On yesterday’s almost-birthday edition of the programme, my guest was Paul Zipzer, a local business adviser with Business Link – who was a complete natural! If there were any nerves, they didn’t show. I always know when an interview has gone really well, because I lose all track of time – then suddenly realise I’m about to run over. That’s exactly what happened yesterday.

We started by looking at the government’s current policy, to encourage people into self-employment. The main focus is on those who have or are likely to lose their jobs thanks to the public sector spending cuts, as well as the long-term unemployed. Self-employment is often promoted as the perfect solution for anyone who finds themselves out of work – but Paul made what I consider to be the vital point, that running a business isn’t for everyone. ‘You may be absolutely brilliant at what you do,’ he said, ‘but that doesn’t mean you’re going to be good at running a business’. As someone who could never describe herself as a born businesswoman – I’ve had to learn everything from the ground up – I’d have to second that.

That’s why some people who try to turn their hobby into a business struggle – sometimes losing the hobby (or at least the enjoyment of it) and not gaining a viable commercial enterprise.

Paul highlighted the need for independent research (beyond the biased safety of friends and family), and for properly structured business planning.

We also spoke about the particular kind of discipline you need if you’re going to work from home – something which has come up on the programme more than once over the last year! We agreed on the best solution to the problem of going stir-crazy – getting out to network! As I’ve said before, too many people see that purely as a sales and marketing exercise – but done properly, it’s so much more than that. It’s a chance to brainstorm, bounce ideas around, share experience, get informal support – and to learn, and learn, and learn!

I said at one point that one of the biggest challenges I’ve come across in my years in business has been having to do two jobs. ‘Well, actually,’ he said, ‘I’d say there were three: you start off as the entrepreneur, with the big idea – and all the planning to do before you can get started; then you become the technician, spending all your time actually doing the job; but then you have to become the manager – managing the business, customer expectations and perhaps staff. The trouble is, a lot of people get stuck somewhere between technician and manager – and the poor old entrepreneur gets completely forgotten!’ Paul’s answer to this problem is to spend at least half a day every few months, stepping back, reviewing the business plan, looking at what’s been achieved, what hasn’t, why – and where next.

Good advice – I wonder how many of us follow it…?

‘Working for yourself can mean working longer hours for less money to start with,’ he explained, ‘but if you’re happy to do that, you can reap the rewards later.’

We finished by briefly outlining the upcoming changes to Business Link – from a regionally-based organization to a national one. Te changes com into effect on 25th November – so I’ll come back to them in more detail later.

We closed the show with Dire Straits ‘Money for Nothing’ – because too many people still think being your own boss is an easy option – but as anyone who’s done it knows, it’s anything but.

This time, though, the subject was how a company whose main activity is leasing vehicles handles the issue of the environment. No, I know it doesn’t exactly sound like a match made in heaven – but that was the whole point of the interview.

As the proud daughter of a grease monkey (my Dad spent his entire life with his head in one kind of engine or another – and sometimes got his kids involved as ‘fitter’s mate’!), I like to think of myself as being fairly clued up on cars – but I hadn’t realised that vehicles with CO2 emitions below 100G/km are now exempt from road tax. That’s a significant financial saving for an individual – and it’s even more significant when you apply it to a fleet.

The over-riding message to come out of what Gary had to say was that the line between being environmentally aware as an individual and as a business is artificial. His commitment started at home and it was a perfectly natural progression to take those principles into the office, and then out on to the road.

His company is certainly reaping the benefits, having survived – and thrived – despite the economic climate. They’ve recently moved into new office space – and are looking to employ both their young apprentices on a permanent basis. I’m hoping to get him, and them, into the studio when that happens.

From tomorrow, after a disrupted month, normal service is resumed where the programme is concerned. This week – the almost-birthday of the show (it all started on 30th Sept last year) – I’m going right back to the beginning – literally – with Paul Zipzer of Business Link. We’re talking about the things that every start-up or would-be start-up entrepreneur needs to know.

If you’re in the Basildon & East Thurrock area, you can catch the programme on 97.8 FM. Otherwise, you can listen online at gateway978.com.

If there’s a topic you’d like me to look at on the show, or someone (it could even be yourself) who you think would make a great guest, drop me a line and let me know. I’d love to hear from you.

UKTI – www.uktradeinvest.gov.uk
Business and Culture in China – 20th Nov. London.
Business and Culture in Brazil – 14th Jan. London.
Exploring Mexico – 18th Nov. London.

London Chamber of Commerce -www.londonchamber.co.uk
Opportunities in S Arabia – 2nd Nov. London

UKTI are also an ideal contact point if you want to find our more about Trade Missions to specific countries. You usually need to arrange these well in advance but, by way of example, in the next couple of months there will be missions to S.Arabia, Libya, Bahrain, Algeria and others. They also have details of overseas trade fairs, e.g. Dubai Air Show in November. Business Link are also good for information – if you already have a Business Link advisor, speak to him/her, as, for some visits,
part funding can be available.

