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Israel; a country that helps small businesses. Yes or no?

13 April 2017
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Categories: Afternoon Tea in Jerusalem, Business, Israel, Jerusalem

Israel is known as the land of the “start up nation”. Ergo, it must channeling a lot of resources towards helping small and medium sized companies. Right?

Back in May 2016 last year, a World Bank report ranked Israel 53rd out of 186 as a place for conducting business. “Among 37 developed countries in the survey, Israel ranked 34th: only Turkey, Greece and Luxembourg ranked lower.”

It ranked eighth for protecting minatory investors, but 56th for starting a business; 96th for dealing with construction permits; 103rd for paying taxes; and 127th for registering property, which the report said required an average of six procedures taking 81 days, and at a cost equal to 8.3% of the property’s value.

Not very encouraging. And to me this is especially worrying. I am a business coach and mentor. I have several clients in the Jerusalem area, who consider themselves in the SME (small / medium sized enterprise) bracket. And everyone knows that the heart of all national economies are the small entrepreneurs.

All this is by way of a preview to introducing the report released yesterday by Israel’s Ministry of Economics. Of the 340m shekels (say, US$90 m) awarded in investment grants during 2016, 256 million or 75% was handed over to SMEs. And of the 103 projects, 92 could be found in peripheral areas of the north or south. Well, that is more welcoming!

The breakdown continues. As opposed to high-tech, metal and plastic companies led the way with a combined 43% of the investments. The ministry has estimated that over 1,500 new positions of employment were created. Revenues increased by over 3.7 billion shekels. Very welcoming indeed.

However, for all the healthy numbers is this enough? A good start, maybe, but the answer has to be a resounding “no”! To make my point, this time I shall resort to anecdotal evidence from some clients of mine.

Story 1: He had a short-term cash flow issue. The bank rushed to the rescue with an immediate 18 month bridging loan. Fine, but afterwards I checked the terms. The rate of interest is 11%, in a country with near zero inflation. Crippling!

Story 2: I have several clients who have applied to government schemes for loans. Most are giving up, as the peculiarities of their circumstances means that they cannot triumph over the paperwork. Pathetic an demoralising.

Story 3: Receiving all the necessary licenses required for a food business – a restaurant or a manufacturing facility – is almost fatally bureaucratic. As my clients tend to find out, the rule of thumb is to start operating and then hope things work out. And when you think about it, that process makes a nonsense of needing the licenses in the first place.

Where to now? Well last year, the government set up a committee to look into relieving bureaucracy for small businesses in Israel. I believe the team has yet to report. Need I say any more?

Hiring the right candidate – can you rely on them?

12 April 2017
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Categories: Afternoon Tea in Jerusalem, Business, Israel, Jerusalem

In my work as business coach and mentor, I engage with many CEOs or company leaders. One of the recurring themes is when they ask for my input on hiring somebody. They want a quick ‘yes or no’ answer.

Now, we all know that hiring is a complex issue; qualifications, experience, initial chemistry and so much more. Then there are ‘environmental’ issues. For example, many of my clients are based in the Jerusalem, which provides a host of cultural issues.

Wading through this mess of computations is David Schulman, whose analysis is featured on the BBC. He gave an interview test to over 800 criminals convicted of white collar crimes and also to thousands of ‘decent people’. Guess what? “The criminals scored uniformly worse in accountability, conscientiousness, and empathy.”

Shulman’s point is subtle but clever.

Most of the time, we determine whether we think someone is honest by our impression of them, for instance, by asking a series of questions during the hiring process, or by how they conduct themselves during everyday business dealings. But, that’s not foolproof.

What I found particularly fascinating was how the BBC went on to cite the work of Nilan Peiris, a VP in a fast growing financial centre. He loves asking a question that will usually generate a small white lie. And here is the punch line:

“And I say, ‘OK, that’s not true. What’s the real reason?…… If they’re able to open up and be honest with us, then that tells us that they’re ready to go on to the next step.”

In other words, honesty is a key part of the process of many interviews. However, it is not something that can be readily measured. (And I have not even discussed those who ‘accidently on purpose’ miss out core information.) As ever, what is essential is that each interview contains a specific test or set of questions that will force the candidate to reveal their strengths on key characteristics.

Branding? Positioning? And the truth in between

31 March 2017
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Categories: Afternoon Tea in Jerusalem, Business, Israel, Jerusalem

A former client of mine from Jerusalem posted an interesting question this week on a chat line: What is the difference between “branding” and “positioning”?

Several clever answers were entered. To sum up, although rather glibly: Positioning is where you want to be vis-a-vis potential clientele. The branding will show you how to get there.

What was interesting for me is that I have seen two other postings, on Facebook, referring to this same issue. However, on both occasions, these were actual case studies. As I business mentor, I think they deserve a far wider audience.

In the first instance, an 86 year old American sent a letter to her bank. A customer for years, they had bounced a cheque of hers. She did not close her account, but told them that from now onwards, she would treat them as they had treated her. As she explained: –

  • I, like you, choose only to deal with a flesh-and-blood person. My mortgage and loan repayments will therefore and hereafter no longer be automatic, but will arrive at your bank, by check, addressed personally and confidentially to an employee at your bank whom you must nominate
  • Be aware that it is an OFFENSE under the Postal Act for any other person to open such an envelope. Please find attached an Application Contact which I require your chosen employee to complete. I am sorry it runs to eight pages………
  • I will issue your employee with a PIN number………….

And so the letter went on.

In other words, the bank’s actions had told her, where she was going to be positioned. Her branding of herself did not allow her to accept for such actions lying down, especially and ironically as it went against the bank’s own messaging.

