encompassing Brexit clause. also export to the EU 27 and beyond. Once approved by a member Typically these include a right The possibility of WTO tariffs state “notified body”, devices can to terminate, re-negotiate upon on European exports, additional be sold across the EU and EEA. certain post-Brexit triggers or administration and disruption to However, after Brexit, UK notified even upon Brexit occurring. bodies will not be able to assess your supply chain are risks you However, Brexit clauses should conformity for the EU market or could potentially face in a “no deal” be approached with caution and issue CE certificates. Without a right scenario. But there are lesser known you should seek legal advice to apply CE marking you cannot issues for the contractual framework before agreeing to such a clause. supply medical devices into the EU. underpinning your supply chain. What might first appear novel and Currency Identify all EU regulatory approvals affording flexibility could be you are required to maintain in your used by a counterparty Your business has already dealt with contracts, and monitor the emerging as a mechanism for currency fluctuations following the picture. Some manufacturers exiting agreements Referendum. A “no deal” Brexit have taken the significant step which they regard would almost certainly trigger of preparing to move operations as unduly onerous. further volatility in currency to another EU member state. Time taken now markets, at least in the Whatever happens post-Brexit, to consider the short-term. Consider to access EU markets you will impacts on your reviewing pricing need to maintain the CE mark. provisions of supplier business will be and customer contracts time well spent in the event of which may lead to Dispute Resolution sharp increases in a hard Brexit. costs or losses through Contracts incorporating an currency movements. EU member state jurisdiction clause benefit from recognition and enforcement of jurisdiction clauses and judgments throughout the EU. This would be lost in the event of a “no deal”.

Nov / Dec 2018 | 13 EVENTS

Mark Huddleston, Mike Brennan, Mark Foley, Noel Lavery & Robin McCormick Spotlight on events Connect and Influence: Permanent Secretary for the Noel Lavery, Permanent Secretary for the Department Department of the Economy of the Economy

Mike Brennan, Department for the Economy addresses the audience Mike Brennan, Noel Lavery, Department for the Economy

14 | directorNI EVENTS

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IoD/Tughans Private Dinner with T/Assistant Chief Constable Barbara Gray, PSNI

Anna Beggan, Tughans, Barbara Gray, Anna Beggan, Tughans, Barbara Gray, PSNI, Kathy McGillie, Tughans and PSNI, Kathy McGillie, Tughans and Kirsty Kirsty McManus, IoD McManus, IoD

IoD/Beyond Business Travel Private Dinner with Neil Gibson, EY Caitriona Toner, American Airlines; Zara Duffy, Chartered Accountants Northern Ireland and Ann Hamilton, Devenish

Gordon Milligan, IoD; Brenda Morgan, MBE, British Airways; Neil Gibson, EY; Shauna Burns, Beyond Business Travel

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Strategy for Directors for Strategy 15-17 Oct or 3-5 Dec 2018 Dec 3-5 or Oct 15-17 Skills required to create, implement and evaluate your organisation’s organisation’s your evaluate and implement create, to required Skills strategy - essential for every leader & board of directors. of board & leader every for essential - strategy

industry case studies and scenarios, Key reasons to attend share experiences and network with Accelerated • Gain the professional training you peers from organisations across need - faster Northern Ireland in a safe and ACCELERATED Certificate practical environment. • Gain access to an inspiring and CERTIFICATE IN unrivalledIN peer network CERTIFICATE in Company Using a blend of online and face-to- • Share experiences with peers face learning we offer directors the in an environmentDIRECTION conducive to COMPANY same expert training and knowledge intensive learning Direction available through our traditional Business pressures can make it it • Learnmake fromcan leading industrypressures Business approach, but requiring only five 5 Day Fast-Track professionals whose talent and consecutive days away from the focus to out time take to difficult ability has been proven in the demands of your business. 25-30 November, marketplace professional and personal on Slieve Donard Hotel This fast-track residential programme • Switch off,to relaxup and stay focus onand your development provides an effective solution for development at ouryour residentialof control Take date. Take control of your development, teams and groups of leaders who location available near you this become a certified director with wish to develop a common approach November become and development, this intensive fast track residential to strategy, leadership, governance this with director certified a and finance, thus covering the Who should attend? designed specifically for the time- subjects of the Certificate in track fast day 5.5 intensive poor leader. This qualification is designed for Company Direction modules: specifically designed residential Our 5-day fast-track residential leaders from organisations of all 1) Role of the Director and the sizes and sectors who want to bring programme will explore key skills Board leader. time-poor the for areas of a senior leader, enabling you specific competences and credibility 2) Finance for Non-Financial to become a director with the power to their businesses. Directors 2018 Nov 25-30 to make an impact and shape the For more information contact Emma 3) Strategy for Directors future success of your organisation. Jayne @ emmajayne.mawhinney@ 4) Leadership for Directors Put your skills into practice with real more out find To iod.com or 07740 819527 please do not hesitate hesitate not do please I’ve beenus: described as acontact Trouble- to of a suitcase. I constantly amazed shooter, Consultant, Change myself at just how much I could pack Life Manager, Business Continuity for a few days, including the office. Manager and a Non Exec. In truth, I Emma Jayne Mawhinney Mawhinney Jayne Emma Assignment briefs have varied greatly as an can understand why description is from turnaround, dealing with growth Business Development difficult given the uniqueDevelopment nature of Business and decline, acquisition, change and the role. Interim Manager occasionally managing critical time For example, every assignment has bound projects. Ultimately however, Manager been and still is completely different.90912829 028 the T: interim is measured by results Derek McCracken The sensitive and confidential nature and their contribution to improved of some assignments, also make profitabilityemmajayne. E: and sustainability. it difficult to talk about. I have I’m a believer of continuous hen I left my therefore learned over the years [email protected] development having gone back to management job that less is more when it comes to study on three occasions, alongside explaining interim. If I were to break almost 20 years ago to the need to stay up to date with W it down to a few words it would be, O’Neill Elaine Dr embark on a new adventure, I was courses, including the latest insights ‘Making change happen.’ unfamiliar with the term ‘Interim.’ Director and research in my Programme field. Previously, I had retained the services Wikipedia defines Interim Most satisfying of all though, has of consultants from time to time, management as the ‘short-term been the privilege90912826 to028 see T: people instructing them to carry out specific assignment of a proven heavyweight grow as they overcome obstacles projects and resulting in reports interim executive manager to [email protected] E: along the way. One thing I am being compiled for my review. manage a period of transition, crisis convinced of is the capacity of Although full of great intention, the or change within an organization.’ reports inevitably got filed away for people to excel in challenging safe keeping waiting for that elusive My assignments have included circumstances, and I have witnessed day when time would suddenly different industry types such as this first hand many times. Aerospace & Defence, Engineering, appear out of nowhere to evaluate The Interim Manager has Construction, Packaging, them. demonstrated real tangible bottom Manufacturing, Oil & Gas, Transport line value for many organisations and It was this experience that planted & Logistics and Government & Public in my view will continue to do so for the seed for interim. I realised Sector. that discovering the problem or a long time to come. challenge facing a company, division There have been periods of travelling or department is one thing, doing to assignment and taking the early something about it is another thing morning ‘red eye’ flights along with altogether. getting used to hotels and living out

16 | directorNI EVENTS

directorNI

Lisa Maltman,IoD, Louise Kelly, Grant Thonrton, Richard McCann, Keynote speaker, Sean Devlin, MCS and Gavin Campbell, Barclays

Keith Graham, Selective Travel presents Jane Lee winner of European holiday for 2 and Brenda Morgan MBE, British Airways

Ciaran Devine, Evermore Energy, Claire McLaughlin, Gavin Campbell, Barclays What does leadership Richard McMullan, Aurelious Advisory, Steve Harper, Invest NI, Claire McLaughlin, mean to you? Ciaran Devine, Evermore Energy and Helen Kirkpatrick, Neueda

e have been A huge thank you to the An enormous thank you to overwhelmed 2 ongoing support of our 4 Keith Graham from Selective headline sponsor Barclays, Travel Management and Brenda with the fantastic Gavin Campbell and supporting Morgan MBE from British feedback from sponsors Grant Thornton LLP, Airways for the prize draw of an the IoD Young Louise Kelly and MCS Group European Holiday for 2! WDirectors “Supercharge your Jobs Barry Smyth Leadership Journey” Conference. Finally, a really grateful thank A big thank you to the 130 5 you to the help and support of A massive thank you to our 3 members who came along the Young Directors Steering 1 inspirational speakers Richard to the conference to show Group Adrian Allen Matthew McCann, Ciara Lagan, Richard their support, negotiated over Howse Richard Moorehead Campbell, Steve Harper, Claire Celebrations and their positive Louise Kelly Chris Harrison Gavin McLaughlin, Helen Kirkpatrick, contributions to the discussion, Campbell all expertly led by the wonderful Richard McMullan CDir FIoD , If you want to get involved in the IoD Mark Simpson Ciaran Devine. Young Directors Forum, get in touch: lisa.maltman@iod

