Click on the folders below to see videos and other content.
 General
Rob Hamilton, Managing Director of Instant Offices, discusses the serviced office option when opening a new office abroad.
In this interview Rob explains:
• the office options available when you are considering opening in a new location
• the pros and cons of the serviced and managed office options
• typical costs and contractual considerations
• differences between serviced office solutions in different countries.
The serviced office option when setting up abroad Rob Hamilton,CEO and Founder, Instant Offices
John Strachan is Cushman & Wakefield's Global Head of Retail, with overall responsibility for its European operations and for liaison with the global business. Here John discusses lease issues that could concern businesses that are hit with weakened cash flow.
In this interview John covers:
• what standard lease terms are
• how to approach your landlord for potential deals.
Dealing with lease variations/cashflow issues John Strachan, Global Head of Retail, Cushman & Wakefield
Nigel Lack, senior partner at Westminster Compliance, provides an overview of the Health and Safety obligations of tenants in commercial properties.
In this interview Nigel covers:
• Under what circumstances tenants become responsible for H&S
• Why you need to have a H&S policy
• Implications of ignoring your H&S obligations
• How can SMEs meet their H&S obligations cost effectively.
Health and Safety obligations of tenants Nigel Lack, Senior Partner, Westminster Compliance
Robert Hardie, Knowledge Centre Director of Knowledge Peers Plc, talks about how companies can reduce costs on property, specifically lease costs.
In this interview Robert explains:
● how to change the phasing of lease prepayments
● how to sublet spare capacity.
Reducing property cash costs: leases Robert Hardie, Knowledge Centre Director
Anne Beitel is a managing director at Executives Online. She has more than 10 years experience marketing in high-growth environments. She played a crucial role in the company’s recent management buy out.
In this interview Anne covers:
• Her company’s profile
• How the business model was developed
• Why their business model works
Company Profile Anne Beitel, Managing Director, Executives Online
Paul Lee is responsible for the Technology, Media and Telecommunications (TMT) sector within Deloitte Research, Deloitte’s dedicated thought leadership group. Paul has also completed his fourth book, “Convergence Conversations,” based on interviews with 36 of the world’s leading TMT executives.
In this interview Paul discusses some of the issues you need to consider when bringing your print-based content online.
Moving print-based content online Paul Lee, Director, TMT, Deloitte Research
Acquiring New/Replacement Property
Edward Bannister is a highly experienced lawyer specialising in property matters. In this interview, Edward discusses the key issues you should worry about when agreeing to a new lease, including:
• who provides what advice to you as a prospective tenant
• agreeing basic terms, such as rent level, rent free period, service and dilapidation obligations
• ensuring adequate protection against a bad landlord.
Property Leases: understanding the basics Edward Bannister, Partner, Field Fisher Waterhouse LLP
Edward Bannister is a highly experienced lawyer specialising in property matters. In this interview, Edward discusses the basic due diligence you should do before committing to a new property.
Edward talks about:
• assessing whether the property is fit for the use proposed
• understanding the full cost of the property
• checking on whether the Landlord has a decent relationship with other tenants
• planning to avoid onerous terms and conditions associated with the proper...
Acquiring a new property: Basic Due Diligence Edward Bannister, Partner, Field Fisher Waterhouse LLP
Robert Hardie, Knowledge Centre Director at Knowledge Peers Plc, gives advice on acquiring a new or replacement property.
Robert explains:
• specifying the brief
• locating the right premises
• negotiating the deal
• finalising the Lease/Contract.
Introductory Notes on acquiring a new/replacement propertyContent contributed by Robert Hardie, Property Knowledge Centre Director
Nigel Lindley, Director of Profile Consultancy and expert in the Laws of Dilapidations, advises on what tenants should be aware in relation to dilapidations when signing a new lease.
In this interview Nigel covers:
• different forms of dilapidations and the differences between repair, decorate, reinstate and statutory compliance
• what to watch out for when agreeing the contract
• examples of cost implications for tenants.
Dilapidations: when agreeing a new lease Nigel Lindley, Director, Profile Consultancy
Nigel Lindley, Director of Profile Consultancy and expert in the Laws of Dilapidations, advises what you should watch out for regarding dilapidations during the life of your lease.