Below are details of some upcoming seminars which might be of interest to you if you’re looking to move into particular overseas markets, along with links to other more general international trade resources.

Global Trade Network – www.gtnetwork.co.uk – run periodicly, Country specific 1 day seminars. Future ones include Entering Russia [15th Oct] and Entering the European Market [26th Nov]. If you’re looking for new markets, or have identified possibilities, see if they have a seminar coming up. Costs and usually minimal and you also have the chance to set up a stand, for a small additional fee.

East of England International – www.eei-online.com – is part of UKTI and works with any business in the East of England who is looking to export as well as looking to attract overseas businesses/inward investment into the area. Again, they run regular workshops and seminars at minimal cost, often featuring specific regions.

Business Link East – www.businesslink.gov.uk/east – provide free business support advisors to any SME in the area and can be not only a useful independent person to bounce ideas off of, but can also help signpost you to other providers which will allow you to take your business onwards. They also have an extensive research department available.

Next: “Some International Trade Seminars and Resources”.

There’s no charge as such when you buy/sell currency; it’s built into the exchange rate. However, it has been reported that some banks especially, have recently tweaked the rates on smaller deals and widened the margin, i.e. they are giving you a worse rate and taking a larger slice of commission for themselves. Almost impossible to prove, but it re-inforces the need for everyone to review their FX provider on a regular basis and ensure that you’re still getting acceptable rates. Benchmark and, if you’re not happy, move to someone who is better. Let me know: I can put you in touch with possible new providers.

East of England International – www.eei-online.com – is part of UKTI and works with any business in the East of England who is looking to export as well as looking to attract overseas businesses/inward investment into the area. Again, they run regular workshops and seminars at minimal cost, often featuring specific regions.

Business Link East – www.businesslink.gov.uk/east – provide free business support advisors to any SME in the area and can be not only a useful independent person to bounce ideas off of, but can also help signpost you to other providers which will allow you to take your business onwards. They also have an extensive research department available.

Did you know that there’s a lot of help for exporters and would be exporters in finding new markets throughout the world from the likes of UKTI and various other bodies?

Trade Missions, sponsored at national and local level, can be a good way not only of visiting a specific country, but with the backing of UK plc. Often this will include the help and services of the local embassy/consular staff and can do wonders in opening doors. And no, you do not have to be a multi million £ global concern; I’ve known small, local businesses who’ve been on them and found them invaluable.

Remember that it is always a good idea to keep in regular contact with your counterparties, and what better way to impress them than to be part of an official UK led tour? Yes, there are costs, but often these can be subsidised, even on a matched funding basis in some cases. If you already deal with Business Link or East of England international [ www.eei-online.com ], speak to them and see if there’s anything coming up for the country/countries that you are looking at.
There are also regular UK based trade information events given by various parties – one example being Global Trade Network – www.gtnetwork.co.uk. In the coming months, they have evening seminars in the South East on S Africa, Russia and European markets. The S African one, for example, costs £15 per delegate and is being held in September in Luton with the UK Trade Commissioner for S Africa being the keynote speaker.

So why not make some enquiries – you may be surprised at what help there is available in finding new overseas contacts and, once you’ve done that, don’t forget to sort out the finance matters by asking ITFS to advise you, as well as ensuring that, if you are dealing in goods, your shipping agent covers any new markets into which you are venturing.

Good Luck!

Http://www.inttradefinsolns.co.uk
For more information you can also call Ray Stannard on
01708 370838

International Trade Single Window.

Known as ‘ITSW’ for short, it’s a recent development by various parties, including
Business Link, HMRC, UKTI and others. It’s been set up to try to simplify and standardise much of what has been written about international trade. However, what is relatively new is that it looks not only at UK exports, but also imports, so it’s one of the
few Governmental websites that acknowledges the importance importers play in the
overall wheels of commerce. There are various links to it, but a simple Google of
‘ITSW’ will throw up several links on the 1st page. Don’t be put off by the top
link ITSW2009 – International Test Synthesis Workshop – this is something entirely
unrelated!. The Business Link page is probably the most relevant -
http://www.businesslink.gov.uk/internationaltrade

ITSW is essentially a web based information service that allows anyone, regardless
of previous international trade experience, to access basic information to get them
started and also to drill down to specific industries, trade associations, etc.,
as well as looking at tariff duties What’s more, it’s free to interrogate. It doesn’t quite do away with me [phew!] but it can answer many questions that importers
and exporters have and/or allow them to ask more specific questions relevant to their
particular industry/shipment. Currently, it is still being completed – 2011 is the
expected completion date, but don’t let that put you off: there is already a significant
amount of information and links to related pages available.