Nov / Dec 2018 | 17 INSIGHTS NEWS INSIGHTS

Brain drain statistics provide long overdue wake up

It’s about making sure our young Of those positions, around a third are By Kirsty McManus, people are equipped with the right expected to be filled by students and National Director, information, at the right time, so they migrant workers so, not only do we Institute of Directors can make intelligent choices about need to retain local talent, but we (IoD) Northern their future career. must also attract skills from outside. Ireland That means looking again at careers Statistical evidence would suggest provisions in schools, in collaboration that the Brexit debate has made this Recently published statistics showed between education authorities, job more difficult with the number of that only a third of Northern Ireland relevant government bodies and – European Union workers employed graduates who studied in England, crucially – industry. There is no point across Northern Ireland falling by Scotland or Wales returned home to in spending resources setting more than a quarter since the EU work last year. students onto particular career Referendum. pathways if these don’t tally with the It means that more than 3,000 needs of the economy. With admissions for domestic remained in Britain and will likely students to Queen’s University and settle there for the foreseeable future Ulster University capped by the and beyond. Department for the Economy, they Some of our most have each also expressed concerns The figures, although stark, are about their ability to attract foreign nothing new and as such, should act talented“ young students following Brexit with around as a now long overdue wake up call 5 per cent of students currently for those in positions of power to people are also enrolled here from outside the UK and the Republic influence the situation. one of our greatest Effectively, some of our most It is clear therefore that progressing talented young people are also one exports. the Northern Ireland skills agenda of our greatest exports and until that requires a major collaborative process is reversed, efforts to boost ” approach between education the economic performance of Similarly, the notion of what is authorities, universities, government Northern Ireland will be seriously deemed success for young people and the business community before undermined. must also be addressed. Certainly, the brain drain alarm bells becoming being educated to a degree standard deafening. It is contributing to a major skills gap is a clear measure of success but a across the region and our members prosperous economy provides a mix in the technology, manufacturing, of gateways into the workplace, hospitality sectors and others including alternative further regularly tell us they are struggling to education and apprenticeships. fill vacancies at all levels of their organisations. Only by addressing these matters, can we expect to realise the This clearly hampers the growth ambitions outlined in the most recent plans of some of our most ambitious Northern Ireland Skills Barometer companies and while encouraging published by the Department of the more university graduates to return Economy which suggested 87,000 to Northern Ireland plays a major new jobs would be created by 2026. part in addressing the issue, the focus should not simply be on third level education.

18 | directorNI Together from ideas to innovation Discover new challenges for your business and together with InterTradeIreland meet them head on. intertradeireland.com/challenge

Offsite construction specialists, This support has empowered the The InterTradeIreland McAvoy Group, based in company to bring forward ideas Challenge Programme Dungannon, wanted to embed from all areas of the organisation, has provided us with innovation processes into the focusing on ideas that will the skills, knowledge, heart of the company to help generate a real return. and toolset to really transform their business. embed innovation If you are an ambitious SME looking right across the From InterTradeIreland, they to commercialise new ideas quickly, received coaching and support with reduced cost and risk, our McAvoy Group. through Challenge worth Innovation Challenge Programme David Clark, Head of Manufacturing and Innovation, McAvoy Group, approx. £20,000. provides business leaders with the Dungannon formula for success.

INSIGHTS EVENTS

Listen to the Future

is no precise job description for an all useful skills to have and can be Jonathan individual to fit within our business applied to aspects of the roles but Cunningham, because the skills required go there are other ‘softer’ attributes that Cunningham beyond industry qualifications, it’s are as important … or maybe more so. Coates simply not as straightforward as that. “For an investment manager, an inquisitive and exploring mind to observe external events, s Cunningham assimilate information, consider the To be able to pull implications and project these into Coates marks 175 investment decisions is paramount. years in business together“ multiple this month, Director “For a Financial Planner meanwhile, NI invited Jonathan factors from a a thorough technical understanding Cunningham, Partner at Belfast’s of a range of complex factors such A as taxation rules and pensions longest standing investment client’s situation legislation is essential. This is management firm, to reflect on the and to know how to where the distinction between secret of the firm’s longevity. the financial planner and the listen is vital investment manager comes about. Jonathan, whose great-great- grandfather, Josias Cunningham, ” “But common to both is an established the business in 1843, empathetic mindset, the ability to is (as ever) coy about the firm’s “You would think that after 175 years listen well and tease out clients’ perceived success. He prefers to we would know the attributes to objectives, aspirations, concerns and focus on what he believes are the look for in an investment manager or the ability to distil often complex reasons why his team has developed financial planner. A background in individual financial situations into such trusted and longstanding economics maybe, business studies; clear and effective strategies. To relationships with their clients. a keen eye for a balance sheet or be able to pull together multiple possibly a full chartered accountancy factors from a client’s situation and Jonathan explains: “Relationships background with an aptitude for to know how to listen is vital.” are everything. Clients expect us to higher mathematics and the skills have the expertise. It’s our role to to interpret Black Scholes model or build confidence and trust. There Fibonacci retracements? These are

20 | directorNI directorNI

Experience, expertise and access “As we celebrate our 175th As Managing Partner of Cunningham to a global outlook are also critical. anniversary, I am very conscious Coates, Jonathan heads Smith This is where Cunningham Coates of maintaining the legacy and very & Williamson’s Investment sets themselves apart. The firm is much share the responsibility with Management team in Belfast. part of UK and International firm everyone in our firm to ensure we Smith and Williamson – and is remain at the cutting edge of our As well as managing investments for therefore able to draw on significant industry. We share core values private clients he manages funds for resource to ensure that customers with Smith and Williamson of trust, a number of charities and trusts. here in Northern Ireland get honesty and integrity and we put a access to the very best support, huge value on these in the business. He holds a PhD from Durham across a wealth of specialities. It has always been these ‘softer’ University, an Executive MBA from attributes that have underpinned Queen’s University in Belfast and is “The Smith and Williamson our success throughout the last a Fellow of the Chartered Institute relationship definitely benefits 175 years, and will be vital to our for Securities & Investment. our clients because it empowers continued growth in the modern era.” our team with access to wider He is the fifth generation of the expertise. That said, in our Cunningham family connected business it is also critical to to Cunningham Coates. ‘know when you don’t know’ For more information on and when you should potentially Cunningham Coates visit www. seek further professional advice, cunninghamcoates.com whether internally or externally.

Within the context of the firm, whether on the investment management or the financial planning side of the business, as a trusted advisor it is important that you know when to call on a specific skill set that is needed at the table. Your client will always benefit from the solidity that this approach can bring.

Nov / Dec 2018 | 21 MEMBERS

Our Members

s a member of MEMBER PROFILE the UK’s leading business network, our members have access David Black to a wide range of Arthur Cox support and services. A David Black graduated with an LLB

with Honours in 2007 before reading In every edition we introduce you for an LLM in Innovation, Technology to to some of our members through and the Law at the University of these profiles and encourage you to Edinburgh the following year. He network and join in with our IoD joined leading law firm Arthur Cox in Northern Ireland Community. 2009 as a trainee and, on qualifying, was admitted as a solicitor in His practice spans public and Northern Ireland in 2011. To have your profile featured administrative law disputes, contact: [email protected] commercial litigation, insurance Since then, David has worked in the litigation, banking litigation, Dispute Resolution Team at Arthur construction disputes, professional Cox, which is well known for its high negligence, intellectual property profile work in heavyweight cases. disputes, product liability and insolvency litigation. David is now entrusted with some of the most sensitive and valuable cases David is currently in the process in Northern Ireland, and deals with of being selected to sit on an arts complex contentious matters across sector board in Northern Ireland, a broad range of disciplines. and outside his professional career is a keen and accomplished amateur pianist.

22 | directorNI directorNI

in London and Abuja, Nigeria. In 2017 the company received African Startup of the Year Award Welcome by the Regional Entrepreneurs We are pleased to welcome the Empowerment Business Awards following new members to IoD (REEBA) in London. • Cherith Andrews, Mirror Media Based in Belfast and splitting his • Paul Besley, 5NINES (NI) Ltd time between the three offices, Franklin has successfully advised • Michael Bower, The Open on various international trade University MEMBER PROFILE projects supporting the successful • Iain Boyd, Northxsouth Ltd expansion of UK and Irish • Geraldine Browne, BDO Northern businesses in African markets. Ireland Franklin Atamewan An engineering graduate, he Natax International began his career as an aeronautical • Kelly Clark, Orryx Ltd engineer in Lagos, Nigeria and • Aoife Clarke, WAVTEQ Ltd Franklin is a Managing Director prior to his current role he held a • Steven Collister, NITOUR Ltd of Natax International, a business project planning role in London. improvement consultancy. Active • Graham Cumberland, Kilwaughter throughout UK and West Africa, With Africa right on the cusp of Minerals Ltd playing a transformative role in Natax International provides • Adrian Davis, AD Sustainability consultancy services to UK and the global economy and the UK Irish companies wishing to extend government plans to deepen trade • George Dorrian, PolicyHouse and economic ties in Africa post- or consolidate their operations in • John Fielding, Henry Brothers Ltd the African region. Brexit, Franklin urges Northern Ireland companies to grasp • Patrick Gallen, Grant Thornton The company recently established opportunities, deliver for customers (NI) LLP up to 2030 and beyond. its Belfast office, adding to offices • Justin Hicklin, Henry Brothers Ltd • John Jameson, Not One Iota Ltd t/a iota • Angela Keery, BDO Northern MEMBER PROFILE Ireland • Andrea McBride, Andrea McBride Justin McGorman Consulting • Ian McClelland, LM Services (NI) Reveal Business Ltd When asked what he does • Stephen McDowell, Hayward for a living, Justin McGorman Hawk will tell you he gives business • Franklin McIlroy, RTU Ltd owners ‘freedom’. Justin works non-invasively with a range of • Stephen Miller, Hospitality Jobs clients to enable them to excel • Chris Milligan, Arthur Cox in reaching profitability goals Director & Procurement Category Solicitors by freeing up space, freeing up Manager respectively and for the resources, freeing up capital and last 10 years has built a reputation • John Newman, Energia freeing up key staff to engage as a force to be reckoned with • Mark Owens, Civica Digital fully in the money making areas when it comes to cost saving, Solutions of their business. By saving costs procurement processes and risk and reducing risk, Justin gives management. • Louise Patterson, Energia business owners freedom to • Arran Rutledge, Norbrook grow and explore profit making Reveal Business can boast a Laboratories Ltd opportunities they never thought 100% track record for delivering • Maybeth Shaw, BDO Northern possible. cost savings quickly, and most Ireland importantly, sustainably. Justin Since starting Reveal Business has earned his reputation • John Sowter, Henry Brothers Ltd in 2016, Justin has worked with for being a problem solver All members who haven’t already in cost reduction, business businesses across a range of attended a new member lunch are improvement, operational sectors to identify and deliver invited to join us at Pinsent Masons, efficiency, supply chain analysis, significant savings. where you can meet the IoD team project management and strategy Before starting Reveal Business, and find out more about the development across the UK and Justin worked for Kingspan benefits of membership. & Coca Cola as Procurement Ireland’. All upcoming dates and bookings are available online www.iod.com/ni

