TUESD
AY
,
JUNE
24
,
2008
LEICES
TER
MER
CUR
Y
9
S
P
03
WO
MEN
IN
BUSINES
S
TA
NGIBLE
RES
UL
TS
,
the
Bla
by
-
based
telemar
ke
ting
compan
y
star
ted
by
Mary
Irving
in
1994,
is
cer
tainl
y
li
ving
up
to
its
n
a
m
e.
Th
e
compan
y
wh
ic
h
pr
ov
ides
ef
fecti
ve
bu
siness-to-b
usiness
communica
tion
betw
een
sup
-
pliers
and
cl
ients
is
soon
open
-
ing
additional
pr
emises
in
Nar
-
bor
ough
due
to
incr
easing
de
-
mand
fo
r
its
services
.
Ta
ngib
le
Re
sults
,
wh
ic
h
alr
ead
y
emplo
ys
40
staf
f,
has
also
just
been
designa
ted
aH
igh
Gr
ow
th
Compan
y.
It
is
one
of
onl
y3
0
fir
ms
in
the
re
gion
ch
osen
to
re
cei
ve
fa
st-
trac
ke
d
specialist
suppor
t
sponsor
ed
by
the
East
Midlands
De
ve
lopment
Ag
enc
y.
8220I8217
ll
be
gi
ve
n
ac
oac
ho
ve
ra
ye
ar
and
I8217
ll
at
tend
de
ve
lopment
sessions
at
Nottingham
Uni
-
ve
rsity
to
help
me
identify
wider
potential
fo
rf
ur
ther
de
-
ve
lopment
of
Ta
ngib
le
Re
sults
,8221
sa
ys
Mary
.
Star
ting
an
ew
bu
siness
in
the
wak
e
of
a
re
cession
of
the
ear
ly
90s
re
pr
esented
an
element
of
risk
fo
r
Mary
,
bu
ti
t
wasn
8217t
the
first
time
she
had
made
ab
old
decision.
8220I8217m
originall
y
fr
om
County
Cor
ki
n
Ir
eland
and
I
came
her
e
on
holida
ya
s
a
teena
ge
ri
n
the
la
te
1960s
,Idecided
to
sta
ya
nd
we
nt
to
wo
rk
in
Leicester
as
an
of
fice
junior
fo
r
the
cl
oc
kmak
-
ing
fir
m,
Gent8217
s.
8221
8220La
ter
I
wo
rk
ed
fo
r
Rank
Xer
-
ox
in
telemar
ke
ting.
I
joined
their
dir
ect
sales
fo
rc
ea
nd
in
1982
I
was
their
first
female
ne
w
bu
siness
salesperson
outside
of
London.8221
As
personal
computers
pr
olif
-
era
ted
in
bu
siness
,M
ary
sw
itc
hed
to
wo
rk
ing
in
the
IT
sector
wh
er
e
she
spent
12
ye
ars
,
finishing
up
as
accounts
man
-
age
r
fo
r
a
har
dw
ar
e
man
uf
ac
-
t
u
re
r.
8220My
ro
le
was
to
help
the
fir
m8217
s
customers
de
ve
lop
sales
and
mar
ke
ting
stra
te
gies
and
I
en
-
coura
ge
d
telemar
ke
ting
be
-
cause
it
wo
rk
ed.
Th
is
is
ho
wI
disco
ve
re
d
an
ic
he
fo
racom
-
pan
y
to
pr
ov
ide
this
as
an
out
-
side
service
.
8220When
I
was
made
re
dundant
during
the
re
cession
of
the
ear
ly
90s
,
Id
ecided
to
star
t
my
ow
n
telemar
ke
ting
compan
y.
At
tha
t
time
Ih
ad
tw
oc
hildr
en
to
sup
-
por
t
and
I
had
to
calcula
te
the
minin
um
salary
In
eeded
to
li
ve
on.8221
Ta
ngib
le
Re
sults
was
initiall
y
based
in
Leicester
.A
fter
thr
ee
ye
ars
,
the
compan
yh
ad
gr
ow
n
and
mo
ve
d
to
its
pr
esent
base
in
B
l
ab
y.
Mary8217
s
telemar
ke
ting
exper
t-
ise
was
originall
y
ga
ined
in
the
IT
sector
bu
t
she
points
out
tha
t
the
basic
principles
re
main
con
-
stant
fo
r
most
pr
oducts
and
ser
-
v
i
c
e
s.
8220Y
ou
ha
ve
to
understand
the
customer8217
s
needs
and
fulfil
them
ef
ficientl
y
and
pr
ofit
-
ably
.B
ut
man
yb
usi
-
nesspeople
ar
es
o
in
vo
lv
ed
in
cor
ea
cti
vities
tha
ti
t8217
s
dif
fi
-
cult
to
find
time
to
instig
at
e
and
maintain
contact
with
cl
i-
e
n
t
s.
