NW Construction Network Programme 26 May 2015

Project Partners LEAD PARTNER North West Region Cross Border Group LEAD COUNCIL Magherafelt District Council PROJECT PARTNERS Derry City Council Donegal County Council Limavady Borough Council Strabane District Council

Programme Overview Objectives Establish a Type 3 Regional Business Cluster Members build new cross border business relationships Members secure sales in GB Members increase investment in innovation and product / service development Establish 4 formal Type 1 Business Networks

Programme Budget Total Project Cost £336,889 £297,889 Interreg IVA £39,000 Participants Income

1.0 OVERVIEW OF THE PROGRAMME DELIVERY MODEL

3 distinct but interlinked phases Phase 2. Gearing up to Grow [March – September 2014] 80 businesses started / 70 completed Skills development workshops 3 x 6 half day workshops One to one mentoring 2.5 days Meet the Buyer event in Magherafelt – September 2014 Phase 1. Diagnostic process [June – October 2013] 90 businesses in total Individual face to face diagnostic interviews Focus on identifying support needs for construction businesses across the NW Programme design for Phases 2 and 3

3 distinct but interlinked phases [Cont’d]. Phase 3. Generating business in non-local markets [October 2014 – February 2015]. 46 businesses started / 37 completed Skills development workshops 2 x 6 half day workshops One to one mentoring 2.75 days Tailored sales prospecting 2.5 days Meet the Buyer event in Dublin – December 2014 Meet the Buyer event in Glasgow – March 2015 Participant Support Fund £400 each

3.0 POSITIVE ELEMENTS OF THE PROGRAMME

Many businesses on the programme have gone from struggling to survive at the beginning of the Programme to becoming exceptionally busy – the construction sector across the Island of Ireland is therefore rallying and beginning to pick up pace – a sure sign of wider economic recovery. Bespoke mentoring and sales prospecting – all of the work that could be delivered on site – was particularly well received [in most cases]. Those participants who did participate at the workshops and the Meet the Buyer events generally found these to be very beneficial....although the participant numbers were generally disappointing.

Case Study 1 – McMenamin Engineering Based in Donegal, McMenamin Engineering Ltd specialises in the provision and erection of structural steelwork for the construction sector. Have participated on both Phases 2 and 3 of the Programme with the specific aim of building contacts with the large building contracting firms in NI. Mentor worked with company prior to the Meet the Buyer event in September 2014 to prepare them to meet with some of these buyers. Had a number of very positive meetings at the event....and has just secured an initial £40K order with Sisk Brothers for a construction project at Letterkenny Hospital. Has also recently won additional work with Lagan Group on a number of new projects.

Case Study 2 – Kevin Watson Construction Based in Derry, KW Construction is a main contractor, specialising in both residential and non-residential construction work. Used the Programme to research market opportunities in London in the housing association construction and refurbishment sector We worked with this client to: 1.Identify the principal housing associations in London. 2.Identify the key decision makers in each case. 3.Schedule meetings with a number of these key decision makers in London. 4.Prepare to meet with these decision makers. Client is delighted with the inputs and is very confident that this will lead to the establishment of new business.

Issues Geographical spread of businesses Drop-offs from Phases 2 and 3 Group activities – Workshops & Meet the Buyer events Securing payment from participants

Lessons Learned The Programme has generally worked well with some excellent outputs even at such an early stage. Many of the participants have experienced a very significant upturn in business over the last 12 months....Whilst this is great news, it has also impacted negatively on the ability of some of the participants to commit properly to the Programme. Despite the above, there is a significant appetite for external support – many participants get great value from an external advisor: Challenging them. Pushing them. Assisting them to step outside their comfort zone.

Lessons learned cont. High Satisfaction Levels as it was a needs led programme tailored to needs of participating businesses Real Business Opportunities were created Bespoke mentoring & sales prospecting were particularly well received.