Building The Foundations: The Early Days of ESP
ESP recently reached a landmark moment of 25 years in business. Together the team have made some great achievements over those years; consistent growth, continuous innovation and an impressive portfolio of clients that include some of the most well-known brands in the UK. But how did it all begin and what were those early days like when ESP were in start-up mode? We sat down with Managing Director Philip Graham-Clare to discover more about the beginnings of ESP and the lessons learned that are still just as relevant for today’s start-ups.
“ESP began because there was a better way of working and I knew I could create a business that would fill that gap in the market.”
Philip’s early career was spent as a design and build Mechanical and & Electrical Building Services contractor, designing the systems that make buildings usable. Where architects design buildings and structural engineers make them stand, Building Services engineers bring them to life by designing aspects like lighting, power, air conditioning and ventilation. In those very early contracting days, Philip noticed a recurring theme – whether traditional consultant design or design & build, contractors could spot different and often more practical solutions that hadn’t been considered in the project development but that clients really liked. Despite these valuable insights, due to the hierarchical relationship that existed between lead consultants and contractors, these ideas often proved difficult to take forward. This meant that the end delivery wasn’t as innovative and agile as it could be and it wasn’t always what the client wanted.
“The industry needed to evolve, to become dynamic and agile. I knew we could achieve more for clients with a more collaborative approach where clients, consultants and contractors embraced their respective and complementary skills, knowledge and ideas rather than sticking with the ‘do as I say’ relationship that existed in many projects.”
And so ESP’s journey began. Those early days were filled with excitement and possibility for Philip, but even though he was ambitious it still felt daunting to strike out on his own. “I was 36, I'd got a mortgage, a young family. I had a very secure job, reasonably paid and so the lack of guaranteed income was the biggest issue for me. Although I was happy with what I was doing, I just felt it was an opportunity that I couldn’t ignore. If I didn't take it at that age, when would I?” Philip utilised the solid reputation he’d built in the industry as an M&E contractor and leaned into his network of contacts to secure important introductions to big businesses like Lloyds Banking Group and Wickes Building Supplies, which started building momentum for ESP.
“It was a fantastic opportunity but also a step out into the dark. I needed to find people who were willing to go on that journey with me and who were ready to develop their careers.”
Philip knew that to reach its full potential, ESP needed a team who were ready to be part of a new way of doing things in the industry. A team who were passionate about collaboration and finding innovative solutions to projects. But this presented another daunting prospect for the fledgling business, “I knew I needed to build a team, but initially I worried about the income to pay them. I soon realised that without a team around me, ESP just couldn’t grow. I had to back myself, back my belief in the business and just go for it.” It turned out to be the right decision made at exactly the right time. As the team grew, so did ESP’s reputation for quality and collaboration and as a result, the impressive client base expanded with brands like Lloyds, Wickes, Travis Perkins, ASDA, TSB Bank, IKEA, Co-op and Nationwide coming on-board. The ESP team was strengthened by likeminded professionals who believed in everything the business stood for, working together to deliver projects that combined technical and strategic skills, and to strive to exceed client expectations.
“It’s imperative to put yourself in the client’s shoes, enabling you to predict the questions and objections that will come up so you can prepare and proactively find the right solutions for them.”
ESP’s success over the last 25 years hasn’t just been down to the quality of work. Right from those early days Philip knew that ESP had to be different, needed to show innovation at every step, including during conversations or pitches with potential clients. “I always prepare for every conversation, every pitch. I work out what they might ask me, what they could be concerned about. When you can answer those questions or address those objections before they come up, you’re building trust and likeability from the outset. And if you don’t know the answer, be willing to find out, learn and respond quickly to provide confidence.” With this ever-present focus on dynamic thinking and seeing the bigger picture, ESP continued to impress clients with their forward-thinking approach.
“Our focus on reputation and relationship building has been a key factor of our success right from day one.”
Over the last 25 years, ESP has achieved something quite unusual. Despite the evolution of technology, advancements in available solutions and ever-changing client circumstances, many of ESP’s clients have continued the relationship for longer than 10 years. “We've not always won contracts on price. More often, we win and keep contracts based on the trust in us to deliver along with the added value we bring. We never take any client for granted, we put the time in to earn their respect and build that relationship.” This mindset runs through the whole ESP team and has set them apart in the industry in terms of quality and longevity. “This is how we’ve approached our contracts from day one and is a big part of why we’ve been successful.”
“You don't have to be an exceptional human being to succeed in business. You just have to find that get up and go every single morning, take continuous action, evolve with your business environment and never stop backing yourself.”
Reflecting on his entire journey over the last 25 years, Philip is incredibly proud of everything the ESP team has achieved. “Being successful in business isn’t about having some secret superpower. It’s quite simple really. As the leader of the business, it’s about hard work and competing with yourself to continuously improve. Enabling and empowering the team around you to drive the business forward, have your clients at the heart of everything you do and never take anything for granted.”
You can read more about the impressive projects delivered by the ESP team on the website.