Nov / Dec 2018 | 23 MEMBERS

MEMBER PROFILE MEMBER PROFILE MEMBER PROFILE

Maire-Claire Reid Mark Owens Patrick Gallen TST Transport Ltd Civica Digital Ireland Grant Thornton Belfast Maire-Claire is Director of TST Mark Owens has joined Civica Digital Patrick has recently joined Grant Transport Ltd, a family run haulage Ireland as Managing Director as of Thornton Belfast to lead the firm’s business based outside Ballymena. July 2018. Mark joined from Global People and Change Consulting IT solutions company, Capgemini, offering on an all-Ireland basis. He The main core of the business is where he was a Vice President, spent the last 28 years in PwC, where importing and exporting freight running their UK SAP Practice for he was an Associate Partner in their between UK and Ireland. TST have the last 3 years. At Capgemini he People and Organisation business, been in operation since 2013 and was responsible for delivering SAP working right across the UK, Ireland have recently expanded into the consulting services to some of the and on a global basis. Patrick trained warehouse and logistics sector biggest UK companies such as as Chartered Accountant and spent forming a subsidiary company TST HMRC, Burberry, Rolls Royce and 10 years in Audit and Assurance Logistics Services Ltd where they Centrica. He joined Capgemini in before transferring to Consulting. He are in the process of opening a BRC 2007 from BT Northern Ireland, specialises in delivering behavioural approved World Logistics Hub in the where he was a senior manager change through capability building, old Michelin factory in Broughshane. delivering SAP consulting services which can range from working on to clients mainly in the Republic of complex transformation projects Maire-Claire started her career at the Ireland. right through to coaching senior age of 11, which gave her a taste for Board members on a one-to-one the transport industry at a young age. Civica Digital has a well-established basis. NI business, employing over 80 Anyone who has ever grown up in a software developers, business Patrick has experience across a wide family business will understand the analysts and Project Managers, range of sectors on both a local challenges and the opportunities delivering software services for a and global basis. He has extensive but to anyone who has ever grown large number of public sector clients experience within Government and up in a family transport business such as NI Direct, PSNI and DVA. Financial Services and understands will especially understand just He also has a passion for recognising the importance of talent retention, how diverse and specialised this the citizens of Northern Ireland by embedding cultural change, amazing industry really is. adopting a corporate and social driving leadership and regulatory responsibility approach to develop compliance, all within a cost Maire-Claire has recently started an and retain IT skills. From initiatives conscious environment. He is a Past MBA at Queens University Belfast. with local schools, colleges and President of Belfast Junior Chamber universities, to providing Coder Dojo of Commerce and was Chairman mentoring, he hopes to keep the of the Ulster Society of Chartered knowledge and skills of our youth, Accountants in 2016/17. here in Northern Ireland.

Paul Besley is General Manager high growth FTSE 100 companies MEMBER PROFILE at 5NINES NI which, earlier this COLT and Thus and a director year, opened Northern Ireland’s of corporate stockbroking for Paul Besley largest data centre in Coleraine ABN AMRO Hoare Govett. following a £20 million investment. Paul has also built a successful 5NINES NI The 45,000 sq ft facility is based at commercial and development the 40-acre Atlantic Link Enterprise property finance brokerage. Campus, situated just yards from the landing point of the Project Kelvin The move to 5NINES has allowed transatlantic fibre cables and is the Paul to assist the company, which first commercial carrier-neutral data owns and operates data centres centre anywhere in Northern Ireland. across the world, including in the Netherlands, Finland, France Paul joined the company in 2016 and the United States, as it seeks to help launch the Northern Ireland to meet the increasing need for facility which provides secure data data storage in Northern Ireland storage services to firms from across to support burgeoning data- the private and public sectors. heavy sectors such film and TV It follows a career that has production, medical technology, included sales director roles at financial services and others.

24 | directorNI Executive Coaching & Mentoring

Leading Change

Digital Ready Leaders

Leading with Purpose for Growth

Mini Ulster University Business School (UUBS) MBA is entrepreneurial and dynamic. One of the largest providers of university accredited Digital business and management education in Transformation Britain and Ireland, we have been delivering to the business community for over 40 years.

We are in the business of creating possibilities, shaping aimed at keeping the individual’s knowledge and skills the future of students who want to develop themselves up to date, benefiting and future-proofing them and the and their businesses. organisation in which they operate. Our Executive Education provision has been developed in We are the only University in UK and Ireland to be response to market demand and is aimed at developing members of both the Harvard Business School’s individuals, to enable them to deliver value into their Microeconomics of Competitiveness (MOC) Network and a organisation. Given the volatile and changing business member of the Babson Collaborative. The ability for us to environment we operate in the introduction of our ‘bite leverage and access the resources from two pre-eminent size’ Executive Education short courses offer new and global partners allows us to offer programmes in Northern dynamic opportunities to learn differently for business Ireland and beyond which truly are world-class and and senior executives and key decision-makers. They are underpinned by the most up-to-date thought leadership.

We are the only UK institution in the 7th HARVARD Contact us to discuss how UUBS can benefit IN THE UK FOR Business School’s you and your organisation. THE IMPACT OF OUR Microeconomics [email protected] RESEARCH of Competitiveness REF2014 - BUSINESS AND MANAGEMENT Affiliate Network ulster.ac.uk/executive-education

UUBS_Business_ADvertV3-2Oct18.indd 1 02/10/2018 15:41 INSIGHTS

Exporting Overseas Gavin Campbell talks opportunities and robots

People Mobility with multi-currency bank accounts Gavin Campbell, to handle transactions in different Preparation is key to the deployment locations. Relationship of people in a new territory and Director, Barclays essential to avoid legal difficulties, Market Selection Corporate unexpected costs or having to Since exporting is innately risky, it Banking delay employees from becoming is essential to make an informed productive. decision when choosing which Gavin Campbell is a Relationship Payroll setup and tax considerations market to expand into. Director within Barclays Corporate should be factored into the Research the market in depth and Banking team in Belfast, working company’s decision as to whether look at factors including the size, with a wide range of NI’s SMEs. it will hire staff locally or relocate average age and average income Gavin offers some thoughts expats instead. If the company of the population, internet and on International trade and the is obliged to make pensions mobile phone penetration, the scale opportunities it holds for our local contributions or social security and sophistication of the banking companies while highlighting the payments in the local jurisdiction, a network, capital controls imposed benefits of embracing automation failure to comply could lead to hefty by central banks, currency volatility, within the manufacturing sector. penalties. skills availability, the regulatory UK employees working in overseas environment and whether changing ow can businesses markets will need the appropriate legislation is likely to impact on visas and in the near future, Brexit demand for goods and services. uncover both the could present immigration issues for When doing this analysis, it is also bright opportunities workers taking up positions in EU crucial to calculate your true cost of and the hidden risks countries. sale. associated with Foreign Exchange Companies that are looking to Hexporting overseas and would more expand into new export markets robots really mean less jobs? A Northern Ireland business should make full use of the support beginning to trade internationally networks that are available to them, may become exposed to Foreign There has never been a greater including those provided by banks, Exchange (FX) risks. These can business associations, Invest NI and opportunity for UK businesses to be transaction-related (associated operate internationally: UK exports the Department for International with paying or being paid in a Trade. rose by 10.4% to £627.6billion in the foreign currency) and translation- 12 months to February 2018. related risks (associated with having Robots, Productivity and Jobs balance sheet assets and liabilities in Before companies commit energy International trade and productivity currencies other than sterling). and resources to seeking out new are closely interlinked. Recent export business, it’s vitally important Transaction risk is part of stats from the ONS suggested that to research and understand both the international trade. It is possible to the lack of improvement in levels advantages and disadvantages of manage, or even eliminate the risk by of productivity is unprecedented entering new international markets. invoicing in sterling if your customers in the post-war era and that the For those in the manufacturing and suppliers are content to transact UK’s productivity gap with major sector, the UK is currently on the using sterling. economic competitors is widening. back foot when it comes to its Translation risk becomes relevant One of the key factors holding investment in automation versus when a company looks to buy, back UK productivity is the slower other competing economies. Is it or dispose of, assets in a foreign uptake of automation and the use worth investing to get a competitive location. As exchange rates vary, so of robotics, compared to other edge in overseas markets? Barclays will the value of those assets, which developed economies. has carried out economic modelling could make it harder to complete a Barclays carried out a survey of UK which reveal some persuasive purchase or a sale. findings. manufacturers, which revealed that When it comes to proactively 58% of UK respondents say their When considering exporting to new managing FX risk, there are simple business has invested in automation, markets, there are three key areas hedging instruments such as forward compared with 66% in Germany, seen where particular due diligence is contracts to provide a guaranteed as the standard-bearer in automation. required: People Mobility, Foreign sterling amount based on an agreed However, of the UK manufacturing Exchange (FX) and Market Selection. future date and rate; or alternatively businesses that are investing in a company may choose to go all in

