Andrew Temple: Business Development

14/11/2011 Written by: Rachel Davies No comments

Andy is Head of Business Development for our Northern Europe Region.

Where’s Northern Europe then?

It’s basically north of the M25 in the UK: Scotland, Ireland and all of Scandinavia. I work in our offices from Manchester to Copenhagen.

That’s quite a geographic area, what exactly is it you do?

Primarily support our work winners across the region and beyond. My focus is key account management, client facing and business to business. Looking after regional events, regional communications and intelligence gathering are some of my other remits. I also coach, mentor and encourage good business development across our region with our work winner communities in each office.

Which in reality means...?

I have a client facing role, whether that’s internal or external. My goal is to work with our clients and partners so we can work on the best and most exciting projects. So I build relationships with people we work with (or would like to work with!) and introduce them to our people inside Buro Happold. That’s in conjunction with running our business development support team. What’s great is that I get to work across a variety of sectors, but being a big sports fan I particularly enjoy working with our sports, leisure and entertainment teams.

Who’s your team?

Glasgow Celtic FC. There’s no other team in my eyes. My son and I try to attend every home game – we’ve missed one in three years. Not bad going...

Does that cause any internal conflicts?

Well one of my bosses is a Rangers fan so there’s some interesting banter between us! The problem is that they’re winning the league and he doesn’t let up about it...

Do you ever get your hands (or feet) dirty and play a game or two?

No, I’m too old for that, but I love taking my son along to games.

How do you keep connected?

I work with all the other business development managers around BH. We share intelligence, opportunities and market data. I also keep in touch with sector leaders and principals around the business. I’m a big fan of calling people, but I like email and using LinkedIn as much as I can, too.

You must travel a fair bit?

I’m normally desk bound Monday and Friday and out on the road Tuesday, Wednesday and Thursday. I’ve cut back, however, on flights as it’s more cost effective to use the train – I can work on the train plus my carbon footprint has reduced!

How long have you been with Buro Happold?

I’ve been with the practice for two years now. Previously I worked for a national utilities design and build consultancy. I pitched to BH and from then on aspired to get here. Strange but true!

What’s hot in Northern Europe at the moment?

Well we’re currently focusing our efforts on Scandinavia – looking to expand in Norway, Sweden and Denmark, while building on our existing relationships. We’re also focusing a lot of effort into the Hubs in Scotland: they’re starting to bear fruit. Some great opportunities are coming through thanks to good relationships with our clients. There are also some great shortlisted opportunities coming out of our Copenhagen office combined with some interesting project wins across the entire region.

Can you tell us more?

Watch this space!

You mentioned you arrange local events, anything exciting happening?

We recently ran an event called BIM Scotland. We invited people from the public and private sectors, architects and contractors. It was sponsored by Keppies and Laing O’Rourke and was a great success. I’ve recently had meetings with Construction Scotland, who attended the event. They’re the industry advisory group to the Scottish Government. The long and short of it is that they’re very keen to endorse BIM Scotland and promote awareness to the government that we’re matching what our colleagues are doing in England. Exciting times for BIM and for Buro Happold!

We intend to do another event in the new year, this time bigger and more focused at the government, developers and QS firms from our industry.

What’s the best part of your job?

Best part of the job is the chase and to be challenged. I thrive on achieving goals and enjoy the face to face meetings. Overall, however, I‘m happy when I see the value that I bring to my clients and our work winners: then I know I’m doing my job!

And the worst?

Frustration is a factor with me. I like things to be done right first time and on time!

Is that a hangover from your military past?

Yes I would say so – it’s built into me. Discipline is a skill that I am grateful the army installed in me! I left the army in 2002 as a Senior Non Commissioned Officer. I still miss the banter, the tours abroad, but I’m glad that I’m out of it now - it’s a tough, relentless and sometimes unforgiving job.

What skills have you transferred from your time in the army to Civvy Street?

As a senior military instructor you learn a lot about psychology: coaching, mentoring and discipline. Warfare and tactics is all about strategic planning and training and being able to see the bigger picture. Attention to detail is critical – the task isn’t over until it’s complete. You have to be able to plan, forecast and gather intelligence, which is the same as business development(albeit I don’t have to lie in a hole in the desert for days on end to do that anymore!) There’s so much that the military teaches you that can be transferred to Civvy Street... apart from one thing: how to be a Civvy. I still haven’t grasped that one!