Jeremy Campbell- Collaborating to deliver projects

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Suite 2, 21 Bloomsbury Square, Bloomsbury, London WC1A 2NS | Email: enquiries@icw.uk.com | Tel: 0203 051 1077
Delivering More
through Collaboration
Claire Ward
Chief Executive ICW
Jeremy Campbell
EMCOR UK
“Collaborative working to create sustainable value in business relationships”

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Introducing the ICW
Our Vision
Collaborative Working in recognised as a professional business discipline necessitating a
structured methodology to underpin successful business relationships

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Introducing the ICW
• Established in 1990 though DTI (now BEIS) and CBI
• Self financing - Not for profit distribution
• Membership based – both corporate and individual professional
• Cross industry - public, private and third sector
• Sharing knowledge network

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Our members
Add text

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Knowledge network
• Research
• Thought Leadership
• Learning and development
• Sharing knowledge
• Corporate and Individual members

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The Foundation of ISO 44001
Collaborative – Relationship – Assessment – Fulfilment – Transformation

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ISO 44001
Collaborative Business Relationship Management - Framework
ISO High Level Structure
In order to harmonise management systems standards ISO have established a mandatory structure (shown below) ,
which is applied to all new standards and over time will be applied retrospectively to all management standards. The
benefit of this approach is that internal processes which are common can satisfy multiple standards and be assessed
jointly leaving only the specific requirements for individual applications.
1. Scope
2. Normative references
3. Terms and definitions
4. Context of the organisation
5. Leadership
6. Planning
7. Support
8. Operation
9. Performance evaluation
10. Improvement
For those starting
afresh with ISO
44001 this should
not prove and
issue.
For those who will be
transitioning from the
BS 11000 will need to
reconcile their
existing approaches

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Interaction HLS and Life cycle

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The Life cycle of Relationships
Does the corporate model
align with operational needs Does the specific business
case support a collaborative
approach
Assess our strengths
and weaknesses and
define partner
profile
Engage with
potential partners
and understand
their objectives
Develop a joint collaborative
approach to drive successful
outcomes
Create and maintain a
focus on developing
added value
Jointly manage the
relationship and
performance to
ensure success
Meet business
needs and ensure
controlled
disengagement

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Introducing EMCOR Group / UK plc
▪ If you live in the UK you touch our clients services and products in some way each and every day
▪ Air
▪ Defence
▪ Nuclear
▪ Life Sciences
▪ National Security
▪ Critical life services
▪ We are a solutionsfocussed organization helping our customers develop creative approaches to
respond to business opportunities
▪ We seek to foster the discovery of customer interest and value to generate innovation and competitive
advantage

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UK FM Market in quick focus
▪ UK Models vary across industry sector
▪ Significant growth potential but price dominant
▪ Highly characterised by traditional procurement
▪ 58% of FM’s believe providers have no interest in
building relationships
▪ 48% of FM’s believe providers are not Customer Centric
organizations
▪ 45% frustrated with the buying process
Source: FM World / Credo Survey 2018

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Our ever evolving and changing world

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Why do collaborative programmes fail?
▪ The mere intent to collaborate does not guarantee co-creation of value
▪ No understanding of the requirements for effective collaboration
▪ Don’t have the right people behaviours and skills
▪ Not seen as a different way of working (new paradigm)
▪ Organizational structures continue to collide
▪ Individuals act in silos (competing agenda’s)
▪ Seen as a selling technique – it’s NOT!!!!!

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Critical success factors
▪ Collaborative culture
▪ Behaviours & Competency
▪ Management system
▪ Measurement tools
▪ An in built ability to find
WIN : WIN outcomes
▪ Language V9.0
▪ Partnership Version 1.0 (pre 2008)
Was about…..
▪ Product & delivery
▪ Minimum cost
▪ Exceeding expectations
▪ Process orientation
▪ Effective account managers
▪ Basic planning
▪ Being close to the customer
▪ Collaboration Version 9.0
(2019) Is now all about….
▪ Experiences & solutions
▪ Maximum value (LIFE TIME)
▪ Creating WOW (and dreams)
▪ Beauty – design rules
▪ FABULOUS Superstars
▪ Details. FOCUS
▪ Customer centric (inseparable)

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Delivering success

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Delivering success
Partner Selection, ISO says…..
• Evaluate and select partner(s)
• Develop engagement strategy
• Define negotiation strategy
• Identify Value Creation
• Understand knowledge
• Assess joint objectives
• Assess joint exit strategy
• Initiate JRMP

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First Steps – process beauty contest
1. Select one form / document / process: transaction SOP, a
workflow, a customer satisfaction survey, project review
2. Rate the selected doc. / process on a scale of 1 to 10 [1 =
Obstruction / Real Bad!; 10 = Work of Art / Olympic Champion] - on
four dimensions:
Beauty, Grace, Clarity & Simplicity
3. Re-invent your FUTURE STATE!
4. Repeat, with a new selection, every 5 working days.

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Delivering success
0
0.5
1
1.5
2
2.5
3
3.5
4
4.5
5
Communication
planning
Information
Exchange
Problem solving
Responsiveness
Behaviours
Strategic Alignment
Through life
capability
Management
Solution
Development
Value
Innovation
Change
Management
Best Practice
Performance
measures
Process
Improvement
Product/Service
development
Route to contract
Contractual
agreement
Commercial
relationship
Resource & skills
sharing
Risk and opportunity
management
May Current State Relationship June Future state relationship 2016 January Future state relationship 2017

Collaboration – working smartly together
SHARED VISION – working through ISO 44001:2018
SHARED MISSION & VALUES – Governance Model
JOINT STRATEGIC OBJECTIVES
STRATEGIC ACTIONS (model examples): Key Account Management, LEAN
learning, customer service plans, Zero Accident Prevention (ZAP) culture, Integrated
Management Systems (IMS), joint supply chain strategy, shared training and
development plans, joint Social Value strategy
GOAL 1:
High
Performance
Culture
GOAL 2:
Service
Excellence
GOAL 3:
Innovation &
Co-creation of
Value
GOAL 4:
Partnership in
Safety,
Wellbeing &
Sustainability
JOINT RELATIONSHIP MANAGEMENT PLAN
KEY PERFORMANCE INDICATORS

Thoughts & Considerations
Collaboration
and Co Creation
Mission
Frameworks
(strategic
alignment)
across your
business
Will we be able
to share
knowledge and
information?
Can I get access to
new learning &
development
opportunities?
Can I find and
utilise new
talent?
Can I improve my
brand image?
Will we be
able to create
Joint
business
plans
Will I get access
to new
technology?
Can I get
access to new
innovation?
Do we have the
BUY-IN? -
commitment &
collaborative
ATTITUDE?
Do we have the
ATTRIBUTES
(systems and
process)?
Do we have the
expertise /
resource?
Do we have
the ABILITY
or do we
need
consultant
support?
What will
success look
like?
Extended
supply chain
and other
stakeholders
– buy in
Why are we
collaborating
together?

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CONTACT US
Institute for Collaborative Working
Institute-for-collaborative-working
enquiries@icw.uk.com

Jeremy Campbell- Collaborating to deliver projects

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