26 | directorNI directorNI

robots, 65% say their productivity has increased as a result. Barclays analysis suggests that even a moderate investment increase of £1.24bn could raise the overall value added by the manufacturing sector Chest Heart & Stroke to the UK economy by £60.5bn over the next decade, as well as an impact orthern Ireland Chest on the supply chain and wider Heart & Stroke is the Approximately 85% of our work relies economy to the tune of £3.9bn a on donations from the public. We leading local health year by 2025. rely on individuals, corporates and charity for the care volunteers to raise funds to provide Contrary to the fear that increasing and prevention of the use of robots has a negative this crucial care and support service. chest, heart and stroke illnesses in effect on jobs, our economic N modelling suggests that increased Northern Ireland. There are over We believe our partnerships are automation would in fact safeguard 200,000 people are living with a mutually beneficial and this can be UK manufacturing jobs in the future long term heart, respiratory or seen with a recent collaboration with Ulster and Ireland rugby star, Chris and should also have knock-on stroke condition and every day Henry. Chris has been an ambassador benefits in creating employment in across Northern Ireland 10 people other related industries. for NI Chest Heart & Stroke for will suffer a heart attack and 13 several years after suffering a mini Ultimately the risks associated with people will have a stroke. stroke back in 2014. Since then he people mobility, foreign exchange has been an integral part in driving and market selection should not These conditions have a huge awareness about our local care and deter a company from expanding physical, emotional, mental and social prevention work and in particular internationally. The growth impact on the individual and their our health promotion messages opportunity provided by investment family. highlighting the importance of in automation should not be under- looking after your own health. stated and should be prioritised if Our support groups provide our manufacturers are to compete emotional support and practical This year Chris has been awarded in an international market and close advice to help people with their a Testimonial year for his 11 years the productivity gap. It is important rehab and recovery as they learn to of service to Ulster rugby. He has to be aware of all the implications of live with a long term health condition. chosen NI Chest Heart & Stroke to be trading internationally and to draw the beneficiary charity for all of the on local knowledge so as to take full • We are committed to funding events planned throughout the year, advantage of all the opportunities local research into the prevention, including a Sporting Star studded that exist. diagnosis, treatment and care of gala dinner on 29th November. This chest, heart and stroke illnesses. Every attempt has been made to ensure that the grand evening will be held at Belfast information provided is accurate. However, neither • We offer a comprehensive health City Hall and will include some of Barclays Bank PLC (‘Barclays’) nor any of its Ireland’s biggest rugby stars in a employees makes any representation or warranty promotion programme that aims (express or implied) in relation to the accuracy, to influence lifestyle behaviours celebrity Q&A line up alongside Chris. reliability or completeness of any information or in schools, workplaces and in the Johnny Sexton, Iain Henderson, Rory assumptions on which this document may be based and cannot be held responsible for any errors. community. Best and Devin Toner will all be in No liability is accepted by Barclays (or any of its attendance to talk through Chris’s • We campaign at assembly level affiliates) for any loss (whether direct or indirect) career and the future of Ireland arising from the use of the information provided. on behalf of people and their rugby. Proceeds from the evening families who are impacted by these Barclays Bank PLC is registered in England will go towards supporting the care (Company No.1026167) with its registered office at illnesses. 1 Churchill Place, London E14 5HP. Barclays Bank and prevention work NI Chest Heat PLC is authorised by the Prudential Regulation We may be a relatively small & Stroke delivers across Northern Authority, and regulated by the Financial Conduct charity compared to big UK and Ireland. Authority (Financial Services Register No.122702) and Prudential Regulation Authority. Barclays is a International ones, but we feel we trading name and trade mark of Barclays PLC and have the advantage of making a For more information on tickets its subsidiaries. local difference, making a valuable or how your company can get To find out more about how Barclays and much needed contribution to involved with Chris’s Testimonial year, can support your business, call supporting people living with these please contact NICHS Corporate 0300 150 1244* or visit illnesses in Northern Ireland, as well Partnerships Manager Sinead Lynch Barclayscorporate.com as helping to prevent them in the first at [email protected] or call 028 place. 9026 6700.

Nov / Dec 2018 | 27 INSIGHTS

Productivity Leadership

That leads us back to Seth Berkley, Investment in Leadership Mark Huddleston, as leaders how can our vision impact In his book, Will it Make the Boat Go Managing Director, productivity for our business and Faster, Ben Hunt Davis (Gold Medal, JHE Solutions & wider society and how can we be Rowing, Sydney 2000) focuses on 3 IoD Ambassador responsible leaders in delivering this? crucial elements of leadership, all of for Management and Leadership In an age of constant disruption, the which directly impact on productivity potential impact of technology such and leadership. These may see pretty as artificial intelligence why is the obvious in themselves, but when was transformative power of these not the last time as a leader you took usinesses that are impacting productivity positively? time out to: innovating and doing things differently are Innovation in Processes & Products • Focus on what’s important While no one can argue that there three times more likely • Focus on performance, in order to has been significant advancement to grow, says Alan get results in product innovation over the past Morrow, Innovation Manager at B 2 decades and we have some of the • Work together effectively InterTradeIreland. leading R&D activity within business and our universities, paradoxically If our businesses or organisations Innovation has become a key are going to remain or become truly differentiator for firms seeking to there could be argued a reducing element of process innovation. competitive or productive, take thrive and compete more effectively. stock, look at our leadership and In the face of increasing As we move further forward as vision and invest in developing the Seth Berkley, CEO of the global a knowledge driven economy, kind of leadership that will make a vaccine alliance said, “Leadership is innovation in human capital, working real difference. about vision and responsibility, not practices, business processes, manufacturing processes is This can take many forms, for Lush power”, that statement cuts across it was about taking the decision every part of society and is could more vital than it has ever been. Our economy, due to changing to move to the Living Wage certainly be argued to be at the Foundation living wage rather than heart of some of the issues we face demographics, will become driven as much by health & domiciliary the government living wage at a in Northern Ireland when it comes to time of loss making and business productivity. care, education and similar activity, how do we innovate in these areas in challenges, a year later this decision Productivity has certainly come to terms of delivery? was attributed as key to moving the fore in the past few years like from loss to profit. For Greggs it has never before, why? Despite all the Can we create the vision, leadership been about giving everyone in their opportunity technology has brought and take responsibility for investing stores the opportunity to sample business all the statistics point to in the technology, but equally store supervision and management, a long slowdown in productivity important the people who make our unearthing hidden potential and growth since the 1970’s in western businesses and organisations what improving customer service in their economies and in Northern Ireland they are? According to the latest stores. we remain at the same level of Employer Skills Survey (IFF / Dept. productivity as were at in the later of Education, Westminster) only It could be taking time out to attend 1990’s which now sees us working 45% businesses in NI have a training an IoD Academy course to develop 20% harder to just achieve the same plan and 14% consult with their your leadership knowledge, enabling output as our colleagues in England employees! the development of innovative strategies for use of your team and over 35% harder than those in In 2008 government intervened with members or new and emerging France, Italy, Germany and United support for the economy through technology. States. funding business improvement The slowdown, if true, and some training for staff to help lift the Developing productivity for this small sectors are outperforming the competitiveness during the financial region can be truly transformative statistics, matters. Paul Krugman crisis, the need has not gone away for business and wider society. the Nobel laureate argued, and as leaders we must have the If all businesses in the bottom 3 “Productivity isn’t everything, but in vision to invest directly in our people quartiles of business productivity the long run it is almost everything.” to deliver change. lifted their performance by just 10% Sustainability and competitiveness the impact would be the release of of the organisations we lead and circa £2billion into the economy. improvements in the standard of This is the opportunity in front of us, living depend almost entirely on the productivity leadership can create rising output per worker. something special for this region, take the time to invest now, the return will be well worth it.

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08 MARCH 8am- 5pm IoD Women’s Leadership Conference 2019 Titanic Belfast

The 2019 IoD Women’s Leadership Thanks to our headline sponsor as leaders, the emphasis is on Conference will be a celebration of and global law firm, Herbert Smith Leadership and men are welcomed success - of women in leadership Freehills. Although the day will and encouraged to attend to build roles and of the conference itself. have a particular focus on women their leadership ‘toolkit’. Guest Speakers:

Lisa McLaughlin, Clare Guinness, Deborah Lange, Hilary McGrady, Libby Jackson, Sophie Cornish MBE, Herbert Smith Warrenpoint Port Board member at Director General, Herbert Smith notonthehighstreet Freehills Belfast Harbour National Trust Freehills Commission

Caroline Dowling, Dr Sue Black Dr Sinead Burke, Dr Moya Doherty, Susan Hayes President Flex OBE, Technology Irish influencer and Chair RTE, Culleton, evangelist & fashion activist Co-Founder of Hayes entrepreneur Riverdance Culleton

For further information and to book go to: www.iod.com/ni

Nov / Dec 2018 | 29 INSIGHTS

Future-proofing you and your Business?

