Wednesday, 23rd May 4th Edition

In This Issue

Cressida's Corner

Welcome to the final edition of the Sinclair Journal for 2011. My aim for this newsletter is to present current and informed updates, not only for those working directly in the banking and finance industry, but also for those who then need to inform their clients. As a result, I have developed my newsletter around targeting information on select and topical issues relating to the corporate world affecting the banking and finance industries.

As this is my last newsletter for the year, I welcome any feedback and suggestions on the type of information and topics I have presented, and what you would like to see covered in future editions, so that I can endeavour to ensure they are responsive to your needs. This month I have an update on Million Metres for MND, which I was part of a great team which swam to raise money for Scott Sullivan’s MNDandME foundation. This was a smashing success, with the charity raising over $165,000 - such an amazing effort and achievement. I have set myself a personal challenge: for every job role I registered and place in October and November, the recruiting company will receive a 10% discount on the total fee and I will personally donate $200 for each placement I make during October to Scott and Sarah Sullivan to support their struggle with MND. Please don’t hesitate to call me to discuss.

The 2011 Rugby World Cup in New Zealand has just come to a close. New Zealand's passion for the game helped ensure the 2011 Rugby World Cup was a memorable success. In the end, it was all decided by one point against the French. It has been 24 years since a New Zealander had taken hold of the Webb Ellis Cup and five failed campaigns during this time made last Sunday's one-point victory against France in the final all the much sweeter for them. Of course what helped the Kiwi’s was the success of their female counterparts winning the 2010 Women’s Rugby World Cup when NZ (Black Ferns) beat England giving them a fourth successive title.

This month I was lucky enough to spend some time with Tom Lawton, former-Wallaby player who is now Head of Client Coverage at Macquarie Private Wealth. Also Travis Auld, CEO, The Gold Coast Suns spoke with my colleague and I spoke to two small businesses on what the secret of their successes are. I’d like to wish everyone a safe and prosperous Christmas and New Year. See you in the New Year :)

Cressida Ward - Senior Banking and Finance Specialist
Sinclair Consulting
cressidaw@sinclairconsulting.com.au

Sporting Snippets

Tom Lawton, Head of Client Coverage, Macquarie Private Wealth

Tom Lawton was a key member of the Australian Rugby Union team during the 1980’s. At 20 years of age, Tom was the youngest Wallaby hooker to play at the time, and the biggest at 185cm and 117 kg. He played in all four winning Tests against the Home Unions in the 1984 Grand Slam, which saw the team win the Wallaby tour of Britain and Ireland, as well as the three Tests series in New Zealand when the 1986 Wallabies took home the Bledisloe Cup. After finishing his Test career, Lawton had two seasons in Durban, South Africa.

Years after hanging up the boots, Tom succeeded in another career and is now Head of Client Coverage – Banking and Financial Services, Macquarie Bank. Managing strategic national and international external relationships across the division, Lawton’s goal is to coordinate, on behalf of all stakeholders, innovative, trusted and bespoke investment strategies for high quality clients, their businesses and their families. Tom also speaks to groups, with many enjoying his presentations filled with entertaining recollections and observations about life, the sport he is passionate about, and his business experiences.

Thank you Tom for spending some time chatting with me. Firstly I have to ask, did you score the try against the Welsh during the 84 Grand Slam?
Yes I did. And to top it off, we managed to score an historic push-over try against the mighty Welsh pack tool. It was a great era for the Wallabies. Some fantastic memories of mates, places and games.

Can you tell us how it was back then, being coached under Alan Jones?
Alan was highly organised and strategic. He is a great communicator as well as all know, an excellent manager and motivator of people. I credit him with engineering the renaissance of rugby in Australia, but I also remember with pride the characters within our group who made the journey very special with their exceptional perseverance and talent.