In this interview Nigel talks about:
• the aspects of dilapidations that can become a problem at any time during the life of the lease and the circumstances that can lead to conflict with landlords
• what you should consider if conflict with your landlord does arise during the life of the lease.
Dilapidations: during the life of the lease Nigel Lindley, Director, Profile Consultancy
Nigel Lindley, Director of Profile Consultancy and expert in the Laws of Dilapidations, advises tenants regarding dilapidations when their lease is coming to an end.
In this interview Nigel talks about:
• the important considerations when your lease is coming to an end and what to expect
• examples of what landlords can ask you to reinstate
• steps that you can take to minimise the landlord’s claim.
Dilapidations: at the end of the lease Nigel Lindley, Director, Profile Consultancy
Audio Podcasts
In this audio podcast Peter Gillman is the Managing Director of Price Bailey, a £15m fee chartered accountancy practice that has already moved to Limited Liability Partnership structure. Here he looks at arrange of pros and cons, including unexpected ramifications.
PODCAST: Moving from Partnership to LLP Peter Gillman, Partner, Price Bailey LLP
In this audio podcast Ben Favaloro, Business Development manager with Smith & Williamson’s corporate tax unit, explains how the business the business development role works in an accountancy firm and what are the key activities that he undertakes.
PODCAST: Business development in professional services firms
Ben Favaloro, Business Development, Smith & Williamson
In this audio podcast Richard Turner, Chief Executive of Clear Swift, recently changed his audit firm from one of the Big 4 to Grant Thornton. He explains why and how he went about selecting his new auditors.
PODCAST: Choosing a new auditor Richard Turner, Chief Executive, Clearswift
Marketing and Strategy
Geert van der Elst is a director of Gelst and specialises in helping professional services firms increase their revenues. In this interview Geert explains the importance of win/loss reviews for professional services firms and advises on how to go about doing such reviews.
Win/loss reviews Geert van der Elst
, Director, Gelst
Geert van der Elst is a director of Gelst and specialises in helping professional services firms increase their revenues. In this interview Geert advises partners who may be uncomfortable in a sales situation on how to conduct a sales meeting.
Sales tips for partners Geert van der Elst, Director, Gelst
Peter Gamson, partner responsible for professional practices at Grant Thornton, talks about his approach to finding new clients. He also shares his observations about the successful business development activities adopted by his clients (all of whom are professional services firms).
Finding new clients: professional services firms Peter Gamson Head of Professional Services Practices Group, Grant Thornton
Geert van der Elst is a director of Gelst and specialises in helping professional services firms increase their revenues. In this interview Geert highlights the relevance of the marketing function to business development in a professional services firm and advises on how you can integrate and align your sales and marketing activities.
Integrating your marketing into your business development process Geert van der Elst, Director, Gelst
Geert van der Elst is a director of Gelst and specialises in helping professional services firms increase their revenues. In this interview Geert advises on how firms should go about generating new leads.
Finding new clients: lead generation Geert van der Elst , Director, Gelst
Matthew Honey, who regularly engages corporate advisors, discusses how he goes about finding a new advisor. A professional image and good communication from the outset is key in terms of selection.
Choosing the right advisor Matthew Honey, Director, KineticHelm Ltd
Margaret Mannell, Director of Administration at Morrison & Foerster’s London office, talks about “BD Twitter”, an innovative and practical approach adopted by her firm for sharing of knowledge and intelligence between partners prior to meeting potential clients.
BD Twitter: a practical approach to sharing of client information Margaret Mannell, Director of Administration, Morrison & Foerster LLP, London
Charlie Lawson, National Director for BNI, a business referral organisation, explains why networking is an important aspect of marketing for professional services firms.
"you go to networking events to meet people and make new contacts, not to do business."
Attending networking events: is it a good use of time? Charlie Lawson, National Director of UK & Ireland, BNI
Charlie Lawson, National Director for BNI, a business referral organisation, talks about the importance of ‘word of mouth marketing’ and explains how professionals can make use of this type of marketing.
"....... unless they know, trust and like you, they are not going to refer you to others."