Other examples of UUBS working in flexible management and leadership partnership with business to ensure development qualifications which Professor Mark an optimal alignment between have met the specific needs of Durkin, Executive teaching and research programmes clients. For example a ‘mini MBA’ has Dean, Ulster and the knowledge, skills and been designed for leading legal University expertise required by employers, services organisation Axiom, who Business School centres around the development of wanted to provide staff from across pioneering “gold standard” offices and countries with a solid Apprenticeship programmes, both in grounding in business and lster University NI and GB. A major talent management principles. Business School’s development partnership between the Business School and Deloitte is (UUBS) aim is to be one such example. This dynamic the leading provider Degree Apprenticeship model has UUBS has of entrepreneurial become an integral element of Ueducation, research and impact in Deloitte’s Belfast Talent Strategy. designed“ and the UK by 2021. Entrepreneurial The ‘Bright Start’ programme aims to thinking is about more than merely develop school leavers into valuable delivered flexible consultants, over a four-year period. start-up and growth; it is primarily management about the pursuit and Striking features of apprenticeship transformation of opportunity in activity such as this are the flexibility, and leadership all aspects of one’s life. agility and innovation in the University’s response and multi- development As Northern Ireland faces disciplinary programme offering, increasingly volatile, uncertain, coupled with the development of a qualifications complex and ambiguous times, platform for conducting world UUBS has sought to bring new and leading research. Deloitte’s Senior ” dynamic opportunities to learn Partner in Belfast, and Visiting differently for business and senior Professor to the Business School, The curriculum on this course was executives and key decision-makers Jackie Henry, outlines the positive co-created with collaboration across the public and private sectors. impact that those who have joined between UUBS and Axiom, meaning through the BrightStart programme that Axiom were able to focus on What we can do for you? have made on the company. key areas that they wished to UUBS has proactively engaged with develop in their staff whilst being business organisations to establish She says: “It is testament to the assured that the content would be how their particular needs within the success of the BrightStart research informed and delivered by area of business education are programme that those who joined as experienced academic staff. changing, and work hard to ensure apprentices now make up almost their requirements are met. The one fifth of our team in Belfast, World-Class Links co-creation of innovative, bespoke working in every area of the business, UUBS are the only UK and Irish programmes of study is common from audit to human capital, tax University to be members of place and seek to complement the consulting to technology. The prestigious US academic networks to well-established management and BrightStarts are an invaluable part of ensure programmes are truly leadership development programmes the firm, providing a fresh approach world-class and underpinned by the and courses offered by UUBS. In a to the way we do business. They most contemporary thought new addition to our portfolio, and in bring new ideas to the table which leadership. It is an active member of response to employer feedback, we enable us to look at problems from a the Harvard Business School’s are introducing smaller ‘bite size’ different perspective and this Microeconomics of Executive Education courses aimed elevates the offering we present to Competitiveness (MOC) at those who wish to update their our clients.” Network. This is a group knowledge and skills to enable them of more than 100 to think more entrepreneurially and As well as co-creating new educational innovatively. educational learning models to institutions ensure better matching of skills, around the UUBS has designed and delivered world that

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teach the MOC curriculum and activities and new course For further details and to start the collaborate in the area of development, especially in the conversation, please contact one of competitiveness. Leveraging the Executive Education area. our Business Development Managers: network structure and resources Mrs Maureen Fox (Tel: 028 9036 from Harvard, UUBS has Let’s Talk 8587; [email protected]) and Mr incorporated these into our teaching, UUBS are keen to actively engage Nicholas Read (Tel: 028 9036 8880; new course/programme with Business and help support [email protected]) development (especially in our individual business and wider sector Masters/Executive education partnership activity in developing a provision), while developing cases, range of solutions to support talent and researching as ways to expand strategies, management and the body of knowledge. executive development. Whether it is through one of our open UUBS is also a member of the programmes or through us working Babson Collaborative. Babson with you to build a bespoke College is a global authority in programme for your organisation, we entrepreneurship education, and the are ready to help you to lead the way Collaborative is a membership together. organisation driving action through the global exchange of best practices in entrepreneurship education. The ethos behind the Collaborative is to engender ‘entrepreneurial thought and action’, empowering people to think and act entrepreneurially, enabling them to transform opportunity into reality, and create social and economic value everywhere. These relationships have been used to inform our teaching, research

Nov / Dec 2018 | 31 MEMBERS

Member News

Abbey Bond and a Board member of ESB Energy NI Residential Ltd Board of Directors, positions Lovis Deal Clare perfectly to develop Electric Ireland’s growing market share in Abbey Bond Lovis (ABL), GRP’s Manager, NI. Her previous experience in the energy sector as an engineer along retail broking hub in Northern Electric with her background in customer Ireland, has acquired a majority relations has enabled Electric share in Digney Grant Ltd for Ireland to disrupt and challenge the an undisclosed fee. The deal has Ireland traditional providers in Northern received regulatory approval. Ireland and has seen the company As Residential Manager of Electric achieve exponential customer growth Abbey Bond Lovis (ABL), GRP’s Ireland, Clare McAllister leads the in recent years. retail broking hub in Northern Ireland, has acquired a majority Northern Ireland team which has Commenting on her role within share in Digney Grant Ltd for an made significant impact in the the business, Clare says: “With our undisclosed fee. The deal has residential energy market since first innovation, expert market intelligence received regulatory approval. entering in 2015: climbing from less and the insights from our team we are committed to providing real This is the second transaction that than 700 customers to over 82,000 in a three-year period. valuable support to our customers ABL has completed as it accelerates and it is that approach that is integral its ambitious growth plans in With a brand awareness of 61% to growing our customer base across Northern Ireland. Digney Grant, as well as a knowledgeable and Northern Ireland. Our expertise in the which has offices in Newry and passionate team, the energy energy market ensures that we are Banbridge, transacts commercial company is confident it will continue strongly positioned to support our and personal lines business. The to grow its customer base in the residential and business customers deal is the third transaction for coming years. providing them with the most GRP in the last month, bringing Electric Ireland, as part of the ESB relevant, affordable and tailor-made the total number of acquisitions energy solutions.” to 33, and Gross Written Premium group, has an unrivalled 90 years’ to in excess of £700m. experience in the energy market, Speaking about the partnerships supplying 40% of SME and large which have supported Electric Maurice Boyd, MD of ABL, said: businesses on the Island of Ireland. Ireland’s growth Clare outlined, “Our “We are delighted with this deal In Northern Ireland, the company sponsorship of Women’s Football and look forward to welcoming has been a mainstay for nearly in Northern Ireland and the GAA Digney Grant’s three directors, 20 years in the business market Minor Championships highlight our Anthony Boden, Sean Grant and supplying the energy needs for commitment to local communities. Paul Grant and their 21 strong team many of Northern Ireland’s Top 100 We are determined to help people to the group. We are looking companies including; Moy Park, BT, achieve their ambitions and we’re forward to working in partnership LacPatrick, Huhtamaki and Allstate. delighted to be supporting and with them and helping Digney The company’s investment in the empowering game-changers across Grant’s significant growth plans.” residential market over the last three the region.” “Digney Grant is a high quality years has complemented this notable growth in its business supply. Commenting on the company’s business with a strong reputation plans for the future, Clare says: for excellent client service built up Clare McAllister has played an “There are both opportunities over 40 years of trading in its local integral role in the success of and challenges ahead for the NI marketplace. I am confident their Electric Ireland since having marketplace and we are committed clients will see further benefits from joined as a Customer Relationship to supporting our customers in an new products and services from Manager in 2004 – a position which ever-changing environment. As ABL/GRP and our relationships with has helped shape and inform her a business we continue to invest, our blue chip insurer partners.” customer centred approach to client innovate, and work with customers management. Her knowledge and to provide real valuable support and understanding of the wider economic it is that approach coupled with an environment as Chair of Energy outstanding team that will be the Institute of Northern Ireland, a bedrock of our business in the years member of the Institute of Directors ahead.”

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Time to GLIDE as record numbers choose public transport

