The making of a new revenue centre : Manchester lift off
7/12/21: Major wins, key new client relationships and the successful delivery of a first large scale project has created a powerful new engineering services revenue centre for TClarke in the North West. Operations Director, Paul Mitchell explains.
The story of our North West operation’s success over the past two years gives you a clear sense of how TClarke develops revenue opportunity and builds a sustainable business.
Traditionally our operation in the region was built on a very deep long term relationship with BAE Systems for whom we provide specialist FM services as well as Engineering Services. This relationship is highly valuable to us and we retain it. We have also set out to establish ourselves as a Tier 1 Engineering Services contractor in the North West and thus open up this large regional market for our business as an ongoing revenue stream.
Now, a couple of years after we arrived in Manchester, we have just moved into larger offices in Trafford Park, overlooking Salford Quays, we have completed our first major project successfully, we have commenced key new relationships and have secured two large scale strategic projects that effectively announce our arrival.
The Guinness Partnership Points Cross development, working with United Living, is for 311 new affordable homes. This is the Guinness Partnership’s largest housing development to date. The scheme forms part of a major regeneration programme and is set to provide over 8,000 new homes – 928 at Points Cross.
This is a very exciting opportunity for us to develop substantial repeat revenues in the residential and hotels sector – one which is particularly buoyant in our region and attractive for us with the skills and systems we have across our group.
On top of this we have also been selected to provide engineering services for an international banking group. With our package worth in excess of £12m. This is the largest ever single engineering services job that TClarke has delivered in the North West and one of the largest the Group has been awarded outside London.
Moreover, having completed our first breakthrough job with Overbury in the North West, the new Royal College of Physicians HQ in Liverpool, we have now successfully secured a series of projects with them. So we have got the TClarke model of quality work followed by repeat projects underway in this region.
With these new projects in mind and a strengthening pipeline; our Manchester office now looks to provide new recurring revenues of £20m + for the group, with the potential to grow substantially. This is a competitive regional market and I am not given to being over optimistic – so we keep our feet on the ground and look to do a good job each time.
TClarke is a serious Tier 1 engineering services option for clients and principal contractors in the North West. We will work very hard now to earn and develop our position.