Spotlight 06
Business development and market growth
Atlas Industries — Business Development, Australia & New Zealand
Team Vanguard led business development for Atlas Industries across Australia and New Zealand. During the engagement, monthly ANZ professional services revenue grew from US$100,000 to US$1.5 million — a fifteenfold increase.
Our role covered the full business development process: market strategy, identifying opportunities, building client relationships, preparing proposals, negotiating commercial terms and securing new work. We connected Atlas’s technical capability with the needs of architecture and engineering practices, builders, major contractors and asset owners.
The services we brought to market included architectural documentation, BIM modelling and coordination, structural engineering documentation and building services engineering documentation. This required an understanding of project programmes, design stages and the commercial priorities of each client.
Work secured included Melbourne Metro Tunnel and existing rail station and network upgrades, accessible Melbourne tram stop and platform upgrades, and Crown Melbourne casino, restaurant and public area upgrades. Hospital engagements included Royal North Shore Hospital, Perth Children’s Hospital and the Children’s Hospital at Westmead, alongside further health projects across NSW, Western Australia and Victoria.
Client relationships developed through the engagement included Hassell, John Holland, Crown, Arup, AECOM, LCI, JHA, CBRE, Bates Smart and Woods Bagot. The result demonstrates our ability to turn specialist professional services capability into commercial growth across major construction and infrastructure markets.
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