At least the branch manager was clever enough to send it to the New York Times letter page.

And now I want to address the fascinating positioning of the London branch of the New York advertising firm “Grey”.

Grey London will become Valenstein & Fatt for 100 days, named after its Jewish founders Larry Valenstein and Arthur Fatt

It turns out that the original founders had wanted to hide their Jewish roots in order to secure more business. A century later, the British team has decided to choose the opposite road. The reasoning is fascinating.

First, it is a calculated knee-jerk reaction to growing xenophobia on both sides of the Atlantic, particularly after the terror incident at Westminster. Second, racism in seen to result in narrow thinking, the opposite value of what an advertising agency is all about. Third, I can but assume it is a very distinct way for Grey (or V&F) to position itself beyond its competitors.

What is left for us to learn from all of this. There are many wonderful books on marketing. You can earn a doctorate on the subject. But for all the theories just never forget that you must attempt to treat all of your customers all of the time as you would want to be served.

Developing economies of peripheral regions – Intel’s Israeli model

29 March 2017
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Categories: Afternoon Tea in Jerusalem, Business, Israel, Jerusalem

Just about every country in the world has a problem ensuring that economic prosperity reaches peripheral areas, away from core population centres. In Israel, Intel has developed a very enlightening approach that is clearly making a difference.

Intel’s overall contribution to the Israeli economy is well-documented. For example: –

  • Intel exports from Israel totaled around US$3.35 billion in 2016.
  • Intel has purchased around US$10 billion in the past decade from local suppliers, with 80-90%  bought from small and medium sized enterprises.
  • It has contributed millions to local causes.
  • Intel has just paid out US$15.3 billion to take control of Mobileye, located literally just down the road from its own Jerusalem fab.
  • And as the Jerusalem plant is nearing a refurbishment, the value of investment in its own plants in Israel over the years is estimated at around US$11 billion.

What is also interesting to learn is how the chip conglomerate also looks after those areas of society not located in the centre of the country.

The company has four plants in Israel. Excluding the site in Petach Tikvah, three are located in what are considered development zones: Jerusalem, Haifa and Kiryat Gat. Thus, 80% of the work force comes from outside the statistically better-off population areas.

In another field of activity, about 40% of Intel employees volunteer in community activities. Significantly, they are involved in about 70 schools in the north of the country, out of sight and sound of the media.

These activities on their own are not enough to resolve the economic woes of the north and south of the Israel, which have historically always felt geographically and commercially isolated. However, they indicate a way forward for the Jerusalem based bureaucrats and politicians to learn from. It is probably a lesson for other countries as well, when it comes to formulating regional economic policies.

Israel’s PM – when a tax cut was actually a tax hike!

20 March 2017
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Categories: Afternoon Tea in Jerusalem, Business, Israel, Jerusalem

Intel’s purchase of Jerusalem-based Mobileye for US$15.3 billion is an unexpected and very grateful windfall for the Israeli Ministry of Finance. A little under 10% will end up in the hands of civil servants, say about 4 – 5 billion shekels.

The question is what to do with the cash. Some say spend it on large infrastructure projects or the financing of social schemes for weaker communities. Others, and the more vocal camp to date, favour tax cuts.

It is no secret that both the PM, Binyamin Netanyahu, and his Finance Minister, Moshe Kahlon are in the latter camp. That said, they have become as political enemies, especially in recent months. In fact, events have become so heated behind the scenes that Netanyahu did threaten this week to pull the plug on his coalition cabinet and to force a general election over their disagreements.

Netanyahu has a long history of proclaiming that he advocates lower taxes, although he is rarely active in that arena. Sometimes, the opposite seems to be true.

However, for a moment and in order to give us some perspective, let us look at some comparative figures. Again, the assumed key number is 4 – 5 billion shekels.

If Netanyahu were to call an early election, the cost to the country is estimated at around 2.5 billion shekels. And that will be cash to pay for the machinations of the political system, diverted away from the needs of the public at large. Potentially very disappointing.

More than that, in order to put together the current coalition and massage its ego, it is estimated that the political maneuverings cost the country, annually, about 7 billion shekels. This includes about 1.6 billion towards childrens’ saving schemes, a further billion for the ultraorthodox education system and 650 million to subsidise bus fares.

So, if you were to cut rid of these schemes, by just how much would corporation tax drop and VAT be reduced? How would income tax be adjusted downwards for the middle classes? And how much would all this boost the economy?

I will not answer my own questions. What I did read is that any immediate tax changes will be delayed about a month. That way, the government can ensure a full collection from VAT one last time! Pathetically ironic, but this does show how the top politician is feeding his electorate a load of ……spin.

Pushing the boundaries at work: 3 Israeli case studies

15 March 2017
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Categories: Business, Israel, Jerusalem

When called in as a business mentor and coach, my role is often to enable the client to do what they see as the impossible. After all, in many cases, if they could do it by themselves, why do they need an outsider to help?

Youtube is full of video clips, showing how individuals with physical handicaps achieve the most amazing success. One of my favourites is the young Australian ballerina, who refuses to quit despite losing a leg in an accident.

However, the question is what can the rest of us learn from these champions?

The answer is very obvious to my mind, but not so easy to implement. We should not just view the downloads and then marvel. We should realise that each and every one of them dug deep and found something that made them demolish accepted boundaries. So what are such demons in our own lives and how can we demolish them?

To show you what I mean, I have picked out three recent case studies from Israel, an environment where I practice my trade. I think we can all take a little bit from these stories.

