Associate trainer Jackie Barrie nominated for award

Wed, 1 February 2012

We are very pleased, but not surprised, to see that Jackie Barrie, one of our associate trainers who specialises in sales and marketing has been nominated for a ‘business book award’.

Jackie has an outstanding knowledge of marketing techniques and runs many of our sales, marketing and social media courses. If you would like to find out more about the networking, sales and marketing courses we run visit the Kent Trainers website click the links below.

• Making Social Media work for you – 29th February

• Sales Negotiations – 16th April

• Marketing Essentials - 21st May

Details of Jackie’s book the ‘Little Fish Guide to Networking’ can be found here.

Are leaders born and managers made?

Thu, 8 December 2011

I often come across comparisons between leaders and managers. I have listed a few below:

• Managers do things right – Leaders do the right things

• Managers are concerned with this week – Leaders are concerned with next year

• Managers plan the way – Leaders point the way

• Managers coordinate – Leaders inspire

• Managers seek to stabilise – Leaders shake things up

• Managers embrace change – Leaders embrace complexity

• Managers are appointed – Leaders step forward

But are these comparisons valid? Are they important?

The reality is that the roles of manager and leader are not separate but a blend with different emphases on skills.

But aren’t leaders born and not made? This is probably the most common quotation about leadership. Actually there have been studies  done on the subject which indicate leadership is about one third genetic and two thirds learned*.

Unfortunately, many executives still believe that leaders are born, not made. This is dangerous for an organisation because it leads to wrong decisions. It leads to undue emphasis on recruiting people with the ‘right stuff’, ‘born leaders’ and it leads to the neglect of leadership development of existing staff. Sure, recruitment of leaders is important, but the evidence shows that the development of leadership skills is more important.

So what does this mean for your organisation? It means:

1. You should focus on the development of the leadership and management skills of you current staff first, selection second;

2. Don’t allow you existing leaders and managers to live off their past successes. No leader has learned all there is to know. Continuing leadership development throughout  a career is important; and

3. Make a plan to grow the leadership and management capacity of you organisation by looking within rather than recruiting externally.

Kent Trainers runs regular open and in-house courses on leadership and management. Our next open courses are:

Team Leadership – 26^th January, Salomons, Tunbridge Wells

Introduction to First Line Management – 31^st March, Chilston Park, Lenham

Management Programme (3 days) – starting 7^th March, Chilston Park, Lenham

Senior Leadership Programme (2 days) – 14^th March, Chilston Park, Lenham

Young Entrepreneur of the Year - Winner and Finalists - 2011

Wed, 30 November 2011

The West Kent Business Excellence Awards were held at the Spa Hotel in Tunbridge Wells on 24^th November.  As sponsors of the Young Entrepreneur category, Kent Trainers were delighted to be involved with this year’s judging and were, as mentioned in our earlier blog and newsletter, highly impressed with the entrants and the ingenuity and determination within this category.

As previous winners and finalists in these awards, we were only too well aware of the time and effort put in to the entries and whilst it may be an old saying that “it’s the taking part....”, we can categorically state that to make it to the finals, is an achievement in itself.

We had 3 finalists in the Kent Trainers’ group:

• Berties Wood Fuel Ltd – Peter Tweddell
• Ditto – Hannah Griffin
• Desibox Homemade Indian Cuisine  - Jay Pitrola

3 very different businesses all with strong points to commend their entry into this category.

Keith and Sally spent two days in September visiting all the entrants, grilling them on the challenges and financial aspects of their businesses.  Whilst it may not have been “Dragon’s Den”, they all had to be prepared for some fairly rigorous questioning.

After careful consideration and debate, the worthy winner was Peter Tweddell of Berties Wood Fuel Ltd .  Whilst the business is in the early stages of development, there was strong evidence of significant revenue growth in a short space of time.  He has obtained contract with one of the large household retail giants and has a clear vision for developing the business further. 