Referral marketing for professional services firms Charlie Lawson, National Director of UK & Ireland, BNI
Charlie Lawson, National Director for BNI, a business referral organisation, offers useful tips for successful networking.
"get them to talk about themselves and their business."
How to network successfully Charlie Lawson, National Director of UK & Ireland, BNI
Mark Perl is the director The Guru Garage, a company dedicated to training professionals how to network in a confident and effective manner and how to follow up potential opportunities with a professional and positive approach.
• What makes a good networker
• The common problems that hinder networking effectively
• How to overcome those problems
• Getting the most out of networking
How to Network Successfully Mark Perl, Director, The Guru Garage
Mahendra Shah is principal accountant at Sherwoods Accountants, a chartered certified accountant providing auditing, accounting and tax services, as well as offering advice on how to improve and develop businesses.
In this interview Mahendra discusses how Sherwoods is responding to the economic downturn by focusing on good customer service.
View from the Bunker Mahendra Shah, Principal Accountant, Sherwoods Accountants
Mark Perl is the director The Guru Garage, a company dedicated to training professionals in how to network in a confident and effective manner and how to follow up potential opportunities with a professional and positive approach.
In this interview Mark discusses:
• How to make conferences work
• How to go about finding leads
• How to be confident when networking at conferences
Making the Most Out of Attending Conferences Mark Perl, Director, The Guru Garage
Mark Perl is the director The Guru Garage, a company dedicated to training professionals hot to network in a confident and effective manner and how to follow up potential opportunities with a professional and positive approach.
In this interview Mark talks about The Guru Garage.
Introduction to Guru Garage Mark Perl, Director, The Guru Garage
Robert Hall, Managing Director of Sunrise Consulting, talks about the issues surrounding marketing for a small consultancy.
In this interview Robert explains:
● how a small consultancy can market its services
● how to look for and identify new clients.
Marketing of services for a small consultancy
Robert Hall, Managing Director, Sunrise Consulting
Alysoun Stewart, Partner of Grant Thornton LLP, talks about the marketing and strategic challenges facing professional service firms.
In this interview Alysoun talks about addressing strategy and marketing challenges arising from the consolidating market for professional services firms:
● the key challenges facing professional practices
● how to respond to the consolidation of the marketplace
● how to develop a more commercial, market-facing approach.
Becoming more commercial: addressing the challenges of a consolidating market Alysoun Stewart, Partner, Grant Thornton LLP
Partnership Structures and Governance
Peter Gillman is the Managing Director of Price Bailey, a £15m fee chartered accountancy practice that has already moved to Limited Liability Partnership structure. Here he looks at a range of pros and cons, including unexpected (but positive!) ramifications.Peter highlights the need to involve your bankers from an early stage.
Moving from Partnership to LLP Peter Gillman, Partner, Price Bailey LLP
Practice Profitability
Frank Jones, Chairman of ASAP UK Ltd, talks about how to use and manage the mix of staff to improve business effectiveness, flexibility and profitability.
In this interview Frank explains:
● the factors which drive the appropriate mix of staff – permanent and contract
● how it can be used
● special considerations at the international level in different parts of Europe.
Utilising the permanent vs. contract staff mix to manage business profitability Frank Jones, Chairman, ASAP UK Ltd
Frank Jones, Chairman of ASAP UK Ltd, talks about how a firm can prepare for a downturn and how it can affect the mix of staff.
In this interview Frank explains:
● the indications of when revenues are at risk
● how a firm can manage its profitability during a downturn
● the implications of the mix of staff – permanent and contract.
Detecting and preparing for a business downturn Frank Jones, Chairman, ASAP UK Ltd
Robert Mowbray, a Partner with Taylor Mowbray LLP, looks at the issue of profit share arrangements, focusing on:
• How to make changes to existing schemes
• How to phase changes
• What performance measurements should be used to drive profit share arrangements
Managing partner reward schemes Robert Mowbray, Partner, Taylor Mowbray LLP
Robert Mowbray, a Partner with Taylor Mowbray LLP, explains how fee income and practice profitability can be maintained during a downturn.
