Voltas' largest electro-mechanical project: Godrej IT complex, Kolkata
April 16, 2008

From HVAC tender to MEP order: a triumph of conversion

Voltas's Electro-Mechanical & Refrigeration Business Group (EM&R BG) has secured the LOI from Godrej Properties for their upcoming IT complex at Salt Lake, Kolkata, being designed for a Green Building Gold Rating. The project is worth Rs101.5 crore and is scheduled for completion in 14 months. The scope of work entails total mechanical, electrical and public health (MEP), including water treatment, sewage treatment plants and DG sets, among others.

The unique aspect of this triumph was in converting an HVAC opportunity – as it initially was – into a job spanning the entire scope of MEP, through a carefully crafted sales strategy. For this purpose, a team was put together from numerous locations and disciplines within the business group, demonstrating a broad range of capabilities.

Together, they crafted a proposition based on demonstrating the value of integration and association, through a series of value engineering proposals. Since the client was at first resistant to entrusting the entire MEP works to Voltas, their apprehensions had to be patiently and convincingly dealt with. This was successfully done, over a long 12-month stretch.

The key was in showcasing engineering solution capabilities, not just price or cost; and addressing all the specifics of MEP design necessary to comply with the Gold rating as per the International Green Building Congress.