First, the massive deal that was announced earlier this week, where by Intel will purchase Mobileye for a cool US$15.3 billion. With some irony, Intel’s Jerusalem plant is just down the road from Mobileye.

The founders of Mobileye come from different backgrounds, including academia and the car trade. One of them, Ziv Aviram, who could be walking away from the deal with around US$250 million before tax, started out life working as a logistics manager in a troubled printing company, Keter. From there, he went on to manage a tourist attraction in the Dead Sea.

And this week? Aviram’s company saw their shares leap 30% on NASDAQ. As the leaders of Mobileye mentioned on release of the news of the deal, it is not just about the money. It is about how you can change things for the better.

In a totally different sphere, Israel is performing for the first time in the World Baseball Championships. Rank underdogs, the team won its first four games in a row. This included the destruction of leading sides such as Cuba and South Korea.

While some have compared the heroics to that of the Jamaican bobsleigh team that won a gold medal, I find an alternative explanation. To me, it is clear that somebody sat down and said “how can we make this happen, despite all the odds and history stacked against us”. He or they then saw it through, come what may.

Which I suppose brings me to my third story, and this time it is about myself. I have always loved sports, but never been too good at anything. However, in two days time, I will try to complete the marathon in Jerusalem, one of the more difficult routes on the international circuit.

I will not bore you with the history of how I started running and who convinced (conned?) me to do this. What is relevant is the “why”. The answer has to be that I can show to myself what I am capable of rather than merely complete what I believe that people have expected of me.

And “that”, whatever it may be, has to be worth far more than just a personal best time. I hope you too can find it in yourselves.

 

Israel’s economy – stranger and stranger

10 March 2017
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Categories: Afternoon Tea in Jerusalem, Business, Israel, Jerusalem

How many countries in the OECD would be jealous of such economic news?

These are three amazingly positive figures. Even for a skeptic like me, who has constantly argued that there is a massive problem with the distribution of new wealth and that the government lacks an economic plan, this is good news by most parameters.

So what has been going on?

As previously reported, exports turned upwards in the second half of 2016. The country is even beginning to send gas to Jordan. What is more remarkable is that this comes against the background of the continuing strength of the shekel against most major currencies. It has appreciated by 8 – 10% against both the Dollar and the Euro.

Regarding the extra money for the Minister of Finance, this comes from both direct and indirect taxation. The rise in wages has added an extra 10% in income tax collection. The 44% leap in car purchases since February last year is one of the prime causes for a surge in VAT collection. (VAT is collected on most imports).

Naturally, all this is improving Israel’s credit rating. This in turn allows both the government and financial institutions to raise capital on the markets overseas.

So, where is the extra dosh going? Well, there are rumours of tax reductions. Fine by me, provided it is not just for those at the top of the greasy poll.

However, so far, it is the ‘big guys’ who have benefitted. All government ministries are spending more in 2017. The outgoings of the Ministry of Defence have grown by nearly 11 billion shekels, an additional 24% since 2016. All the other ministries have grown by 5% when combined together.

Without doubting the pressing needs of the military services, it is sad how the government in Jerusalem yet again has failed to help those ministries that are there to look after the weaker sections of society. I look forward to hear how the civil servants intend to address that issue in 2017, but I am not too hopeful that they will override the vested interests.

El Al – a brand determined to lose customers

8 March 2017
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Categories: Afternoon Tea in Jerusalem, Business, Israel, Jerusalem

About six weeks ago, I had a very bad experience using El Al, what I consider to be my national airline. I wrote a blog, which was widely read. I complained formally. I answered a customer survey in detail. What has happened since?

The original issue was sparked by price quote that was clearly a rip-off, but I was in a position of ‘take it or leave it’ in order to reach London in a hurry. This prompted me to create an unofficial survey of my own, where the overwhelming majority of respondents indicated that they try to avoid the airline for a range of reasons. Of those in the pro camp, one clear issue was that all the food is kosher.

As it turned out, last week, I had to make another unscheduled trip to the UK. The flight times of the cheaper charter flights did not suit me. El Al was in the middle of a labour dispute with their pilots and the outcome looked uncertain. So I booked, reluctantly, with British Airways.

If I sum up the outward and return flight, I can honestly not find a serious fault. Two very relaxing trips, where the staff even allowed passengers to organize evening prayers. The multimedia system was so much more varied and simpler to use. And guess what? While you had to order kosher meals in advance, they were tastier and more filling than with El Al.

What is so disappointing is that I have yet to hear from El Al – not even a short message to acknowledge my disappointment. The situation is so bad that Mark Feldman, a seasoned tour operator from Jerusalem, wrote an opinion piece in the Jerusalem Post newspaper.

“The vast majority of my business clientele eschew El Al for several reasons….”

In effect, what we are seeing is the demise of a national institution, the collapse of an international brand. And if the senior management and ownership of El Al truly cares about their customers, that are going out of their way not to show it.

 

Best business mentors – Best business presenters

2 March 2017
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Categories: Afternoon Tea in Jerusalem, Business, Israel, Jerusalem

Earlier this week, I attended a meet up session in London, whereby ten Israeli start-ups pitched to an audience of potential investors, capital funds and strategists. Hosted by a Tier 1 financial services company, surely, this was a special opportunity for the visitors to link up with international players?

