CASE STUDY 02
Unlocking Growth Through Environmental Market Expansion
Supporting an established groundworks contractor to diversify into environmental delivery
Cartwright Associates worked with an established groundworks business with more than 20 years of operational experience seeking to expand beyond its existing leisure-sector workload and enter the environmental restoration market.
While the company already possessed strong operational capability and delivery experience, growth had plateaued within its existing sector. The business required access to new opportunities, improved procurement positioning and a structured pathway into environmental projects.
Through procurement support, tender development and strategic project guidance, the company successfully entered a new market and established a growing pipeline of environmental contracts.
Key Outcomes
28%
Turnover increase within year one
Immediate
Tender success achieved
New Market
Successful expansion into environmental delivery
Pipeline
Long-term contract opportunities established
The Challenge
The client had built a successful and established groundworks business operating primarily within the leisure sector.
Despite strong operational experience, the business faced:
limited growth opportunities within its existing market
increasing competition
inconsistent future pipeline visibility
lack of environmental-sector procurement positioning
limited exposure to public-sector environmental frameworks
The challenge was to identify and secure entry into a sustainable new market capable of supporting long-term business growth.
The Approach
Cartwright Associates provided strategic support focused on:
identifying suitable environmental opportunities
procurement and tender support
market positioning
contract review
project delivery guidance
commercial and operational growth planning
Support extended beyond procurement alone, incorporating additional:
contract administration
CDM support
project management services
This created a more structured delivery capability and improved confidence when entering unfamiliar environmental frameworks and project environments.
Delivery
The business successfully expanded into environmental restoration and associated infrastructure projects, building capability within:
environmental contract delivery
peatland and upland works
framework tendering
public-sector procurement
project coordination and compliance
Early tender success helped establish momentum, allowing the contractor to build a growing pipeline of future opportunities within the environmental sector.
Outcomes
The company successfully diversified from leisure-sector groundworks into environmental delivery, unlocking a new phase of business growth.
Key outcomes included:
immediate tender success within the environmental sector
successful entry into a new specialist market
creation of a consistent pipeline of opportunities
28% increase in turnover within year one
expanded capability in contract, CDM and project management services
stronger long-term commercial positioning
The result was a more resilient and diversified business operating across both traditional groundworks and environmental delivery sectors.
