Afternoon Tea in Jerusalem Blog

In addition to my work as a business coach, one of my interests is blogging about life in Israel. This is a country full of contrasts – over eight million citizens living in an area the size of Wales. You can see snow and the lowest place on the globe in the same day. Although surrounded by geopolitical extremes, Israel has achieved a decade of high economic growth. My work brings me in contact with an array of new companies, exciting technologies and dynamic characters. Sitting back with a relaxing cup of strong tea (with milk), you realise just how much there is to appreciate in the Holyland. Large or small operations, private sector or non profit, my clients provide experiences from which others can learn and benefit.

I am often asked to explain what is a business coach or mentor. To many it seems a nebulous phrase, especially when compared to the definitive titles of a teacher or a lawyer. When I tell people what I do is “add value to their business” and my success rate is high, I still receive some quizzical looks. How?

I sometimes refer to a comparison used by lecturers at Carnegie training courses. Consider 99% of all top sports’ players. For all their talents, they use coaches, day in and day out. “So why shouldn’t you?”

The subject was raised again this week on a LinkedIn chat group by Patrick McMichael. He asked: “What do business coaches do for small business enterprises (SME)?” I would add two assumptions here. When he wrote small, I guess there is a connotation that SMEs cannot afford to pay. In parallel, if Patrick had written ‘big’, would this have implied “too big to need a coach’?

There were three responses to Patrick that I particularly liked

Heidi Tuftee noted: “A coach helps leaders identify barriers and gaps that are hard to see when they are entrenched in daily operations. A good coach helps you put together a plan to address those gaps and barriers. A great coach, will see you through the execution of that plan and help you realize the long term impact your efforts have had on you, your team and your company’s long term bottom line.”

Tara Hooey observed: “The most difficult part of being a small business owner is not running your business, it is recognizing the need to step away for a minute in order to take the greater, necessary actions that will help your business grow.”

Wayne Bidelman was more expansive: “A business coach (or partner) helps fill the gaps for the business owner – be they gaps in business management expertise or gaps in where the business is today and where they want it to be. It could require, to just name a few, assisting with planning, cash flow analysis, sales, marketing, employee acquisition and retention, exit strategies, etc.”

Personally, I point out to potential clients the ‘X Factors’. Even though, I am not an eXpert in their field, my commercial eXperience allows me to bring them a greater awareness. This word has been stressed by John Whitmore.

Coaches (or mentors) help managers, owners, entrepreneurs become aware of their true surroundings; all the skills they have, resources they are lacking, matters that cannot be ignored – at a commercial level and individual level. I help people to appreciate those nuances. I then encourage them to change and monitor those differences. All this converts into a positive effect in the bottom line of the profit and loss sheet.

March 1st 2013 is a special day in Jerusalem, which will host its annual marathon. Writing just 14 hours before the start, I can tell you that the city has been decked out with bunting and flags. As ever, the route will take the runners close to some of the most magnificent edifices in the world, specifically as they negotiate the hills around the walls of the Old City and sites holy to differing religions.

Last year, Kenyans dominated the winners podium.  And that is the point I want to make here. When I open up Jerusalem’s cultural events calendar for 2013, this is a city that caters for the world. Picking some of the offerings at random: –

  • Later in March, the Festival of “Sounds of the Old City” will feature diverse musical styles, ranging from gospel to Armenian to traditional Arab themes.
  • Since 1961, The Israel Festival has promoted performing artists from numerous countries. Encorporating most forms of entertainment, from jazz to street theatre to puppetry, it will be held in May 2013.
  • A few weeks later, Europe’s Under 21 football tournament will be co-hosted by Jerusalem. Norway, Spain, Italy are just some of the teams to have guaranteed their places in the competition.
  • The rest of the summer will see the usual contingent of international poetry readings, arts’ fairs, chamber music renderings, as well as the annual Jerusalem Christian Pilgrimage during the Feast of Tabernacles. An ever-popular feature is the International Oud Festival, not an event normally associated with Israel.

The list is seemingly endless. I could go on at length, describing the wide cross ethnic variety and mix, which the events bring together. However, I want to contrast this openess and engagement with three sad occurrences in the United Kingdom from the past week.

First, George Galloway MP walked out of a university debate at Oxford, because he does not debate with Israelis and does not recognise Israel.

Second, at Essex University, a few students clubbed together to ensure that an Israeli diplomat would not be allowed to address a campus forum.

Similarly, Daniel Taub, Israeli ambassador in London, was unable to deliver his speech in Northern Ireland.

Two countries, both with an amazing history. Jerusalem continues to open its doors to visiting nations. Britain is looking to silence that same spirit of pluralism. How sad. How threatening.

It is a phrase that I hear so often. “I want to be my own boss”.

As a business mentor, I am forced to ask, if not challenge, why? Why do so many of us seek the difficulties of becoming independent or self-employed? The standard answers include because it looks glamorous / you can earn more / it is more challenging / people hate working for others.

Each to their own. Sometimes, the glamour, tinsel and dreams are simply a collection of fairy dust. Setting up on your own can be far more complex than first imagined. As I point out to many clients, to begin with not only are you the CEO. It is also your job to clean the toilets. You have to realise that it is your responsibility to do ……………everything, and on time.

About three months ago, a distant acquaintance asked me to help her to make some career decisions. Talented and with a level of commercial experience, she wanted to know what she should do next. The options were many and varied. How to continue as a partner in an existing business, which was going nowhere? Should she take an alternative offer of employment? Go back to her old profession? etc etc.

