Two former N G Bailey apprentices are busy making a name for themselves as directors of electrical contractor Breese & Earle.
Breese and Earle may sound like the latest maverick cop duo, two law enforcers who've crossed the line once too often, but it doesn't take much detective work to fathom out that this is an electrical services company that means business.

A quick shifty round the offices of the Birmingham-based contractor and we start to paint a picture of what we're dealing with: an ECA member, NICEIC registered, on the Constructionline roll and ISO 9001 accredited courtesy of National Quality Assurance.

Trevor Breese and Sean Earle joined electrical contracting giant N G Bailey as apprentices on the same day in 1980. The two worked their way up the ranks: C course, ONC, HNC, before, envious of the money that some of their peers were now earning, opting to head out on site instead of continuing their education through to polytechnic. They haven't looked back.

By the time we get to 1987 it is boom time for electrical contractors and, even though both are only 23 at the time, the duo decided to leave the comfort of N G Bailey and strike out on their own.

The mere fact that they are still trading is testimony to the sound way that Breese and Earle go about their business. Boom times are often not the best time for new start-ups. You start by doing a lot of work for one or perhaps a few firms: boom turns to bust, your client scales back and suddenly you're insolvent.

We learnt early on that it’s not all about price. We offer a first class service and we’ve always stuck to that philosophy

"Yes, when we started out we were doing a lot of industrial and business parks for a company called IMEX, but they were our only client," recalls Earle. "We knew that we had to find others and we used to write letter after letter. It was tough initially to get on tender lists but we knew we had something to fall back on."

Putting pen to paper isn't easy when you are out on site all day. "For about 18 months we worked seven days a week, all hours," says Breese. "We had to learn, very fast, how to run a business."

The hard work seems to have paid off. This year the 18-strong company is confident turnover will break the £1 million barrier for the first time and the duo are proud that they beat no less a rival that N G Bailey to win a contract at local radio station BRMB. In fact, there is something of their old paymaster in the way that Breese and Earle go about their business, a professionalism that belies the company's size.

"We've always ploughed back the profits into the business," states Earle. "Initially, there was a heavy investment to be made in test equipment, plant and vehicles," echoes Breese, "as well as the learning curve. Our experience was site based and we had to learn bookkeeping, estimating and contract law to try and keep up. Installing was the least of our worries."

The two sought NICEIC affiliation 12 months after forming, part of the plan to grow the business. But no business plan could prepare for the lean times of the early 1990s. "Interest rates climbed and IMEX hit problems," says Earle. "But by that time we had developed some fantastic relationships. We learnt early on that this business is not all about price. We offer a first class service, and while that may have cost us money at times, we've always stuck to that philosophy."

The company joined the ECA and is enthusiastic about the help the association provides to the small business. "It gave us the back-up of a big commercial department," says Earle. "All of our documentation is based on the standard forms issued by the ECA."

The courses offered by the association also came in useful when the two were busy learning how to run a business. "Take estimating, for example," says Earle. We had to learn that from scratch by enrolling on a three-day course run by the ECA."

The two are equally enthusiastic about their latest affiliation: accreditation to ISO 9001 in December last year. While many small businesses are scornful of what they see as little more than a paperwork-generating exercise, Breese & Earle have nothing but good things to say. "It adds professionalism to our company," says Breese. "If we are vying for work from a services consultant and our costs are the same as company B, but we've got ISO 9001, it's setting out our stall to the consultant that we are different. That we have the management processes in place," says Earle. "But it also makes our business run better as a result," adds Breese. "Everyone's more accountable – there is traceability right down to the people on site."

And it needn't cost the earth. "We used Business Link. You get a 40% grant, regular visits and they also help out with other things: accountancy, putting together a business plan and marketing."

The two confess to being cautious as to the speed that they wish to grow the business. "We are looking for a percentage increase year-on-year," states Breese, "but we need to keep it tight. We would like to be double the size in five years' time."

The firm has invested heavily in IT, everything from AutoCAD design software through to digital cameras for relaying on-site problems, and see it as instrumental in building strong relationships with clients – both established ones and future partners.

The problem with growth, of course is maintaining margins. "It is the negotiated work that keeps us profitable," says Earle. "If we just worked on tendered projects then we wouldn't exist. Margins on tendered work are as low as 5% and that's why it's so adversarial out there.