I had expected a crisp set of presentations. Depending on the type of company, each one was allowed between three and ten minutes to excite the audience. The unhidden rules were:

  1. Look the part. Dress accordingly. Most of the audience were attired in “City of London” suits or equivalent.
  2. Know your lines. Each spokesperson was expected to be word perfect, as on the opening night of a play in London.
  3. Have an effective powerpoint presentation, not overburdened by unnecessary wording
  4. Have 7-8 key slides.
    • A dummied-down one liner of what you do
    • The reason you have created the start up – the pain in the market place
    • How you are doing it – What is unique / clever, and the validation
    • The specific market size
    • The business model, and the validation
    • Who is the team, and why are they special
    • What you are looking for and why
    • Next steps

To cut to the chase, in my book, nobody scored more than a B+ for their efforts. I was astounded as to the low standard on show. The issues seem to repeat themselves, speaker after speaker – dressed for an outing with the kids, insufficiently rehearsed lines, awful graphics, meaningless slides, etc, etc, etc.

I was left asking myself the following question. If these people had paid good money for these meetings, in addition to their flight and travelling costs, why had they not invested a fraction extra in themselves?

With some ironic timing, also this week I came across an article surmising What The Best Mentors Do. Itemising four points, the author referred to:

  • Put the relationship before the mentorship.
  • Shout loudly with your optimism, and keep quiet with your cynicism. 
  • Focus on character rather than competency.
  • Be more loyal to your mentee than you are to your company.

As a business coach and mentor with many clients in the Jerusalem region, I fully concur. And I began to wonder why those ten Israeli companies had not reached out to mentors when preparing for their trip to London. If I or a colleague had been working with them, we would have applied the aspects of the four principles, which would have resulted in many of the faults being locked away from the view of the audience.

For example? Take the issue of loyalty. I would have asked what they are prepared to do to secure a deal? What do they need to change? And I would have raised these challenges by giving examples of my own work.

After the presentations, the audience were given significant opportunity to engage with the companies on a one-to-one basis. Clearly, several left a positive impression. Hopefully, commercial opportunities will follow on from this first round.

And yet, I along with others felt that this was an expensive and wasted opportunity for some. And the concern was that for lack of investment in some practical external resources like mentoring, this miss would be repeated in the future.

An Australian, Irishman and German meet in Jerusalem. Why?

27 February 2017
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Categories: Afternoon Tea in Jerusalem, Business, Israel, Jerusalem

Geektime has just published an invigorating summary on the rise of Jerusalem as a start-up centre.

Jerusalem today is replete with accelerators, including for minority sectors. It has just hosted the OurCrowd conference for 6,000 delegates, looking at microfunding for start ups. Intel is restructuring its plant in the capital. Mobileye, the hottest item in global smart car tech, has its HQ in the holy city.

In other words, Jerusalem has fully entered the game of the “start up nation”. And that is not a phenomena that is slowing down. In 2016, according to IVC Research:

Israeli hi-tech companies raised an all-time high of $4.8 billion, which was an 11 percent increase above the $4.3 billion raised in 2015. The average financing round, which has been constantly rising over the past five years, reached $7.2 million in 2016, and most of the investment deals in 2016 involved later stage companies.

So which countries are capitalising on this economic and commercial growth? Well here are three very different uptakes.

The Germans are flooding in. Last week, the mayor of Cologne visited the Holy Land to prepare for a future delegation that will encourage entrepreneurial exchange. Next month, it will be the turn of a delegation form the economic powerhouse Westphalia to found out how they can benefit.

From downunder, the Australians have taken a different track. There are now 12 Israeli companies listed on the Australian stock exchange, with more expected to follow in 2017. Following Prime Minister Netanyahu’s visit to Sydney last week, the following statement was released.

Bilateral trade between Israel and Australia, as expressed in import and export, comes to $1.1 billion annually (2016). However, this data does not reflect the real scope of trade. Most Israeli companies active in Australia supply IT services, among them many companies active in cyber-security. Since service exports are not expressed in customs reports and in import/export reports, and since a significant amount of Israeli exports to Australia are carried out through third parties like the U.S., Singapore or European countries, we estimate that the scope of trade is closer to $2 billion.

And not to be left out are the Irish. Israel has been promoting a new airport in the desert near Eilat. Ryan Air simply dominates the territory there with 43% of the flights. They flew in about 10,700 travelers in January, at least 30% more than its nearest rival. The company intends to expand its scope to cover other destinations from Israel during 2017.

Jerusalem has a relatively high number of ultra-orthodox (Haredi) Jews. Last week, President Rivlin opened an incubator designed specifically for the needs of this community. Clearly, this very special city still has much more to offer the world.

4 unusual items you will not have heard about in the Israeli economy

21 February 2017
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Categories: Afternoon Tea in Jerusalem, Business, Israel, Jerusalem

Israel’s economy continues to fizz along, consistently succeeding in defying the moaners and groaners. Last week, I reported how GDP growth for 2016 has come in at a very healthy 3.8%.

And while I have my gripes about how this new wealth is being spread – the gap between the haves and have nots remains excessive – there is much to welcome. So here are four pieces of news that are worth hearing about and allow you consider how others outside Israel can learn and / or benefit as well.

First, let me return to the macro statistics. For example, in the last quarter of 2016, imports dropped 6.7%, as exports gathered pace by 11.2%. And even though the minimum wage has continued to rise significantly as per a government agreement, unemployment has fallen for a fourth straight year and is now about 4.3%. Significantly, the country is seeing more females enter the workforce from the conservative sectors of the Arab communities and ultraorthodox Jewish domains.

What is encouraging is that these results have been achieved despite the continuing low level economic activity in Europe and in America, and despite the internal constraints posed by the defense establishment. It is also worth mentioning that one Israel’s largest exporters, Intel, witnessed sales to overseas drop off 24% due to structural changes.

Now let me turn to the housing market, where prices have risen and risen for years. The fear is of a housing bubble. If it is to burst, there will be a financial meltdown as happened in America.

