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What do Norfolk businesses want? Improved Infrastructure. When do we want it? Now! A follow on question could be – Do we have any chance of getting it? and the answer is Yes if we work together to ensure our voice isheard.

Norfolk’s economy is back on track and there are many companies who are really starting to feel the effect of an improved national economy.  Business is never easy and there is still a way to go for many companies as they start to look overseas for business opportunities; have the challenging task of recruiting the right new staff; and deal with the ever confusing political agendas, as we move towards May 2015.

What is clear, however, is that Norfolk has finally been recognised by Government as a region of growth potential. The issue with potential though, is that it is intangible until it is reached. The frustration for many Norfolk businesses is that it costs excessive time and resource to move goods and people around and carry out day to day business.

For years it has been jam tomorrow, but improvements are being made although sometimes not to plan.  I refer to the recent issue with Network Rail where the business community was badly affected by a design fault of the new train signalling system being installed at Ipswich causing widespread delays and cancellations.

As a business community we can either grumble down the pub or we can clearly and loudly articulate what we want and the difference it will make to our companies and the local economy. Sometimes it takes only a few moments of your time, like signing up to the Greater Eastern Rail Campaign to achieve a faster more reliable train service to London. Signing up will not guarantee that the Government will listen but not signing up will guarantee that it will be more difficult for the rest of us to achieve our objectives.

Roads continue to be an ongoing challenge for Norfolk business and although the current 40 mph on the A11 is frustrating, it’s opening in December will be more than just a faster journey time, it will show that Norfolk is firmly open for business. The A11 growth corridor provides exciting opportunities for our economy going forward.

Improvements to the A47 once a pipe dream are within reach and the Norfolk Chamber with its partners is working hard to ensure that key positive announcements will be made in the Government’s Autumn Statement. Improvements identified by the Task Force will open up areas for much needed development.

So what can the business community do to ensure that our wish list becomes a reality? Show your support when asked -the business voice is listened to by local and national government. Be visible about your successes -success leads to more success. Talk up your achievements through the Chamber website and the local media. Please do raise your profile so as not to be a ‘hidden gem’, and support Norfolk to achieve improved infrastructure and do better business. 

Time was, back in the 1960s, when any form of marketing, and advertising, that wasn’t directed at the consumer was seen as, frankly, less important. It was rather ‘second division’ stuff often referred to, almost derogatively, as ‘trade’ work. London based advertising agencies and marketing consultancies, high on awards and even higher budgets would gladly let their provincial cousins handle the ‘trade’ campaigns for brands, while they grabbed the glamour of the ‘consumer’ work.

Gradually though it became clear to the more rigorous marketing thinkers that there was little point continuing to sell a product ‘out’ to the end users if there had been no effort put into selling it ‘in’ to the wholesalers and retailers who would actually get it to market – and generate the revenue.

When it became clear that the business that goes on between businesses was really very important, and indeed that some of that activity was a finite process in itself, it was as if a breath of fresh air had blown through the commercial landscape. Now, the practice of ‘Business to Business’, or ‘B2B’ marketing was given the attention and importance it warranted.

All of this coincided with the explosion in communication techniques, and inevitably, and understandably, the new media were used within the B2B arena as much as they were in the consumer field. With a website as your shop window you could reach more consumers than ever before. With virtually no expense you could e mail more potential customers in a moment than even your wildest fantasy print budget would have allowed you to direct mail. Why wouldn’t you then e mail your B2B contacts, and direct them to the ‘trade’ section of your website?

No reason at all.  Except that, with a supreme irony, it’s not enough. The B2B market will seldom be as massively numerous as the consumer sector, and most consumers of most products and services do not expect direct personal contact with the manufacturer. But, in the business to business world, there is still a high expectation of personal involvement, and evidence that it’s worthwhile.

There’s another irony to add to this evolving picture. As markets become more global there’s a real shift to doing business locally. There’s a parallel in the natural world where our heightened awareness of the meteorological ‘big picture’ hasn’t altered what appears to be ever more localised weather conditions.

Businesses buying from and selling to other businesses is the DNA of commercial life. The fact that it’s best done when those organisations get face to face is what drives us at the Norfolk Chamber to continue to deliver events to facilitate that. Our next one – The B2B Exhibition, in Norwich on October 15 – seems set to build on the success of its predecessors.

