Does It Pay To Invest In Your Staff?

July 26th, 2010

“Why should I invest in my staff? I already pay them very well. I dont want to socialise with them, they work for me!” These are some of the common responses you hear from business people. And there lies the problem. The “them and us” philosophy. A manager is someone who manages and evaluates peoples KPI’s. Dross! If you are part of a well organised unit, a manager will know his or her team inside out and will be socialising with their team regularly. I don’t mean at a token Christmas Party, I mean a real togetherness. And yes when you do celebrate something together, do it in style. We had our UKFast 10 Year Anniversary and held it at the Palace Hotel, Manchester with a sit down black tie dinner. We reinacted every part of our wedding reception which was in the same building 7 years earlier, with the exception of wedding attire. We thought, what is the best party we’d ever been to? Our wedding, was the obvious answer. The result; lets throw a humungous party for our team, their families and our friends of UKFast. What a party!

We even had Clem Curtis and the Foundations as the band and the entire squad of Sale Sharks players, girlfriends and wives came too. Clem celebrated his 69th birthday that day and still rocked the house like he did back in the 70′s.

This years annual party is even bigger. To celebrate an amazing first half of the year and for just being in business together, we are having UKFest. Yes that is UKFest and not a typo. It stands for UKFestival. We are throwing a weekend festival for friends and family of UKFast down in Wales on the Castell Cidwm estate, and if I can convince the farmer behind to borrow his field, we can squeeze in some extra tents and portaloos and invite even more guests.

But its not just parties and nights out. Your team mates need constant training, their environment needs to be just right. People are sensitive. Quite often, new starters bring with them associations of what businesses are really like. It’s their first hand experience from a previous job and they have the association firmly set in their mind that management equals pain and inconsistency and all businesses are the same.

Sometimes you can never break that association and people go through their lives really not enjoying their job.

We are currently in the process of kitting out our office with a huge amount of greenery. It is partly to celebrate the start of a brand new business venture with a friend of mine who has been in the world of trees and horticulture for 17 years with his lovely wife Clair. It’s also a great excuse for me to have fun and reinforce that by creating a fun environment.

So once you’ve created the Best Place To Work, what then?

I am a great believer in working with people to get them to be their happiest they can possibly be. But you know what, sometimes you just cant please everyone. If you have an individual who doesn’t quite get your core values and what you really stand for, they will probably work against you. Not necessarilly deliberately, but nevertheless, by them not “buying into” your culture and philosophies, they can cause a huge amount of damage. If that person is in a senior position, you have even more trouble.

I read a book called The Extra Mile that focusses on alignment and engagement. The 2 buzz words of corporate HR.

Objective number one is go get everyone aligned with your way of thinking, then get the most engaged people into positions of seniority (as long as they fit the mould) and then work towards getting every individual engaged.

Easier said than done and it is an ongoing quest when you have hundreds of staff. But it is possible. UKFast is living proof of it and although we are more a work in progress than the finished article, we are having fun learning about each other in the process.

The same book states clearly that if you have a manager or someone in a senior position who is either disengaged, or engaged but not aligned, you are in for a rocky ride, but there’s enough to discuss on that topic to warrant a dedicated blog.

I love puzzles. Getting your team right is the ultimate puzzle. It is like doing the rubiks cube in the dark!

So do people really understand the importance of alignment and engagement? I think not. It amazes me how many office environments I see or hear about that are simply not places I’d want to work. And working from an industrial unit is not an excuse either. I went to see James Timpson’s offices in Wythenshaw. Apart from the fact James was building a swimming pool off the staff canteen area, everything about his office was simply a “Wow!” And that being said, I don’t think you could find a managing director who places people and their well being higher on the agenda. James is a credit to British business and an example to other business men and women who want to build something extraordinary. He not only followed in his father’s footsteps, he strode on ahead and paved the way for a new era of “upside down management.”

And so after my FD at UKFast put it so succinctly. “We have colourful staff, but the office is a bit grey” I thought it time to take our “fun initiative” to a new level and start living some of our values! You can always do more, and if you ask yourself that question, can I do more at every stage, you will normally get better results.

So does it pay to invest in your staff? Absolutely! Invest in the workspace, training in every aspect of people and career development. I am just beginning to see the fruits of our labour, and it is worth while. It is difficult to quantify human emotion, we all understand monetary values, but when it comes to effort and passion, we don’t have a scale to measure it. As a result, I think it falls by the wayside in order of importance in 21st century business.