The client began to attend job interviews. However, in my role of business coach, I forced her to state what she really wanted to do and in what framework. The more we pursued this line of questioning, she learnt that where she was currently located had scope for being a ‘dream of dreams’. She was challenged to wake up to the full potential of her environment.

What my client realised was that the key issue is not just to become your own boss. You have to identify what you want to do and what you are good at. Many mentors call this approach as becoming ‘ transparently aware’ of your vision, your strengths and your weaknesses.

The next stages in the business cycle for my client are not simple. For example, she will want to ramp up sales on a shoe-string budget. That said, there is a clear understanding what is the path ahead and why they have the passion to take the journey.

I have just returned from a visit to the UK. Spin it as you wish, her majesty’s economy ain’t doing too well. The country’s credit standing has just been downgraded by Moody‘s. I walked past a previously thriving parade of small shops, whose fronts were all boarded up. Chains like HMV are in trouble.

The horsemeat scandal is just another part of the syndrome. Too many large retailers were trying to save costs at the risk of cheating the customer. In the end, everyone loses out…except for the sellers of fresh meat.

Through all this turmoil, two companies in the retail sector have shown how to make good sales and move ahead, even in an economic downturn.

Sports Direct sells sports equipment to the whole family. Its shops are prominently located in many a high street. It deliberately sets out to discount as aggressively as possible, despite the highly competitive arena. For all that, the company has just reported a 23% rise in profits and is hitting its own financial targets.

As its main rival, JJB Sports is going into receivership, it is fascinating to analyse how Sports Direct has taken a lead. Two factors seem to be at play. First, it adopts a sophisticated and active approach to internet selling. John Lewis, another retailer doing well, has also been prominent in its web-based service for customers.

Further, Sports Direct has increased the number of its sales staff on its floor space, as well as offering them better bonus schemes. In other words, it has followed an important rule of thumb; In a downturn, you do not cut your marketing and sales budget.

Lego is the world’s fourth largest manufacturer of toys. It is still less than a decade ago when this private Danish multinational giant was reporting significant financial problems and stagnation. Last year, 2012, profits shot up 25% on stronger sales. Why?

The answer was in identifying a new market, the female market, which had been underplayed for decades. Lego created a new brand called ‘Lego Friends”, and the company cannot sell enough of these pinky-coloured items.

It would appear that two prominent lessons from these case studies; never to take success and growth for granted and always look at difficulties as an opportunity or challenge to improve rather than a recipe for disaster.

The Israeli economy is struggling to cope with poor leadership and slowing growth.

Whether or not the picture of gloom is exaggerated, there is much for an outside investor to look for inside the Holy Land. As one treasury official put it, the economy still clocked up a 2.5% improvement in the last quarter of 2012, despite fighting a war in Gaza.

On the ground, there have been some very encouraging stories. For example, at the Mobile World Congress in Barcelona this month, Israel has the fourth largest representation. Significantly, four companies are up for awards, including “Waze” in the main category for best overall application. In recent weeks, the company has been linked with buy out talks to Facebook and to other giants, although the rumours appear more forceful than the facts at this stage.

The spotlight this week is on “Wix”, which was founded in 2006, offering a free do-it-yourself website builder. Reports imply that it is seeking to raise US$75 million on Wall Street for a valuation of at least US$350 million. Very cool for a former start up.

The strategy may seem like a wild dream to some. However, Wix would only be following in the path of other successful Israeli offerings. In 2010, Soda Stream, last seen advertising at the recent Superbowl fixture, raised US$109 million. Its shares have since jumped by over 60%. The following year, Imperva, with its database and security applications, brought in US$90 million and shareholders are 36% better off. And in 2012, Even Caesar raised US$84 and the shares have soared in value by over 100%.

Small wonder that a heavy chunk of Samsung’s new US$100 million investment fund is set aside for new operations in Israel.

The world over, small businesses are asking how they can find ‘easy’ loans which allow them to get going. Last night, I moderated the monthly meeting of JBNF, which addressed that topic and discussed three different, successful yet related approaches.

Before I start, it is no secret that more and more people these days are turning to crowd funding, which is great. However, it must be pointed, that this track is not all glory: For example:

  • A business may end  up with lots of small investors, a potential problem to manage when you are low on manpower
  • Regular investors force you to check your business model, an annoying but necessary process
  • Crowd funding can force you to publish secret info on the internet

With that in mind, let us consider the organisations represented on the JBNF panel, all of which are nondenominational, while trying to place an emphasis on boosting development in peripheral areas throughout Israel.

PARTNERSHIP2GETHER programme brings together donors from overseas with struggling new set ups in the south and north of Israel. Operating for just over a decade, they have created over 5,000 positions of employment, whereby 98% of all loans are repaid. The requirements are minimalistic – a brief business plan from a recognised economist and that is about it. The value of loans range from 50,000 nis to around 350,000 nis: (US$1 = 3.7 nis)

The stories were fascinating. I was impressed by the character of one middle-aged lady, an expert sewer, who had explained to the adjudicating panel how in her community, traditionally people sit and watch TV while she makes up the items of clothing. She needed money for a couch and a screen. Duly given, her triumph forced her to return a few years with a second request – to help finance a larger studio. Interestingly, around 30% of the projects were in the area of agriculture.

The Israel Free Loan Association takes an even simpler approach. It does not believe in business plans that dwell further into the future than six months. Prove that  you have a need and they will give an interest free loan for up to 90,000 nis, which can be paid off over 45 months. They approve 92% of all applications and the rate of non-payment is less than 0.5%.

