The Business Bulletin

Published by First Edition Publications
The Business Bulletin
Issue 189 - 25th Feb 2013

On why good organisations fail

This morning we took the mountain road from Goris to Kapan the regional capital, further south towards Iran.  We had over-nighted at a nice B&B, really a great example of what can be done. Clear rooms, welcoming host, free tea, coffee and biscuits on tap and a great breakfast and all for €24!

The drive over the mountains was again spectacular as we passed yet more trucks trudging to and from Iran. It must be a miserable journey for the drivers as the roads are so mountainous. 

We arrived at Kapan once again following the President’s election tour.

We started off meeting the regional administration where we had useful meetings and found commitment to de-institutionalisation and ended the morning with a visit to a Children’s Centre. This was a most impressive outfit where we learned about the work they do with families and troubled children, even with young offenders where they practice restorative justice Armenian style where service has to be given to the injured party.

We learned about how they cooperate with schools and provide an after school club that has lots of interesting and challenging activities and also enables working parents to get some support.

Then the disappointment. Apparently another 4 were set up at the same time, 3 have failed and one is almost finished. This led to one of the many arguments I have with my partner who has the view that any structure set up must be strong enough not to be affected by the weaknesses of individuals. My view is a bit different, so much depends on leadership and if leadership is poor, the organisation will become weak and if it relies on external funding may fail. I don’t think its possible to build organisations that are totally fail safe, but by getting the right leadership and systems and procedures there is a reasonable chance of success.

In the Kapan case the leader is well networked with Government, Mayor, Schools and the NGOs working in the region. I think its very important that we can have these frank disagreements so we can really debate things to find solutions that will work here. We did agree that the reason for failure in many cases is a lack of leadership but also a lack of political support. This last point is important as political support can come in and out like the tide. So I agree with Kristine that we need to propose changes that as far as possible are insulated from such political changes and also that we should not propose new organisations that do not have sustainability built in from the start. Neither should we propose organisations that duplicate what is already exiting.

I greatly respect Kristine because she has such in depth knowledge of the country and has seen so many good things started and then allowed to fail. Its hard to keep positive in the face of such bad experiences; yet we must.

We visited the World Vision charity; some of my readers may be supporters. I can tell you that there is a great guy called Sergei running World Vision in Kapan who is doing great work with problem families. They train social workers and then they work with the families. Often they find the main reason the child has problems is because of desperate poverty. In such cases they discuss with the family what would make the difference. They have given families tools, seeds, sewing machines and other equipment that will either help them earn money or save spending it.

This system of giving a person the means to catch a fish rather than just giving a fish works and World Vision can show positive results. I have seen similar programmes in South Africa and they always seem to work. It makes me wonder if we could learn something from this.

Finally a visit to an Armenian Church. They are similar in design to orthodox churches but not so ornate. The walls are stone and the windows are clear. There is no gold or silver, just a few icon type paintings. There was a great sense of peace in the church even though it is only a few years old.

You can send your comments to Peter here - Peter Gay, Yerevan, February 2013

WorldHost Customer Service Training helps businesses gain a competitive advantage

With Northern Ireland currently hosting an impressive series of events, celebrations and new visitor attraction launches, we need to provide worldclass customer service to our visitors. For just £20 per participant, this practical, activity-based, 2-day customer training course will help businesses gain a competitive edge and build repeat business through customer service excellence and providing a world class welcome to all visitors. It also includes a half-day trip to local tourist attractions.

Who is WorldHost Training for?
Private businesses in the retail, tourism, hospitality, leisure and passenger sectors with under 250 employees

How much does the course cost?
Only £20 per person - discounted from the full £190 cost as the Department of Employment and Learning (DEL) are paying 90% of the course cost (£170). The Northern Ireland Tourist Board, the sector skills council People 1st and the Department of Employment and Learning are working in partnership to provide this WorldHost customer service training.