I imagine it would have been great to play with team mates such as Mark Ella, Michael Lynagh, David Campese and Nick Farr-Jones (four other legends of the game at that time). Can you tell us about this?
These players, and so many more, found themselves in the right place at the right time. We had a good mix of youth and experience, which catered for individual brilliance, like the guys you mention, world-class units like our line- out men, Cutler and Williams, and our enormous scrum with the likes of Topo Rodriguez and Andy McIntyre. Mark Ella was the best - he looked so effortless in his play, and Campo, at his peak, was a game breaker like no other. Nick was fast, becoming the best No. 9 in the world and later developed into a long remembered captain and leader.

How did you find coaching with fellow Grand Slam player Peter Grigg at Norths in 1993?
I enjoyed it very much. We didn’t enjoy much success, and I rest that squarely on Peter’s shoulders. Never trust wingers or flankers!!

How do you feel club rugby has changed since you were playing in the 80’s and 90’s?
I have a real soft spot for club rugby. We tend to forget that these clubs provide the talent for the highest level of the game. Some of my fondest memories in rugby involve the Souths and the characters that were there then, and still there now. Technology and marketing gurus are the passion killers for amateur sport - including rugby clubs.

How was it playing at Souths in the late 80’s, early 90’s, when the Club used to win all the grade should this be 1st grade grand finals?
Souths did have a golden era. As did Brothers for a long time before us. At one stage we had seven Wallabies playing in our 1st grade side - Rob Lawton, and myself, Dan Crowley, Garrick Morgan, Troy Coker, Tim Horan, and Jason Little. We had wonderful grade players who stretched all the way to 5th grade as well. Good coaches and a tremendous sense of ‘clan’ within the club. I will never take for granted the opportunity and guidance I got from Souths Rugby Club over the most important times of my life. I started as a junior in 1974.

What was it like playing in South Africa before they joined world sport in 1992?
It was brilliant. My wife and I had just married and it was one big adventure. The rugby was tough and the people were very welcoming. We made life-long friends in Durban and throughout. I was part of the ’90 Natal team that won the Currie Cup for the first time in their 100 year history. No one can do that again!!

How have you found the transition from the playing field to the corporate environment?
Initially it was tough. I had high expectations, but did little to prepare for corporate life during my playing days. A strong wife and some reality checks soon put pay to that. I appreciate my success because I never forget what poor choices I almost made.

Team work is critically important to Macquarie’s business - how does it compare to that on the footy field?
Exactly the same. Credibility and perseverance are central to success. From a management/coaches/players point of view, training to play, to win the Grand Final, is like learning your craft well to work with the best; becoming central to the success of that business, and to reap the rewards at the end of the day. Whatever form that takes.

How did being a member of a successful football team help you once you entered upper management?
In any sport, working well within shortened space and time is the key. Stress management in sport is essential to function and form. Sport has taught me to function better under stressful environments, but it has also taught me empathy in working with, or managing, people affected negatively by stress. There is nothing more stressful than knowing you’re just not good enough. I’ve also learnt that names mean little, it’s all about performance.

Tom finally, what do you think of the All Blacks win at the 2011 Rugby World Cup?
They put on a good show, they deserved to win.

Win a signed 2011 St.George Queensland Reds Jersey!!!

For my Sinclair Journal readers Queensland Rugby would like to give you the opportunity to win a 2011 St George QLD Reds jersey signed by the premiership winning team. Please enter here and in 25-words or less tell us your favourite Rugby moment of 2011. Drawn Friday December 9 2011 http://www.sinclairconsulting.com.au/node/53397

Travis Auld, Chief Operating Officer - Gold Coast Football Club (Gold Coast Suns)

Travis Auld spent 13 years with Essendon Football Club in a variety of roles that involved him overseeing associated venue operations, leaving the club after holding the role of Chief Operating Officer. Travis is now the CEO of the recently established Gold Coast Suns.

My colleague, Jemima Batt-Andersson, Legal and Executive Recruiter recently spoke with Travis to catch up on what is happening with the Gold Coast Sun’s.