Joe Rosen, Associate Director, made a perceptive observation, which is probably true of all such groupings. The loan does not just support the creation of a new commercial formula. Suppliers gain a new customer. A family receives an income. There is an additional service for the immediate community. The treasury receives additional tax revenue. The knock-on effects, just as in good old-fashioned Keynesian economics, can be stupendous.

The KIEDF assumes that around 70% of new businesses fail to obtain loans from banks. The fund, backed by the AACI, has granted around 10,000 ‘impossible’ loans over twenty years, probably leading to 45,000 new jobs. As above, the paperwork is relatively pain-free, although the sums are frequently lower.

Is there a  common theme to all of this? Quite clearly, there are many good people out there who realise that to start up is not easy. Banks and governments and bureaucrats still do not get it right enough of the time. It is these benefactors or philanthropists or altruistic motivators who are changing the lives of local communities in Israel of whatever background for the better and for the long term.

The global economic meltdown has created another new buzz phrase: tax avoidance. It is estimated that around €1 trillion is lost to tax evasion and avoidance every year in the EU.” Israel is always quick to jump on a global trend. For example, Teva, a multinational manufacturer of generic drugs, barely paid any taxes in 2012 and the public is cross.

All that has happened is that politicians have woken up to what many already knew. They had spent a generation – some international  laws apparently date back to the days of the League of Nations – creating systems that allow companies to transfer billions overseas and thus pay minimal sums to national treasuries. While this policy boosts employment and generates growth. it is fine in the good times. However, when these same treasuries are short of cash – UK, Israel, Greece, Spain – everyone asks (innocently?) like an idiot “oh, how did that happen?”. Duh!

Increasingly, academics are coming up with ways to tackle the problem, effectively looking to force companies to part with more earnings for the better good without impacting on expansion plans. In parallel, the chronic weakness of politicians  seems destined to continue, and no more so than in Israel.

It is now firmly accepted that for all of Israel’s great strides in economic development over the past generation, the wealth remains heavily concentrated in the hands of a few. A simple example of this was revealed a few days ago, when the local branch of Intel announced that it had doubled its exports in 2012 to over US$4 billion, around 20% of all high tech exports. It has also been speculated that the company’s effective tax rate remains under 2%.

Vested interests abound in Israel. Farmers are protected from the import of fruit and vegetables, thus ensuring relatively high prices for the consumer. The Ministry of Defence faces annual calls for cutbacks, but rarely has to cope with a real reduction in its budget. The Electricity Company, a government monopoly, refuses to tackle the issues of over staffing and free electricity for employees. And so the list of structural abnomalies extends.

Back in the summer of 2012, as it became increasingly apparent that a general election was in the offering – effectively, the outgoing Prime Minister was duly reelected in January 2013 – I consistently argued that the country required firm economic leadership. Otherwise, it would lose its ability to return high growth figures, so needed for a dynamic and expanding population.

Since then, the government has been forced to admit that there is a gaping additional hole in its budget – around US$3.5 billion. Growth has slowed to its lowest rate in three years. Private consumption dropped over 2% in the second half of 2012, while exports of goods and services have fallen off by around 6.5%.  And, in parallel to all of this, Professor Stanley Fischer, an internationally respected economist and Governor of the Bank of Israel, has announced that he is to leave his position early. Is there anybody in charge?

It is four weeks since the general election. By law, Mr Netanyahu still has an additional four weeks to form his coalition. If these economic and financial pressures are not demanding enough, he has to plan a visit from President Obama in late March. He has to monitor developments in Iran, Syria, Gaza and even in Australia these days. Yet there is no new government in the offering. Minister are forced to carry on ‘as normal’.

Just how long will it be until a proper economic leadership emerges for the benefit of Israel and its economy? More worryingly, what level of damage will been caused by then?

This Tuesday, I will have the honour of moderating the monthly session of the Jerusalem Business Networking Forum (JBNF). The theme will be “loans for small businesses”. A panel of three interesting speakers, promised attendance number doing well, a leading bank that wants to sponsor the event – everything looks set for another fantastic meet-up.

This topic is specifically pertinent to the JBNF, which has been hosting meetings now for over six years. As the name says, the group encourages and facilitates commercial activity in the Jerusalem region, deliberately using English as its primary language of communication. It is not just that many have found employment through our contacts. Businesses have leapt forward. Service providers have found new customers. Investments have been brokered. And all this with an emphasis to help the start up-to-medium sized corporation.

As I was preparing my notes for the event, Sui Ling Hui, a colleague from Australia, drew my attention to an article in Forbes magazine. Entitled “5 things for start ups to do when raising capital“, it was penned by Dave Samuel, who is a serial investor and who has posted at least 10 successful exits – and presumably still counting.

Samuel’s thoughts are those of a person who is involved daily in the decision-making of finding new financial resources. They deserve to be read in full. That said, he is only one player in the field of many. By the law of nature, other investors will take different perspectives, and this will be true if you are involved in high tech or trying to set up a production plant or a non-profit outfit.

I suggest two alternative but generic lines of approach:

1)  In everything you strive for, try to do, present or touch, demand excellence form yourself and those around you. Look to be the best. Do not offer shoddy power point presentations, displays that  do not work and lines of argument that have not been tested in prior debate with colleagues. Bottom line; If you go into a meeting with an investor not as prepared as you can be, the chances are that you will fail in your mission to secure funds.

