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February/March 2012 www.esb.ie/em
Energy International
Poulaphouca gets top marks
Energy International
page 28
ESB International targets overseas growth
A new business development strategy aimed at expanding ESB International’s overseas presence was presented by senior management at the annual ESBI staff conference in Croke Park on Friday, December 16th.
THE STRATEGY FOCUSES on opportunities in Europe, the Middle East, South East Asia and Africa and identifies specific countries where ESBI will target its business development efforts during 2012. It was developed following extensive analysis of international market opportunities and a review of ESBI’s core capabilities.
ESBI’s Business Development Manager Sean Atkinson presented the strategy, emphasising the need for ESBI to adopt a focused approach to winning new business. “This strategy provides clear direction about the market sectors and geographies we intend to target as well as a detailed outline of the resources and capabilities we have to service those markets,” he said.
He also outlined the role of staff in implementing the strategy, “Everyone in the company will be involved in delivering this strategy, whether it’s finding leads, preparing bids, managing the client relationship or making sure that the office is tidy before a meeting – everyone has a part to play.”
Under the strategy, ESBI will offer services relating to four key product lines, namely thermal generation, wind generation, transmission and distribution services and specialist services, a category which includes strategic consultancy, power systems studies and audits.
The half-day conference took place the week before Christmas to accommodate staff returning home to Ireland on holidays. As in previous years, the event included a look back at ESBI’s achievements over the previous 12 months and incorporated Christmas video messages from overseas staff. This year, the conference also included a workshop to engage staff in discussions on how ESBI can continue to build its international reputation to support its business development strategy. All findings from the workshop have been fed back to the business development strategy team for incorporation into the implementation plan for 2012.
Among the speakers at the conference were ESB Chief Executive Pat O’Doherty and acting Executive Director of ESB Energy International, John McSweeney, both of whom endorsed the strategy and outlined their commitment to supporting its implementation.
ESB International Manager Ollie Brogan said, “ESB International has a very strong reputation around the world which has been built up over 35 years in over one hundred countries. Unlike here, many economies around the world are thriving and huge investment is going into energy projects. The strength of our brand means that we are in a strong position to secure new work in those markets.
“Success, however, depends on our ability to manage costs effectively, operate efficiently and continue to deliver very high quality engineering services.”
Three staff working on international projects for ESBI gave presentations regarding the opportunities and the challenges of working overseas. “In Africa, grey hair is respected and valued, so as a young person, you need all your powers of persuasion to get people to adopt the best technical solution,” said Douglas de Beer, a project manager working on a