The numbers from the real estate sector are contradictory. Yes, the quarterly survey from assessors shows an 8% leap in house prices. However, a survey by the Ministry of Finance has surmised a 1.2% drop. What is clear is that there has been a distinct slow down in the numbers of houses purchased overall, especially in the ‘hot opportunity’ areas such as Jerusalem. In other words, there are signs that maybe the market is finally sorting itself out.

Meanwhile, Israel continues to fulfill its title as the ‘start up nation’. For example, Apple returned for its fourth purchase, picking up Realface. The Israeli company has created a security package, based on facial recognition for mobiles. The previous three ventures were valued in total at about US$765 million, although this one is thought to be worth just a few million.

In a totally different sphere, the Israeli economy persists in showing off its openness and diversity.

A new startup accelerator has been launched in Haifa to assist Arab entrepreneurs. The programme targets startups that have completed Series A financing, already developed a prototype product and/or received funding from the government’s Israel Innovation Authority (formerly the Office of the Chief Scientist).

This effort matches a similar incubator in the Nazareth region. Here, a private cooperation initiative has brought together Jews and Arabs.

What would be super encouraging if the government could come up with a full strategic policy for the economy. Now that could make an enormous and long-term positive difference.

Making a small fortune in Israel – 2 success stories

16 February 2017
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Categories: Afternoon Tea in Jerusalem, Business, Israel, Jerusalem

There is a well-known joke in Israel about how to make a small fortune. Answer – start with a large one. And jokes are usually coated in a bitter truth.

Often, the odds seem stacked against you – bureaucracy, cumbersome banks, regulation and more. For all that, the spirit of enterprise and innovation in the “start-up” nation remains as high as ever, a message brought home by an inspiring new commentary from Wired.

So today, I want to concentrate on two success stories that reveal the true potential of the Israel economy.

I will start with the story of MobilEye. It was founded nearly twenty years ago by a researcher from the Hebrew University of Jerusalem. By 2007, its initial sales had impressed Goldman Sachs to invest US$100m.

And what does the company do? It creates smart solutions for a car to perform safely. Its website refers to partnerships with 27 global manufacturers. In addition, there are 13 agreements with conglomerates looking into the space of driverless cars. And for now, nobody else can match its abilities.

The latest agreement has landed the catch of Volkswagen, which “will use Mobileye’s Road Experience Management (REM) camera-based map and localization technology ……..to implement a new navigation standard for autonomous driving starting in 2018.”

This latest news sent the price of the company’s stock through the roof. Trading trebled. With a share price of around US$45, the company is thus valued at about US$10 billion, a very handy number for the investors, not to mention the founders.

I must add that the irony of Israel now being a key player in the automotive industry is not lost on its citizens. Remember the 1973 Yom Kippur, which led to the quadrupling of oil prices? Well now Israel a leading technology centre for smart cars. Honda and Volvo are the most recent additions to establish r&d centres.

Moving on to a completely different field, Richie Hunter is a British-trained accountant. Until recently, he headed the McCann Erickson advertising agency in Israel. He has since gone on to create and manage several other successful retail adventures.

In addition, he owns 30% of Holmes Place and its 33 gymnasiums. Annual income is estimated at 380 million shekels – say about US$100 million. Pre-tax profits have grown 25% annually in each of the past three years.

Hunter is now looking to take his keep-fit empire, and I believe that he does participate in charity races, on to the Tel Aviv Stock Exchange. The aim is to raise 400 million shekels, which will allow the chain to treble in size through acquisition.

I have not hidden my qualms about how the Israeli economy is being managed. For all those gripes, it is wonderful to be able to recognize true success and be able to write about it. The Hunters and the Mobileyes are not alone.

Happy and comfortable at work? Ask your business coach

14 February 2017
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Categories: Afternoon Tea in Jerusalem, Business, Jerusalem

One of the ironies of being a business coach is that I regularly come across people who claim to be happy and comfortable in the work place. Yet I often do not have to dig very far to find a much harsher truth.

So let me introduce you to two interesting articles and a fascinating case study from the Jerusalem area, which together highlight some ways forward.

Amy Morin’s blog on “5 exercises that will train your brain for happiness and success” introduces several helpful concepts. I particularly liked the line about ‘giving yourself the same advice that you would offer to others’. As she says, we so often judge ourselves by standards that are either too high or simply irrelevant.

A more comprehensive item featured an interview with Andy Molinsky, a professor of organizational behavior, who paves the way forward to ‘leave your comfort zone’. Comfort zones are false. They create a sense of happiness, which has no meaning. The only place they exist is in our heads, but not in any reality.

As Molinsky explains, they hide our true competences. He goes on to argue in his new book how so many of us shrink back from networking, public speaking, or even approaching colleagues. And yet: –

What often sets successful people apart is their willingness to do things most of us fear. What’s more, we have the false notion that successful people like to do these things, when the truth is that successful people have simply found their own way to do them.

These themes come up regularly in my discussions with CEOs and others as their business coach. Even though, they have knowledge and training, they shrink back from doing what they know needs to be done, often with the most creative of excuses. It is easier to remain where they are, theoretically happy in that spot, rather than move ahead.

Some weeks back, I was talking with a female entrepreneur, who had been sent for a series of consultations with an expert in her field. Half way through the meetings, she gave up. She cited several reasons for opting out, and the one she stressed referred to the fact that the person had a long waiting list of people who deserved the time more than she did.

Sounds very noble. Now think again. Who is she to make such an assessment? How can she compare her needs with those of others, who she has not met? Does she know what advice she may be missing out on?

