Case Study - April / May 2009 Unistage

Background
Unistage had received grant funding from No Limits and support from BwD support team to develop its web presence and product development; they referred Unistage to Guardian Angels. Stephen has a sound background in design and manufacturing and knowledge and experience of supplying to the Education and entertainment sectors. He has a clear vision for the brand. The company consisting of 3 divisions; Unistage, Unipace and Uniactive had grown quickly and the HR infrastructure was ineffective. The staff team were motivated to achieve but adhoc recruitment, unclear roles and responsibilities and skills analysis were needed to maximise the growth potential. Stephen, as MD needed to focus more on the strategic development of the company rather than being the main designer and overseeing the operations. Unistage was introduced to Guardian Anne Slater, an HR specialist in February 2009.

The Action
Anne reviewed the organisational structure, roles and responsibilities and all HR basics. A review of the Health and Safety practices was also undertaken. Following a training needs analysis a training and development plan was developed for members of the team who had autonomy to take action but who would benefit from additional knowledge and skills to be more effective in their roles.

To Results So Far
Each staff member was given a contract and a clear role with responsibilities to match. A couple of roles were altered to fit the business need and to support the future development of the company. The general manager’s role has changed and now supports the MD more effectively. A sound and legally compliant recruitment system has been developed; one new member of staff has been recruited and another will be taken on soon. A training and development plan has been developed and started and has meant several staff are undertaking NVQs and other training. The warehouse staff required process and fork lift truck training and this has started, and other staff, sales training etc. Much of this training has been sourced without financial burden to the company. Sales are continuing to grow and the new structure and training plan will enable further business to be secured.

The business now requires assistance with the introduction of management accounts to review the costs and profitability of each division and to maximise its marketing effectiveness and therefore another guardian with these specialisms will be introduced when they are ready.

They Say
“Our guardian was very helpful. She gave us an objective insight into human resource practice and how it applied to our HR issues. It was something we were not equipped to deal with as we had no internal expertise and the cost of employing a full-time HR specialist was prohibitive. Now that all HR basics are in place along with compliant systems and procedures and a training and development plan we can plan the company growth more effectively”.

Case Study - April / May 2009 Acumen Sales Coaching Ltd

Background
Coral and Rae have both worked in sales for 20 years, within many positions from sales people to managers and trainers. Having met many small business owners over the years they recognised that their sales knowledge would be of great benefit to them. This was the basis for them starting their own sales training and coaching business to assist SMEs with growing their sales.nique.

The Action
They started on a business plan and contacted Business Link for advice and were referred to Get Started their local enterprise agency where they received help and advice from one of their advisors. They contacted other training companies to look for sub contracting work and targeted a large training firm called Winning Pitch. The Managing Director was Ian Brookes who also works as a business mentor via Guardian Angels. Coral and Rae met with Jane from Guardian Angels and Ian was assigned as their mentor. Ian’s direct experience of running a large training company was extremely relevant in the advice he was able to give to Acumen. They meet regularly to discuss growing the business.

Following the advice of Ian they underwent a re brand and also developed an extensive sales coaching programme which they now conduct in conjunction with Winning Pitch and their local council working directly with SMEs helping them to grow their sales.

To Date
Acumen have secured bookings for the first quarter that exceed the turnover of the previous nine months, they have registered as a limited company and for vat. They have also been short listed for the prestigious Lancashire Business Awards, “The Bibas” for best new business of the year. Acumen wrote and delivered specific training courses for Guardian Angel companies based on the needs of the local businesses. This has lead to further requests for additional training courses both in Blackpool and Pennine Lancashire. Coral and Rae work tirelessly to gain funding for clients to assist them with accessing their training and are referred by Business Link and Train to Gain. Considering the economic climate they are doing very well in growing their client base and turnover. They have gathered testimonials from clients attending their workshops, that has helped them to spread the word and they are gaining a good reputation.

Case Study - April / May 2009 Key Driver Training

Background
Steven and Linda have many years experience in the field of driving instructor training and they are well respected by the Driving School Associations. This was the basis of their desire to run their own driving school (both for driving lessons and also for instructor training) throughout the UK. This meant a large investment in technology and ensuring that effective and appropriate systems and processes were in place. It was essential to establish clear brand messages and review the routes to market and strategic development of the brand.

The Action
Immediately they were referred to Get Set to ensure the business plan and financials were reviewed and submitted for funding and they were referred to the Digital Development Unit for website development. Steve and Linda were introduced to Dave Roberts, a Guardian with extensive business acumen and with a specialism in Marketing. They took a critical look over the finances, brand and marketing material, discussed their plans on their chosen routes to market and were provided with ideas for consideration. They also required additional investment in technology and were referred to a number of mainstream lenders. This investment was used to develop a quality website that is clear and easy to use and supported by the new brand image (above).