Local businesses, engaged with one another in profitable commerce; it’s what makes the world go round!

I will not be mentioning any names, of people or organisations, but you may have noticed that there has been a certain leadership election going on.

What interested me was the furore that erupted about two issues, and how they are perceived as crucial to the matter of leadership.

Firstly, there was criticism of the absence of a tie. Not wearing a suit it seemed indicated a lack of capability.

Critics it seems have forgotten the likes of Richard Branson who’ve proved that you don’t need to wear Saville Row to be savvy.

Watch any news programs, and you will see that most of the major digital brands, that dominate the world, were formed, and are run, by very young people whose wardrobes and personal style consist of T shirts, jeans and trainers. Computer code is more important than dress code.

However an equally vocal group was quick to point out that unconventional appearance is acceptable because substance is greater than style.

Its policies, innovation and commitment that matter, not dress sense.

That makes sense, doesn’t it? If the new boss, or leader, of a business looks a bit unconventional does it matter as long as they bring in the results and galvanise the staff with their commitment and passion?

A major bank has been running a campaign which aims to help young people seeking work.

It’s a cause close to our hearts at the Chamber, and vital to West Norfolk. The advice from the bank to young people is, online and personally, to conform.

That could be confusing in a world where substance should mean more than style.

We’re going to have to let the next generations draw up the new rules.

What’s important is that we engage and enthuse young people into the world of work and give them the tools they need.

To maximize the benefit of young people in our businesses, we need to learn from them too, as they are the future!

It’s never been easier, or quicker, to communicate with one another than it is right now. We have more means of talking and sending messages than we ever dreamed of. Apart from being able to stay in touch while we’re on the move, we have entirely new forums in which to convey our thoughts and ideas. The social media have become business tools.

No forward thinking business is going to ignore or underestimate the opportunities that communications and information technology have created for us. And yet, ultimately, is there any more important form of dialogue than the face to face meeting?

There’s probably never been a more important time to engage with our customers, in real time, and face to face. Statistics and surveys vary but there can be little doubt that we are emerging into a post-recession economy. On the face of it that’s good news, but it’s the companies who sit back and wait for something to happen who will flounder. It’s the ones who seize the opportunities who will succeed.

Within our region the opportunities are vast. We have innovative, creative and forward thinking companies delivering new ideas, products and services as never before. In a vibrant and growing economy they need to be ‘out there’ selling their wares to new and existing customers.

From a purchaser’s point of view it means there are new things to see, new concepts to explore and potential new benefits to bring to their own businesses.  

All of that exciting interaction happens best when people meet face to face, to buy and sell. Doing better business comes from demonstrating what you’re offering, conveying your ideas with a passion and proving that you’re ready, willing and able to put yourself in front of your customer. Even in a world where online shopping has become an everyday fact, retail would die if purchases weren’t made over the counter every day. In the B2B world, where technology can enhance your customer service and raise your profile, your customer base will eventually dwindle if you don’t get out to see them.

It’s the importance of meeting customers and suppliers face to face that drives The Chamber’s B2B events. The next Business 2 Business Exhibition, on October 15th, comes precisely at this crucial period in the region’s economic recovery.

We know that the reason it’s already heavily subscribed is that the region’s businesses are feeling more confident. They’re gearing up for the drive towards a more optimistic and positive time. The ones who are most fleet of foot, and most likely to succeed are the ones who want to get in front of potential customers, see new ideas, and do better business.

And let’s face it, when the deal is done the best, and most time honoured way to seal it is still to shake hands. And you can only do that when you’re face to face! 

Suddenly it’s December! Tradition demands that I use this month’s column to look back at the year, and comment on what lies ahead for 2016. The current situation means that the annual discipline has seldom come at a more pivotal time.

2015 saw our region reflect the national picture, showing, as I’ve frequently commented during the year, some really positive economic signs and significant reasons to believe that we were in a post-recession economy.

Putting that in context, I’ve also commented in this column about the gap between manifesto promises and practical delivery. Where those gaps show in our area is the continued need for us to fight our corner for better broadband, better infrastructure and heightened awareness of the skills gap, which in turn leads to the focus needed on bridging the gap between education and business.