Travis, how have you found your time with the Club to date?
I found this opportunity really attractive because I think it’s every CEO’s dream to start with a blank canvas; to start something from the beginning, have an idea, a vision and to turn that into reality is something very different. When we started two and half years ago, we had three or four staff, four to five players and that was it. We didn’t have a brand, we didn’t have an identity, we didn’t have a jumper, a name, a song and we certainly didn’t have a support base! However, we had an AFL licence and we had commitment from the AFL for funding over the next six years.

What we were able to do with our name, for example, was to establish a name that represented something that people thought about when they thought of the Gold Coast - hence the name, ‘Gold Coast Suns’. We are known for our sun, we love our weather here and that’s what our fellow Australians also love about the Gold Coast. Gold Coast Suns became the name that not only represented our values but also the desires of the community. It’s an iconic feature of the Coast.

Then we expanded to our jumper. The jumper we wear for ‘away games’ has a big wave across the front of it and the idea of that is, once again, representing the Gold Coasts sun, surf and sand.

For the Club to be successful, we knew that we had to stand for more than being just a 17th AFL team… That if we were to just plant a team on the Coast, even if we were successful, it wouldn’t be enough to gain the support. We have created five values we adhere to: ‘bold’, `fresh’, `relentless’, `dependable’ and `community’.

What are your plans for The Suns over the next few years and what support do you envisage?
The AFL has underwritten our business plan for the period of 2009 to 2016 and this is an opportunity to establish ourselves and create a sustainable football club. My initial role was to map out what the immediate needs of the organisation were and how we were going to set about making the club sustainable, with a particular emphasis for the Gold Coast Suns to be owned by its’ community.

So this (the Club) is absolutely owned by its members - we don’t have any private ownership. From day one, for us to be embraced as a club on the Gold Coast, we needed to represent the ‘Gold Coast spirit’ and all of those iconic things we know about the Coast. We have started with the end in mind.

There is an underlying support of AFL on the Gold Coast. We believe there are over 150,000 people on the Coast who follow AFL that we already have an appealed to. We also need to appeal to the remainder- there are another 350,000 to 400,000 people on the Coast who haven’t had the opportunity to experience our game, just yet. If we could broaden the appeal to just beyond the game of football over time, then hopefully it will give the opportunity for new viewers to come along and watch our games and appreciate AFL.

If we get our stadium experience right and combine all that together - then we will be more than just an AFL team.

What strategies have you put in place to promote the transition of children and families, and what do you feel are some of the priorities of players?
The philosophy of ‘giving more, to get back’ meant our players participating and integrating themselves, they delivered over 5,000 hours to the community this year - which is far in excess of what you would get with any other club or any other sport. We had to do this in order to get create a passionate crowd and particularly so that we knew that our strategy would be underpinned by bringing in young players and developing them to be really good future AFL players creating a really successful local AFL team. We knew that early on, it would be difficult on the field for us. We do need to improve and improve quickly, if we want people to support us and this is a good reason to do so.

From a fan development point of view, certainly in AFL, you need to have one eye on today by ensuring we are delivering for fans of today and have the other eye on ten years’ down the track, where our next group of fans are coming from. We have achieved some incredible milestones this year. One that stands out are the private schools on the Coast (apart from TSS) voting to classify AFL as a Tier 1 sport.

So it is a generational change. Kids now have the opportunity to play AFL, it is another choice for them. We also want to track the best athletes coming through the system. So changes like this are generational changes and can only make the Gold Coast even more appealing.

How have you managed your recruiting process?
It was a big piece to set about recruiting 65 full-time staff from across the country, 50 players and another 150 to 200 casual staff. We recruited around 300 over a period of 18 months. That was probably one of our greatest challenges but also one of our greatest achievements!

We created recruitment protocols including some detailed questions around values and behaviour, aiming to achieve alignment between the people coming into the place and the values of the organisation based on what the community said we needed to look and feel like. It took a long time as it was a process that was very challenging as we were not just after ‘people’, we were after the ‘right people’.