Course Dates and Venues
Banbridge and Cookstown - 4 March

To find out more, please call Lynda Willis on 07773 423675 or email

Think Smart for Peak Performance - A Master-class with Valerie Pierce

Wednesday 13th March, 2013

Time - 08:30 - 09.00 - Registration;
09:00 - 11:00 Workshop & Networking

The masterclass is kindly sponsored by Invest NI

Venue - Invest Northern Ireland, Bedford Square, Bedford Street. BT2 7ES.

Price - £20.00 Members, £40.00 Non-Members

Places are limited, so please book early to avoid disappointment. Bookings will close on Friday 8th March 2013.

To ensure smooth registration on the evening we would very much appreciate if you did not turn up ‘on spec’ as we may not be able to accommodate you.

To book, visit the ‘events’ section in our website, or through

For additional workshop queries, email or 00353 87 6452860

This workshop is eligible for CPD and a Certificate will be given at the event for those registered to attend. We look forward to seeing you there!


"Knowing how to think properly is an obvious and essential skill if you want to stay one step ahead of the pack. The mystery is that so few people invest in their thinking skills. Most of us assume that we do - until, that is, we meet someone like Valerie Pierce, creator of the Clear & Critical Thinking Programme. An afternoon with Pierce will leave you feeling that you have woken out of a coma "

Tina-Marie O'Neill, Journalist, Sunday Business Post

Social Media Risk Management Workshop

with Bill McCartney Net4WiseOwls

Full information and registration here
How to Get to Yes
A series of three outstanding Sales Workshops with Colly Graham, salesxcellence
How To Get In Front Of The Decision Maker. February 28
·         Who are your customers – who has the problems your offering can solve?
·         Mastering The Art Of Effective Cold Calling & Appointment Making
·         Effective Appointment Making
How to Win Sales. March 28
·         Understanding Solution Based Selling
·         Why people really buy
·         Find and identify potential clients
·         The Questioning Process
·         Value Added Consultative Selling
How to Write Winning Sales Proposals. May 2
·         Strategy Before the Proposal
·         Responding to Proposals
·         Develop a Winning Strategy
·         Style and Content
·         Preparing Fully for the Presentation
·         Closing the Deal
Full information and registration here


What the programme offers

Recognised Level 5 qualification in Leadership & Management from Chartered Management Institute (CMI)

Student membership of the Chartered Management Institute

Full learning support and all course materials

A blended learning experience allowing participants to continue to develop their skills in the workplace

Practical improvement projects designed to deliver “bottom line results” for participants’ organisations


 One to Three days workshops with 15 to 150 hours guided learning & individual follow – up coaching. 

Target Group

Middle Managers, potential middle managers and senior managers/business owners who want to consolidate their understanding of leadership and management good practice and gain formal recognition of their leadership and management abilities from the Chartered Management Institute – the only world-wide Chartered leadership and management professional body.


Level 5 Award, Certificate or Diploma in Leadership & Management through the Chartered Management Institute (CMI), depending on level of completion.


First Edition Publications specialises in the management, publication and production of books, booklets, company reports, calendars, feasibility studies, manuals and specialist handbooks.

The company has particular expertise in the area of short runs of publications – this can range from as few as twenty to a few thousand. This means that, as far as authors are concerned, the financial risk can largely be taken out of publishing, especially for those authors active in areas of specialist interest.

If you are a professional speaker with an archive of resource material, then First Edition Publications can help you maximise your earning potential. By simply converting these resources into a published work, your audience will have access to a permanent record of your session and what’s more, you will be in a position to command a higher fee by virtue of the fact that you are a published author.

Published speakers, with a published track record, command a premium fee. In many cases, speakers can also offer a copy of the published work at a preferential rate for each participant in the session thereby increasing their yield from a speaking engagement.  Published speakers also generate most of their business from referrals which means that their level of repeat business is also significantly higher than the nor.

In this way, the speaker gains in two ways – the first is a premium rate as a published speaker and the second is an additional margin on the publications supplied as a support resource to the session concerned.

And this is where First Edition Publications can help the professional speaker, business trainer and business coach maximise each speaking and training opportunity.