With regards to the office environment, when people ask “what is the rationale behind such a beautiful office?” I simply  say, “when I come to work I want to feel a million dollars. I want my team to feel te same.”

If you have any comments or ideas on how we can continue to develop at UKFast, I’d be very glad to hear from you.

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Why businesses fail in 2010

July 24th, 2010

Is there a recession? Was there ever a true recession like back in the 90′s? For me it seems very different. Back in the 90′s everyone was effected. I don’t remember anyone escaping the pain inflicted by the job losses and hiked interest rates. The recent recession which was announced by Tony Blair officially before we actually were in one has felt very different for me and a great many of my customers.

Yes people do seem slightly more cautious. But this is partly to do with the fact we were told we were heading for recession. I remember backing out of a property deal after the Nothern Rock crisis. Thank goodness Gail and I plucked up the courage and pursued the deal, it was Castell Cidwm, the UKFast training property which is now an integral part of our successful recruitment and training strategy.

The reason for my comments are not flippant, I know a great many people have been through difficult times, my point is this. Is this a recession, or is it merely a change in the way people do business? What do I mean by this? Well, it is safe to say that people have changed the way they buy things.

When you purchase something there are 2 decisions that you make.

1/ do I want/need this product or service?

2/ where shall I buy it from

In the old days! People went to shops and bought there and then.

Then came the internet. Now people looked online, researched and then once they’d narrowed down what they wanted, they headed to the shops and bought it there.

But, then came the new era. An era of confidence where people simply go online to do research and then simply buy it without hesitation.

Well this is a massive shift. It surely makes sense that if you as a business have not embraced this you are going to be in a huge amount of trouble.

I believe the cultural shift in how we buy is SO extreme it is literally wiping businesses out who do not have a credible online presence. Look at Woolworths, they felt that the internet would not work for their business. Yet Argos who embraced it is now one of the biggest online retailers in the world.

I was at a round table this week discussing the economy and budget. I heard numerous businesses explain that they had zero growth. The same businessmen stated clearly when I asked them do they use the Internet to attract new business, “people  in our industry do not use the internet to research our product!” The irony is I have helped a few businesses in the exact same sector generate millions of pounds worth of new business, all via the internet! But how do you educate people who simply do not believe it is possible. These sort of limiting beliefs are lethal and often are the main reasons why businesses simply stop evolving.

If only I got a pound for every time I heard business people say “my customers wouldn’t use the Internet!”

Over the years, I have won a few £1 bets to people I have met at Sale Sharks who said, exactly that.

Caunce O’hara, now giants in the Insurance industry were about to spend a fortune on a website. I asked them to consider a different option. For less money I helped design and build a new system that not only worked out an accurate price for the insurance premium, it took the money and attracted new business. I won my pound.

It’s not a business model I’d advise people to follow, I am lucky enough to be able to do this as a hobby as I have a huge R&D team, I also have done this enough times to know, I’d succeed.

I have done the same in a variety of industries. Debt management, clothing & retail, one business in particular (again who said it cant be done) is now invoicing more than £1,000,000 per month from online sales!

I can guarantee these people dont think we’ve just been in a recession.

The problem is, “you don’t know what you are missing until it is too late.” It’s people’s own shortsightedness that is simply holding their businesses back, or in some cases damaging their business.

I have 15 year old kids who are customers and a great many small businesses who are doing extraordinarily well. It’s never the brands who are riding the crest of the wave, they simply think they are. A lot of the high traffic sites are below most peoples radar. The people who win, are the ones who realise that customer experience is everything, and they build a super fast and effective site and host it on a dedicated server for that added umph. Before they know it, they are getting customers from Google, and the customers are coming back in their droves because the experience is perfect.

When we explain to people that their site is slow, they don’t understand. They look at their own site and say, “it seems fast to me!” This is the biggest misconception. They are ususally viewing a cached version of their website on their own local machine. What does this mean? Well basically, your machine stores images of sites that you visit regularly. So it stands to reason that when you look at your own site, you do so though rose coloured spectacles. You are in effect getting an artificial view of how your business is really NOT performing.

On the flip side through your customers eyes, it doesn’t hide the harsh truth, that for new visitors, your site is like jelly waiting to set.