Corporate Hospitality

Art of Catering

Luke and Daniel Bond collectively have over 25 years experience in hospitality, catering and proven business success. Luke and Daniel both laugh about their first jobs as 15 year olds at Sizzler and Pizza Hut. They both agree working in a business with great systems laid the foundations for their success today. Luke has been involved in his own businesses for 16 years and was happy to go into partnership with Daniel 5 years ago. Daniel's background was IT.

Today no industry is immune to the impact of the World Wide Web. The boys believe that businesses need to harness their tool and adapt all its positive attributes to their business model. Their recent venture, Art of Catering, is a combination of hard work, passion and recognising a niche in the market. Cressida recently spent time with the Bond brothers finding out what really is important to them and what makes them successful.

How do you define a successful business?
The obvious answer is PROFIT, however the longer you work for yourself you begin to understand and realise the intrinsic value and success you can attain by owning your own business: the pride you feel by developing and maintaining a successful system or business model, how you manage your team and how you are perceived in the eyes of your clients and peers. Finally I think a good business operator understands the importance of having a good balance in life with work, family and general "me" time.

What is your level of risk tolerance?
There is a general rule of thumb - the greater the risk, the greater the return. We believe this is NOT the case for a proactive business operator. A good business evaluates risk and will put in place mechanisms to lower or even eliminate particular risks, and where possible, maximise the return. Catering for us was a prime example. Many of our businesses are dependant on retail. Since 2008 this has been a depressed industry. We saw catering as an opportunity to lower our dependence on the retail industry thus lowering the risk associated with a depressed industry and increase our profits.

Passion vs. Business skill - which do you think is more important?
Passion is important but sometimes passion and emotions can blind you from the facts. Having a good sense of business is essential, but without drive and passion you will stagnate. A successful business or business operator will have a good mix of both of these characteristics. A good operator can generally disassociate their emotions, which can be driven by passion, from their business acumen. This is one good thing about being in partnership with your brother. We know when one of us could be making a poor decision based on our heart not our head, we always seek each other out for advice and constructive criticism.

Money vs. Value: Which is more important?
Money is only a variable in the Value formula. Value is a formula of quality divided by cost. Generally people do not mind spending the money as long as they get a quality product thus value. Value is also a perception driven by your customer’s expectations. A golden rule is never-over promise and then under perform. Know your customer; know their expectations with respect to both quality and price. If you cannot match these expectation be up front from the start, be honest with yourself and your customer. We both like to say to our staff "check it or you'll wreck it". This applies not only to the product we present but to our customer’s expectations.

What is your value proposition? Do you know why your clientele come back for repeat business?
We believe there are two reasons why our clients keep coming back. Firstly we have the value formula correct, a competitive price with an outstanding fresh product. Secondly, our service. In our catering business, our online web system tracks all orders. It allows clients to amend their orders right up to the morning of the order. Our clients have full access to past and present orders; all tax-invoices can be viewed on-line as well as a secure on-line payment system. We have made ordering office catering uncomplicated. We understand that people have limited time to organise catering so we have made it easy and simple with just the push of a button and the click of a mouse! We have made our on-line system a point of difference from our competitors.

Ultimately we know our customers’ expectations and what our competitors offer. We have learnt to meet our customers’ expectations and also offer a service that our competitors do not. Our website is a great example of this.

When do you say "no" to a customer sale?
If they have not paid their account! No seriously this a great question. Saying no is hard, especially in this economic climate. However if you want to think long term you need to say no when you cannot meet your customers expectations or request. Recently we had a client who wanted us to do a function in Coffs Harbour. For us this was impractical and unfeasible. If we committed to this we would have lost money and let our customer down, ultimately losing a great customer. It would have also distracted us from our core business and current client base. The trick is how you say "no". Explain to the customer why and help your client resolve the problem. Being part of the solution is better than being the problem! Building a healthy relationship with your client is essential, it enables loyalty. We helped our client find a local catering company and all went well!

