HSBC 100 Regionalthoughts_london

thoughtsGlobal Perspectives Local Opportunities

London’s best business thinkers

02 100 thoughts of London business

Thinking businessWelcome to this special edition of 100=oughts, a collection of the best businessthinking we’ve found in the London area.

=e following pages reveal a wealth ofentrepreneurial insight from some of theCapital’s most exciting ventures – whether it’sre@ecting the global thinking of businessesinvolved in translation services and telecom-munications; or demonstrating the obsessivequest for ?rst-rate customer service amongcompanies working in sectors as diverse asmedical conferences,bicycle manufacturingand high fashion.

London remains one of the world’s largestand most dynamic city economies,and HSBCis actively supporting these ‘thinkingbusinesses’, providing help with everythingfrom?nancial planning to funding for invest-ment, working capital, cash@ow and more.

Part of our Business =inking campaign isto share the insights and thoughts of businesseslike yours and help put our global experienceand expertise to work for you, locally.

Why not get in touch with us to discuss yourown business thinking?

Call us on 0800 783 1164**Lines are open 8am to 8pmMondayto Friday (excluding public holidays).Communications may be monitoredfor security and service improvementpurposes.

Global Perspectives Local Opportunities

of LondonBusiness

03“I am quite happy togo around the officesevery day and ask thequestion ‘Why isn’tthat happening?’. It isimportant to ask thatbecause you have toknow the business andknow what you do.”

Gary Beckwith,Proprietor, City Cruises

“I spend twoweeks a yearwhere I sourceout companies that I think are doingsomething excellent that I can blagmyway into, and spend some timewith theleadership team.Then I can adaptwithglee formyownenvironment andpragmatically implement.”Sir Eric Peacock,Serial entrepreneur and former founder,Chairman and Chief Executive of Babygro PLCwhich he took to a London Stock Exchange listing

talent

02“You can take a very good manage-ment team and an average idea andthey’llmakea successof it.But averygood idea and a not so good teamwill just destroy it.It’s the people,thedrive and the passion that make itbecome world beating.”

Harvinder Hungin,Executive Chairman,Orbitsound

Why not call us at HSBC to fund your next steps?


“=e managing director’s positionstands on how much money theyhave made for the group.WhetherI am one or one hundred share-holders, the question is not couldyou have done better, it is how wellhave you done.”


04 05

“The key to givinggoodbusiness adviceis the ability tomakecomplex issuessound simple.”

“Someone often comesup with an idea andsomeone else shouts itdown because he’s gota bigger personality.What we do is get themto say ‘yes and…’. Thatway you get a crescendoof ideas creatingmomentum to solveinnovation challenges.”

AdamMaxwell,Finance Director, ?What if!

Andy Crook,Partner, Mercer & Hole

“Keep focused on whatyou are good at, leavethe peripherals to peoplewho are better at themthan you are.”

Ronnie Clucas,Finance Director, ERA(Expense Reduction Analysts)

07

talent

08“To succeed, you have toemploy people who aregood, rather than goodenough.”

ChrisTimmins,Operations Director,BIBA Medical


10“I would say to our staff, that youget what you go in for.=e hard-er I work the luckier I get.You cando what you want to do if you tryhard enough.”

John Foundling,Director,Menzies

11“We build up relationships withpeople.We hear when they’ve gotitchy feet. We make sure we havea few beers with them or a lunch.As a result, I’ve cut my recruitmentcosts by 80 per cent.”

Sir Eric Peacock,Serial entrepreneur andformer founder, Chairmanand Chief Executive ofBabygro PLC which he tookto a London Stock Exchangelisting

12“In this business no twodeals are the same.You’realways learning on the joband you have to be preparedto learn.”Dan Nixon,Associate Director,WK Corporate Finance

“Make your people comefirst, from the MD all theway to the last operator.”

Imran Shah,Financial Controller,Eland Cables


“Cash is king – smallbusinesses really needtomanage their debtsand their payments.”

Nick Monger-Godfrey,Chief Executive, Park Royal Partnership

“Create a goodworkingenvironment for yourstaff bymaking surethey aremotivated andrewarded.”John Burwood,Principal, MacIntyre HudsonAccountants

“Wewant to sellstuff andmakeprofits.Butwe’realways lookingfor newwaysto do things.Above all,business shouldbe fun.”John Cameron,COO, Orbitsound

15

16“Game-changinginnovation’ is a phrasethat people get excitedabout, but forestablished businesses,the majority of growthcomes from incrementaltweaks and smallchanges.”