It’s widely recognised that high Translink Future Ticketing System Enterprise quality transport infrastructure (TFTS) Development of the Enterprise is a critical determinant of a city’s TFTS will provide customers with rail service is key to strengthening better integration, flexibility and economic links between north economic competitiveness. And convenience. Key enhancements will and south. Working with Irish Rail/ with the recent launch of Glider include contactless Credit/Debit card Iarnród Éireann, we’ve identified key we will help unlock Belfast’s payments, mobile and app payments, opportunities to develop the service potential as a forward-thinking, an ePurse Stored Value ‘Oyster style’ including introduction of an hourly dynamic and ambitious city with a Smartcard and gated rail stations. service frequency; infrastructure competitive edge attracting talent Glider’s new off-vehicle ticketing enhancements to improve journey system was the first major milestone times and connections plus and investment. and all TFTS enhancements are due electrification through investment in Glider provides direct cross-city for completion by mid-2021. infrastructure and rolling stock. services between east and west Belfast, linking into Titanic Quarter Urby The Journey Ahead and early indications show passenger We recently introduced Urby – our To quote Enrique Peñalosa, a numbers are already up along Glider new high frequency, high spec past President of the Institute for routes. Ulsterbus service linking towns and Transportation and Development cities on the periphery of Belfast to Policy in New York, ‘A developed The striking 18m articulated vehicles the heart of the city centre. Urby country is not a place where the poor themselves are the first of their kind offers the highest levels of passenger have cars. It’s a place where the rich in Northern Ireland. They bring a comfort with new features such as use public transport’. step change in comfort, convenience leather seats, USB charging points and accessibility while also helping and free WiFi. to reduce emissions and improve air And Translink remains committed Passenger Facility Investment quality, using the latest hybrid engine to delivering a transformation in Weavers Cross featuring Belfast technology. The off-vehicle Glider public transport, providing integrated Hub is a transport-led regeneration ticketing system is also a first for NI services which connect people to project that will consist of a with a focus on integration, flexibility opportunities, enhance the economy world-class transport interchange and ease-of-use. and improve the environment, and surrounding masterplan enabling a thriving Northern Ireland. Transport choices impact the health, development. It will provide an well-being and overall prosperity attractive gateway to Belfast and of everyone in Northern Ireland Northern Ireland as an international as demonstrated by our recent business and tourist destination. #RoadShareNI experiment captured on film. It simply illustrates how Work has now started on the new moving large numbers of people by North-West Multi-Modal Transport private car around cities is just not Hub involving the restoration efficient or sustainable. and refurbishment of the existing Waterside Station. Plans are also Investments in public transport, such progressing on the redevelopment as Glider, are important to tackle this of Portrush Station scheduled to FOLLOW US issue. Progress is being made; last open in Spring 2019 ahead of the ON TWITTER: year, there were a record 81 million 148th Open Championship. And we passenger journeys on Translink recently completed a makeover of @IoDNI services – the highest number in the Lanyon Place Station providing a last 20 years. Further investment modern and welcoming passenger examples include: facility supporting the wider area’s rapid regeneration.

Nov / Dec 2018 | 33 MEMBERS

Fusion Heating Staff Awards Fusion Heating held their annual off-site training day in the historic surroundings of Crumlin Road Gaol.

All 82 staff attended the event, with training updates for administration staff on MVHR from Brookvent, as well as gas boiler training delivered by an in-house Contract Manager. Engineers all underwent ladder refresher training.

The afternoon session was kicked-off by ex-Ulster and Ireland rugby star Paul Marshall who talked about his sporting achievements, knocks along the way and the absolute importance of teamwork and communication.

With 206 caps for Ulster prior to retirement, Paul talked about his commitment to the one club for all his playing career, and adapting to new management Milestone year for Smiley Monroe styles over the years. After a series of workshops and It’s been a milestone year for Unsung Hero awards nominated by corporate soul searching, the the Giants of Belting with staff to their colleagues followed the company uncovered five values strong customer forecasts and Staff Team Challenge. Feedback after which were inherent within the event advised that it was a really expansion into new markets Smiley Monroe and set them useful, informative and enjoyable leading to record sales figures apart from the competition. day, and a great opportunity to in the first half of 2018. The company officially launched catch up on both business news their ‘Hi5’ values at a surprise, and with colleagues not often With turnover up 25% in 2017 employee-only event at the seen in day to day working life. and a similar increase expected iconic Titanic Belfast last month. With two IoD members in the in 2018, the company’s position is The values were put to the test, leadership team (Jack Peel MIoD and strong as they approach their 40th with interactive Escape Room Nicola Cherry CDir), Fusion strives year in business. With increased and Spy School games bringing to be “different” in the plumbing and demand for their core products determination and problem- heating market – this is recognised Endless Belts and Custom Cut solving skills to the fore. Parts, production schedules are by staff and customers alike. Speaking at the event, Bill Cherry busier than ever resulting in the With customer forecasts expected (Director) said “We have a terrific company increasing output by to increase further over the team at Fusion Heating – everyone 25%. The team has grown too coming months and with plans is dedicated to serving the needs with 40 new starts in the past in the pipeline to have a physical of our clients and customers, and 12 months strengthening all presence in North America, the it is testament to this team that the departments including production, future is looking bright for Smiley business continues to grow year supply chain, sales and marketing. Monroe. Armed with a robust set on year in turnover, profitability of values the company is certainly and employee numbers. Fusion It’s Smiley Monroe’s culture and in its best position to take on these is now 13 years old, and we look core values which Global Sales new challenges and continue forward to continuing this growth Director Chris Monroe, cites as the their record-breaking success. key to Smiley Monroe’s success. over many years to come”.

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Capita Managed IT Solutions wins Citrix partner awards

Capita Managed IT Solutions is proud to announce the recent achievement of three coveted awards from one of the leading technology providers; Citrix;

• Fastest Growing Partner - Product Bookings – Northern Europe • Highest Contributing CSA Partner Cloud – EMEA • Cloud Business Leading Partner – Northern Europe

” This is an incredible achievement for Capita IT and Networks, a testament to the commitment and dedication of our teams, and a clear demonstration of our commitment to working with key strategic technology partners”. Ed Brown, Managing Director, Belfast furniture supplier Capita Managed IT Solutions Sliderobes plans to double He added “Our strategic partnership with Citrix goes from strength to strength as we continue to business size over next five years work closely to bring to market differentiated and innovative Leading Belfast-based furniture be rolled out across the remaining propositions that are proving to be supplier, Sliderobes has revealed 11 partner sites throughout the UK a disruptive force in the market such and Ireland. The plans are part of plans to double the size of the as the recently launched Workspace an ambitious five-year strategy Agility powered by Capita. business over the next five years. for the business, which includes as many as 12 new showrooms, Mervyn McCall and Paul Rothwell, predominantly in England. who took over the company in 2016, said they hope to increase In addition to the proposed new store and staff numbers as well as sites the business duo believe this grow turnover beyond £30 million will correspond with a spike in as part of major expansion plans. both staff numbers, which could The major programme of works double from the 100 currently has included the six figure employed and turnover, which refurbishment of its Boucher could surpass £30m from a base Crescent base, additional product of between £12m and £15m. offerings, the implementation of “We think there’s a lot of growth new CAD design software and in it, that’s why both of us have the launch of a new website. become involved and we’re convinced of that now more than The refurbishment of the company’s ever,” Mr Rothwell continued. flagship Belfast store has created a new design studio concept, set to

Nov / Dec 2018 | 35 MEMBERS

Ballygowan manufacturer appointed by Jaguar Land Rover in £35m project

The future-proofing of advanced composites manufacturer CCP Gransden in Ballygowan, Co Down, took a major step forward today with the appointment by Jaguar Land Rover to a consortium prototyping a new electric specialist vehicle. CCP Gransden is the only Northern Ireland business involved in the £35m research project confirmed by Prime Minister The Rt Hon Theresa May MP at the Zero Emission Vehicles Summit in Birmingham. Speaking of the appointment, Jim Erskine, Managing Director of CCP Gransden, said: “We have developed an advanced composite manufacturing cell that is highly automated and enables us to manufacture composite parts at a fast rate and to a high quality. We are delighted that Jaguar Land Rover has given us the opportunity to work with them as this project helps future-proof our business and provides opportunities for Foyle Port has reported a record significant growth. We are proud to be at the forefront of continuing to develop the manufacturing annual turnover in its latest sector within Northern Ireland.” accounts. Established in 1893, CCP Gransden is one of Northern Ireland’s Foyle Port has reported “Our strong business model, leading advanced composites a record annual turnover coupled with our dedicated port manufacturers specialising in the team, leave me in no doubt that in its latest accounts. aerospace, automotive and defence Foyle Port has the flexibility needed industries. It employs 25 people at Turnover rose to £9.1m in the to adapt to a new commercial its plant in Ballygowan, Co Down. year to the end of March while the context and the innovation port reported an operating profit needed to capitalise on all new of £1.8m for the same period. opportunities arising in the future.”

The 2017/18 accounts show It is the sixth consecutive year turnover at the port has of growth recorded at the port, trebled in the last 15 years. which handles more than £1bn Foyle Port’s chairman Bonnie worth of commodities annually. Anley said the port is “on a The port’s chief executive, Brian strong footing to meet any McGrath, said the “outstanding challenges that lie ahead”. corporate performance” was testament to “the in-depth strength “As we move closer towards of our operational team”. Britain’s exit from the European He said its Lough Foyle location Union we will need to navigate “underpins our key position change and uncertainty, both as an Atlantic gateway” for locally and nationally,” she said. both the UK and Europe.

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directorNI

The Art of the Long View

contradicts our view. And our When analysing your business idea Richard McMullan, belief in our official future becomes against the scenarios there are Principal, Aurelius stronger. typically three outcomes Advisory Ltd. How do you avoid this, and the fate • “No-brainers”, things you have to of those whose official future failed do regardless; to materialise? • “No-harm”, things that work in ne of our key The tool I use is Scenario Analysis. some scenarios and do no damage responsibilities as Scenarios are relevant, plausible, in others, so are worth doing now Directors is to look to distinct and novel stories about how • “Not now”, things that you only do the future, to identify the future might turn out. They are if you see the environment moving changes that may not predictions. They do not merely in a certain direction impact our business environment, extrapolate present trends, rather The much rarer outcome is the O they present alternative images of and to prepare for these. realisation that your business idea the future. only works in one scenario and nowhere else – “the big bet”. I led Most of us already have a strong The process is straightforward: define such a project many years ago. opinion about the future. Based on the big strategic question you want Following our analysis, we sold what’s happened previously, what’s to answer; create relevant, plausible, the business unit. That decision happening today, and what we distinct and novel stories about improved shareholder value by about expect to happen, we predict the the future business environment, £500m over the five year scenario future. then test your business idea in each scenario. horizon. How often have companies got this Scenarios enable you and your wrong? Where their official future When writing scenarios, start by team to face uncertainty in a non- didn’t happen as they predicted? articulating your assumptions, then threatening way, to create shared Think Kodak, Blockbuster, Nokia, identify the driving forces that understanding and improve buy-in Ford, General Motors, UK ship might affect your industry and your to change. They allow you to create building, amongst many. assumptions. robust strategies to better deal with It’s hard to question the way the Some are already pre-determined. what the future holds. And they world works and to think about They will happen but the outcomes improve decision making. different futures because our brains are still unclear (for example facial Developing scenarios is an art. There don’t like uncertainty. It makes us recognition or demographics). Some is no right or wrong way. The key is feel uncomfortable. So, we create are inherently uncertain. Who knows to be humbly curious, actively seek an ordered view of the future – our if America will stay protectionist in different perspectives, and suspend “official future”. the next 5 to 10 years or will free trade win out? disbelief. That way you’ll have better Then confirmation bias kicks in. conversations about possible futures, When we want something to be true, Look for different ways these driving and you’ll develop and hone your we end up believing it to be true. We forces play out and interact– “How ability to take the long view. seek out and embrace information might…?”, “What if….?” and then Contact Richard, richard@aurelius- that confirms what we believe and weave these into distinct stories advisory.com, for advice on how to ignore or bend information that about the future. develop your strategy.