In this interview Robert discusses:
• whether it is inevitable that the total fee income will decline during a downturn
• how to treat partners and fee earners who are not busy
• how to resist price erosion
• what firms can do to maintain their overall income
• the potential for reducing other costs.
Maintaining fee income during a downturn Robert Mowbray, Partner, Taylor Mowbray LLP
Robert Mowbray, Principal of MacIntyre, talks about how to improve efficiency and profitability in legal practices.
In this interview Robert explains:
● the ways to measure comparative efficiency
● how to maximise efficiency when undertaking a client assignment
● how structure can affect profitability.
Optimising legal practice efficiency and profitabilityRobert Mowbray, Principal, MacIntyre Hudson
Risk and Compliance
Peter Gamson, Audit Partner and Head of National Professional Practices Group, Grant Thornton, talks about risk management when taking on new clients.
In this interview Peter explains:
● the relevant aspects of risk management when taking on a client
● the significance of Terms and Conditions
● the advantages of having a review committee.
Risk management when taking on new clients
Peter Gamson, Audit Partner and Head of National Professional Practices Group, Grant Thornton
Peter Gamson, Audit Partner and Head of National Professional Practices Group, Grant Thornton, talks about risk management concerning claims.
In this interview Peter explains:
● how firms can make sure that they are dealing with claims properly
● how firms can ensure all claims have been handled.
Risk management: Dealing with claims against the firm
Peter Gamson, Audit Partner and Head of National Professional Practices Group, Grant Thornton
Janet Taylor, Training Manager of MacIntyre Hudson, talks about the issues relating to Solicitors Accounts Rules.
Janet explains:
● the main challenges caused by Solicitors Account Rules
● the most common breaches of the Rules
● tips for ensuring the rules are followed.
Compliance with Solicitors Accounts RulesJanet Taylor, Training Manager, MacIntyre Hudson
Service Charges
Robert Hardie, Knowledge Centre Director at Knowledge Peers Plc, gives advice regarding Services Charges.
Robert explains:
• how the service charge works
• what to do if you suspect it is wrong
• advice on retaining consultants.
Introductory Notes on Property Service ChargesContent contributed by Robert Hardie, Property Knowledge Centre Director
David Howell, Managing Director of Profile Consultancy and a leading expert in the field of service charge management, provides an overview of service charges.
In this interview David covers:
• what service charges cover
• whether tenants can influence what is included and how it is spent
• what tenants can do in case of excessive/unnecessary spend by the landlord.
Understanding service charges David Howell, Managing Director, Profile Consultancy
David Howell, Managing Director of Profile Consultancy and a leading expert in the field of service charge management, advises tenants on how to keep on top of the various management charges in multi-let commercial properties.
In this interview David covers:
• the various management costs for multi-let properties
• how tenants can seek to reduce these costs
• an example of how management costs can be quantified in order to challenge the landlord.
The total cost of management in multi-let commercial properties David Howell, Managing Director, Profile Consultancy
David Howell, Managing Director of Profile Consultancy and a leading expert in the field of service charge management, talks about potential exploitation of repairing obligations by landlords and how tenants can safeguard against them.
In this interview David covers:
• the circumstances under which a landlord might exploit repairing obligations
• what should tenants do if they suspect exploitation by their landlord
• an example of a case that he recently dealt with.
Exploitation of repairing obligations by landlords David Howell, Managing Director, Profile Consultancy
Talking Guides
Coming soon. Most organisations will experience a property move at some stage of their existence, whether it’s the result of an office relocation or expansion into new facilities. But even the best-planned property moves are time-consuming, and some can create significant cost and disruption to a business. This Guide draws on the real-life experiences of dozens of organisations, bringing you practical advice on the ten big issues that senior executives really need to worry about when plan...
The Talking Guide to ... moving property without tears
Talking Guides
Tax Issues
Mark Buffery, Chartered Accountant and VAT Practitioner, talks about VAT issues when raising funds.
In this interview Mark explains:
● the key ways to recover VAT when raising funds
● how different types of finance can affect VAT.
VAT: Costs of fundraisingMark Buffery, Chartered Accountant and VAT Practitioner
Mark Buffery, Chartered Accountant and VAT Practitioner, talks about reclaiming VAT on disbursements.