Liz Evenden,Capability Consultant,?What if!

1314growth

1917“If you have the willand resilience to do theright thing you stretchthe boundaries of whatyou are capable of inbusiness.”

IanWilson,Finance Manager, ExpatriateManagement Services Ltd

18“=ere are a lot of risks in the mar-ket,but a lot of opportunities also.Look at new ways of doing things.”

Sugi Sugunasingha,CFO, Networking People

“Women’sgrowthis going tobe in theentrepreneurialworld.Moreandmorewomenarestartingtheir ownbusinesses –andwehavesomehugesuccessstories.”Lynne FranksFounder, SEED network

20“Look at the people you work with.Understand how they work and seewhat drives them. Take on boardwhat they’re doing, learn fromthem and grow on that basis.”

Robert Sear,Partner,ThringTownsendLee & Pembertons

“…Relax,be yourself and sell your-self more than anything. =enyou’ll ?nd like minded peoplewho will want to do business withyou…”

Tim Herbert,Business Advisory DivisionalManager, Littlejohn LLP

22“Make sure that you have a goodspread of customers, and lookafter your staff.If you invest in yourstaff, they will look after you.”

Lance Forman,MD, Forman & Field

Robert Sear



“Themoment you takeon staff, make them

feel part of thecompany because

that’s how you get realbusiness growth. Usethe term ‘us’ and ‘we’with them and ask

their opinions.”RosTwite,

Co-Founder & Director,Keyquest Health

“=e accountant is never really thesubstitute for the proper manage-ment of the company, becausethe entrepreneur knows hisbusiness best – but the accountantcan be very useful to get theinternal controls established, to beable to guide the business in theirdealings with the outside world.”

Naresh Samani,Partner, HW Fisher

24“Think about whereyou want to get to at theend of the day.You haveto spend a lot of timeplanning. It starts withunderstanding what youwant to do; why youwant to do it; doing a lotof research; and basicallytrying to implementwhat you’ve found out.Then everythingfollows.”

NavinThaker,Partner, HW Fisher

growth


28

internationalexpansion

“It’s very easy to quicklydobusiness in China,India,SouthAmericaandSouthAfrica.”Sir Eric Peacock,Serial entrepreneur and former founder, Chairman and Chief Executiveof Babygro PLC which he took to a London Stock Exchange listing

26“We are in a globalised world and globalised markets.Nobody today goes forward without honesty andintegrity, and a passion and a feel that you showpeople for your work. You will be remembered, andpeople will look at you as the difference.”

Michael Ellis,Business Development ManagerCLS Communication

27“Lots of people outsource to Indiaand China, but the problem is thatwhile they’ve got the language,they struggle with the culturalcommunication. Instead, we’replanning to open up in the IndianOcean islands.They are much moreculturally in tune with the Europeanmentality.”

John McNeilly,Owner, Carnaby ERP


“Do not compete with Asia head on.=e Far East is the biggest work-force in the world, and has theadvantages of both cost and location.British manufacturers must ?nd thespecialities and precision that makeit cost effective for Asian markets toimport that expertise.”

Michael Jennings,General Managerand Finance Director,SphericTrafalgar Ltd

“Look atiPhones,designedbyBrits.Our innatecreativity issomethingthat standshead andshouldersaround theworld.”Sir Eric Peacock,Serial entrepreneur andformer founder, Chairmanand Chief Executive ofBabygro PLC which he tookto a London Stock Exchangelisting

“When I started in Italy,I spent so much timethere that the supplierconsidered me part ofthe family. I learned tospeak Italian too.Theylooked after me so Ilooked after them.”

Maurice Kindler,Chairman, AAK Ltd

30

internationalexpansion

32“In this global marketplace wesee instant replication of productsor services, but you can’t replicatethat culture. It’s about a leadershipculture,an innovation and creativityculture, an engagement culturewhich means people going theextra mile,and obsessive customerservice. =ese are the things thatyou can’t replicate.”


“=e golden four-point rule inretail is to see if it’s clean,available,fast and friendly.If you deliver that,then you won’t go wrong.What acustomer expects doesn’t change…across the globe.”