What is it like working with your brother?
Cressida are you going to forward this interview onto my mum? Seriously it is great. We truly have each other’s best interests at heart, and we enjoy each other’s company. We accept each other’s criticism without taking it personally. The hardest thing is we know how to push each other’s buttons, but it is always water off a duck’s back. (Luke is quick to suggest: "Just ask Dan why he has no grey hairs on his head and how he maintains that even colour of chestnut brown!")

Finally, to give you guys a bit of a plug, can you tell us about your current corporate clientele?
Our clientele has grown dramatically over the past 18 months and includes Singapore Airlines, Australian Aerospace, Boral, ANZ and CASA to name just a few. However it's keeping a client that is the real mark of providing a quality service. We have been able to achieve this by offering custom solutions and consistently delivering a quality product. Our goal has been to understand and anticipate a client’s needs every step of the way, through placing an order, to ensuring a fresh delicious finish. Understanding our client’s needs has really shaped our business. We have had to provide a variety of different solutions for a number of our customers and we have been able to lever this information to enhance our service offering for all of our customers. We have developed systems that enable us to provide meals seven days a week, 365 days a year, with exceptional value, catering for lavish corporate and boardroom functions to more casual company events such as BBQs and end of year celebrations. Our clients have high expectations and it's up to us to provide a quality and consistent product in order to deliver on those expectations.

If you would like to find out more on how Art of Catering can help with your next corporate function or office catering, please don’t hesitate to give the boys a call on 07 3613 0022 or go to their website www.artofcatering.com.au

Pourboy

26 Wharf Street, Brisbane CBD 4000 - www.pourboy.com.au

Cressida recently spent time chatting with her favourite barista and chef, Sebastian Butler-White and Mark Bell, who recently opened an inner city coffee café in Brisbane.

What was the inspiration behind Pourboy for you both?
The inspiration behind Pourboy was to create a café that showcased both Mark’s pedigree in the kitchen, and Sebastian’s on the coffee machine. We had both worked in establishments that specialised in one or the other, but found there was nowhere that showcased both. Pourboy has been trading for seven months. We had worked together before in a café in Sydney, where we talked about one day opening our own place. After both separating ways and honing our skills in our respective crafts, the idea for Pourboy was born.

What kind of clientele have you attracted to Pourboy since conception?
Being located in the Brisbane CBD, our biggest demographic of clients is executives and business workers from the local area. By offering a specialty product, we have attracted a diverse group of people who appreciate a quality, artisan product.

What are your customers inclined to buy at Pourboy?
Being the only café offering Mecca Espresso coffee, we have a loyal following of coffee aficionados who come to the café especially for the coffee. The café’s offering of food at such a high standard has also created great breakfast and lunch-time trade.

What type of feedback have you received since opening?
We have enjoyed an overwhelming amount of support and recognition from both industry peers and loyal customers alike.

What is Mark’s signature dish and Sebastian, what is your speciality in coffee?
With Mark’s experience as a pastry chef, the muffins, cakes and brioche that he makes freshly every day have garnered a cult following. His modern takes on classic combinations, such as the vitello tomato sandwich is also a hit. The main focus with the coffee is to maintain consistency in every cup, whether busy or not, whilst ensuring utmost care is taken with every coffee served.

What are your future plans for Pourboy?
Looking forward, we want to not only build on our loyal customer base, but also continue to improve and exceed our customers’ expectations.

Win Free Coffee for a Week!

Pourboy would like to give one of my lucky reader’s free coffee for a week. For your chance to win, please enter your details here http://www.sinclairconsulting.com.au/node/54963

Sinclair Supports

*Overcoming Adversity*

Following on from my last couple of articles regarding Scott Sullivan who was diagnosed with Motor Neurone’s Disease last October, I just wanted to re-highlight the challenge I have set myself. For every job role registered and placed by me for the month of October and November, not only will you receive a 10% discount on the total fee, I will personally donate $200 for each placement to Scott and Sarah Sullivan to assist with their struggle with MND. I look forward to you supporting me in this endeavour. Please call me to discuss further.

