“We consider ourselves an agile organization,” says Clive Gilmore, Chief Executive Officer with Hanley Energy.
“We can respond quickly to a customer's needs, we can prioritize according to a customer’s requirements and, you know, we're lucky with the caliber of the staff that we have to be able to do that.”
Agility is a recurring theme in the story of Hanley Energy, a specialist in energy management, critical power supply and IT infrastructure—and it’s a key part of the strategy that's allowed the company to thrive among bigger rivals on the global stage.
Competing in an international marketplace dominated by multinational giants, Hanley Energy has grown adept at punching above its weight. It has now established itself to the extent that these same global competitors are partnering with the company because of its reputation for dependable services and innovative solutions.
Hanley Energy can enable 100 percent ‘uptime’ on its critical power services—and in a business where minutes of unplanned downtime could run into the millions, it is better to believe that time is money.
A Strategic Edge
But in a space where reliability, quality and technical competence are baseline attributes—the absolute bare minimum to even be considered as a player in this most competitive game—the company recognizes a need to offer something far above and beyond to its prospective customers.
That, says Clive, is something they can offer in a way that its enormous international competitors cannot; something that relates directly to their agility, and manifests itself through everything from their corporate structure to their internal culture.
It’s innovation, it’s agility, its advisory services and engineering excellence all rolled into one— and ultimately, it’s the crafting of a very different customer-supplier dynamic.
As Clive puts it: “We’re trying to anticipate what our customers’ requirements are and offer them solutions in advance of them actually realizing they have a requirement.”
It's an approach that's far easier talked about than implemented, however. And at the heart of it all is the organization’s U.S. headquarters, located close to Washington Dulles International Airport.
The Tiger Team
From here, its Tiger team of world-class engineers can be promptly dispatched to resolve the critical energy issues of clients, whenever they occur, anywhere in the world.
By housing the vast majority of the company’s senior expertise under one roof, rather than scattered in different branches around the globe, these experts are constantly in an elite environment—and the result is what Clive calls an “atmosphere of excellence,” helping them to attract, retain and motivate top talent within the industry.
“Our biggest challenge is getting the right people inside the organization,” says Clive, “and if we’re getting the right people, we’re going to do right by our customers.”
As CEO, Clive is spearheading a successful strategy that has seen the company stay one step ahead of its bigger rivals. And he emphasizes that agility—the ability to react to and deliver on clients’ specific needs—has been key to getting the company where it is today.
They understand the critical energy sector sits right in the middle of a very challenging intersection—a perfect storm of exponential growth, fast-developing technologies, and incredible technical complexity. In this environment, it’s no surprise that out-of-the-box solutions are increasingly falling short.
“That’s eked out a niche for Hanley Energy, where we’re able to work with these large ecosystems but we're also able to tweak them to the customers’ specific requirements. We’re able to actually take them apart and put them back together in a way that delivers real value for our customer,” add the CEO. This reputation—and the company’s ability to deliver on it—is what will drive the company to new heights, says Clive.