Next step
If you want to scale with stronger margins, better systems, and disciplined commercial performance, book a Scale-Up strategy call.
Sector: Waterworks engineering and motor services
Team size: 20 plus
Ownership structure: 4th Generation Owner managed SME
Stage of business: Established regional operator ready to scale
Location: Pewsey, Wiltshire
When Whatley & Co engaged Chalkhill Blue in January 2023, the business was established and busy but profitability was not where it needed to be.
In 2022, revenue had plateaued, gross margins were inconsistent, cost discipline lacked visibility, systems were fragmented, operational processes were stretched, and the owner remained heavily involved in day to day decisions.
The ambition was clear. Improve profitability, strengthen operational control, and scale sustainably.
Without intervention, the risks were revenue growth without margin improvement, operational strain, inefficiencies compounding as the business expanded, and missed opportunities for strategic expansion.
Internal growth had delivered progress but not structural improvement.
Whatley needed a structured scale up blueprint, clear financial dashboards, margin focused decision making, integrated operational systems, leadership accountability, and strategic support for acquisition and funding.
They engaged Chalkhill Blue to implement structured Scale Up Coaching focused on building scalable systems, stronger leadership, improved financial discipline, and sustainable value creation.
Many SME founders reach a point where revenue is rising, demand is strong, and opportunity is everywhere and yet the business feels less stable, less predictable, and more dependent on them than ever.
Our Scale-Up Coaching is designed specifically for businesses in the £3m–£30m+ revenue range where growth is real but fragile.
We conducted a full commercial and operational review including margin analysis by service line, cost of sales structure review, operational workflow mapping, systems assessment, leadership capability review, financial performance trend analysis, and acquisition readiness assessment.
The opportunity was not simply to grow revenue but to grow margin, discipline, and operational efficiency.
A major shift was introduced around focus on the numbers and margin drivers. We implemented structured job costing discipline, pricing strategy refinement, clear gross margin accountability, regular margin performance reviews, KPI dashboards with visibility across departments, and stronger financial forecasting.
From 2022 to 2025 turnover increased by 35 percent, gross profit increased by 113 percent, operating profit increased by 184 percent, and net profit after tax increased by 283 percent.
A vital component of the scale up work centred on introducing new and more integrated systems to drive operational efficiency, real time financial visibility, improved workflow coordination, better cost tracking, and stronger organisational effectiveness.
Previously disconnected processes were aligned into integrated systems, enabling faster decision making, reduced duplication, improved accountability, and clearer performance tracking.
As the business strengthened, Chalkhill Blue supported Whatley in acquiring Agricultural Water Engineers Limited in July 2024. Support included strategic fit analysis, financial modelling, risk assessment, deal structuring, integration planning, funding structure advice, cash flow modelling, and capital strategy alignment.
The business adopted a structured scale up rhythm including quarterly strategic planning cycles, monthly KPI and margin reviews, leadership accountability sessions, acquisition integration tracking, and continuous performance optimisation.
If you want to scale with stronger margins, better systems, and disciplined commercial performance, book a Scale-Up strategy call.
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