Mark highlights some of the issues concerning:
● the reclamation of VAT on disbursements
● risks businesses run by failing to understand the VAT process.
VAT: Reclaims on disbursementsMark Buffery, Chartered Accountant and VAT Practitioner
Mark Buffery, Chartered Accountant and VAT Practitioner, talks about the VAT issues concerning company acquisitions.
In this interview Mark explains:
● the VAT implications of buying assets
● the VAT implications of buying a company
● the VAT implications of buying a going concern.
VAT: Company acquisitionsMark Buffery, Chartered Accountant and VAT Practitioner
Mark Buffery, Chartered Accountant and VAT Practitioner, talks about VAT issues related to international services.
Mark provides insight into:
● the principles of VAT from overseas clients
● the geographical issues relating to invoices
● future changes in legislation.
VAT: International servicesMark Buffery, Chartered Accountant and VAT Practitioner
Mark Buffery, Chartered Accountant and VAT Practitioner, talks about VAT issues concerning property transactions.
In this interview Mark covers:
● the most common VAT pitfalls when dealing with property transactions.
VAT: Property transactionsMark Buffery, Chartered Accountant and VAT Practitioner
Working Capital Management
Victoria Leigh is a lawyer who specialises in commercial matters and dispute resolution. Here Victoria looks at how to deal with customers who won’t pay your bills, covering:
• The general steps you should take to manage the debt position of your business
• How to maximise your negotiating position with a non payer
• The options if you have to “go legal”, and associated costs
• Other aspects you should consider before taking action
Dealing with customers who won’t pay their bills Victoria Leigh, Partner, Hammonds
Gary Jesson, MD of E-Financial Management, a finance process outsourcing company, talks about the importance of Working Capital Management for professional services companies such as law firms.
In this interview Gary explains:
● the importance of Working Capital Management to a legal practice
● the ways of measuring WCM performance
● the signs which indicate WCM issues
● how to improve WCM capabilities as a legal practice
● who should be responsible for cash collection.
Working capital management: Legal firmsGary Jesson, MD, E-Financial Management
Jennifer Oldfield, MD of The Quartz Partnership (Bradbury Financial), talks about Working Capital Management in a legal practice.
In this interview Jennifer explains:
● why legal firms should worry about the extent of their working capital
● how a firm can measure the efficiency of its working capital
● how a firm can optimise the accuracy and efficiency of its billing
● the measures a firm can take to speed up cash collection.
Working capital management: Legal firmsJennifer Oldfield MD, The Quartz Partnership
Piyali Williams, Head of Professional Propositions at HSBC Business Banking, talks about Working Capital Management from the bank's point of view.
Piyali provides insight into:
● which clients HSBC are concerned about during this credit crisis
● the sort of behaviour that makes a bank nervous, and what makes them confident
● the covenants the bank focuses on.
Working capital management: The bank's view - HSBC
Piyali Williams, Head of Professional Propositions, HSBC Business Banking
Lindsey Rix, Industry Commercial Director of Barclays Commercial Bank, explains the bank’s view of Working Capital Management in Professional services.
Lindsey explains:
• what makes a bank nervous and what gives it confidence
• the most important covenants
• the bank’s advice for deteriorating companies and the controls it puts in place for them.
Working capital management: The bank's view - Barclays Commercial Bank
Lindsey Rix, Industry Commercial Director
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KC Director
Robert Hardie:
Commercial property specialist.
Panel of Experts 
David Breger is a board partner with a broad portfolio of commercial and not for profit clients. He acts for many property businesses and property investors.
John Strachan:
Head of Retail Services at Cushman & Wakefield. He has specialised in the retail sector for the last 35 years, and is responsible for leasing, sale and acquisition, valuation, rent review and other professional work.
David Howell MCIArb:
Founder of consultancy providing commercial service charge management and consultancy services.
Edward Bannister:
Property lawyer specialising in development, investment and corporate occupier work.
Nigel Lindley FRICS FBEng:
Building surveyor and expert on dispute resolution, defects and dilapidations.
Supported by:
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