The MNDandME Foundation organised an inaugural ‘Million Metres for MND’ Swim. This was a fantastic group effort from over 300 people who participated last weekend. The MND and ME Foundation was successful in raising over $165,000 for the charity. Well done! This is such an remarkable effort. It was so amazing to feel the team spirit there on the day and seeing everyone getting in and having a go. For more information check out the website www.mndandme.net

Market Update

Patrica’s Monthly Finance Update - September was tough and October seems to be trading sideways. The carbon tax has now been passed through Parliament, which appears to have had minimal impact on the direction of the market - the obvious worry is that this may deter offshore investment in Australia’s mining sector.

In Europe, the G20 leaders have met to discuss strategies in order to resolve the Eurozone debt crisis. There appears to be a number of plans on the table so we are hopeful that an agreement between the European leaders can be made. The US has had an increase in retail sales for the month of September, as well as some strong earnings reports from the larger companies including Google, which smashed expectations.

Some Australian companies are holding their Annual General Meetings which will give us a feel for their expectations for the year ahead. The resources and banking stocks continue to be our preferred exposures while the market continues to be volatile.

In November, the US government will vote again on the debt ceiling which could make for some shaky days if they have the same trouble as last time.

Looking for a guest speaker at your next event? Call Patricia Doyle from RBS Morgans on 07 3334 4966 to discuss finance presentations for your clients. To be added to Patricia’s Morning Market e-mail, send your request to patricia.doyle@rbsmorgans.com

Job Board

Business Development Manager - Lending Job No 41817
Mortgage Management or Lender Experienced? Join this leading company that offers prime solutions.

Relationship Director - Commercial Banking - Up to $140K+ QLD Regional, Gladstone Job No 41560/CW.  This exceptional type of senior management role in regional Queensland is rare.

Finance Broker – Rockhampton Job No 40838/CW
Looking to work with a growing and well-established broker company? Take on this new challenge.

Finance Broker – Brisbane Job No 40002/CW
This is an excellent opportunity for those looking to work with a growing and well-established company in Brisbane.

Financial Adviser – Various Brisbane Locations Job No 40683/CW
Numerous Brisbane locations available, great salary + bonus and strong lead referral. Check this out!

Broker – Brisbane Job No 39511/CW
A full service brokering company with a highly-talented team of financial professionals is looking to continue expanding its presence.

Agribusiness Manager - Emerald - $120K Job No 41818/CW
Join one of Australia's largest finance providers with great salary and benefits on offer.

Agribusiness Senior Manager - Nth QLD Townsville Job No 41562/CW
Take over a successful Agribusiness portfolio and help drive this business forward.

Public Practice Accounting Roles
Intermediate Insolvency Accountant | Up to $55K Package | CBD Location | Job No 41150/DD
Brisbane, CBD and Inner Suburbs

Senior Auditor | $80K Salary | Toowoomba Location | Great Benefits | Job No 41242/DD
QLD Regional, Toowoomba and Darling Downs

Intermediate Accountant | $60k Package | Noosa Location Job No 40995/DD
QLD Regional, Sunshine Coast

Senior Taxation and Business Services Accountant Job No 40661/DD  
Brisbane, CBD and Inner Suburbs

Congratulations to Brisbane Roar winner, Brian Rawnsley who won 2 PLATINUM double passes to their season opener – a Grand Final rematch v Central Coast Mariners on October 8. Thank you to Brisbane Roar, and well done to Brian!

I would like to extend thanks to Chloe Hede, Nic Fogarty, Jemima Batt-Andersson and George Heydon for their input to this final edition of 2011.

All the best for the remainder of 2011 – have a safe and happy time over the festive season and I look forward to working with you in 2012.

If you are interested in contributing to the Sinclair Journal, Cressida would love to hear from you. She is more than happy to hear from people wanting to incorporate some editorial coverage to showcase their business in this Journal. Please don’t hesitate to call Cressida on 07 3229 5822 or email cressidaw@sinclairconsulting.com.au