As with many small businesses in the current climate, Peter, along with his other finalists, have had to face difficulties with obtaining finance. Their enthusiasm for their products, determination and a strong desire to ensure they succeed in their field, together with their tenacity and their “can do” approach when presented with challenges and setbacks,  is an example to all in these difficult times.

We thoroughly enjoyed our involvement with the awards and were amazed and encouraged by the determination and character shown by these three young Kent business people.  Peter, Hannah and Jay are a testament to the gritty talent and resolute desire to be successful in business.  It was a pleasure to meet them and learn about their businesses and we wish them all every success and continued growth into the future.

Chilston Park reaches the finals!

Mon, 21 November 2011

We were delighted to hear that one of our venue partners, Chilston Park Hotel at Lenham, was recently a finalist in the Kent Wedding Awards 2011.  This Handpicked hotel, in the heart of the Kent countryside, has a stunning setting and was one of our original venues. 

Unsurprisingly, others agree with us that if you want a lovely location, fantastic food and picturesque views to relax and enjoy your day, it’s the place to be.

Venues for 2012 training

Wed, 9 November 2011

You may have seen from our 2012 brochure that we will be using 3 exclusive venues for our scheduled short courses next year.  We have selected 3 venues that cater for our Kent, Sussex and London client base, so no one has to travel more than 60 minutes to any venue.

Courses will run at least once a year at each venue and we have the ability to add in further dates should there be sufficient demand.

Current venues still available

Chilston, Salomons and Greenwich will be available for all the short courses, and for in house training for clients based in these localities. 

However, we are delighted Boys Hall in Ashford, Brandshatch Place and Spa in North Kent, Buxted Park Hotel at Uckfield and Canterbury Cathedral and Powdermills Hotel in Battle will still be available for in house training. 

If you would like your company training sessions to be held off site, do either call or email us for further details about holding your events at the most local venue to your premises.

So, where can you or your staff attend short courses for 2012....

• Chilston Park at Lenham, a wonderful country house hotel situated between Maidstone and Ashford;

• David Salomons Conference Centre a stunning venue set on the Sussex/ Kent border just outside Tunbridge Wells with easy access both via rail and car from the Sussex coast, Kent countryside and only 50 minutes by train from London;

• Devonport House, Greenwich   – part of the World Heritage site alongside the Maritime Museum in Greenwich Park, South London.  Being 5 minutes walk from the Cutty Sark underground station and 10 minutes from London Bridge Station, it delivers calm, tranquil surroundings for learning, whilst being easily accessible from Kent , Sussex and London.

What is on offer at these venues?

Each venue can provide overnight accommodation at discounted rates for Kent Trainers delegates and as well as benefitting from  first class training, delegates will also enjoy bacon rolls and coffee on arrival at Chilston Park and Salomons Conference Centre, with unlimited  refreshments and pastries at Devonport House.  Each venue provides a delicious two course lunch.

What courses are available on the scheduled programme of events?

Our popular courses remain on the schedule, including Communicate Assertively, Team Leadership, Outstanding Customer Care, Marketing Essentials, Recruiting Skills for Managers, and Chairing Productive Meetings. 

In addition, we will be delivering courses in Sales Negotiation,  Dealing with Difficult Service Users (particularly relevant for Public sector staff), Training for Trainers, and Internal Auditing.

Kent Trainers courses recognised by the Institute of Learning and Management (ILM)

Thu, 13 October 2011

Kent Trainers is an approved Development Provider of the Institute of Leadership and Management (ILM). Our Team Leadership and Management Programmes are recognised by the ILM. For a small additional fee, clients have the opportunity to register their delegates for approved in-house or scheduled short-course programmes.  This will entitle the delegate to receive a certificate of achievement which can be used towards further qualification programmes.  In addition, they will have free studying membership of the ILM which will entitle them to access a range of additional learning resources to enhance their knowledge.

