Page 8 - Hive 28 March 2019

end clients. The density of competition in a tightening traditional MEP
contracting market provides enough motivation to seek different work
Change is good... opportunities. We must speak to the end clients we are already working for,
explore their capital investment programmes and framework opportunities
and see if there is an appetite for direct work. Muller, Aston Martin and the
Shaping procurement methods, has facilitated end client introductions and direct
MOJ are just a few examples of where our good work, under traditional
orders have now materialised. Client development is a critical factor in
achieving change in Lorne Stewart. Being easy to deal with, known, liked
and trusted nationally and regionally is key. This doesn’t stop us being firm
our and fair when collecting our entitlements, but it maintains professionalism.
Customer relationship management must determine a friendship at all
levels, director to director, engineer to engineer, supervisor to supervisor,
operative to operative. Business is stronger with professional friendships.
future We need to create a fresh experience for our clients and one they will crave.

Client references for great performance will become the norm. Further
Group leverage can be gained by cross selling sister companies, be it
design and build, modularisation or facilities services thereby supporting
a greater group proposition. We must modernise the way we work, utilise
new technology whilst also getting back to basic engineering principles.
B REXIT continues to impact the construction industry as Modularising projects is a way where we can prove our engineering
ability and deliver a great customer experience. It forces early engineering
decisions and supports a ‘right first time’ culture. In doing so we avoid

developments are delayed whilst clients contemplate whether to
invest. It is therefore important that we plan our future and define how we can rework and increase our productivity.
improve the resilience and performance of Lorne Stewart Group and ride any We have progressed a lot of work with our supply chain. We have now
economic challenges ahead. signed 60 preferred supplier trading agreements. These members are
committed to supporting Lorne Stewart Group and providing a service at
Diversification is a word you may be hearing a lot of right now. This doesn’t tender, helping us to source a competitive advantage. We must challenge
mean that we are all going to work on something different tomorrow, it does our supply chain to bring innovation to our projects too. If we believe we can
mean however that we need to explore different markets. Whilst some ideas stand out from the crowd, we will need our supply chain to be on board with
6 may be radical, we will be continuing with our core skills in mechanical and us and support our objectives in offering clients a refreshing experience.
electrical contracting and facilities services. Diversification may mean the
same building services work but are undertaken in a different way, outside There is a lot of change ahead as we shape our future, the business
of the usual main contractor construction market. Take for example the work needs the ideas and drive for change from all of our members. By
Rotary Leeds are undertaking; infrastructure projects for energy providers. implementing change we can make Lorne Stewart a greater, successful
These central energy centres for E.ON remain within our core skill sets but business and more importantly, an employer of choice for both new and
offer different benefits against traditional construction projects. existing employees.

We can also become more diverse and dynamic by undertaking small works.
Direct end client opportunities are available with less risk and greater margins, Gary Heitmann
these need a change of mind set and a customer focus that embraces Managing Director, London & Midlands