Winning a Governor of Victoria Export Award in 2015 was the perfect way for Melbourne-based consultancy Mining One to celebrate a decade of hard work in emerging markets. We spoke to managing director Gary Davison about taking his business global and what the award has meant for his business.

Established in Melbourne in 2005, Mining One provides geotechnical, geological, hydrological and engineering advice to mining and exploration companies of all sizes. The company now has more than 60 staff across seven offices, including teams in Beijing, Jakarta and Santiago.

Capitalising on local expertise

“You might ask what mining has to do with Melbourne,” Davison says, “but think about the knowledge that is here, plus major equipment manufacturers such as Caterpillar and offices for the likes of Rio Tinto. We’re trying to harness that knowledge to make mines smarter and safer.” Being headquartered in one of the world’s most sophisticated mining nations can open doors, says Davison, but does not guarantee you global business.

He explains: “We recognised some years ago that things were going to go quiet in Australia so we pushed hard into China, Indonesia and South America. The cachet of what you do in your home country might get you to the receptionist but to get through the gatekeepers you’ve got to be ahead of your client, providing them sensible practical solutions before they even ask.” He continues: “To succeed in exports you have to be prepared to work hard and chase leads tirelessly; our business development manager Lyn Stribley moved overseas for three months so she could pursue prospects every day. As a progressive company you need to take risks and, while I don't want to give away our secrets, our efforts in this adverse market continue to pay off.” Mining One’s client list currently includes the likes of China Gold, BHP Billiton, MMG and Anglo American as well as mining and exploration startups, which means lots of air travel and FaceTime for its staff.

Overcoming cultural hurdles and finding similarities 

When it comes to navigating cultural and linguistic hurdles with potential business partners and clients, Davison says success depends as much on making your own sensitivities known as respecting the other party’s. He explains: “We’re certainly mindful of cultural differences but there are things that work well in any culture, such as politeness, being a good listener and putting yourself in the other person’s shoes.

I’ve been in scenarios where you’re entertaining and a lot of 'toasting' occurs and then suddenly the client wants to reopen a big negotiation, and we’ve had to explain that it would be rude to our shareholders for us to talk business in that context, and the client appreciated and adapted to that.” 

Export award opens up new opportunities

Being recognised alongside other leading Victorian exporters was not just rewarding for the Mining One team members, but also for their clients, according to Davison. “Our clients appreciate when we win awards because [we let them know] they have been part of it,” he says. “The award also opened up new networking opportunities, and when I looked at our fellow winners the thing I noticed we had in common was a great energy to go ahead and push boundaries.” While Mining One will continue to expand its export business, Davison says there are still significant opportunities to improve operations at home. “We’re looking at rock bolt instruments that can send data about the load on the roof back to servers on the surface in real time,” he explains. “It’s a hard time for Australian mining but we’re weathering the storm. Offering someone a more productive and safer place to work is a good business to be in.” 

Applications for the 2016 Governor of Victoria Export Awards are now open. There are 12 award categories, including the Victorian Exporter of the Year, Victorian Export Award for Innovation Excellence and the Victorian Women in International Business Award. Visit the Awards website to find out more and apply.

A version of this article first appeared in the autumn 2016 edition of Business Excellence.