Michael Coleman

Fri, 23 September 2011

We were very sorry to learn of the death of Michael Coleman, one of our finance trainers, last Saturday 17th September.  Michael had fought a long and difficult battle against cancer over the last couple of years.  Those who had attended his courses would have known him to be a highly knowledgeable, extremely engaging and fun trainer and we will all miss his loyal contribution to Kent Trainers.  Our thoughts are with his wife Tricia and family.

Leadership and Management Grant

Tue, 16 August 2011

We are working closely with Skills South East to ensure that all businesses eligible for the new Leadership and Management grant have the details they need for making use of this grant.

Details are available on our website with all the criteria.  If you would like an informal chat to find out more, do give the office a call. 

The funding applies to any member of your leadership or management team looking to develop their skills.  Up to £1000 can be match funded towards the training, and both Kent Trainers and our local SSE advisors can work through all the requirements with you to ensure that you make the most of the grant allocation.

Please give us a call (01892 836110) or email if you need any further information on any of the eligible courses.

Kent Trainers – Sponsors of Young Entrepreneur of the Year 2011

Wed, 27 July 2011

We are delighted to be sponsoring the Young Entrepreneur category for this year’s West Kent Business Excellence Awards.

Having been a winner and finalist in 2009 and 2010 in different categories, we know how much publicity and good press this can give to the entrants.  We have always been amazed at how much of a talking point it is at exhibitions, networking events etc, when your company has appeared in the local press and the logo is on the your website.

The Young Entrepreneur is a new category this year so we are thrilled to be involved from the start with this.  Entrants can be anyone aged 16 – 30 who has identified a market opportunity and gone for it! 

In times of difficult economic growth, these are often the people who take the bull by the horns and use the opportunities presented to them to take a calculated risk, overcome challenges and use their enthusiasm and drive to succeed.

They may be a young budding Alan Sugar or Peter Jones, or a more mature professional that has decided to invest in their ideas and develop a business from scratch.

If you are them, or you know someone who fits the bill, have a look at the entry site.  Go to www.thisiskent.co.uk/businessawards and click on Categories and Judges to see a summary of eleven categories and then click on a category title to see the five questions that need to be answered.  Closing date for entries is Friday August 5^th.

We’ll keep you posted how things progress and the pictures from the Awards ceremony in November.

Create a Culture of Growth

Wed, 18 May 2011

People and Finance, Culture and Marketing

Earlier this month, we learned six secrets, themed around people and finance. This month, we’ll learn seven more. These are themed around culture and marketing.

Create a Culture of Growth

Steve is adamant that staff need to see the business grow, or they will worry that it is shrinking. So he is keen to share success stories with his team. If you recall last month’s blog, Steve is also passionate about engaging his staff in creating new ideas for their business.

But a culture of growth must extend out to customers too. “People like to be a part of a success story” Steve says. This means that they will buy from and invest in success, so Steve will take any opportunity to talk-up Chilstone and its successes, and will get his team to do the same too – often taking colleagues to networking meetings. Success breeds confidence in customers and clients.

Keep your Owner Involved

Steve is a full time General Manager, leading the Chilstone team day-to-day. He also knows the importance of inspirational leadership and ensures that he keeps the owner of the business, a successful entrepreneur, actively involved in talking up the business and maintaining staff enthusiasm for their work. “The busier your owner is”, says Steve, “the more your staff will value his attention”. The owner makes regular visits to speak with staff and thank them for their work.

First Impressions Count

We know your parents told you this as a child, and a previous Jumping Boy interviewee, Graham Seymour made the point very clearly (in The Secrets of a Mystery Shopper), but this is an essential point for Steve. “People have seen a notable change in our business through their first impressions” he says. He goes on to itemise all of the areas where he has worked hard to create this new impression, from front of house and the entrance to Chilstone’s premises, to their marketing, website (“our shop window”), the workshops, the show gardens (always in immaculate condition – do visit them), the offices and how the telephone is answered.