2) It is crucial that you understand the difference between three financial concepts; budgets, cash flow, and profitability. These are terms that are often loosely banded around. All three are linked, but each has a different meaning an implication. In my experience, two of the most common misunderstandings in business are:

  • Many fail to realise that a budget for a given period of time does not mean that all total income and / or expenses will flow and match the same planned numbers.
  • In parallel, every year many a CEO looks in bewilderment at their accountant, who announces that the company has made a profit (on paper) – even though there is a gaping hole in the current account at the bank. Ouch time!

To be blunt: If you appreciate these complexities, you will be showing your investor that you are somebody who has the potential to create and develop a sound, cash-rich business.

In the past week, two multinational conglomerates with very different business models have been faced with leadership questions.

Warren Buffet, CEO of Berkshire Hathaway Inc, is one of the richest people in the world. His portfolio is probably watched, followed and thus influences millions around the globe, and I declare that this includes my wife.

Given this background and given the fact that modest Mr B is the wrong side of 80 years old, you would have expected him to slow down. But no. After a rumoured two months of haggling, the octogenarian has put together a successful US$23 billion bid to take over Heinz Food. Analysts say this is a vote of confidence in the company, which is expected to bring in more bucks for Berkshire Hathaway shareholders.

For all the large numbers, in the background there was another question. When will Buffet quit? In an interview he stated that for him age is not a factor. He still finds a way to get the most out of people and how to allocate capital. Fair enough. And he added: “If I die tonight, there will be a CEO waiting to replace me. The Board knows who it is.”

Sounds reassuring, as if there is a good contingency plan in place. However, you have to wonder. Why does nobody want to share that info with the rest of us? Why the secrecy?

Thousands of miles away from corporate America lies the heart of business that has been going for over 1,500 years; the Papacy. Pope Benedict XVI has declared that at the age of 85 he no longer has the strength to cope with the rigorous demands of the job. Clearly this is of major concern to the world’s billion strong Catholic community. However, the events in Rome have a far greater effect. After all, the announcement produced 1.5m tweets within 36 hours.

I wonder if popes are more concerned about the theological or financial state of their community. Sky TV has noted that the Vatican Bank has assets of over US$4 billion. I wonder what is the insurance bill for all the art contained in the Bishopric of Rome?

That said and I am not a Catholic, I give the man great credit for quitting at the top. The thrill of the challenge of the job would excite anybody with some breath in their body. As instability and surprise are an anathema to such an organisation, there must have been severe pressures to stay on.

And yet, the Pope was able to find a way to look at the wider community involved. He was not prepared to endanger what he had achieved. It is time to move over for a younger candidate. Assuming those were his motives, I find that commendable.

As for Buffet groupies, your cash is safe for now, but how long can you risk defying the inevitable?

All finance directors need to control their budgets and cash flows. Otherwise, your shop, your corporation or your country enters the world of bankruptcy.

Palestinian Treasury officials have never been able to plan future positions from a position of stability. Blame Israel, internal politics, donors not fulfilling pledges, etc, but their excel spreadsheets have often lacked substance.

The draft budget for 2013 was presented this week in Ramallah. As noted by Finance Minister, Qassis, Israel has not transferred funds for January. Further, Arab countries have yet again defaulted on promises of support. Palestinian Monetary Authority (PMA) chairman, Jihad Al Wazir, says that from 2008 to 2012, handouts have dropped by two-thirds to a paltry US$600 million.

I am sure that the irony was not lost on the cabinet when a seminar, hosted by Transparency International the previous week, had noted how there was a need to take “measures to improve oversight of PA financial controls at the borders and increase coordination between the border and finance authorities.”  To put it diplomatically, money is simply going astray.

There are clear positives, which give room for cautious optimism. A feature posted on CNBC noted that while the public sector debt was moving dangerously upwards to over 12% of gdp, the PMA has ensured that the banks have been protected from financial harm.

The banking system’s Tier 1 capital, its main benchmark of health, stood at a remarkably robust 24 percent of assets last year, according to the IMF. Struggling European banks’ Tier 1 ratios generally hover between 7 and 10 percent, and at around 8 percent for Israeli banks. Non-performing loans at Palestinian banks stand at less than 3 percent of total loans, and debt-to-deposit ratios remain far healthier than in neighbouring Jordan and Israel.

In parallel to this island of stability has been the slow but detectable rise of a new middle class. Rawabi is a fascinating new town, located near the city of Ramallah. Its development has been encouraged by Israel. Intriguingly, much of the properties are slated for young couples with ‘new money’. And that trend is matched by the growth of Palestinian women in employment, and more specifically as entrepreneurs. Their numbers may now be as high as 30% of the labour force.

Personally, I have found it interesting to read a Palestinian blog describing the “flood of Israeli goods” entering Gaza. While the author clearly believes that this is not a healthy situation, they also failed to note that Egypt has began to waste smuggling tunnels on its border with Gaza. This vital lifeline “brings in an estimated 30 percent of all goods that reach the enclave.”

And of course, if the Palestinians cannot rely on their Arab neighbours for donations, the good news is that the contributions from the relatively affluent EU taxpayer have not seized up. It is difficult to assess accurately the level of payments that the EU devolves to each citizen in Gaza and in the West Bank, as Brussels conceals the statistics. However, the direct directives added up to almost €200 million in 2012. This not only went to financing salaries of civil servants. As confirmed by leading local politicians, the money financed the living standards of convicted terrorists.

