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Repeat business from a handful of clients and partners has been the key to steady progress beyond survival, as markets slowed for many companies. AEME has achieved this, and despite the clamour for a shrinking amount of contracts, Matar says you still need to scrutinize your counterparties.
“Today the approach to projects is different. Now you have to think two, three or four times about a project, in the private sector. You have to think about who you will be working with, especially if they are new to you. Most of our work is repeat business, such as with Tameer, with which we have worked with for four projects.”
DAMAC Properties, Atkins and Salam International are among the companies it has worked with. Steady progress and a gradual expansion have allowed Matar to think about new lines of service that can be offered, particularly in the finishing of buildings.
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“There’s an opportunity for offering facilities management services,” he says.
“Originally, when a building is constructed, there would be a one-year maintenance period. But if, in future, the market remains quiet, then there is a chance that we might bid for a facilities management contract.”
That said, Matar concludes the interview by returning to AEME’s core business. It’s a business, he says, where there has been a marked increase in awareness among clients regarding the cost and energy savings that can be achieved with smart engineering.
“For the last two years we have seen clients focus more on the electromechanical side. The best electromechanical work adds to the maintenance of the building to produce less trouble in the systems.
“It’s easy to complete a tower, but if your contracted company is not qualified, the lifetime of the building is definitely shorter. It doesn’t matter if a building has the best of materials.”
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