Steve’s belief that customers’ first impressions of how his business is portrayed are everything perhaps stems from his own retail background, where the catch phrase is “retail is detail”. We saw last time how Steve set out to transform Chilstone from a manufacturing to a sales business and this is at the heart of everything he has done to transform its culture.

Chilstone’s Shop Window

Steve describes their website as Chilstone’s shop window and careful investment in this route to market has seen a 30% growth in business that Steve ascribes to it. Chilstone’s largest ever order came about because the client saw the website and made a phone call. For Steve, the website isn’t there to make the sales, but, like a shop window, to draw customers into the shop. When customers are interested enough, his sales team can take over.

When the call came in, the potential client was invited for a meeting and the rest of the marketing and sales resources took over, from sales staff, to the show gardens to the workshops. The team all works together.

Look for new ways to Market your Business

One of the things that most impresses us about Steve is his constant search for new ideas, and nowhere is this more evident than in his marketing. Collaborations have been one of biggest areas of innovation, and he told us about two he has found particularly fruitful.

Chilstone’s collaboration with Jackson’s Fencing in Ashford is a great example of two companies who don’t compete, so can work together for mutual benefit. Chilstone’s 35 acre show gardens need some fencing to create the displays Chilstone need, so Jacksons supply it and have created a display area in Chilstone’s gardens, thus getting a second show site in the north west of the county. In return, Jacksons show Chilstone Stone on their premises in Ashford. This collaboration has now gone further, with the companies pooling other infrastructure, like transport, and their staff working together on creative collaborations.

Closer to home for Chilstone is the Spire private hospital, in Tunbridge Wells. It is adjacent to Chilstone’s beautiful grounds, so “what better way to support convalescence” thought Steve and his team “than to open our gardens to patients and staff?” So they created an outdoor seating area last spring, which The Spire features in its customer information pack, along with woodland walks to aid recuperation and, critically, Chilstone’s name. Chilstone now puts a small stone sculpture into every patient room, and provides seminars for The Spire’s staff, some of whom may want a stone sculpture for their own gardens.

Micromarketing

“You don’t have to spend a fortune on marketing” says Steve, who has coined the term “micro-marketing” for his approach to securing interest in Chilstone’s products and services. Chilstone sells architectural stonework and stone garden sculptures, so most of their customers have big gardens – some sound to us as though they have small countries! So splashing adverts all over the local papers will only result in the advert being seen mostly by people who will never be in the market for Chilstone products. So Steve’s marketing team identify those specific areas of the UK – often village by village – where they can expect to find a lot of customers. They then target very specific publications, like village and parish magazines, and specific high quality exclusive magazines, which are not only read by a very distinct demograph, but are also relatively low cost to advertisers – sometimes as little as a few pounds a month.

In the same vein, they target specific events, like the Weald of Kent Craft Fair at Penshurst Place in Tonbridge. Perhaps their biggest coup – we can now reveal – is to have “The Chilstone Garden” accepted for this year’s Chelsea Flower Show. This will be designed by garden designer Heather Appleton, and marks a major achievement for Chilstone.

The Bottom Line

This month and last, we have seen six secrets from a great local company that is bucking the economic trends and thriving in times of adversity. But there is one thing that Steve told us, which has really resonated, so we saved the best for last. This is something the Jumping Boy can 100% advocate and those of our readers who already do it will doubtless agree.

It is also something that, in our experience, many business people will either dismiss out of hand or, worse still, declare to be “obvious” but not follow through. So if there is one tip for FY 2011/12, here it is …

Quiet Time

Steve makes two to three hours every week of quiet time, to sit down, think and ponder. Whether he does it on his own, or with one or two colleagues, this is when he thinks strategically, develops ideas, or reflects on his business. “Does it work?” we asked Steve. 15% of what Chilstone is doing now, they weren’t doing 12 months ago. That’s a lot of change, but critically, it is also true of their turnover: 15% of what Chilstone is doing now, they weren’t doing 12 months ago. We’d say that the answer is “yes” – it does work.