This is particularly noticeable for people who end up hosting in the US to save money. People can simply drop out of the UK arm of Google once the search engine picks up the foreign IP address. Google simply assumes that your main focuss is probably aimed at the foreign market, as your site will perform better in the country where it is hosted. Some of the largest hosting providers in the UK, host their customers in the US and Germany. Rackspace host thousands of their clients sites in the US on their Cloud environment. One and One (1&1) a German company who also own Fasthosts, who market themselves a the hosting worlds market leader , host their servers in Germany!

Personally I believe keeping it simple is the best way. Host your site as near to your customers as you can. We are lucky, by being in Manchester we couldn’t really be more central to the whole of the UK.

I hear horror stories all the time on this subject. One thing worse than going abroad to host, is taking it in house! The ultimate in stupidity. Let’s stick our server on the end of our broadband connection or a leased line. So what if it is 100Mb. You may as well attach it via string! Yes it might work occasionally but not enough to get noticed on the search engines. Telcos for years simply resold 100Mb lines time and time again, and guess what? They attached them to a 100Mb line. The ultimate in bottlenecking.

If you imagine the internet works on the basis of regions. You can host your store on the main high street, the Oxford Street or you could host it on a back street. Which gets more traffic? Obviously the high Street. Yet so many businesses spend 10′s of thousands of pounds on their websites, yet they think they dont need to invest in their hosting. They think they can simply stick it on some shared space, or a cheap dedicated server (down a back street). Even worse, they dont realsie why it doesn’t work properly or why they dont get awesome results.

At the same time, we come across small businesses who take our advice or dip their toe in the water with UKFast. Experience the speed of the UKFast network and then get addicted. These companies listen to their customers and upgrade every time their site slows down by a fraction. These are the businesses who are the next generation. It is not the brands you know about, these are the new kids who a carving out a new horizon. They not only get my vote, they get my help and support in every way. They are the entrepreneurs of tomorrow.

So be warned. If you have a business and you are NOT taking your online marketing seriously, or worse still you are spending the bulk of your budget on the design and leave nothing for the location of your window to the world, you will not get the results you are wanting, but you will get what you deserve.

This does sound harsh, but it is a really harsh world out there.

If you are a web developer or you run a business designing sites, if you are hosting your sites on a single server to save money or to create a revenue stream, although you may think you are doing your client a favour, you are actually suffocating their business. If you wish to try a server to see the difference, drop me an email at UKFast or post me a comment. Every business I have tried this with has increased sales. Its not  rocket science, but it will certainly pay for one!

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An inspirational Storey

June 14th, 2010

Have you ever wondered whether or not you could have made it as a professional sports person? I remember hearing Sean Connery talk and explain he turned down a place playing for Manchester United to carry on acting and although it wasn’t for the salaries they have these days, it was a brave move as acting is a hit and miss profession. There is little doubt in my mind that attitude determines your outcome. I am even more convinced after a night at the Veledrome in Manchester with 40 of Manchester’s top entrepreneurs and 2 Olympic cyclists, Rebecca Romero and Sarah Storey that it is all down to attitude.

The event I was kindly invited along to started with a training session racing around the Velodrome. I was fortunate to get some one to one training with one of the Olympic team. I was keen to pay attention as I quickly learned that a break in concentration could prove disastrous. The bikes have no breaks and if you stopped peddling for any reason you were in danger of being catapulted across the track; which was incredibly steep on the corners.

Being in a room with the North West’s finest entrepreneurs is an interesting place. There is a huge amount of testosterone pumping around everyones veins and the bravado was evident amongst the friendly competitors. But once on the track, it was head down and down to business. It was clear why these business people at the top of their game. They all take competing very seriously in whatever they do.

It is also immediately evident that there is little or no difference between the winning attitude of the highly motivated business people and the Olympians and although we all got beaten, roll back the clock a few years and give us some proper training and I reckon there’d have been a few contenders in the room. My attitude was such that I thought OK, I am going to give these guys a run for their money. I was absolutely convinced that I could win. Of course I got battered, but at least my attitude shone through and it made me compete to my highest possible standard.

After a lovely dinner where we ate the food the cyclists eat on a daily basis, we were treated to what in my opinion was the best part of the night. Rebecca Romero and Sarah Storey sat down and were interviewed. They talked of the Olympic challenges and the drive that got them to the highest point in their sport. Rebecca is an interesting phenomena as she has achieved one of the rarities of Gold medals in different disciplines. She started in rowing and then transferred to cycling. With in 6 months she was hitting the speeds expected from the Olympic cyclists.