If we look at the overall picture it is of course salutary to consider the political events that have brought so much terror and fear to the world during 2015. It would be churlish to suggest that they don’t put commercial concerns into perspective. It would though be naive to overlook the fact that increased levels of international threat have a direct impact on business.

Domestically, and working against such a stark backdrop, we’ve seen the government deliver what can only be described as ‘unexpected’ pyrotechnics in budgetary statements. Some measures are hard wired directly into business. Others, aimed at the consumer, will have an effect on spending power which indirectly and eventually affects the bottom line.

Our county’s businesses have a long and proud track record of not only withstanding the challenges of a changing world, but also consistently delivering innovation and success – come what may.

I’ve been reminded of that during this year more than any, because in the lead up to Norfolk Chamber celebrating our 120th anniversary in 2016 I’ve had the opportunity to look at our archives and seen how the Chamber has been instrumental in key decisions affecting Norfolk.

As we get into 2016 we will be taking a look over our shoulder, and celebrating achievements over the past 120 years. But with our characteristic attitude, we will like our members, be looking much more to the future. 

This will be a time to take the positives from the last twelve months and build on them. It will be a time to focus on that most important element in our future – our young people. Engaging and enthusing them has never been more important.

Engaging with each other will be essential for our region’s businesses too. Forging ever stronger links in our supply chains, actively meeting, exchanging views and ideas and ‘doing business’ are the real drivers of commerce. Our businesses must also speak with one voice to make sure that Norfolk is heard. There has been much talk of a Northern Powerhouse. Given the right support we can unleash to potential of the Eastern Dynamo that is Norfolk.

We wish you every happiness in the coming season and every success for 2016.

Well, we’re here. In 2016.

It’s a year when thinking ahead, and concerning ourselves about the future, will be vital. Now, more than ever, business needs the next generation of workforce to be motivated and ready for work. Without the right skills though, that new workforce becomes not just a wasted resource but a demotivating trap for school leavers and graduates.

A recent survey of youngsters in their GCSE year found them pessimistic about their future.  We need to change this. Because we know that, although challenging, the future for the Norfolk business world is full of opportunities.

Closing the skills gap, and supporting young people into work have to be key objectives for 2016.

As we celebrate being Committed to Business since 1896, we can think of no better way to mark our 120 years anniversary than to focus on the future, through making a  difference to Norfolk’s young people’s lives.

Of course it’s been fun to take a look back at history, and we’re proud of the contribution that the Chamber business members have made to the region’s commercial development over all those years. We will be adding what we have found onto our website during the year.  But it is the future which really matters. We’re delighted to use our celebration year as a catalyst to support young people.

At The Norfolk Chamber of Commerce we’ve launched our Norfolk Chamber Anniversary Fund. It’s aimed at providing grant awards to charitable organisations, working within Norfolk, with young people aged up to 25.  It’s about increasing access to employment and improving the opportunities and career options open to young people across the county.

To show we mean business we’ve committed to match all donations pound for pound. And now we’re asking businesses to donate what they can because just a few pounds can make a big difference to a young person’s life. 

We all have the same aim to help our young people understand how to translate what they like doing and are good at in schools into roles and jobs within the world of work. Those jobs are with employers who need the workforce of the future. We all have to work together, to make the two groups come together in a perfect match. A match of youth and experience, skills and roles.

There’s a new movie out just now. You may have heard something about it. Something to do with Star Wars? It’s called The Force Awakens. Well, in 2016, as we celebrate our anniversary we will be taking a look at a long, long time ago. But we’ll also be awakening the force. The workforce. Supporting it, developing it and making it fit for purpose. Because the next generation is here. The future has arrived.

Here’s an anomaly. Surveys undertaken by Norfolk schools show that our young people are pessimistic about their future. At the same time, and although there are economic challenges, and some sectors are finding it very difficult, as a whole, Norfolk’s business community are quietly optimistic about the future.

I find that not just sad but unacceptable. Sad that our young people feel that way. Unacceptable because it appears we have a communication gap.

So the question is, how do we pass on that optimism about opportunities to Norfolk’s young people?