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Nov / Dec 2018 | 37 My favourite takeaways Marketing My Journey The opportunity to learn from others, contribute to constructive dialogue Lyne Black, Engagement and discuss factual case studies and your Manager scenarios in order to hypothetically, Northern Ireland Policing Board yet realistically, apply our learning brand and and come to an agreed (sometimes I currently work for the Northern not fully!) solution. The expertise of products Ireland Policing Board, a Non- our trainer, Janhavi Dadarkar, was paramount to the success of the Departmental Government Body course. She threw in some curve balls to IoD (NDGB). in order to challenge our thinking and Before taking up my role with on occasion, played devil’s advocate, the board, I was project manager getting us to really consider all members within the 2013 World Police and the options available. In turn she Director NI magazine reaches welcomed challenge herself and Fire Games (WPFG) and had the many of Northern Ireland’s there wasn’t one occasion that I felt responsibility of recruiting, selecting, most influential business training, managing and recognising she did not give us a clear, accurate leaders. the largest ever formal volunteer and relevant steer or answer. The programme ever undertaken in proactive reinforcement, by the Northern Ireland; delivering a mere trainer and participants across both A bi-monthly magazine, it 3,600 Games Time volunteers! days, in relation to the importance is circulated to 1,000 local Following this, I undertook an of skill-set boards; in particular members of the Institute of interchange opportunity within regarding financial acumen. Directors (IoD), and offers OFMDFM (The Office of First Putting this into practice regular insights into current Minister and Deputy First Minister, business and governance is now The Executive Office) working I am already applying the learning on the Together: Building a United from the IoD training whereby I can Community (T:BUC) Strategy. effectively contribute to discussions To advertise in Director NI and accept responsibility to deliver What I learned from the Role of the on allocated actions. magazine and to find out Director and the Board course more about advertorials, The IoD course highlighted to me The fact that all participants sponsored features and other that corporate governance is not commercial opportunities, struggled to clearly articulate the limited to board members or senior please email definition of corporate governance management – perceived formal in the first instance! I came away leadership roles – but rather these [email protected] with an understanding of it in roles plus others. I look forward to its broadest sense in relation to continuing to adopt this approach systems, processes and rules by in my manner of working. In terms which an organisation is directed of both professional and personal and controlled. The ability to development, it has given me the improve board effectiveness by opportunity to gain confidence simply making some minor tweaks in challenging myself; making a to procedures, or applying best conscious effort to read and listen to practice, or harnessing an existing more about corporate governance, policy; and consequently making a directors, legal and financial major positive impact. responsibilities in everyday life, apply The importance that should be best practice to things I do and push placed on evaluating risk and the myself outside my comfort zone for business perspective that risk, when thinking and applying the learning to managed effectively, can often ordinary scenarios. be seen as an opportunity. I fully I hope to continue this practical believe in this and think it supports learning path as my career innovation within a person and progresses and develops. organisation.

38 | directorNI FRIDAY 17 MAY 2019 THE MERCHANT HOTEL

APPLICATIONS FOR 2019 OPEN 16 NOVEMBER

FOR MORE INFORMATION PLEASE VISIT: www.iodawards.com

APPLICATION DEADLINE: 1ST FEBRUARY 2019

IN PARTNERSHIP WITH

NI DOYA 2019 AD2.indd 1 19/10/2018 12:55 Gary Thompson, NIFRS, receiving his award for Director of the Year for Inclusivity

IoD/Arthur Cox New Director Bootcamp

Paddy O’Hagan (Neueda), Judith Totten (Upstream Denis Lynn, Finnebrogue Artisan, receiving his award Working Capital), Lynsey Mallon (Arthur Cox), for Director of the Year for Innovation Mark Huddleston (jheSolutions)

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IoD Director of the Year Awards winners 2018 with host Claudia Winkleman Northern Ireland achieves double success at IoD Director of the Year Awards

wo business leaders Finalists at the event, which Plans are already in place for next from Northern Ireland recognises excellence across all year’s event and we look forward to sectors in the economy, are drawn launching the application process for were among the from the winners of regional IoD 2019 soon.” winners at the Institute awards, including the IoD NI Director of Directors (IoD) of the Year Awards. Entries were considered by a panel of TDirector of the Year Awards. 33 judges drawn from senior IoD NI National Director Kirsty business leaders at some of the UK’s Two business leaders from Northern McManus said: “Over recent years, best-known organisations. Ireland were among the winners at business leaders from Northern the Institute of Directors (IoD) Ireland have enjoyed a tremendous Judges were impressed with Gary’s Director of the Year Awards. level of success at the national IoD “extraordinary leadership” and Director of the Year Awards. commended the Northern Ireland Denis Lynn, Chairman of Lynn’s Fire and Rescue Service board for Country Foods – Finnebrogue “The honours for Denis Lynn and “taking responsibility for promotion Artisan was named Director of the Gary Thompson prove that local of inclusion at their level and Year for Innovation while Northern organisations from both the private monitoring progress”. Ireland’s Chief Fire and Rescue and public sectors continue to punch Officer Gary Thompson won Director above their weight on the UK stage Denis, who was recognised for this of the Year for Inclusivity. and act as an endorsement of the development of Naked Bacon, a high standards of corporate product made without nitrates was The accolades were presented at the governance which local directors aim praised for his “brilliant product prestigious UK-wide awards held at to achieve. development for world better health” the Royal Horticultural Halls in which judges said showed a London. “Huge congratulations also go to all “different approach” to challenges other directors that were shortlisted. and good business growth”.

Nov / Dec 2018 | 41 INSIGHTS

NWRC Supporting Business

Principal and Chief Executive of North West Regional College Leo Murphy explains the role the College has to play in building prosperity and advancing economic development in the North West…

018 is destined to be remembered as the ‘Year of the Academy’ at North West Regional College. 2(NWRC). Our College has strategically positioned itself at the centre of local economic development supporting companies in pursuit of business growth, through the establishment of a bespoke Academy model. Supported by the Department for the Economy and Invest NI, this Academy model, which was first rolled out in April 2017 with Wisconsin based global giant Bemis, has resulted in dozens of successful participants securing employment in the North West after gaining industry-recognised qualifications. In short, NWRC is committed to investing in the next generation. We are playing our part in building a flourishing economy. The heart of what we do is to build and develop the existing talent pool in Derry~Londonderry, equipping local people with the necessary skills to meet the current recruitment challenges faced by local companies. Our focus is on keeping talent and skills here in the North West, helping real people with aspirations move forward in their careers, and we will continue to build, more jobs and better jobs and prosperity for everyone.

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The talent pool already exists in September brought even more Alchemy will provide software our city and region, and we are good news for the North West implementation and technology ready and determined to build a with the announcement of our consultancy to the UK and European stronger and sustainable North West third academy as Danske Bank insurance sector. As part of the economy by encouraging future chose Derry~Londonderry as investment, NWRC will provide generations to stay, study, and work the location for a new Customer a 4-6 week Pre Employment in the place where they grew up. Protection Centre with 67 Academy, enabling the company new roles being created. to attract graduates with the Our Business Support Centre under composite level of skills required Once again the Department for the the direction of Dr Fergal Tuffy and for the positions they are offering. Nicola Curry has developed a number Economy is working with Danske of pre-employment Academy models Bank to launch an Assured Skills Alchemy will be based at the City to support local businesses and Academy at North West Regional Factory, and in partnership with the Foreign Direct Investment activity. College to provide pre-employment Department for the Economy we skills training for 40 of these new are delighted to support Alchemy’s The Academy model began when workers to gain the skills and investment in job creation in the Bemis Company, a globally successful experience required to kick-start North West by delivering a further packaging firm with annual revenues a career in the banking sector. Pre Employment Academy, which of $4Billion (USD) announced in will enable the company to attract April 2017 the establishment of a graduates with the composite European Business Service Centre level of skills required for the in Campsie, Derry~Londonderry positions they are offering. creating up to 95 positions. NWRC is North West Regional College To help recruit for these roles, in has in recent years become an partnership with the Department committed“ to increasingly important player in for the Economy and NWRC, Bemis supporting businesses to develop launched a six week intensive investing in the and diversify their employee skills, Global Business Services Academy enhance existing products and make to equip participants with the next generation. a difference to their bottom line. skills required to fulfil business financial service roles in the new We are playing our Further academies are in the Centre. Many of these participants pipeline which will include have now gone on to secure part in building pathways and progression routes, employment with Bemis, a globally reskilling for graduates, and the successful packaging company. a flourishing promotion of careers in the sector that together would establish the In June 2018, NWRC welcomed economy. North West as both a region of the news that financial services excellence for manufacturing and company FinTrU, with support from ” engineering and a place where the Invest NI, is bringing over 600 jobs curriculum required supporting to Northern Ireland, 305 of which that excellence is readily available. will be based in the North West. It didn’t stop there, just days after the Danske Bank jobs announcement, Our success so far illustrates the Over the next five years, 500 of North West Regional College was commitment of our college, the the 605 FintrU jobs announced will delighted to be the host venue for yet Department for the Economy, and be delivered through a series of another significant announcement Invest NI to provide sustainable future Assured Skills Academies. for the economy locally. solutions to skills shortages and we will continue with our strategy We are delighted to be supporting Former student of NWRC, John to develop a highly skilled and FinTrU’s investment through Harkin, Director and Founder of motivated business support the delivery of a bespoke pre- Alchemy Technology, returned function with clear targets and employment training and mentoring to the college where he took strategic aims that complement academy ‘Assured Skills’ which his A-levels, to announce he is the needs of business and indeed will enable the company to attract creating 256 jobs in the North the Programme for Government. graduates with the composite West with a European Centre of level of skills required for the Excellence in Derry~Londonderry, positions they are offering. a major investment for the city in This is great news for our local partnership with Invest NI and the Economy and an exciting Department for the Economy. opportunity for graduates and professionals to secure employment within the region.