After all, isn’t your published work the ultimate calling card

Contact Joe at - 0044 7970 430 155


For Northern Ireland specific contracts, there are a number of sources of information specifically for contracts within Northern Ireland. The Central Procurement Directorate (CPD) handles contracts for a number of government departments. You can find a list of current tender opportunities on the CPD website. Again, there is no email alert facility that we can find which makes the content difficult to adapt to the Bulletin format.

Please see for the current list of Northern Ireland opportunities.

72566 - Mentoring Panel for CCDP Clients - Carlow County Development Partnership Ltd. invite tenders from suitably qualified consultants/mentors to provide mentoring to its client base
Publication date: 20-02-2013
Response deadline: 11-03-2013 17:00 GMT
Procedure: Open Procedure (NON OJEU)Description: Carlow County Development Partnership Ltd ( CCDP Ltd.) invite tenders from suitably qualified mentors/consultants/individuals to form part of their mentoring panel under the NRDP Programme. A panel of mentors will be formed based on responses to tender for each topic outlined on the ' schedule of topics' appended to the Tender Document. Interested parties may tender to provide mentoring in one or more topic listed in accordance with the Tender Document. It is envisaged that the mentoring will involve three hour face to face mentoring session and will result in the production of a mentoring report. the deadline for receipt of tender responses is 5pm 11th of March 2013.
Buyer: Carlow County Development Partnership Ltd
Supply and Install Kitchen at the Medical Research Council, Cambridge)
Trauma Trolleys
Title of Contract: Updating and revision of the Strategic Environmental Assessment (SEA) of the hydrocarbon prospective onshore regions of the United Kingdom
New Telephone System, Canada House
Differential Scanning Calorimeter
EBME Services
Frome Community College, Somerset, BA11 2HQ, demolition of three no. temporary buildings
GB-Bath: Human Motion Analysis System
Condoms - National Chlamydia Screening Programme
Invitation to Offer for evidence reviews to support the update of NICE guidance on Tuberculosis: clinical diagnosis and management of tuberculosis and measures for its prevention and control
321 - DCMS - UK City of Culture 2017
Remedial Repairs to Hunstanton Promenade and Seawall
GB-Portsmouth: RMBS BMus(Hons) Degree Program
Evaluation of the Centre for Business Relationships, Accountability, Sustainability and Society (BRASS)
GP Medical Cover - Community Stroke Rehabilitation Units (Hull)
Pumphouse Modifications - Italian Gardens, Hyde Park
Microplate reader - Multimode
Supply of Hoists
UK-Truro: Industrial robots
UK-Stafford: Internal audit services
321 - DCMS - UK City of Culture 2017
UK-Southampton: IT services: consulting, software development, Internet and support
UK-Sheffield: Procurement software package
IT Security Services
UK-Newcastle-under-Lyme: Accounting, auditing and fiscal services
UK-Newcastle upon Tyne: Data-processing services
UK-Bury St Edmunds: Contact management software package
UK-London: IT services: consulting, software development, Internet and support
UK-Edinburgh: Project management consultancy services
UK-West Lothian: IT services: consulting, software development, Internet and support
UK-London: Data security software package
UK-Nottingham: Building and facilities management services
UK-Salford: Software package and information systems
UK-Hull: Internet services
UK-Didcot: Financial analysis and accounting software package
UK-Kenilworth: IT services: consulting, software development, Internet and support
GB-Manchester: EHRC 125/2013 - Disaster Recovery Facilities
UK-Manchester: Hardware installation services
Supply and Install Kitchen at the Medical Research Council, Cambridge)
NO-Trondheim: Nursing home construction work
NO-Lillehammer: Carriageway resurfacing works
NO-Bodø: Carriageway resurfacing works
NO-Heggenes: Construction work
NO-Bergen: Plumbing materials
UK-London: Construction work for college buildings
Demolition of Former Sheltered Housing Unit
Frome Community College, Somerset, BA11 2HQ, demolition of three no. temporary buildings
NO-Hamar: Seats, chairs and related products, and associated parts
UK-Kingston: Construction work
IRL-Dublin: Construction work
UK-Redcar: Refuse and waste related services
UK-London: Art gallery construction work
NO-Fredrikstad: Nursing home construction work
IRL-Tullamore: Construction work
UK-Blackpool: Construction work for buildings of further education
NO-Molde: Carriageway resurfacing works
CH-Lucerne: Hydro-electric plant construction work
Remedial Repairs to Hunstanton Promenade and Seawall