8220T
angib
le
Re
sults
can
do
tha
t
fo
r
yo
u
8211f
ro
m
conducting
cus
-
tomer
sa
tisf
action
surv
eys
to
making
people
aw
ar
e
of
ne
w
pr
oducts
they
ma
yb
e
inter
ested
in.
8220When
yo
u
send
litera
tur
eo
ut,
t
h
e
re
8217s
no
guarantee
tha
tp
eople
will
re
ad
it.
We
tak
e
the
messa
ge
to
the
decision
mak
ers
and
mo
ve
the
communica
tion
fo
r-
w
a
rd
.
8221
Ov
er
time
,
the
compan
yh
as
mo
ve
d
into
ne
w
ar
eas
of
bu
si
-
ness
,
inc
luding
the
pub
lic
sec
-
tor
.
Fo
r
example
,
it
inf
or
ms
the
bu
siness
community
ab
out
va
rious
Go
ve
rn
ment-funded
training
and
bu
siness
suppor
t
s
e
r
v
i
c
e
s.
8220If
yo
u
want
another
compan
y
to
re
pr
esent
yo
urs
,
yo
um
ust
mak
e
sur
e
the
quality
of
people
and
their
commitment
in
doing
a
job
on
yo
ur
behalf
is
good,8221
adds
Mary
.
8220A
good
nu
mber
of
our
cor
e
staf
fh
av
el
ong
service
with
us
and
fir
m
friendships
ha
ve
been
fo
rm
ed
within
the
compan
y.
We
ar
eaha
pp
yf
ir
m
to
wo
rk
fo
ra
nd
we
gi
ve
our
staf
f
monthl
y
ex
cel
-
lence
aw
ar
ds
.8221
Members
of
her
fa
mil
y,
inc
lud
-
ing
her
son
and
daughter
,h
av
e
joined
Ta
ngib
le
Re
sults
and
no
w,
alongside
other
ke
ym
em
-
bers
of
staf
f,
hold
mana
ge
ment
p
o
s
i
t
i
o
n
s.
She
finds
time
in
her
bu
sy
sc
hedule
to
enjo
yt
he
thea
tr
e:
8220I
sa
ware
all
yg
ood
perf
or
mance
of
Oklahoma
at
Kil
wo
rt
h
House
re
centl
y,
and
Ia
ppr
ecia
te
both
contemporary
and
cl
assical
mu
-
s
i
c.
8220I
lo
ve
to
tra
ve
la
nd
I8217
ve
done
most
of
Eur
ope
,
bu
t
Id
on
8217t
ge
t
enough
time
to
go
fur
ther
afield.
One
of
my
plans
is
to
go
ro
und
the
wo
rl
d
wh
en
time
allo
ws
.8221
She
also
enjo
ys
ga
rd
ening
and
is
looking
fo
rwar
dt
o
the
time
wh
en
the
Narbor
ough
of
fices
ar
e
opera
ting
and
she8217
s
within
walking
distance
of
wo
rk
.
Th
e
Bla
by
base
will
re
main
and
the
Narbor
ough
pr
emises
8211
an
old
re
ctory
cur
re
ntl
yb
eing
re
furbished
8211p
ro
vides
scope
fo
r
expansion,
no
w
and
in
the
fu
-
t
u
re
.
Mary
is
de
puty
ch
air
of
Leicestershir
e
Chamber
of
Commer
ce
and
a
non-ex
ecuti
ve
dir
ector
of
Leicester
Educa
tion
Business
Compan
yw
hic
h
pr
ov
ides
sc
hool
students
with
experience
of
industry
.
She
has
sound
ad
vice
fo
rp
o-
tential
entr
ep
re
neurs:
8220If
yo
u
ha
ve
ag
ood
idea,
re
sear
ch
the
mar
ke
t
and
ask
yo
urself
if
yo
u
ar
ep
re
par
ed
to
tak
eo
n
the
ch
al
-
leng
e.
It8217
s
an
ongoing
commit
-
ment.
Th
e
upside
is
Ih
av
e
al
ot
of
pride
in
the
people
I
wo
rk
with,
the
quality
of
wo
rk
we
pr
o-
duce
and
the
oppor
tunity
tha
t
wo
rk
ing
within
as
uccessful
bu
siness
pr
ov
ides
.8221
Tangible
Results
lives
up
to
its
name
THE
TA
NGIBLE
RES
UL
TS
TEAM:
Pictur
ed
is
ow
ner
Mar
y
Ir
ving
with
her
management
team
OW
NER:
Ta
ngible
Re
sults
is
ow
ned
by
Mar
y
Ir
ving
AT
YO
UR
SER
VICE:
The
Ta
ngible
Re
sults
team
outside
their
ne
w
pr
emises
ADVER
TISING
FEA
TURE
Page 1
Page 2
Page 3
Page 4
Page 5
Page 6
Page 7
Page 8
Page 9
Page 10
Page 11
Page 12
Produced by PageSuite