So why did she run off? The probable answer is that the expert was beginning ask questions, which were forcing her to go beyond what she had achieved. that raises the thought of not succeeding fully. And that implies failure. This is what I call the “ouch factor”.

The funny thing is that the opposite of success is not necessarily failure!

Meanwhile, my intrepid entrepreneur is happy where she is, wondering what to do next, although not having the support of the expert who probably knows the answer!

Israel’s economy – where is the government direction?

13 February 2017
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Categories: Afternoon Tea in Jerusalem, Business, Israel, Jerusalem

The IMF has just handed the Israeli economy the thumbs up sign. And the stats are impressive.

Israel has strengthened its economic achievements in 2016, reduced the debt-to-gross domestic product ratio, and the government’s deficit stood at 2.1% of GDP, compared to a target of 2.9%. Israel’s economy grew by 3.8% and its unemployment dropped to a historic low of only 4.4%.

And the positive signs keep rolling in.

  • Tax collection in January 2017 was at a record high, even if bloated by some one-off anomalies.
  • Exports for the second half of 2016 recovered all the downturn of the first half of the year.
  • Unemployment has dropped again, now at 4.3%.
  • Even the BDS campaign, promoting an economic boycott of Israel, has had no measurable commercial effect.

So where are the concerns?

I would sum them up under two categories.

First, in the words of the Governor of the Bank of Israel, Karnit Flug, there is a lack of “inclusivity“. In a wide ranging interview, she pointed out the lack of serious investment in primary education, the widening gaps of inequality between different sectors, regulation that helps those who have, and several other concerns.

Personally, all this points yet again to what I see as an economic success, which secures the place in society of the few rather than enhancing the wealth of the overwhelming majority. That does not bode well for the future.

Second, there are clear structural issues that demand resolving. Israel’s transportation system is a mess – continuous traffic jams between cities and within the main cities. As the ports cry out for privatisation, the consumer continues to pay out for their over-manning and burdensome costings. Food companies – local manufacturers and importers – seem to have near monopolies. You do not have to look very far to see how the protected interests continue to be protected.

I am not a lover of government interference. I do believe that central policy makers should facilitate change and improvement that will encourage its population to take initiatives. However, whenever I look at today’s government in Jerusalem, I feel that I am confronted with a coalition determined primarily to hang on to power. Thus, bettering the lives of others is of secondary importance.

Yes, they would argue otherwise. All I want to know is what is the clear and precise economic vision of these controllers of power – a string of sentences not coated in empty political slogans but replete with purposeful direction. Sadly this is lacking. And thus, I fear that the wonderful numbers quoted by the IMF will not be felt by the majority of the country. That is not acceptable.

When you think biotech, it is time to think Jerusalem

10 February 2017
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Categories: Afternoon Tea in Jerusalem, Business, Israel, Jerusalem

It is known that Israel is the place for start ups. What is not so well known is why Jerusalem is now one of the world’s leading hubs for bio start ups. The change in the past decade has been phenomenal.

Yes, until recently, one associated Jerusalem with phrases like religion, history, tourism and probably a series of terms associated with conflict. Jerusalem merely hosted a few drug companies, such as Rafa and Teva. The latter had grown to become the world’s largest generic drug firm. It was one of the country’s few almost giants in the medical sector. Unfortunately, the board and management structure in recent years has seen Teva bring home a very poor performance.

Since roughly 2006, the city has deliberately set out to change that set up, specifically by tacking on to the world of bio and pharma. They identified that Jerusalem  possesses three core sources of talent. It hosts a world class university, several excellent hospitals and a population of diverse backgrounds yearning to be part of the start up nation.

Just over a decade a passed by. This week, I attended a presentation by Dr Shai Melcer, the outgoing CEO of BioJerusalem, who delivered a very interesting summary of  pthe progress achieved. BioJerusalem is the official arm of the Jerusalem Development Authority (JDA), a body which has created a plethora of benefits for the sector, and Shai has been a quite, subtle and highly effective communicator in his role for the past three years. Consider these stats: –

  • The number of bio / pharma companies in Jerusalem has risen from 93 in 2013 to 149 by the end of 2016.
  • Other cities in Israel are barely able to sustain their previous numbers.
  • In the same period, sectorial employment has shot up from 2,581 to 4,085.
  • The JDA is now helping to plan the new National Institute of Precision Medicine, which will be located in the holy city.
  • Several new bio incubators have been set up and / or have been expanded in the past five years.
  • In addition to Shai’s networking group “Bios4Bios“, JLM BioCity has been launched with tremendously exciting results. Both groups have regular meetings, securing opportunities for entrepreneurs and for investors.

There is still much more than can be effected from these efforts. To give just two examples, the Givat Ram university campus and the Har Hotzvim industrial area are providing more land for pharma comapnies. Jerusalem is clearly on the world map in the bio arena.

The error, the mistake and the business coach

31 January 2017
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Categories: Afternoon Tea in Jerusalem, Business, Israel, Jerusalem

Well known case study number 1: Do you remember the story of the music agent who turned down the opportunity to manage The Beatles, citing the excuse that groups with 3 guitarists and a drummer were passé?

Lesser known case study number 2: At least two young Hollywood stars turned down the chance to take the lead roles in La La Land, the film that is set to sweep 2017 Oscars awards.

Now I assume that many of you are thinking: “What crass idiots people can be. These are mega mistakes!”

Well, I agree that an error of judgment was made. If the same people were to repeat these considerations, then I feel that they are making a mistake. And that is when their decision-making process must be called into question.