For all these positives and their starts, significant change will not come for sometime. The geopolitical dynamics will see to that. In addition, tunnel destruction, rising debt and continuing corruption do not facilitate a mass Palestinian socio-economic revival. As one Palestinian commentator indicated, when the wife of a senior PLO official spends $20,000 for dental treatment in Tel Aviv at a time when there is no shortage of renowned Palestinian dentists in Ramallah, Bethlehem and Nablus, the average citizen is forced to deals with inconvenient truths.

Over the next few months, UN committees, the World Bank, the EU and others are due to release reports blaming continuing Palestinian government poverty on the punishing measures of the Israeli government. There is no space to discuss here what is “punishing”, but even one roadblock has a limiting effect on the surrounding economy.

However, as an economist, I am forced to ask if these international bodies have considered whether the actions of Palestinian leaders are responsible for their own financial mess. Once all the mud-slinging and spin is eliminated from the Palestinian playing field, the regimes in Gaza and in Ramallah are just that – regimes, dictatorships. Historically, these types of government rarely to deliver economic freedom for their voters………….which is why the economists in Ramallah find themsleves ruling over a bankrupt treasury.

There may be an economic global slowdown, but more and more people are travelling to Israel.

Some 3.5 million visitors will have arrived in Israel by the end of 2012, 4% more than in 2011……Total revenue from tourism in 2012 is estimated at about NIS 36 billion (US$9.25billion), 4% more than in 2011.

Compared to many places, these numbers may still be small. However this is an industry on moving forward quickly.

Historically, Israel has been associated with religious tourism. And it has always been difficult for the local industry to shake off the ‘bad news effect’, as Israel has been forced to defend itself from its immediate neighbours. That said, times are a-changing.

For years, the main composition of incoming tourism has not relied on the Jewish market. For example, Russian pilgrims have been flocking to the Holy Land.

Not to miss the opportunity, the Israeli government has been very direct about its efforts to promote changes. A press release from last month referred to grants to the value of 260 million shekels, an approval for over 1,700 new hotel rooms, and a continuation of the policy of tax incentives.

Admittedly, it has been pathetic to watch the bureaucrats drag their feet over final approving for an ‘open skies’ policy for airlines, but even that is gradually altering. There are signs of an agreement with the EU. Arkia and SAS are upping the number of flights to and from Scandinavia. There are plans to increase direct travel from places like Boston. And so the list continues.

What caught my eye today was an article detailing the opening of 12 new top class hotels this coming summer. Several are associated with international chains like the Waldorf Astoria in Jerusalem and Indigo in north Tel Aviv. If these major investments are valued at roughly half a billion shekels, add on to the list the new three-storey wing of the American Colony Hotel in East Jerusalem. This is one of the world’ premier boutique residences.

Israel’s Ministry of Tourism has set an ambitious target of 5 million tourists for 2013. Judging from the loud noise of the crowds in the centre of Jerusalem in this off-season week, this vision is not too wild a dream.

“I do not need to change. The problems lies elsewhere”.

Thus says many a CEO to the business coach. And the only reason that the coach does not groan with disappointment is because they know that ironically, the CEO is admitting to the core of the problem facing the company – himself. He is stuck in his own mud.

The fact of the matter is that we all need to change. Just look at your own skin – it is peeling away as you read this. You are changing at this very moment.

In parallel, your work environment changes – maybe new competitors come on the scene with different business models to steal your clients. Technology is a great game-changer; ignore it at your peril. And of course people change their views as they are exposed to new influences.

So when a company manager ignores the dynamic environment around him (or her), there is a reasonable possibility that his business will suffer, and sooner rather than later.

In my view, it is the task of the business coach or mentor to point out the impossibility of blocking change. The client may not realise it initially, but the coach is usually engaged to try to ensure that the client takes increased responsibility for his decisions and actions.

I have recently been involved with two contrary cases, which illustrate this point.

Mr Entrepreneur had been looking to set up a hightech biz for some time. The ideas, the partner, the tech, the market – many of the fundamentals were in place. However, after a while, it became evident to me that the market was to be secured by the partner. And gradually, I realised that the discussions were not moving forward, as the entrepreneur was always waiting for “somebody to just finish something”….which never happened.

I realised that the ‘other somebody’ was a euphemism for the entrepreneur himself. The problem had been transposed in order to duck responsibility. Any talk from me along the lines of ‘what are you doing to …….’ was rejected repeatedly. So when I last heard, the project was waiting for somebody……………

Mr CEO has been running his operation for years. Around twelve months ago, sales plummeted. He wanted to blame the market, competition, staff and more. While later analysis showed that he may have had a point, the immediate issue lay elsewhere; new revenue, and immediately.

So my CEO decided not to going round muttering “j’accuse”, but came up with a new business strategy. Today, sales are up. Additional work flow is being generated. Measures are in process to find more appropriate staff. While the jury is still evaluating the ultimate success of the changes, for now the company is very much afloat.

Change is not always so easy to understand nor embrace nor internalise. If you ignore or reject it, the pain could be even greater.

I was posed the question: “Should I open a shop? After all, margins are being squeezed as economies are tight and as internet shopping becomes increasingly popular.”

In Britain, three mega chains – Jessops (cameras), HMV (CDs) and Blockbuster (DVDs) – have folded in recent weeks. Parts of some inner city retail centres look like ghost towns. Sky TV has been running an item on how Obama’s America has still to recover from the credit crisis. In my country, “a quarter of Israel’s clothing and shoe stores are in danger of going out of business.”

So why should anybody want to enter the retail business, this apparent jungle of doom? How can you do battle with a virtual enemy, the internet, which allows people to browse with a tasty mug of coffee in their hands and to find the best price from a source that does not even have a shop? To start up or not?

