Fluor Corporation is one of the world's largest engineering and construction companies, executing over 1,000 projects annually in 79 countries. The document discusses Fluor's partnership with the UK Highways Agency to deliver its National Roads Telecommunications Services (NRTS) project through Alcatel-Lucent (ALU). The successful 10-year partnership resulted in high network availability and customer confidence, leading to a two-year contract extension and increased project scope equivalent to 50% more than the original value. The close and trusting relationship between Fluor, ALU, and the Highways Agency is credited for overcoming challenges and positioning the companies to bid for future intelligent transportation projects in the UK.

1. © 2015 Fluor Corporation. All Rights Reserved.
The Importance of Partnership – Working Together
to Deliver Complex Integrated Solutions
Gabriel Ozique

2. Fluor – Executive Overview
 One of the world’s leading publicly traded
engineering, procurement, construction,
maintenance, and project management
companies
 #109 in the FORTUNE 500 in 2014
 Over 1,000 projects annually, serving more
than 600 clients in 79 different countries
 40,000 employees executing projects globally
 Offices in 31 countries on 6 continents
 Celebrated 100 years in 2012
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3. Fluor Business Models and Expectation for Success
….Seizing Opportunities
 Attitude to risk of
leadership team
 Are we risk averse?
 Or scoping for
opportunities?
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GLOBAL PARTNERSHIP
We can sit back and wait or
go out to make things happen.
We all need to be continually
aware of the opportunities …
to capitalize on

4. Summary of Presentation to HA in 2003
 Concept/Ideas refinement at this point in time:
– Design still in development
– Commercial aspects & financial models are being refined
 Key Points:
– Your business is our driver, not technology (safe roads, reliable journeys,
informed travellers)
– Vendor independent
– Extensive experience within UK Government
– Extensive experience within Telecoms
– Global presence & experience
– Best partner for HA
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5. CONTRACTUAL RELATIONSHIPS
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6. HA NRTS – 10 Year Project Overview
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7. HA Overview, Business Challenges and NRTS Topology
 Annual budget ~£4bn
 SRN 4,300 miles
 Asset Value £108bn
 2.4% UK roads
 33% traffic
 67 % freight
 44 % traffic growth to 2035
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8. HA Drivers & Needs
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9. NRTS: Backbone of Intelligent Transport System

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10. Partnership and benefits to Fluor and ALU
 Annual alignment weekend (HA/FLUOR/ALU/ImTech)
 Co-location (multiple layers meetings in Quinton every Tuesday)
 Integrated meeting (One Team Philosophy)
 Transparency between all parties
 Genuine willingness to solve problems for the customer
 Trust by the HA and willingness to be flexible contractually
 Win-Win results and more profits for both organisations
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11. Partnership proof points
 NRTS is viewed as one of the most successful UK Government PFI
contracts
 The HA has awarded Fluor/ALU a two year extension to the original ten
year contract
 Network availability of 99.996% consistently achieved
 ALU contract value to date is ~ £160m
 Successful design and roll out of new Managed Motorway solution
 Challenges are faced head on and overcome in a cooperative and
professional manner
 Very close working relationship at all levels
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12. Future challenges for ALU
 Thought leadership: differentiated and advanced solution required to bid for
NRTS2 later this year
 Corporate agility: Faster corporate decisions desirable to address specific needs
(e.g. additional resources)
 The HA will be a Government Owned Commercial organisation from April 2015.
Top management the same but time to market will be faster
 You have got to be in it, to win it. The HA has £11billion of capital Investment to
spend over 5 years. The successful NRTS2 consortium stands to benefit
enormously. Therefore, bid teams need to be supported by senior management
 There are 400 miles of additional SMART Motorways to be delivered over the
same period.
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13. Opportunities ....
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14. Conclusion
 People form the most important part of a relationship and we are still
“married” so it must be working because we are hoping to extend it for
another ten years
 Trust and mutual respect based upon a sound and clear contract footing
– this has not always been the case because the contract wording is
driven by the principle contract, therefore precedents and agreements
have been set and adhered to
 Continuity of key individuals in both camps has ensured we have
remained one step ahead and have been able to anticipate problems in
advance and manage the above contract precedents and agreements
without conflict
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15. Conclusion cont.
 The ALU solution has met the HA’s expectations by consistently
delivering high network availability, underpinning client confidence
in the solution and enabling increased scope
 Increased scope is equivalent to +50% of original contract value –
a key indicator of the success of the partnership
 The HA has awarded Fluor/ALU a two year extension to the
original 10 year contract – a further partnership endorsement
 When problems arise they must be dealt with in a realistic and
honest fashion and must not be allowed to undermine the longer
term success of the relationship
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Any Questions?
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