Episode 28 – Working On, Not In the Business: Adam Hull, Hullcon

What if the secret to growing an engineering business isn't just about technical excellence, but about completely redefining how designers and contractors work together?

Adam Hull, Managing Director of Hullcon, discovered this revolutionary approach when he recognised the massive waste created by the traditional "us versus them" mentality plaguing the construction industry.

After a decade at major consultancies and two years in government, Adam witnessed how poor communication was costing projects millions.

His solution? Start an engineering consultancy that operates like a trusted partner rather than a typical service provider. The results speak for themselves – Hullcon has tripled in size every year since 2021.

Adam shares how he's building something genuinely different in the crowded engineering space. Rather than competing solely on price, Hullcon embeds with contractors, sometimes providing services at cost during tender phases to build lasting relationships. This strategic approach generates consistent repeat work and referrals.

One fascinating aspect is Adam's commitment to radical transparency with his team. In weekly meetings, he shares financial numbers most employees never see, believing an informed team is an empowered team. He's implementing an innovative profit-sharing bonus structure that rewards collective success, not just individual performance.

Adam's insights into working "on" versus "in" the business will resonate with any technical leader. He candidly discusses how getting too involved in project delivery – even when clients specifically request him – leads to dropped balls elsewhere. His solution involves building an advisory board and systematically delegating technical work to his capable team.

The episode reveals practical culture-building strategies, from Adam's organic mentoring approach to his method of staying involved as a silent advisor.

Most intriguingly, Adam is challenging fundamental industry payment norms, exploring how to move from traditional lump-sum contracts toward retainer models for predictable cash flow – a change that could revolutionise engineering service delivery.

For business development, Adam offers a refreshing perspective: focus intensively on existing clients who share your values rather than constantly chasing new ones. His experience shows that once you've built genuine relationships, price becomes less important and opportunities flow naturally.

Whether you're scaling a technical business, building better client relationships, or challenging the industry status quo, Adam's story provides a masterclass in creating a values-driven engineering consultancy that puts relationships and transparency at the centre of everything.