Sarah a para olympian has won medals in every games since 1992. She talked openly about her challenges. Having only one hand there were people throughout her life that treated her differently. What was lovely top see is just how that motivated her and drove her even harder. She explained how she was inspired at the age of 6 years old watching the Olympics on a tiny TV and saying, that that is what she wanted to do.

Goal setting! You can’t beat it, or her in this case.

During the questions and answers it was interesting to hear their reactions and opinions.

When asked;

Silver medal, winner or loser? Both firmly stated without even a second to think… ‘Loser!”

What do you think of skiing and snowboarding that are adapting some of  their races and styles to introduce bigger sponsorship?

Again both passionately said, “what is more exciting than 2 people competing head to head? The sport does not need to reinvent itself and we do not want any more money. We simply just want to compete.”

It was blindingly obvious that the attitude that these 2 Olympians have is identical to that of the entrepreneurs in the audience. The belief that you require to get to the top of your game is identical whatever you want to achieve. Although the goals maybe very different, the hard work that is involved in reaching the top of any industry requires stamina and determination. When the vast majority give up, there a few people who kick into another level. These are the natural born winners, although actually I don’t think they are born, more socially conditioned. Something in each of these successful business people and athletes lives inspired them to want to go to these extraordinary lengths.

So what are you going to be if you never grow up? That’s the million dollar question…. quite literally! Choose, take aim and go get it. And don’t stop no matter who tells you you cant do it. Normally if someone tells you something cant be done, it is usually from talking from experience, their own experience. Do not let other people’s limiting beliefs limit your own.

And most of all, no silver medals. Aim high and win.

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How to get the most out of life? Sir Richard Branson sums it up in a single word

March 2nd, 2010

I will always remember my first night on Necker Island home to Sir Richard Branson. We were just settling in and being made to feel very welcome. We have the entire island to the 4 of us and it is the most idyllic setting for a family holiday.

Stood in the Great House on the hill looking at a photo of Sam Branson and his friends, I turned around and Richard walked up to me arm outstretch and with a warm smile he bowed his head gently and welcomed me to his home. It is the greatest thing for me to meet such a distinguished businessman. I have many friends who have become incredibly successful. Most of them though are particularly hard with their staff and rule their businesses with an iron rod. Richard is someone who clearly breaks this mold and it is refreshing to see that he is a million miles away from the ludicrous business ethics they portray on The Apprentice.

It didn’t take him long to suss me out and pretty soon we were discussing sport. He is currently in training for the Virgin sponsored London Marathon. He had already heard I was a keen exerciser and immediately asked if I’d like to run with him. A couple of Richard’s guests arrived for drinks, they were staying on the nearby island. They owned and developed Vale and Beaver Creek in the US. (An amazing Ski Resort) During the conversation with Janet and Paul from Beaver Creek, one thing stuck out and it made an indelible mark in my brain that I think will be there forever.

Richard said, “well, if you say Yes! to everything, you are going to have a far more interesting life.”

In my 41 years on this planet nobody has ever give me such great advice or such a great directive. And it makes perfect sense. How many of us just potter through life and procrastinate. I have only been on the island less than a week, but I am 100% sure you will never see Sir Richard Branson procrastinating. He is a decisive character, who doesn’t stop for breath.

Before leaving for bed, I asked what time we should meet. He said “pop around to the house at 6.45am and just shout me if I am not up.”

I didn’t sleep a wink that night, excited at the prospect of continuing a great conversation with a fantastic philanthropist and entrepreneur.

We have since run for a number of hours together and I have had some solid business advice during my time following in his great footsteps. Advice that once you have heard it appears like complete common sense. However you could read a 100 books and find 50 different ways from a variety of experts which all contradict each other. So to hear it from someone you respect, immediately fills me with confidence. And actually now we have discussed it, I totally understand and I cannot wait to get back to UKFast and start implementing some of these great ideas.

Yesterday I ran with him a little later than before, and I reminded him of what he had said to me and what an impact it had.

I explained that you could have written an essay, yet in one short sentence he summed up just how simple you need to make it.

“If you say Yes! to everything, you are going to have a far more interesting life.”

What a great piece of advice and for anyone setting out as a young entrepreneur, in business, in school, wherever and whatever you are wanting to do, this is good advice. It is a simple strategy that I can promise you Branson lives by. He is a man with a large appetite for life and it grows bigger by the day, and I am sure his positive attitude towards just doing things straightaway, off the cuff without procrastinating has to have something to do with his enormous success.