Back to reality as most of us are not on the level of celeb pop groups and actors. However, we all face such issues regularly and they are equally important for us within our own paradigms. And yet we are quick to place blame, maybe when we should not do so. Here’s what I mean.

I am a business coach and mentor, with many of my clients situated in and around Jerusalem. Whether a classified SME or a larger corporation, I have several CEOs too ready to blame their employees – and sometimes myself also – for things that go wrong. A “mistake” has been made, and it is awful!

Rethink. More frequently, all that happened was that an error occurred. Yes, it should not have done so, but also reflect that it was probably a one-off action. Before rushing off to criticise, I ask the CEO to consider how many times they have thanked their staff for all the good things that these workers have done.

And if it is a mistake that has happened repeatedly, who really is to blame? The person at the centre of the storm, or the senior manager and supervisor? Ouch, mega times over, because this often means YOU, the CEO!

Look who’s jealous of Israel’s economy, and why

25 January 2017
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Categories: Afternoon Tea in Jerusalem, Business, Israel, Jerusalem

This week’s press conference in Jerusalem, organised by the Minister of Finance Moshe Kahlon, was an occasion for celebrations and showing off. Israel’s economy has raked up some impressive achievements in the past twelve months.

Kahlon pointed to a 3-leveled triumph. First, tax revenues have continued the trend since 2012, constantly that bit higher than initially predicted. This in turn has meant that the budget deficit has consistently been lower than estimated – about 2.2% as opposed to 2.9%. And therefore, and this is the big news, the ratio of the GDP to the overall national debt is now down to 62.1%.

To explain: This stat is important because it demonstrates a country’s ability to pay back debts. When too high, it is difficult for both a country and corporates to raise money overseas. To give a comparison, when the Greek and Spanish economies were at their lowest point, their debt ratio went soaring over 100%.

How do other leading economies fair today? Britain has clocked up 89% and the USA 105% – remember how Wshington’s finances were gridlocked during part of the Obama administration. The Euro zone average is about 92% – and recall here that in order to join the EU years ago, 60% maximum was a prerequisite.

In parallel news from Jerusalem, the governor of the Bank of Israel, Karnit Flug, cited several positive reasons at her regular monthly briefly to keep the rate of exchange low at 0.1%.

The low rate of inflation reflects the effect of the (shekel’s) appreciation, and possibly structural change and enhanced competition in the economy. Short-term inflation expectations are below the target, while longer term expectations derived from the capital market remain anchored near the midpoint of the target range…..The picture of real economic activity remains positive. …… Foreign trade data indicate a recovery of manufacturing exports, after a prolonged decline since 2014. The picture conveyed by the labor market remains very positive, and the increase in employment and wages was led by the business sector in the past year.

Yes, concerns remain elsewhere. For example, the housing market bubble has yet to be controlled, although there are some signs of hope, finally. Small businesses are still waiting for politicians to release legislation to help them. Powerful unions continue to control the ports. Food prices are absurdly high, due to a series of interested parties exerting control behind the scenes.

I am sure that Mr. Kahlon’s press conference was a political stunt. That said, let us give the Israeli Minister of Finance his due. The Israeli economy has notched up a series of successes in 2016 that others in the OECD can only dream about.

BDS? Those surprising Palestinians who do not boycott Israel.

23 January 2017
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Categories: Afternoon Tea in Jerusalem, Business, Israel, Jerusalem, Palestinian Society, Palestinians

I have just returned from a visit to a large medical in clinic in Jerusalem. People of all persuasions and languages – pensioners, soldiers, Arabic, English, Hebrew and Russian.

And this started me thinking how some of those in the waiting room might define themselves as Palestinians. Surely there are other areas of cooperation between the sides that the world media just does not allow others to learn about. A quick consultation with Rabbi Google, and I was stunned to learn just how embracing are the joint areas of activity. For example: –

  • Let us start with a practical example of everyday life. A dog sanctuary, located in Beit Sahour near Bethlehem, is often short of resources. A way has been found by the Palestinian Authority (PA) to enable Israeli animal lovers to help out.
  • The Negev desert has seen many projects involving both Israelis and Jordanians. Much of the effort is focused around the Arava Institute For Environmental Studies. With nearly a thousand graduates over two decades, “about 29 percent are Israeli Jewish, and about 24% are Arabs from Israel, Jordan and the Palestinian Territories“.
  • Israel’s scientific partnerships with the EU are well documented. However, I came across this EU sponsored consortium, the SESAME Project – Synchrotron Light for Experimental Science and Applications in the Middle East.

Based in Jordan, it is an independent laboratory formally created under the auspices of UNESCO nearly 15 years ago. The founding members of SESAME include Israel and countries that do and some that don’t have diplomatic relations with each other, including Iran, Bahrain, Cyprus, Egypt, Iran, Jordan, Pakistan and Turkey, as well as the PA.

  • Water has often been a cause of sharp rhetoric for those campaigning against Israel. Last Sunday, “Israel and the PA signed a water cooperation agreement , the fourth major infrastructure deal agreed to in the past year and a half.” Other accords refer to electricity, mobile phones and mail distribution. Significantly, the document on water takes a long term approach, allowing for parallel changes in population for many years to come.
  • And finally, if all of that is a tad too gentle for you, yes, cooperation between Israel and the PA exists over security issues. Maj. Gen. Majid Faraj is the powerful head of President Abbas’ General Intelligence Service. He has also been seen as a potential successor to his octogenarian boss. Interviewed by “Defense News” last year, at the height of tensions with Israel, Faraj confirmed that in previous months “PA intelligence and security forces have prevented 200 attacks against Israelis, confiscated weapons and arrested about 100 Palestinians – claims that were not rejected out of hand.”

