Utilise Training Solutions

Since its creation, following a management buy-out in 2003 from Fusion Provida, Utilise has grown rapidly. Growth in the UK has been matched by active expansion in the fast growing Chinese market. It has achieved a significant presence in the region, addressing training issues for water supply, energy and mining companies, all of which are developing fast to cope with rapid rises in demand for their services. Utilise is also helping Chinese businesses to develop a more rigorous approach to environmental issues – which are fast becoming a concern for businesses and government organisations in the region.

The end of May saw the launch of a much anticipated joint venture between Utilise TDS and ENN, formerly known as XinAo. ENN is of China's largest energy companies operating in over 70 cities across China. The joint venture company, which will be branded ENN Utilise Vocational Training Company LTD, is the culmination of five years’ development and careful negotiations. The immediate aim of is to provide ENN's 20,000 plus employees with quality training and development support with the long term objective of becoming the leading provider of training for China's energy sector.    
 
After the successful launch of the new company following the inaugural board meeting, Utilise Managing Director Russell Brown commented: “After many years of working closely with senior XinAo executives forging the relationships which have enabled this JV to happen, I'm absolutely delighted to finally see the new company launched. This will firmly position Utilise as a major contributor to the growth and development of the energy and utilities sector in China.”

To establish its presence in the Chinese market, Utilise initially formed a working partnership with XinAo Gas Holdings to develop a bespoke training qualification which could be rolled out across the Chinese company’s workforce. Based on the existing NVQ qualification in the UK, the qualification was widely taken up and subsequently developed to suit a range of skill bases up to management levels.

Since then, using its expertise in the UK training sector, Utilise has built relationships with a range of clients in the region – introducing standardised courses and bespoke training to meet specific company needs. With its international outlook, Utilise is also able to help other clients meet global training standards.

Of course, developing a successful business in China has not been without its challenges. Russell Brown adds:

“Doing business in China has been a challenging and fascinating experience. For any UK company looking to trade abroad, the local legal and regulatory framework, funding issues and the cultural environment can pose major headaches. For Utilise, negotiating all of these challenges effectively was a priority – not least because we were targeting contracts with some of the region’s biggest companies.

“Sourcing advice in both the UK and on the ground has been invaluable and UK Trade & Investment in particular has helped us to anticipate and address a whole host of issues. As you can probably imagine, setting up a joint venture company raises some complex legal issues. Getting that contractual arrangement right had the potential to make or break our plans in China so the importance of the advice and support we received in negotiating it cannot be underestimated.

“Another area where help has been invaluable has been in arranging visas for our employees. Growing fast has meant we’ve needed to increase our staff base in China – and if we were unable to do this we would have meant us missing out on significant opportunities. UKTI has continued to be in touch, assisting in meetings and introductions within China.”

Having overcome such potential pitfalls, Utilise is now harnessing its experience for the benefit of the utilities industry as a whole – both in China and the UK. With its Chinese partners, plus the SBGI, IGEM and UK Trade and Investment, Utilise is spearheading the introduction of gas standards across China, and received the 2007 Gas Industry International Business Development Award in recognition of its efforts.

The company is also using its knowledge of the Chinese market to benefit UK companies. It regularly brings contacts from China to visit the UK – promoting inward investment opportunities and creating contract openings for other UK firms. To cite just one example, through an introduction made by Utilise, Barton Willmore, the leading Regional and local Strategic Planning Consultancy in the UK, and Buro Happold were appointed by the Chinese Government to prepare a concept masterplan to guide the expansion of the city of Beitun in China.

Looking to the future, Utilise hopes to increase the sharing of expertise between the regions even further. For example, work it is doing in the UK to stem water leakages has provided experience that can usefully be applied in the Chinese market where this is a major issue. By arranging “exchange visits” for Chinese businesses and training bodies with their UK contemporaries, Utilise aims to share this sort of best practice and knowledge.