Belfast City Council Tenders are available at

First Edition Publications


First Edition Publications, The Technology Centre, Townsend Enterprise Park, Townsend St., BELFAST BT13 2ES 

T 028 90435778 | M 07970430155 | | | SKYPE id: gi4cso

The contents of this email and any attachments are the property of the organisation named above and are intended for the confidential use of the named recipients only. If you are not the intended recipient please notify us immediately. Any disclosure, copying or distribution is prohibited. We accept no responsibility or liability in respect of the email other than to the addressee. Any files attached to this email will have been checked with virus detection software before transmission. However, you should carry out your own virus check before opening any attachment. We accept no liability for any loss or damage, which may be caused by software viruses.


O’Kane Resourcing can now offer an extended range of services including the following:

Executive search & selection (includes technical positions)

Organisational executive outplacement and career support for individuals

Interim management solutions

Production Manager – Food Sector Co. Armagh
Company Accountant – Belfast
Export Sales Manager – Europe & Middle East sales
Senior Mechanical Design Engineer (Team Lead) – Tyrone
Product Support Engineer – Electronics / Semi-Conductors
Sales Executive – Life Sciences Graduate
Senior SW Engineer – Belfast
Warehouse Supervisor – Newry
Logistics Manager with HMRC Import / Export experience – Newry
Travel Co-Ordinator – Handle all in-house travel and related logistical requirements
Sales Executive Food – NI Based
Maintenance Supervisor - Armagh
Senior Product NPD Technologist – based in GB
Senior Product NPD Technologist – based in NI
Category Technical Manager (Food) – Based NI up to £70k pus car and benefits
Mechanical Design Engineer – Antrim
Human Resources Manager – GB manufacturing plant with circa 2000 employees
Senior Supply Chain Manager Food Sector – Monaghan
Transport Manager – FMCG Ulster
Technical Customer Account Manager - Monaghan

Contact: Conor MacNamara

O’Kane Resourcing
M: 079 681 60122
T: 028 308 29707

The Marketers’ Forum are having an Open Evening on Thursday 28th February at 6pm at the Ramada Hotel , Shaw’s Bridge, Belfast to provide information about the Chartered Institute of Marketing classes which are starting on 13th March.

Quentin Crowe, Managing Director of the Marketers’ Forum will deliver a 45-minute ‘Taster Session’. The session is designed to be fun, interactive and thought provoking. Quentin will also summarise the key findings from an extensive research programme conducted by TMF on ‘employability’. He will outline the key marketing skills, attitudes and behaviours employers are currently seeking.

If you are interested in the Diploma in Digital Marketing, the Professional Diploma in Marketing, the Professional Certificate in Marketing or the Postgraduate Diploma in Marketing, it would be great to see you next Thursday evening. To book your place or to find out more, simply call 0844 272 5837 or email

Phone Companies Generate New Business

While mobile phone customers in the West often hang up to stop their bills from spiralling out of control, users in sub-Saharan Africa are unable to make calls for an altogether different reason.
Tens of millions of people in rural areas have mobile phone handsets, but are effectively barred from using them because they have nowhere handy to charge them.

Around 600m mobile phone users living “off-grid” spend $10bn (£6.45bn) a year travelling to somewhere so they can charge them, or powering their handsets with car batteries.

But now Vodafone, the mobile phone giant, has a simpler plan to tackle the issue. The company is launching portable chargers across Tanzania, which can be powered by a bicycle dynamo or a solar panel.

