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Doing business with Utilities: Top tips

Contractor Barhale director Andy Flowerday talks about the five rules for winning work

Make safety and the environment your key areas of focus

“Safety is always top of the Agenda and Environmental performance is now increasingly coming to the fore.”

Reduce costs and wastage within your business 

“Clients want to see that you offer best value and have proactive plans in place for reducing waste and tackling unnecessary costs.”

Focus on customer care to your clients and the public

“Barhale started as a specialist subcontractor and has grown to become a main contractor mainly by listening to our customers and building a reputation of delivering according to their needs.  You need to really understand what is required from your prospective client and from the regulatory challenges they face. And your business needs to be able to differentiate itself from the competition, evidencing alignment with your clients’ business objectives.”

Get to know your potential client long before the formal bidding process even begins

“It is hugely expensive and can vary from a couple of hundred thousand to nearly a million pounds.  Therefore you need to make sure that you only try to pre-qualify for bids that you can realistically win.”

Be prepared to share your innovative ideas and experiences with the supply chain

“If you don’t someone else will and will take credit for doing so.”

Andy Flowerday is a director at Barhale Construction

Scottish Water case study

By Michael Lane

Scottish Water has announced a list of 10 framework partners to carry out infrastructure work as part of its forthcoming £500 million-a-year capital investment programme.

Barhale Construction, Byzak, Clancy Docwra, Carillion Water, Farrans Construction, George Leslie, Galliford Try Infrastructure, Mott MacDonald Bentley, Rok Civil Engineering and Rosshire Engineering Services have all been selected.

The framework partners will all work on infrastructure projects with Scottish Water’s in house delivery vehicle, CID, and its joint venture partnership delivery vehicle, Scottish Water Solutions.

Scottish Water is also set to announce a preferred bidder for “Scottish Water Solutions 2”, the new joint venture partnership delivery vehicle for the next investment period.

Scottish Water chief executive Richard Ackroyd said: “Scottish Water is currently supporting between 5,000 and 6,000 jobs in Scotland with £700 million being invested last year and a further £700 million this year.

“The next programme will be more in line with normal delivery programmes, averaging £500 million a year.”

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