There’s a lot of talk about the links between education and business, and a new programme encouraging businesses to become voluntary Enterprise Advisers was launched this week. But what is business’ role?

I believe it’s simply to inspire our young people about the opportunities that are open to them. I say simply, but in reality this is going to be very challenging.  It’s going to take teamwork.

Ironically, given the ‘gap’, many schools are now run as businesses. (As a slight digression it’s a bizarre fact that, as businesses, many are grappling with considerable Apprentice Levy charges).

But it’s within schools that the ‘gap’ comes into sharper focus and the objectives become clearer. The education leaders in schools are the experts at how students are taught.  What the business community can do is add value by making real the reason our young people are learning.

Primarily that reason is to be able to become part of the workforce.  

That’s why we need need to equip them with a flexibility of skills. We need them to know that there are jobs which will enthuse them. Jobs that may not exist yet, such is the rate of change!

This is no longer a ‘nice to have’ agenda.  As a business community we need to give our time and problem solving ability to address it. As well as being important to the lives and wellbeing of our young people it makes good business sense. They are our future workforce.

Norfolk’s Education leaders within our schools, colleges, universities and our local authorities are open to finding ways to make this work. The Norfolk Chamber has taken up the mantle on behalf of the business community to help facilitate change. There’s a lot of good work already happening in schools, and many businesses are already giving time and expertise. But, I believe we have to do more, and do it more effectively.

So, this is a call to action. Be open to how you, and your organisation, can help.

I believe that even a small contribution of collective time from the business community can help motivate our young people, improve the county’s exam results, and support our education leaders and their staff. Most of all it can ensure that Norfolk’s young people understand their options and opportunities and are looking forward to the future.

We talk a lot about Team Norfolk. This is one objective that it can achieve. It’s where the team work comes in.

Let’s put Team Norfolk to work.

I’ve been looking at the British Chambers of Commerce & DHL Quarterly International Trade Outlook (QITO). In truth, and at a first reading, it reveals some unsettling findings. ‘UK export growth continued to slow at the end of 2015, with manufacturers in particular struggling’ was unwelcome news, as was ‘orders across both manufacturing and services sectors fell significantly in the last quarter of 2015’.

International conditions, not least of which is the slowing down of the economy in China, have contributed to these results.

But, statistics are, well, statistics and sometimes it’s our attitude that matters most. I took great heart from a comment made on the report by John Longworth, Director General of the British Chambers of Commerce. He said: “While the rate of growth has dropped significantly, exports are continuing to grow – a testament to British businesses, particularly in the face of such global uncertainty”.

And it is a testament to British industry that we deliver – often against the odds. It’s certainly true of commerce in our region, which incidentally is not singled out in the report for any significant downward trend.

But, here’s the thing. John Longworth went on to say “However, if we are to reverse our longstanding trade deficit then British firms need greater practical support – access to finance, a skilled workforce and good infrastructure connections – if they are to successfully break into new export markets…”

In seizing on the positives from the report, and taking our attitude into consideration, it struck me that in that one sentiment Mr Longworth had summed up so many of the key issues I’ve highlighted in this column over recent months.

Here in the east we have enormous potential and vast amounts of ‘can do’ spirit. But, to realize our potential it’s essential that we get the support we need in the vital areas of infrastructure, broadband, skills and finance.

Our region embraces a variety of industries, covering manufacturing, agriculture, finance and the service and creative sectors. We have world class businesses, with leading products and services to offer to an international market.

Our ability to ‘buck the trend’ when things get tough has been proved time and again. But we can’t ratchet it up further without support. Practical support. And to that end we need to continue lobbying, raising our profile and heightening awareness of what the East has to offer the national economy.

Wherever the debates about Europe take us there is a job to be done in increasing our exports and widening our customer base. I know from my many conversations with businesses in the region that we have the will. And, as they say, ‘where there’s a will there’s a way’. The way forward for us is to seize on the positives and make enough noise to combat the talk about Northern Powerhouses and M4 Corridors to make us more visible for a number of economic reasons.

The Chamber is ready as ever to find the nuggets of positivity and act on them. It’s not unreasonable to demand some support for that.

We’re here, in the East, and in with the best.