Sej Sejpal,Managing Director, MotorFuel Group Plc

“Don’t underestimate anddon’t prejudge.A lot of people

underestimate theircounterpartwhen they do

business overseas. It’s abouthaving anopenmind.”

Raj Patel,Director, Newport

Industries Ltd

35“The world’s got smallerover the last twentyyears, and we’re gettinggoods from overseasthat weren’t thoughtof before.”

Raj Patel,Director, NewportIndustries Ltd



achievingsuccess

36 439

“Success is partly abouthaving a mindset ofbeing really outwardlooking.”


“Theone thingsuccessful companieshave in common isenthusiasm. If youdon’t have that, youcan forget it.”BryanTreherne,InternationalTrade Adviser, UKTI

“Business success is about doingthe right thing and delivering it,even if it is not what the clientexpects.=e norm is often not theright way.”

IanWilson,Finance Manager, ExpatriateManagement Services Ltd

38“Branding is aboutbeing real – it’s us,how we work, whatwe do, real peoplein real situations.”Alistair Rynish,Director, First Point Group Ltd

37


4041“Successis a globalcompanywith a familyfeel.”SeanAhearne,Company Secretary,Winn & Coales (Denso) Ltd

42“With innovation, theright behaviours aremore important than theright tools.You’ve got tonurture new ideas.Thatdoesn’t mean no idea isa bad idea. It’s just thatyou can’t tell if it’s a badidea until you’ve let itlive a little bit.”


Andrew Denley,Managing Partner, Menzies


44“You’ve got to bepassionate aboutwhat you do to succeedin business. It’s thatpassion thatdifferentiates the topentrepreneurs fromthe rest.”

Andy Crook,Partner, Mercer & Hole

45“Attention to detail iskey and every singleelement has to be right.Our success is beingopen 24/7, havingexpertise in everythingwe do, whether it’sdesign, production,finance, or logistics.”

Martin Benton,Finance Director,Just Jamie & Paulrich Ltd

43“Our belief is, let’s justmake aphenomenalproduct, and then themoneywill come.Whileour competitors are busychasing themoney,we’reinterested inmakinggreat bikes that peoplewill ride.”William Butler-Adams,Managing Director, Brompton Bicycle

achievingsuccess

47“What makes us standout? I’d say hard work…and good marketing.”

Marion Rogers,Head of Finance,BIBA Medical

48“The secret to oursuccess is a result ofthe right people comingtogether at the righttime.”

ChrisTimmins,Operations Director,BIBA Medical

“Whatmakes technology businessessuccessful is someonehaving the light bulb

comeon in their head; the second isserendipity,which is tomeet somebody like

uswhoare prepared to fund them.”Harvinder Hungin,

Executive Chairman, Orbitsound



53“If you haven’t got decent staff,youhaven’t got a business.Rememberto take a long-term approach.”

Lance Forman,MD, Forman & Field

“Clever people are verygood at finding reasonswhysomethingwon’twork.Tryputting that negative energyinto findingways tomakean ideawork.Seewherethat takes you.”Liz Evenden,Capability Consultant, ?What if!

50“=e world has become a muchsmaller place. =irty years ago,personal and historical connectionswere extremely important.Now,beaware that size and cash can beking.”

Stephen Rouse,Co-owner, HilkaTools

“Most businesseshave somewherein the region of tenopportunities a day,but most people don’tsee them.”


52“Don’t just concentrateon being experts in yourend product, be expertsin all parts of yourbusiness – we’re asmuch a logisticscompany as a clothingcompany.”

Robert Godfrey,MD, Just Jamie& Paulrich Ltd

achievingsuccess


54“People have aninterest in re-cycling,in the environment, inalternative sources ofenergy. So we invitepeople around andshow themwhatwe’re up to. It works.”Simon Little,Sales & Marketing Director, Powerday

55“Youhave to constantly strive to bebetter than you are.Always regardyourself as being secondbest, andnever stoppursuit of that firstposition.”Sav Kalsi,Joint Owner, Select Enterprises


starting out

56“Toomanypeople going intobusiness think it’seasy; it’s not. Ifyouwant to starta business,do yourresearch.”Michael Bernstein,Partner, Harris Lipman

“Share the passionthat youhave for thebusinesswith everyexisting andpotentialstakeholder you can.

