Home Retail Group and EE work galvanises Capita's growth strategy

Capita's strategy to grow as a "multi-specialist" has led to cross-selling services to clients.

Trevor Elswood plans multi-specialist approach
Trevor Elswood plans multi-specialist approach

Scale

Capita Business Travel managing director Trevor Elswood said its plan to grow as a "multi-specialist" had led to a "phenomenal 2012".

"Large organisations like dealing with large organisations," said Elswood. "We have attracted some great names, including Santander, Home Retail Group and EE."

Acquisitions

The group has targeted growth through acquisition in the past two years, and in August acquired Expotel in August for £16m in a deal that saw it enlarge its events and meetings capacity.

The agreement brought together BSI, Expotel and Venues Event Management in one group.

Capita Group bought BSI for £42.5m in December 2010, while Expotel took over Venues Event Management the month before.

One identity

Elswood said the aim is to "move towards being one business, but everything we do will be about underpinning the specialist proposition".

He added that while the business has grown, it is still essential that clients see the company as being specialist.

"We are setting ourselves up to be recognised as the specialist, but we intend to make it very simple for clients to buy more than one area [of the business]," explained Elswood.

"That is the point of differentiation in the marketplace."

The business now has around 900 employees across nine offices, with clients including Virgin Media, BP, National Grid and Eon.

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