Due to the current economic situation they are looking to offer credit facilities to those wishing to become instructors and those undertaking lessons. Although this will be difficult to place (due to the shortage of finance, the intangible nature of a course and the likelihood of many young people with low credit scores) they have sort our help again and several options have been suggested including local Credit Unions.

To Date
They have experienced dynamic growth from 2 to 11 employees, sales exceeded all expectations and they have relocated to Northbridge House in Burnley for more space. This has given them the opportunity to sustain their growth and have a central base in Pennine Lancashire. The heavy investment in technology has paid dividends as all courses can be booked online and means driving instructors have this online non-bureaucratic resource at their fingertips. They also offer a Franchise Package and help to other driving schools to provide them with training drivers.They hold all the quality marks (ORDIT and ADI), run a 24 hours, 365 day helpline and already have several good testimonials on their website.Steve and Linda have built a solid business, they are not afraid of hard work and continue to review the business performance and offering, to stay ahead of the competition.

Case Study - April / May 2009 Excellent UK

Background
Sam established his company in 2006 after many years in the Cleaning industry. He planned to offer all types of cleaning and to both industrial and domestic customers. He excelled at customer service and had experience and product knowledge to draw upon and this enabled very bespoke services to be offered; several to very niche markets. Sam had the drive to make the idea work, a strong value ethic (hence the name) but needed a focussed approach to develop his plans. He wanted to franchise the business and was offered Mike Murray as his mentor in 2007.

The Action
Mike helped Sam to draw up an action plan and look carefully at the franchise model. He was introduced to How to Franchise. Mike helped Sam to put together an in depth business plan with the financials to support the model.  The companies financial management systems were improved and accurate P & L and cash flow forecasts produced. Mike discussed various methods of raising capital to fund the franchise development and Sam explored them. The details regarding the operation of the franchise were discussed, including simple financial systems and an operations manual discussed and started. The legal implications of franchising were discussed and a draft franchise agreement developed. Sam worked with Blackpool and The Fylde College to gain an A1 Assessor Award in order to deliver, assess and verify NVQ’s in cleaning and support services and especially to those not in education or training and his own staff for higher level awards. Those who are the cream of the crop from this training could also become suitable franchisees.

To Date
Currently moving the business into the Blackpool Academy to enable easy delivery and support to NVQ trainees. The core business is growing steadily and the franchise model is almost ready to roll out. Turnover has increased by 100% between 2007/08 and 2008/09 and staff numbers from 8 to 15.

Sam Said
“ The Guardian Angel model has been crucial to move us forward. No one else offered help in the same way and a sympathetic ear and impartial advice were essential in order to achieve both business and personal goals. It is important that the Guardians exist especially with the economy the way it is. Mike has been great and we are very busy thanks to his advice and have not experienced any downturn in business”.

Case Study - October 2008 Handford Design

Background
Philippe Handford started his company, designing unique outside furniture from vandal resistant materials and natural products such as pebbles, in Colne in February 2008. Handford Designs has created a range of garden and street furniture that is both eco friendly and unique.

The Action
Philippe needed some advice on pricing strategy and promotion to his various target markets and began working with Guardian Stuart Taylor who has a background in manufacturing, sales and marketing and contract negotiation in both the public and private sector.

Since they linked up Handford Design has started to make good progress. Philippe has made his first sales to a school and a public authority and a further order from another school was placed in September 2008. Philippe has attended and exhibited at a number of regional exhibitions and is getting interest from a number of directions so Stuart (his GA) is looking to introduce Handford to a distributor with a view to granting them agency or distributorship rights in the UK.

Via the Guardian Angel network, Philippe has also been introduced to Alan Varley, a Guardian with an architectural background with a view to introducing his work to specific architectural practices. They have reviewed the format of the pitch to architectural practices and discussed how to use the listings on architectural websites, menus and headings to narrow down the firms to contact. Alan is also advising about procurement in other local councils.

Some Early Results
After working with his Guardian, Philippe now has a clear pricing strategy, he has condensed his range of designs to concentrate on specific target markets and made 2 sales to schools and 1 to a public authority. He is now displaying his work in A White Room and this has given his work a high street presence. He has also undertaken commissions with Prosperity Recycling as they design and install school playgrounds and this has provided a good spring board for future discussions with architects for environmentally sound street furniture.