I read a great article on the subject, mainly referring to the chronic problem in the UK. As Graham Ruddick observed: “….retailers have been adapting and investing to meet the demands of the modern consumer.”

There appears to be five key tips for turning your shop into a success in the current commercial climate:

1) If you develop an online presence, allow the customer the option to pick up the valuable booty. It will ensure greater communication and maybe even lead to an extra sale in passing.

2) Identify your threats and do not ignore their challenges. Steimatzky, Israel’s leading book seller for years, had a dominant position in the market. It nearly killed off the little shop. However, as if to be predicted, they did find new ways to help people buy books, which can easily be purchased over the web via Amazon. For example, there was rarely a corner to sit down and read a chapter in a store.

3) Know your customer. Provide a niche product. People are people and we all have needs that must be serviced. As HMV closes down, I know of several record shops that have sprouted  up in different countries. These are shops that have adapted with the times and thrive, despite lowish margins.

4) Partner up. There is no global law of commerce that says a shop front of 50 sq m has to be occupied by the same owner. Why not put two or three vendors under the same roof, offering tasters of a larger range, which would be available on-line or at larger outlet away from town centres?

5) Simply make your shop look attractive. Invest in appearance. Two years ago, the City of Jerusalem heavily subsidised shops in the heart of the city which modernised signs and shop fronts. The results have helped to make a difference in the atmosphere, encouraging more visitors.

As Ruddick observed: “With investment and the right strategy, therefore, it is still possible to thrive on the high street.”

A staggering piece of information:

Researchers have found two peak years when the richest 1% (in America) earned nearly a quarter of the nation’s total income; 1928 and 2007.

And we all know what happened to the global economy in the years following on from these points in time. Disaster!

I garnered the facts from a review of a new film “Inequality For All“, which is fascinating, if not bizarre. How can a 90 minute documentary on income inequality become a commercial hit? And it intends to do just that by launching as its star a 66 year old diminutive ex-politician, Robert Reich, who was Bill Clinton’s Secretary of Labour.

The figures that Reich supplies are simply gobsmacking. In 1978, the typical male US worker was making $48,000 a year (adjusted for inflation). Meanwhile the average person in the top 1% was making $390, 000. By 2010, the median wage had plummeted to $33,000, but at the top it had nearly trebled, to $1,100,000…….Reich’s thesis is that since the 1970s a combination of anti-union legislation and deregulation of the markets contrived to create a situation in which the economy boomed but less of the wealth trickled down.

Reich has strong words of warning for policy makers in America, in the UK and elsewhere. As somebody living in Israel, his words have special meaning. This is the country where many analysts argue that the significant change in the recent general election was that the middle classes refused to ‘buy the arguments’ of the outgoing government. People swopped parties. Jerusalem will have a new coalition, where at least initially economic issues will count for more.

So what social miracle happened in the Holy Land?

It is easy to dwell on the social protests of two summers ago. The 25-40 year old bracket took to the streets, moaning that the cost of raising a young family in Israel is prohibitive. For decades, many parents have run away from the work market as child care has remained exorbitant. And the list of complaints is long.

Back in December 2011, the OECD summed up the position very clearly.  “….the gap between the average income of the richest 10% of earners in Israel and the United States was 14 times that of the bottom decile, compared to 10 times in Britain and six times in Germany and Denmark.”

Barely four months later, the Bank of Israel confirmed the problem. “Income inequality grew faster in Israel than in other developed countries………. adding that over the last 20 years, the salary gaps between educated and uneducated workers grew while salary gaps between men and women narrowed.”

Since 2002, Israel has seen average annual economic growth of 3-5% almose every year. Tel Aviv is full of tall buildings. Despite warnings of a bubble and despite a global dowturn, the price of new housing continues to rise. The stats for internal tourism remain firm. Money is available,………. but for whom?

There is a growing impression in Israel that just as “the Bush crowd” blossomed just before the 2008 credit crisis, Bibi Netanyahu’s friends are in a similar position today. In parallel, there is no shortage of charities in Israel that collect means and money for the less well-off. This misfit is a red warning sign in any society, and that is an inconvenient truth that needs to be addressed right now.

In the bible, we learn that Jethro was the father-in-law of Moses. Shortly before the story of the Ten Commandments in Exodus, Jethro cautions Moses that he cannot be the permanent judge to hundreds of thousands of wandering people. The solution would be to appoint a council of seventy wise elders.

There is an old Jewish joke – if there are two Jews in a room, you will receive three opinions. Yup, Moses had to put up with a cantankerous lot, never ready to take criticism.

So, how did Jethro manage to ensure that his suggestion was accepted? Why was Moses so appreciative that he asked the old man to stay with the wandering tribes?

Teh truth is that Jethro came with several core qualities:

  • He was recognised as a judge, a Midianite priest.
  • He was an outsider. Thus he had no ‘axe to grind’. He was not out to prove a point.
  • He was experienced

In addition, it was worth noting how Jethro conveyed his message. He explained and cajoled rather than dictated and demanded. Modern studies show that under such circumstances, people are more likely to retain the instructions and to take on new responsibility.

That said, a successful coaching pattern also demands something from the client. As Moses demonstrated, you need an open-mind, one that is prepared to accept and embrace change.

While Joseph is often considered the world’s first accountant or economist, Jethro blazed a trail for modern-day coaches or mentors. And thousands of years later, we are still trying to comprehend fully the simple and practical lessons of millenia gone by.

Israel’s Prime Minister, Netanyahu, took a chance on going to the polls nearly a year early.