Opendoors, behonest and keep

communicatingwiththem. If your idea isstrong enough, you’lltouch enoughpeoplewho’llwant to share it

with you.”Simon Little,

Sales & MarketingDirector, Powerday

“Look into the industry you want to be in, andwhether you want to be in a niche market or a massmarket.Do your research accordingly and follow yourinstincts.”

Dion Kremer,Founder and MD, Mumbo JumboToys

59“Always get experience working for someone ?rst.It’s easy to think you can do everything yourself,but you need counterpoints when it comes toestablishing ?nancial ventures.”

Sandeep Jaitly,Investment Manager, Analyst InvestmentManagement plc [Monsoon Fund]

60“You must have a trusted team – such as a goodaccountant, a good bank, a good solicitor – becausethere are so many economic, commercial andregulatory pressures in running your business.”

Michael Davis,Partner, HW Fisher



63“The only three rulesof business are makemoney, make moneyand retire.You can’tbelieve howmanypeople don’t realisethat.”


65“You come to me with a plan to bea stand up comedian. I’d say let’slook at how many are doing it,what standard they’re at, andmaybe we’d say ‘this is a bit tough,perhaps you should think aboutbeing an estate agent.Better chanceof success,but fewer people wouldlove you. Actually, nobody wouldlove you.”


61“If you go into battle,

make sure you’vewon the war. If yougo into any businessor negotiation, make

sure that the endresult will be in your

favour.”

Sej Sejpal,Managing Director,

Motor Fuel Group Plc

62“A lot of businessesare very good at whatthey do, but there isa wider world ofregulation and taxout there.Theyshould look to theiraccountant as theirchief adviser.”

Kash Kurup,Partner, Harris Lipman

starting out


“Have a very clear mission state-ment with a very clear goal.It mustbe understood by all and should-n’t need to be softened for differ-ent audiences.”

JaneArcher,Executive Director of Policy,London First

67“Get your

product rightand your

service rightfirst.Thengive

it 10 or 20years and

you’ll be ableto look backproudly.”

William Butler-Adams,Managing Director,Brompton Bicycle.

“When you get it wrong– because you neverknow what’s going tobe in or out of style –move on quickly.”

Dr Oliver King,Director, Z-3

“If you want to startyour own tourismbusiness, you can startwith very little as longas you understand theroute to market.”

Rita Beckwith,MD, City Cruises


69“Every client is different. It’s

important to adapt yourapproach to reach out to every

client and ensure that thecorrect advice is not just

delivered, but understood andappreciated.”

Jon O’Shea,Partner, Haslers

customerservice

70“Pride yourselves on

the fact that customersexpect a difference

when they deal withyou.”

Imran Shah,Financial Controller,

Eland Cables

“Too many people waitfor their clients to cometo them with problems.By then it’s too late.”

John McNeilly,Owner, Carnaby ERP

72“Webelieve

that nocustomer istoo small ortoo big to getthe same levelof service.”

Imran Shah,Financial Controller,

Eland Cables

“Small players canlisten, they can

respond, they canreact, hands on,dayin, day out.That’showyoubuild arelationship over

time.”Dinesh Mody,

Imbibe (GandhiWines)



74“Doagood job for the client andget the right result for them. Ifwecando that,we’ll be a successful,profitable company that canattractmore people to dothe same.”JeremyNixon,Partner,ThringTownsend Lee & Pembertons

75“…Our competitiveadvantage is devotingmore partner time toclients…We’re in aservice industry. It’sall about people.”

Tim Herbert,Business Advisory DivisionalManager, Littlejohn LLP

76“Your customer comesfirst.They pay yourwages.”

Dolar Popat,CEO,TLC Group /London Inns

77“You have to listen toyour clients. It’s not justabout doing work butabout listening to whatis really important tothem and what keepsthem awake at night…”

Eason Davis,Manager,Financial services, Mazars

customerservice


“When you are buying from overseas,make them feel as if they’re dealingwith a local customer.When you’reselling overseas,make them feel asif they’re dealing with a local supplier.Simplify the procedure.”

Maurice Kindler,Chairman, AAK Ltd

80“We aim to become part of the client’sorganisation.When we start workingwith them, we hope they will remaina client for 15 years.”

Kelvin Forrester,Professional Services Director,Carnaby ERP

78“Be an ambassadorfor your company.Youneed towork hard, anddon’t think you cangetawaywith gettingthroughby the seatof your pants.”