The past month has revealed a flood of stories from university campuses in the USA and the UK, where Jewish and Israeli students are physically and verbally abused. This is part of the  BDS campaign to boycott anything remotely resembling a link to the Jewish State.

As I have frequently observed, such a campaign is nothing short of anti-semitic. It is certainly hypocritical because has less to do with Palestinians and more to do with denigrating Israel. And BDS proponents simply lie, because they will not admit that Palestinians – from top leaders down – are also working, very well, with their Israeli counterparts.

Entrepreneurship and problem solving. A lesson from Jerusalem

20 January 2017
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Categories: Afternoon Tea in Jerusalem, Business, Israel, Jerusalem

Wednesday’s event at the Jerusalem Business Networking Forum (JBNF) was a phenomenal success. The large crowd departed, highly motivated by the amazingly diverse set of practical tips about how to become an entrepreneur. Where to begin?

Actually in Las Vegas. Earlier this month, Israel once again proved its credential as a ‘start-up nation’. As ever, the Israeli pavilion at CES – Consumer Electronics Show – in the American desert was packed with dozens of companies. Personally, I find it ironic that so many applications today from the Holy Land are aimed at the automobile industry, an area of commerce where for decades Israel had been considered the undesirable.

Back in Jerusalem, the JBNF audience was treated to a feast from three speakers, all closely associated with the world of entrepreneurship, innovation and start ups. However, without wishing to detract from the words of wisdom of Harold Weiner and Nathalie Garson, I want to concentrate on the success story of Ran Poliakine. To be more precise, I want to understand what are the key factors that bring about his triumphs.

Ran started life as an arts student at the prestigious Bezalel Academy in Jerusalem. In his 15 minute presentation, he introduced just four of his companies.

  1. Powermat allows you to recharge your phone by placing it on a disk the size of drink’s-coaster. No need to plug it in. All done whilst you are sitting down, relaxing in a public spot. I was stunned to learn just how wide spread this tech is available, as a student from a Chinese business school observed that it is available throughout her country. It can also be found on Virgin Trains (UK), Cadillacs, several Samsung products…..to mention a few clients.
  2. Wellsense  has created a wonderful solution for that horrific problem of bed or pressure sores. Whether in hospital or at home, this is one of those awful yet not often spoken about topics. The company has created a fibre that allows the pressure of the mattress to be altered in designated areas, thus relieving distress from sores. It has been installed in thousands of hospital beds across America, including at Mayo clinics.
  3. Years of Water enables poor villages in the Third World to irrigate their crops and to sustain their inhabitants. The Israeli comapny designed and manufactures a “manually-operated, self -sufficient, maintenance-fee purification system capable of producing drinkable water within 10 seconds of deployment“. The stories are phenomenal.
  4. TAP eliminates the need for the computer’s keyboard. After a brief tutorial, you communicate with your hardware or phone via a flat surface next to it. Amazing.

Ran denies having a magic formula, which makes him a successful serial entrepreneur. That said, several factors did recur throughout his talk. And it is not just that he is based in the Jerusalem area.

A) His starting point is the problem itself, which others accept as given.

B) He realises that he is passionate about really wanting to solve it.

C) He does not accept the impossible.

D) He almost always uses the same core team.

In addition, I suppose that his artistic background allows him to be creative. Which leads me to one final observation. Two innovation indexes were published recently, from the World Economic Forum and by  Bloomberg. They place Israel – 50% desert and with a population of barely 8 million  – at 2nd and 10th respectively. The efforts of Ran’s team are a prime example of this ability.

Because of such teams, billions around the globe are benefitting. Could you imagine trying to stop or boycott such progress? May it long continue.

That is when they asked the biz coach: “What is networking?”

18 January 2017
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Categories: Afternoon Tea in Jerusalem, Business, Jerusalem

I am about to leave for another session of the Jerusalem Business Networking Forum (JBNF). Nearly a hundred people are registered to attend this month’s double event: “Doing business in China and great serial entrepreneurs“.

I will be moderating the second session, a task I have had the honour of conducting for about a decade. And its tremendous fun.

I am a big fan of JBNF, and not just because I was one of the founders. Over the years, our events have seen countless members find employment, many more sell and buy services, investments secured, advisors discovered, and so the list of success continues. Not surprisingly, I regularly plug the events amongst my clientele, whenever I am mentoring or coaching in the Jerusalem region.

Just this morning, I was talking to a savvy CEO of a small tech-based outfit, who was anxiously looking forward to adding extra networking dates into their diary. However, when I asked them what they were going to do at each event, I was greeted by a puzzled look. Not for the first time I was asked to answer the question: “Good point. Just what is networking?”

To clarify: In the first instance, networking IS all about helping others! It is NOT about you walking into an event room, looking for your next victim to clinch a deal.

Consider the following scenario. When you meet somebody new, you tend to assume that they want you ‘sign up with them a.s.a.p.’ It is off-putting if not threatening, to say the least.

However, if you hear somebody taking an interest in you and your background, and then find the approach to be sincere, you are more likely to open up in response. A recent video-blog described this methodology as focusing your emphasis on others, not yourself. Move away from just talking about yourself.

Well, that will garner you lots of fans. However, let us not be naïve. You too need to make a living. So, here is the second rule of networking. Be patient! As I was explained by a very British successful business mentor several years back: “What goes round, comes round”. You will eventually find that others will wish to seek out your services.

Can I prove that last statement? Since adopting these networking principles over the years, they have turned out to be very beneficial. As for my clients, they have learned to garner similar results.

Yes, another word for networking is ‘helping’.

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