I am very interested in how he portrays his feelings on this subject, as he decided to use the line as subject matter for a column he is doing for the New York Times. It is definately something to look out for.

Lawrence Jones UKFast

Dedicated Server Hosting, Manchester

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Graduating to business person

July 4th, 2009

We ran one of our graduate recruiting days last week at UKFast and we started off by asking all the graduates to stand up, introduce themselves and tell us, who their most iconic person is and also tell us about something they have achieved which they consider momentous in their life.

It is a good ice breaker and for those of us assessing the candidates, it starts to give you a snap shot of what is to come.

A young lady stood up, and I don’t have her name to hand and she described her momentous achievement as creating a small shop on ebay and selling a variety of things.

When she sat down, I immediately asked, “so why are you here?” At first I think she might of felt that I was criticising her at least I hope she realises that I was singling her out because she was clearly different.

Out of the 40 to 50 soon to be leaving education, she truly had done something momentous. She has taken a small amount of cash, purchased something, found a route to market, built a shop however rudimentary and started marketing a business. This woman, because in my eyes, she is no longer a young lady she is a business woman.

Now that I write this blog, I realise that I need to follow up  her progress and make sure she is given encouragement. So often entrepreneurs are discouraged from school, university throughout careers. Usually by people who wanted to do things themselves yet, they never followed through.

If you fall in to any of these categories, it is never too late. My parents left their jobs in their 40′s and bought a run down hotel. Some in the family described it as a midlife crisis. Even I, the eternal optimist questioned their sanity of selling a beautiful family home and giving up great careers to become owners of a semi-dilapidated hotel.

20 years on, how wrong was I and what a hotel. They now have the hotels on either side and it sleeps 100 people. It has an awesome reputation and a massive returning customer base.

Ironically the kick that triggered my father was doing my first years accounts. After tax, it transpired I had earned more than my mother who had been teaching for 20 years.

Last year a young lady came to be interviewed for the job of PA. As soon as I read her psychometric test results, I knew that she would make an excellent personal assistant. However I also realised that  she had the perfect profile of a fledgling business person.

Her test also identified that she would benefit from traveling and it sensed that she was in a bit of a dilemma. I confronted her on this matter and sure enough she was torn between “going travelling” with her boyfriend and starting a job.

I suggested that she should be decisive and as her profile suggested a job working for someone else may just drive her bananas.She just needed a little motivation.

Last week I got a telephone call asking for an appointment to meet with her and her now fiancee. They were back from their holiday, and they had formed a solid business idea and they were putting a plan together. They wanted my advice. I was honoured to meet with her and excited to be a small part in giving her the confidence for her to choose the correct direction of her life.

After a a couple of hours, it turned out, she and her fiancee are about to become UKFast clients and it is looking likely that we will designing and hosting their software to run their new business idea.
If you have a dream, dont lie in bed and procrastinate, or talk about your venture to your pals for years and years. Get a pen and paper and start writing lists, start goal setting. Start organising what you need for your new future. And OK, if it fails, guess what, you pick yourself up, brush yourself down, remember the lessons of the failure and start again. You keep doing this until you get it right.

If a baby is struggling to learn how to walk, do we give up on the baby? Does the baby give up? Never! They keep standing up and falling down until they perfect the art.

Yet as adults this is drummed out of us. We become fearful of what our peers think. A great entrepreneur is born out of simply not caring what those around them think. This in my opinion is why so many dysfunctional kids succeed where clever folk fail. A dysfunctional child is reminded all through their life how much of a failure they are. So it becomes easier to go it alone than be reminded of this throughout a professional career.

My fathers favourite line which stuck with me was “son, you will not even be able to hold down a bin mans job” it was said so much I believed him. So when the time came I did not dare attempt to get a job. Instead I became self employed by default.

All the big entrepreneurs that I know tell a similar story.

Ignore teachers, parents and your peers. Get out and have a go! What is the worst that can happen. Especially whilst you are young and in a recession. In a climate like today’s there isn’t a more perfect time to cut your teeth.

Good luck!

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  • What a great day! Mountain air and home made flapjacks.22:30 : 27th Jul 10
  • @PhilJones40 Congratulations Phil. You are doing a great job. Lawrence@ukfast22:18 : 27th Jul 10
  • You have to read this one! Fancy a job interview in the mountains?http://bit.ly/New_Career Get your walking boots on. UKFast are hiring!07:03 : 27th Jul 10

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