Never mind the external challenges – Iran, Syria, peace process – the economy was closing in. By the end of the campaign, everyone knew that the average voter was about to face a wave of price hikes: water, gas, electricity to name just a few. Further, during the campaign, government supporters stopped trying to pretend that taxes would not rise (again) to cover a nearly US$4 billion extra and unplanned fiscal deficit.

So as the politicians spend the customary dithering time trying to form a coalition government with people they had castigated days previously on the election platforms, what is going to happen to the economy?

On the positive side, there is still much to shout about. In December 2012, the economy kept moving ahead, this time by 0.1%. This stat is in line with the estimate of nearly 3%, predicted for the whole of 2013. Similarly, unemployment has crept up to 7%, which is relatively low compared to many in the Mediterranean zone.

FDI remains fairly resilient. For example, in an extensive analysis in the Hebrew press with Hamilton Lane, it is evident that this private equity group intends to extend its 6 year position in the Holy Land. And while there may be a slackening in the number of buy outs, even during 2012 US$5.5 billion was invested in Israeli high tech by outside positions. No wonder that the Israeli pavilions are so prominent at the Las Vegas gadget show last month and the upcoming mobile / app bonanza in Barcelona.

That said, the country faces critical structural issues that are continually being brushed under the carpet. Delaying serious change will only make the inevitable more painful. Specifically: –

  1. The budget deficit needs to be reduced, immediately. That means higher taxes for all. And that also means the defence establishment has to take a hit.
  2. Israel’s sea ports, specifically Ashdod, are over-staffed. In parallel, the average workers receive wages that are simply scandalous. These facts add up to an unecessary strain on the taxpayer. And similar observations can be made about the Electricity Corporation, which is unlikely to be privatised in the near future, due to a strong workers committee.
  3. The farming sector is set up to protect the producer at the expense of the consumer. For example, it is extremely difficult to import fruit, even when the subject matter is not in season. Again, this is the fault of a government not wishing to challenge strong vested interests.
  4. And finally, there is the high tech arena, the back bone of Israel’s economic success for over a decade. As the country’s Chief Scientist has just warned, Israel is failing to find ways to maintain its competitive advantage in the field of “innovation”. This needs a full and immediate rethink at the highest levels of government.

I could also mention the need to extend immediately land reforms that the previous administration introduced with more fanfare than substance. And there is the disgraceful wastage over positions as directors on the board of government jobs. A recent survey showed that 400 postings – each carrying an expense to the same taxpayer – had to be fulfilled, but life was carrying as normal. etc etc.

Israel’s governement has a strong economic base to correct these anomalies. Delay for too long or become sucked down by coalition politics, and then Israel’s ruling elite will soon find themselves abandoning the economic achievments of the past two decades. Now that really will hurt.

So Professor Stanley Fischer, renowned international economist and governor of the Bank of Israel, is to leave his post after eight years.

As he is departing midterm and just after a general election, some newspapers smell a rat. Others concentrate on whether he did a good job. Fischer himself ticks off a list of successes.

I had a list of goals in front of me….. including the Bank of Israel Law which was passed by the Knesset, the bank workers’ wage agreement with the Treasury, the Bank of Israel’s reorganization………..The new system of corporation governing within the institution is very strong. There is an executive council with a chairman, which will take care of the bank’s administrative management, and the governor will not be involved in this issues. And we have the Monetary Committee, with three professors who are not part of the bank, which ensures that we don’t make any mistakes………….

On the less positive side, Fischer has noted that “I am also leaving the economy in a good shape, but with serious challenges. The challenges are to pass a budget which will allow a reasonably limited deficit and handling bureaucracy problems.”

And he added:

It’s a fact, a troubling fact, that in the past few years Israel’s average level in international surveys has gone down. We were in the 26th place six years ago, and now we’re in the 38th place. It’s not because the situation here deteriorated, but because the situation elsewhere improved. But in a competitive economy there is competition with other countries, and so problems in the decision-making system in Israel must be dealt with. We saw it happen in many measures taken by the government in terms of housing prices.

Fischer has his critics, such as Avi Temkin at the newspaper “Globes”. However, for me the issue is more straightforward. Did Fischer, for all his brain power, show leadership, resist political pressures, preserve the independence of Israel’s central bank and present a working monetary policy to the world? That is the core role of any central banker.

An initial review from Bloomberg reveals that overall Fischer got it right. Quoting Amir Kahanovich, chief economist at Clal Finance Brokerage Ltd. in Tel Aviv: “There is no doubt that foreign investors trusted him and the policies he put in place.” Despite wars and global recessions, Israel has been achieving 3-5% growth over the past decade. Prime Ministers and Finance Ministers may laud the praise amongst the electorate, yet it is the top civil servants who lead and guide them to those positions.

And that is the lesson for Netanyahu as he seeks Israel’s next king (or queen) of monetary policy. Whether or not they will be a person he knows personally, and Netanyahu seemingly has a habit for picking those around him, that same person has to have the strength of character to be able to say “NO”, yet do so in way the retains the confidence of others.

Stanley Fischer did that. We thank you.

 

We all know that feeling: We fight and we struggle through our days. And yet however hard we try and however much good we aim to do, something set us back.

This week I was talking to a parent, whose son had failed to be accepted to his preferred place of higher education. The disappointment hid the fact there were other equally good options, that the lad could still go on to secure his qualification and that a broader option could actually bolster his career.

