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ENERGY INTERNATIONAL
June/July 2012 www.esb.ie/em
PHOTOGRAPHS FROM ACROSS THE WORLD ...
“Since its establishment 40 years ago, ESBI has grown into a leading global engineering consultancy business with long standing clients.”
These opportunities include: work as owner’s engineer (or consulting engineer) on thermal generation, wind generation, transmission and special services projects; operations and maintenance (O&M) of generation, transmission and other facilities; design work and plant and compliance audits. Emerging business lines include sustainability services, distribution optimisation and electric vehicles.
A key point is that ESBI’s business development strategy is driven by market needs, rather than ESBI’s existing internal capability.
“‘Learning to Win’ is one of the major projects currently underway,” said Ollie. “The purpose is to clearly understand how to win work and increase the level of success in our bidding.
“Very closely linked to this is our switch to a value based selling approach, whereby we are identifying target customers, developing a full understanding of their strategic objectives and issues and identifying how we can add value. This will help us to engage and convert better prospects, improve our cost of sales, generate high levels of repeat business, stay competitive and support a differentiated, rather than a low-cost strategy.
“What we’ve learned so far is that our value for clients is anchored in the calibre and expertise of our people. For clients, this means less risk, more predictability, quicker problem solving and high quality future proofed asset portfolios. Our background, as part of a utility that builds and operates assets, means that we can optimise solutions and pre-empt problems during the design and development states of a project, which other consultants might not spot.”
Looking at ESBI’s key markets, Ollie said, “We are developing an in-depth knowledge of how to win business in each of our Tier 1 target countries and are working on country plans for each market setting out our approach. As we go along, we are validating the desktop research we carried out as part of the Business Development Strategy review earlier in the year.”
As ESBI embarks on its growth mandate a key feature will be the breadth and depth of its offering in the market.
TALENT DEVELOPMENT
Sinead Treanor, Project & Technology Coordinator, has been selected to participate in a 10 day Carbon Capture and Sequestration (CCS) research programme entitled Research Experience in Carbon Sequestration (RECS) in Alabama from 3rd to 13th June. Thirty candidates were selected from 128 applicants, and Sinead is one of only 5 International candidates who were invited to participate in the programme. The programme is part-funded by the US Department of Energy, and further details can be found at www.recsco2.org.
STAFF ENGAGEMENT ACROSS THE BUSINESS ...
A significant staff engagement took place across ESB International in preparation for mobilising the business. The ‘Learning to Win’ programme was rolled out to all staff.