Sally Casterton,Financial Director, Kay International plc


“If a clientphones up

today, they getan answertoday.Thelarger firmshave lost

touchwiththeir clients.

Today, there isno fobbingclients off.”

Michael Bernstein,Partner, Harris Lipman

“We don’t do mission state-ments – we are not that corpo-rate. If somebody wants to hearthat corporate stuff, they gosomewhere else. =ey come tous because we can deliver whatthey need fast.”

Mark H Shaw,Director, StrettonsSurveyors

“No two clients have the sameproblem – they all have differ-ent ideas, and have differentways of working – I can helpthem and then follow through– that’s the joy of my job.”

Harinder Sethi,Director, Ashdrive Ltd

customerservice

“If businesseswant to keeptheir young

female talent,they have toaccept that

thesewomenwillwant a

differentwayofworking –whether its

based aroundfamilies or anenvironmentthatmore

reflects theirvalues.”Lynne Franks,

Founder, SEED network

“Never take your eye off the costs– ever.You need @are and passionfor your business to succeed,but ifyou’re not watching your costs aswell, things could go pear shaped.”

Balvinder Kalsi,Joint Owner, SelectEnterprises

“You have to have 100% belief inwhat you’re doing. You can wakeup and have a fantastic idea. =edifference is if you’re going to dosomething about it.Some of us aredoers and others are dreamers.”

Mike Foster,CEO, Aroma Home Ltd

“You need to be honest in business,which is about telling the clienthow it is whether they like it or not,rather than telling the them whatthey think they want to hear.”

Mark H Shaw,Director, Strettons Surveyors

84 8685

soundadvice



88“I met a man who had a very nicemanufacturing business. I toldhim he didn’t have a life. He wasworking long hours,having lunchat his desk,and never took his wifeout to dinner. No matter howmuch money you have,you need tohave a life as well.”


“Be a ‘high roader’ –somebodywhothinksmore thanothers,feelsmore thanothers,worksmore thanothers,risksmore thanothers,andwho lives their lifemore thanothers.”

Michael Ellis,Business DevelopmentManagerCLS Communication

90“I get sucked into doinga job and, from day one,I’m looking to findsomeone who’s muchbetter at it. I have guysthat work for me thathave so many lettersafter their name we’vehad to design widerbusiness cards.”


91“Make sub-contractors

and suppliersfeel part of thebusiness andwork closelywith them–the feel goodfactor this

creates doesnothing butgood for yourcompany.”

Martin Benton,Finance Director,

Just Jamie & Paulrich Ltd

soundadvice


92“Listen.Everyclient has differentneeds anddifferentthoughts onwhatthey need to get

done.”Eason Davis,

Manager, financial services,Mazars

“Corporate finance isthe art of the possible.So we have clients whoarticulate a vision thatwe help them toachieve.”

John Foundling,Director, Menzies

94“Having a bit of joyfulness in whatwe do is what makes us different.It’swhat gets you up at seven in themorning, and makes you workthrough the weekend and not takeholidays.”

John Cameron,COO, Orbitsound

95“When we relax, our brain allowsus access to our subconscious,andthat’s where new connectionshappen.=e more rigid and time-pressured we are, the less likely weare to have new thinking.”



96“Although what doesn’tkill you makes youstronger, don’t learn thehard way – keeping itsimple REALLY works.”

Ronnie Clucas,Finance Director, ERA(Expense Reduction Analysts)

99“Wework for eachother,are accountable to eachother,wedon’twant to let eachother down.”Alistair Rynish,Director, First Point Group Ltd

97“What makes me tickpersonally is change.

Wherever there’schange, I’ll thrive on it.”

AdamMaxwell,Finance Director,

?What if!

“If Iwokeuponemorning and foundI didn’twant to go towork, I’d sell.”Steve Mody,Director, Imbibe (GandhiWines)

soundadvice

“The value of trust capitalis huge.You have to beprepared to give clientshonest advice,even if that meansyou will not bedoing businesswith them in theshort term.Thattrust will payback 20 foldlater on.”

Kelvin Forrester,Professional Services Director,

Carnaby ERP


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The views and opinions expressed by contributors are their own and not necessarilythose of HSBC Bank plc.

Issued by HSBC Bank plc.We are a principal member of the HSBC Group, one of theworld’s largest banking and financial services organisations with around 8,500 officesin 86 countries and territories. AC19045.

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