The Ready Set chargers are to be made available this month, in a move aimed at boosting Vodafone’s profits in the rapidly growing market.

In a pilot scheme last year, customers with access to a ReadySet charger spent an average of 14pc more on their mobile phones than previously.

The portable chargers will be sold, for example through the shops and sales people who already sell mobile phone credit and sim cards. The ReadySet chargers used in the pilot scheme had a handle which vendors could use to carry the devices. However, so many sales people transported the portable chargers on their heads that Vodafone has now redesigned them with a comfortable curved base instead.

Tanzania is already one of Vodafone’s fastest-growing markets, as millions of people who have never had a landline telephone opt straight for mobiles instead – effectively “skipping” a stage of development.

It is also one of the most advanced markets for mobile phone payments, as millions of people who have never had a bank account use their mobiles to save money or send secure payments.

Around a quarter of Tanzania’s GDP now goes through the mobile payments scheme, operated by Vodafone.

Excuse me Sir, Is this your wallet?

A judge who dropped his wallet on his way into Sligo courthouse had it returned by a man who later appeared before him.

When Judge Tony Hunt appeared on the bench last Thursday, he said he had heard "a personal item" had been handed in by a man named Ward and wondered if it was Martin Ward, 20, due to appear before him.

Told it was, Hunt asked if the defence or prosecution had any objection to his hearing the case and was informed they didn't.

When Ward's case was reached, Judge Hunt said the good deed wouldn't have a bearing on the outcome.

Ward pleaded guilty to production of a slash hook capable of inflicting injury, and sentencing was adjourned to May.

— Sligo Champion

Have you frustrations with sales?

You know you have a service or product that would be of real benefit to a client - but you just can’t get to the decision-maker.
The door’s closed before you or your sales team have had the opportunity to explain what’s on offer and it’s difficult to get past the gate-keepers.
But there are techniques that work. Small changes to our approach that make the difference. Some of the world’s best sales people know the secrets - and I’ve asked one of them to share them with you.
Colly Graham has literally travelled the world teaching sales techniques from California to Asia and sales teams from HSBC to Toyota.
• Thursday 28 February
• 9.00am Registration & Coffee
• 9.30am – 1:00pm Workshop with Colly Graham, salesxcellence
• Corr’s Corner Hotel, 315 Ballyclare Road Newtownabbey, Antrim BT36 4TQ
• Strictly limited to 15 participants
Sales Training

The process for converting suspects into prospects, prospects into leads, leads into customers is a process.

Can you perfect it?

See the video here

Are you.....

A Graduate entering the career/job market?
A School leaver entering the career/job market?
Are you a Job Changer?
Are you planning a Career change?
Are you aJob returner?
Are you affected by redundancy?
For us all, seeking employment and the opportunity to put newly, hard won qualifications in practice, is a serious business in a very competitive environment and while academic or vocational achievement is much sought after by employers, this is far from the whole story.

Increasingly, employers find it difficult to differentiate candidates on the grounds solely of academic achievement and this means that a well structured and appropriate CV is a must to get yourself into the frame and on the road to a career.Thereafter, performance at interview becomes the game changer.

And unfortunately, that’s where many excellent job applicants have difficulties – Our colleges and Universities excel at the academic side and while they do their best to embed the importance of a strong CV and an understanding of the interview process on their students, the effort fails in the face of more pressing priorities.

If you need help in this area, then contact Bernadette Hendron right away - she can help with personal coaching on how to present your CV and improve your interview skills. 
She can provide coaching on a one to one basis either office based or on-line via SKYPE.

Bernadette Hendron - Managing Director
Breakthrough Recruitment Ltd
02838 396 544
07970 875 039

Read the current

You can contact
First Edition Publications
in a number of ways
by phone: +44 (0) 2890 435778,
+44 (0) 7970 430 155,
+353 (0) 862 530 480,
+353 (0) 877 826659

We are located at the Technology Centre,
Townsend Enterprise Park
Townsend Street,


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