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Going to the Gulf Our Experience in Qatar
Sam Murdock – Director of Water Services
Enterprise Ireland GCC Trade Mission7th January 2014
Outline of Presentation
• Introduction to Byrne Looby• Our Middle East journey• Lessons learned and benefits
Overview of Byrne Looby
2014• 9 offices, 5 international
• Ireland – 4 • Middle East – 3• UK – 2
• Middle East locations: • Dubai• Doha• Jeddah
• Working in the water, marine and heavy civil engineering sectors
New Office - Dubai
Our work in the Middle East
World’s Tallest Flagpole (Jeddah)
Hodariyat Bridge(Abu Dhabi)
Lusail CP4 (Qatar)
Mesaieed Industrial City TSE (Qatar)
Al Khor STP, Qatar
Aqaba Port(Jordan)
Internationalisation – taking the big leap
With contraction of the Irish market in 2008, we started developing new international centres to generate revenues and spread risk
Middle EastLibyaUK
100% Ire-land
2007 Sales
34% ME
7% EU36% UK
25% Ire-land
2013 Sales
Growth…
2007- 100% of sales in Ireland- 1 office in Dublin- 40 employees- Turnover €4m
Now- 25% of sales in Ireland- 10 offices- 100 employees (>250
with JV partners)- Current annual
equivalent revenue €10m
Our Middle East Journey2009 – Entered Saudi Arabian Market• Selling our traditional specialist services• Tried to replicate what we did in Ireland 2011 – Learnings 2 years on..• Market needs were different from those in Ireland – needed value
focused client services suitable for the market• Our traditional services - low volume and not scalable• Higher trading overheads – need a bigger turnover to be viable –
work only on projects worth €20,000 or more in fees
Needed to diversify, win bigger projects and break even or leave
Water Services and Qatar
• Revised strategy 2011• Diversified service offering• Identified significant
opportunity to deliver water services particularly in Qatar
• New business plan• Supported by Enterprise
Ireland
Route to Market1) Team building
- Build a water services team to supplement existing skills working between Ireland and Qatar
- Purchased PH McCarthy Consulting Engineers in Ireland to supplement capability in late 2012
Route to Market
2) Market entry – partnering, business development- Partnered with local company ASCO- New joint venture partners
- ASCO have over 40 years experience in the Qatari market - Excellent understanding of local conditions, market, customs,
planning requirements as well as client expectations and Qatar Construction Standards
3) Quick Wins
Initial
Short term
Mid term
Long term
- Design elements- Small EPC contractors- Stretched large consultantsRELIANT ON CONTACTS AND INTRODUCTIONS- Small/medium design elements- Medium/large EPC contractorsBUILDING ON EXPERIENCE AND REPUTATION- Sole designer- Water authority/large EPC contractorsCONTINUE BUILDING REPUTATION
- Clients advisor on asset management- Water authorityESTABLISHED REPUTATION
Route to Market
4) Win Bigger ProjectsRoute to Market
Lusail Expressway (Doha, Qatar)• First service tunnel in Qatar• Working with ASCO Qatar
Strategic Tunnel Enhancement Programme (Abu Dhabi, UAE)• Over 40km of sewers across the city
Treated Sewage Effluent Upgrade (Mesaieed Industrial City, Qatar)• QAR 7.5 million water infrastructure
project• Working with ASCO Qatar
Our Vision
Top 10 middle east water and infrastructure consultants in next 10 years
Ingredients for success in Qatar
• On the ground presence • Careful partner selection• Understanding the market• Firm commitment to the market• Cultural understanding and respect• Clear understanding of financial
model and strong financial management
Ingredients for success in Qatar
• Need great people committed to the cause – Qatar is a complex market with global players, staff work very hard
• Willing to travel and live abroad• Relevant technical expertise• Non-technical
management/leadership skills (sales, business development)
• Opportunity for staff to up-skill through working on projects beyond scale in Ireland
Ingredients for success in Qatar
• Enterprise Ireland• Networking (Irish Diaspora)
Benefits
• Developing new skills which can benefit the Irish market in the future
• Recently announced 50 new jobs
• Grown to 90 people• New opportunities which
allow for future growth of the business
Thank you έϛη