Providing strategic support and advice over a long-term relationship has enabled Roadways to achieve sustainable growth.

How it started

Over my 30 plus years in the Highways and Construction industries I have learned that opportunities nearly always come out of excellent relationships. It has not been different over the last 3 years where I have worked to support businesses as a Consultant.

Having worked closely with James Bailey, Chief Executive of Roadways, during my role as Service Director for East Sussex Highways I knew that we were like minded in our open approach to doing business. I also felt that James was innovative and wanted to challenge the industry to do business differently, better and more sustainably.

Roadways were one of the first Highways and Construction businesses that took up the opportunity to use our “Construction” Employee Engagement Survey. Working closely with James and partner Victoria during the process and then feeding back the high quality, detailed information developed our relationship and gave them valuable insight, ideas and encouragement for their business.

You can read more about the survey and support given here: www.peopleessentials.co.uk/project/people-essentials-services-springboard-growth-construction-firm

Trusted Advice and Support

Following the great success of our work with Roadways during their Engagement Survey James asked me to work with his business as a Trusted Advisor. James is an innovator and in many ways a disruptor to the industry, he did however feel that he needed support from someone who has significant experience in the Highways Sector.

Through challenging and agreeing the businesses strengths and the direction that James wants to take the business, we developed a clear strategy for growth and set about strengthening the pipeline of opportunities to achieve it.

As an SME there can be very real challenges to winning work with Tier 1 businesses across the industry and perhaps even more so directly for Public Sector clients. When already operating at 100% capacity running a business day to day it is not easy to focus on challenges such as:

• Understanding the opportunities that are available and how to access them.
• Developing the capabilities and accreditations to be able to bid for the work.
• Understanding your competition and identifying what differentiates you against them.
• Preparing competitive tenders with, in many cases, significant quality requirements.

Over the last 2 years we have worked closely with Roadways to assess each opportunity and create the best chance of securing them. We have supported in the development of winning tenders and have assisted in the development of the relationships with new clients to ensure that the opportunities gained work for all parties.

Ongoing Support

The Highways and Construction Industries are an extremely challenging environment in which to do business. James has often said that he believed “business was business” until he bought a 50 year old construction company!

Working in a long-term trusted advisor capacity has allowed me to work closely with James and the business, building on the many successes and providing support if things have not gone to plan.

We have continued to review and challenge the businesses strategy to ensure that their success is maintained and that James and Victoria’s aspirations for the business are realised.

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