Nov / Dec 2018 | 43 INSIGHTS

Dr Sue Black (@Dr_Black)

For the latest instalment of our ‘Twinterview’ series, we chatted to Dr Sue Black (@Dr_Black), Technology Evangelist, Digital Skills Expert, Entrepreneur and guest speaker at the IoD NI Women’s Leadership Conference taking place on International Women’s Day, 8th March 2019, over the IoD Twitter account (@IoDNI)

IoDNI: Can you give around me both on and offline, learning, cryptocurrency, well the us an insight into your amazing pioneers like Dame list is literally endless. There’s been Qmany roles and what Steve Shirley and Dame Wendy massive disruption and change in a typical day entails? Hall, incredible entrepreneurs like many social, organisational and Kimberly Bryant, Sharmadean political hierarchies. I love the way Dr_Black: Well, I don’t really Reid, women getting out there that people can connect with each Ahave a typical day. Almost and changing the world like Dr other around the world to make every day is different. One day I’m Anne-Marie Imafidon MBE and change happen through something giving a talk in London, the next Malala Yousafzai. Team TechMums as simple as a hashtag. The Arab day in Amsterdam and the next inspire me every day along with Spring, blacklivesmatter, metoo, day working from home writing my the mums that we work with. everydaysexism. Technology is new book and then the next day enabling us to change the world I may have a Government Digital IoDNI: As a veteran of around us, empowering previously Service advisory board meeting the technology industry disempowered communities and a Techmums meeting where we Qfor more than 20 years, and bringing people together are discussing our latest projects what do you view to have who previously had no way of or next season of TechmumsTV been the greatest changes in connecting with each other. the sector over that time?? IoDNI: You’ve had a very IoDNI: Your book ‘Saving successful and varied Dr_Black: There have been so Bletchley Park’, illustrated Qcareer to date. Who, or Amany. The computational power Qthe power of social what, has inspired you the most? that we have now as compared media in saving an important to 20 years ago has enabled so historical site. How do we harness Dr_Black: Oh wow, that’s many incredible things to happen the positivity of social media Aa hard one. I’m constantly from massive fast online search above the negative impact? inspired by the women all and social media to AI, machine

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Dr_Black: After running the benefit you is really important. pioneered by women like Dame Acampaign to save Bletchley Steve Shirley who employed Park from 2008-2011 using social IoDNI: We’re looking hundreds of women in the media and Twitter in particular, forward to your 1960s and 1970s, who worked so many people asked me what Qappearance at next from home creating amazing we had done and how we had year’s IoD Women’s Leadership safety critical software like done it, so eventually I decided Conference in Belfast. What can the Concorde blackbox flight to write a book about it. I wrote we expect to hear from you recorder. Women have had an the whole story of what we had amazing fundamental role in all done over three years, the Dr_Black: I’m so excited to computing from the beginning, highs and lows, ups and downs, Abe in Belfast on International we just haven’t heard about it and was delighted when my Women’s Day 2019. I’ll be talking enough. It’s such an exciting field, lovely friend Stevyn Colgan wrote about my lived experience of all future jobs are going to involve chapters on Alan Turing, Enigma, living in poverty as a single technology in some way to a codebreaking and women at parent, going back into education greater or lesser extent. We need Bletchley Park to add to my in maths and technology as to reclaim computing/technology story. Saving Bletchley Park a mature student, getting a as an area where women can details how to run a successful BSc, then a PhD, founding BCS excel, which we absolutely can. social media campaign in detail, Women for all women in tech in We have incredible role models so anyone who wants a step by 1998, running the campaign to past and present. We need step plan can read to find out. save Bletchley Park, getting the to provide a more supportive wonderful Stephen Fry involved, and inclusive environment plus IoDNI: What role do setting up Techmums, getting showcase the amazing careers business organisations an OBE and meeting will.i.am for women that there are in tech Qsuch as the IoD through to what I’m working and provide clear pathways for have in progressing the on now, joining the boards of women to get involved. We also technology industry and Government Digital Service need to provide routes back in encouraging entrepreneurs? and Comic Relief, speaking to for the many women who have 17,000 people at Grace Hopper left the profession, often after not Dr_Black: I think Celebration last year after having such a great time at work organisations like IoD winning their social impact and voting with their feet to leave. ANI and the IoD can award and oh so much more. play a massive positive role in encouraging entrepreneurs and IoDNI: How have you Tickets for the IoD NI Women’s progressing the technology seen the appreciation for Leadership Conference 2019 are industry. From providing a Qwomen in the technology available now. To find out more, network to connect like-minded sector adapt over recent years? or to book a space, visit www. entrepreneurs and industrialists iod.com/ni. to meet with each other, events Dr_Black: It has changed that showcase new technologies Adramatically. Now it’s and ways of working, mentoring accepted that the current schemes in early careers, lobbying lack of women in tech needs on behalf of entrepreneurs and to change, it’s exciting that the technology industry and finally everyone’s waking up skill sharing across the piste. to how important this is.

IoDNI: As an IoDNI: How should entrepreneur, how much we be encouraging Qimportance do you place Qmore women to take on personal development? up careers in computing? FOLLOW US Dr_Black: Oh wow, a lot. Dr_Black: By showcasing ON TWITTER: Being an entrepreneur Awhat an exciting and Ais hard and can be really interesting career it can be. @IoDNI lonely, so getting out there, Working in technology gives you learning new things, finding out the ability to solve the world’s about ideas and technologies problems. Software was invented or ways of working that can by a woman Ada Lovelace and

Nov / Dec 2018 | 45 4c Executive five years on: the past, present and future of executive search

his month celebrating forward. Gary Irvine has assumed quality headhunting partners to find its fifth year in the role of Chief Executive and is the best candidates for their senior- supported by Claire Reid as Head of level, business-critical roles. business, 4c Executive Delivery and Non-Executive Director “From the very beginning we set is Northern Ireland’s Ian Rainey – one of Northern Ireland’s out to become the leading provider leading and largest most senior recruitment veteran. provider of true executive search of true executive search services T In addition, 4c has appointed Gordon in Northern Ireland and we have services. Carson as Managing Director. definitely achieved that. 4c has been Gordon brings with him over 25 on a steady upwards trajectory every This month celebrating its fifth year years’ senior-level experience in the month since our inception and we in business, 4c Executive is Northern manufacturing and services sectors, have exceeded all business targets Ireland’s leading and largest provider locally and internationally. along the way – having been retained of true executive search services. to fill a large volume of high-level “Since joining 4c, I have quickly seen assignments in Northern Ireland and To date, 4c has been retained to that the continued growth over the GB in the past five years. fill over 300 roles, with high-profile last five years has been driven by assignments including CEO of Belfast the entire team’s commitment to “However, we aren’t complacent. Harbour Commissioners, CEO of delivering exceptional quality and From the offset, we have always Bryson Charitable Group and Chief strong results in everything that they asked ourselves ‘what can we do Executive of Ulster Rugby. do. better?’ and ‘what can we do next?’. This means that we are relevant in Following the launch of 4c Third “Across the three core divisions of the market, that we can respond to Sector and 4c Boardroom in 2016 as the business – 4c Executive Search, the needs of new and existing clients, a response to the high demand for 4c Boardroom and 4c Third Sector and that we are always one step executive search solutions in a range – 4c has always strived to exceed ahead of the game. of markets and sectors, 4c enjoyed expectations in every assignment, a record year of expansion in 2017 and this will remain a key focus for “With a very strong pipeline of – which included the acquisition of me in leading the team.” assignments already in place for the competitor firm MSL. next year, I am confident that 4c will 4c’s Founder and CEO, Gary Irvine, continue to grow and flourish.” Within the last year, the firm has explains that prior to 4c’s inception in invested in growing its senior 2013, local businesses were shopping leadership team to drive the business outside of the province for high-

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Thank you for supporting the IoD in 2018

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