In my previous post, I referred to our family’s recent tragic loss. My father was a phenomenally good person, but not easy to understand. Whilst in mourning, we have listened and tried to internalise a blithering array of stories and compliments about the man. People we do not know have said how he touched them and how he influenced them. At a guess, my father himself was not aware of his full skills. There are lessons for us here to hunt down, even as we come to terms with his soul leaving us.

And so too in business.

  • If you are told that your stock is too high and forcing a disastrous cash flow position, this is the time to question exactly what brought you to make so many purchases.
  • If sales have slumped off, do the original assumptions for your strategy still hold?
  • If the quality and quantities of productions runs have slumped off, is the manager to blame or are the inputs at fault?

And so the list goes on. The point is that at the end of these soul-searching (and potentially painful) processes, you and your organisation will be in a far better position. These secret anomalies should have been removed.

Today, I read a tweet from management guru, Tom Peters. In essence, he said that the secret of innovation is to keep asking the question “why?”. An alternative way to put this is that if we are prepared to accept change, we can convert the seemingly negative in to a wonderful good.

I have often asked why CEOs or managers or biz leaders keep making the same mistake.

The question came up again this week, as I was reading about Pharoah chasing after the Children of Israel in the wilderness. He had just suffered for weeks with ten plagues. And even though he had relented briefly and let his slaves go, he now wanted them back with a vengeance. However, as the story is related in Chapters 14 and 15 of Exodus, he and his mighty army charged ahead only to be drowned in the Red Sea.

This story was part of the weekly reading for Jews. And the question was posed: What made this great king and leader believe that even when he had been defeated by plagues, suffering the death of his own son and the humiliation of his gods, he would finally defeat this enemy?

I noticed a very interesting answer tucked away in one of the commentaries. The man was so concerned for his own self interests that he could not see the larger picture. In other words, in a clearer moment, given all that had happened previously and if he had provided himself withadvisors who were not afraid to tell him the truth, then he would never have launched what proved to be his final hurrah.

Now let’s hook back to the business world. How often do we see people make decisions based on similar egocentric whims?  For example, I know of a case where extra stock was purchased because sales had risen a fraction. The assumption was that future sales would continue positively. Dangerous assumption, especially as the CEO had ignored the fact that he was still overstocked due to a weak market. Enter the world of cash flow crises. Big ouch!

Or how many organisations do I know, where the chiefs complain about low sales but refuse to invest in a marketing team; training, proper salaries, clear lines of responsibility, dedicated advertising, etc? And this ritual continues while very little changes on the revenue side. In this case things matters usually have a hope of changing when the execs want to award themselves a pay raise. However, this frequently produces cuts in his staff rather than a revised sales strategy.

In effect, these leaders are lying to themselves. They are covering up the truth to meet their own needs. As Dan Ariely noted in his recent book “the honest truth about dishonesty”, we somehow contrive to blind ourselves and think we can get away with it – yes, just about all of us.

If there was one person who bucked this ‘rule of life’, it was my father, Joshua. I suppose that it is not without some mystical force that I was able to string these comments together in the week that he passed away at the age of 89. My sister and I have been greeted by a tidal wave of kind comments about him from people we know and do not know. And if I had to sum up these recollections?

It is not that he was famous or successful or brilliant at sport. What people really appreciated was my father’s ability to put aside the nonsense around many a subject in order to help others. He was deeply dedicated to making society a better place for all, especially children. As far as my dad was concerned, in order to do that you needed to play things straight, ignoring what your ego told you to do.

In effect my father would approach ever issue with a similar methodology. That means time and again he would carefully map the subject, conduct frank discussions with all those involved, not be afraid to explain to those who opposed, and then act and also take responsibility for his actions. Needless to say, he was highly successful on many charity committees.

It is maybe 5,000 years since Pharoah’s arrogance plunged his country towards military and financial disaster. Despite that distance of time and the magnitude of the disaster, people continue to make mistakes in business and in life for the same base reasons.

Somehow, my father found a way to teach us otherwise. He has left us a series of lessons that we will all benefit to learn from.

Joshua Stanley Horesh (1923- 2013). Missed desperately by his wife, his children, his grandchildren, his brother, his sister and a whole host of good people he met along the way.

Yesterday, I observed how experienced Israeli politicians had simply failed to prove to a waiting electorate that they possessed the ability to govern.

Balance that with a listing posted by the financial newspaper “Calcalist” – which translates as ‘Economist’ – detailing the top 50 commercial leaders in Israel during 2012. The survey, which was released two weeks ago, makes for fascinating reading, because each candidate was graded according to four categories; credibility, actions, openness, and ability to please shareholders.

Please note before I carry on: These subjects can also be ascribed to voters and how they perceive politicians.

It is impossible to pick out one item that identifies those at the top of the commercial ladder. Most are male, aged between 45 and 60. That said, they have been in their jobs for decades or for short periods of time. They come from a wide range of industries. Their comments and tips as to why they are successful are multiple and varied.

So, what makes you a good leader in business, at least according to this survey?

Well let’s return to those four basic elements. Each of our top business leaders scored strongly in all of the sections. In other words, instinctively, by luck or through training and combined experience, they have learnt the importance of applying multiple skills to their enterprises, without cutting corners on any one factor.

So where does that leave the up-and-coming executive? It is not just about good management, surrounding yourself with team players or knowing your market – yes, all important factors. What these four elements add up to is the phrase ‘detail’. As one successful entrepreneur, Ed Mlavsky, explained to me last year, “the devil is in the detail”. In other words, find the devil before it finds you. Then your organisation has a good chance to prosper.

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