news & views from Cleanevent

The new century

Craig Lovett

With the Olympic year behind us, and what a fantastic success that was, the New century will bring lots of new challenges and opportunities that we perhaps had never dreamed of, not the least being the continuing focus on the delivery of a quality product that is not to be compromised.

With continuing pressure placed upon the venue and event industry, especially in regards to the entertainment market place, to cut costs in order to operate with profit, we have been continually asked to lower the level of our delivery outputs in order to cut costs. Inevitably this has occurred at the bid table and usually under the cover of tender or RFP situations. The disappointing facts however that these requests have “come to the surface” whilst a specification for standards has been on the table with no indication of compromise. Fortunately in most situations around the globe our quality relationship with the client base has allowed us to openly discuss these factors			There are many ways to cut costs, whilst maintaining a quality output but these can only be attained via open discussion and a willingness on our part to be transparent in negotiation. Recent discussion and negotiations around the globe have been real examples of our commitment to developing “win win” cost outcomes, not the least of which was the bid and win of the 2001-2005 Australian Formula One Grand Prix in Melbourne. In this instance, we were able to leverage our position in the market place and share some of our quality relationships at the sponsorship
and also as fortunately we have been able to retain long-term business with these accounts. Not so however with new bids. Why? Recent disappointments at the bid table have seen our quest for quality service and a non acceptance of the price that come with same, more so a request by principle for whom the tender was raised for us to simply cut cost in order to gain their business. In each case however, the tender brief was of a qualitative nature whilst the potential client wished to have quantitative say in our outputs simply to attain a budgeted price. How can this work? I am all for giving the market what the market wants, provided that the market is happy to specify those wants in a quantitative nature whereby we both share the risk. Turnkey solutions and the accepting of the total risk are two of the foundation stones of our product. I ask this question, why is it that we have maintained and enjoyed long-term relationships with our client base, and why is it that those that we are wishing to offer service but continue to be considered expensive, seem to be continually at the tender/bid table?		table for the Grand Prix Corporation.The outcome resulted in an over all income/cost reduction of more than AUD$200K. On the new business for a new century front, this year has started with an absolute BANG!! In the USA our company will service our first NFL Superbowl in January, an exciting event that I have had the pleasure of visiting before, as well as contract wins at the home of NASCAR, Daytona Motor Speedway, and Tucson Motor Speedway Arizona. Our London Office has recently opened its doors adjacent to the very famous Wembley Stadium, and decided that to be successful you must start at the top, and top they did with the recent win of the Championship of Tennis, Wimbledon. This is a year round contract including one of the worlds great events hosted at one of the worlds greatest venues. Hearty congratulations to Paul Lovett (USA) and Bruce Smith (UK) for the additions to their stables. In my mind, QUALITY must always prevail otherwise we will become what we have promised that we will never become, another “run of the mill janitorial contractor” that clearly does not understand the real needs of this dynamic market place that we serve. Not for me thanks!