This month in our ‘Meet the Team’ series, we’re turning the spotlight on our Business Development duo: Tony Shaw and Peter Elmslie. Together, they bring a combined 28 years of experience at Binder and are leading the way in building long-term client relationships and securing exciting new contracts. From early starts to major contract wins, they gave us the inside scoop on life in Business Development at Binder.

Names
Tony Shaw & Peter Elmslie

Job Titles
Sales Manager (Tony)
Customer Accounts Manager (Peter)

How long have you worked at Binder?
Tony: 8 years
Peter: 20 years

How does the Business Development team contribute to Binder’s growth and success?
Tony: The creation of the Business Development team means we now have dedicated focus on managing tender opportunities and nurturing relationships with multi-site clients – from local councils to large country estates.
Peter: Over recent months, Tony and I have been tasked with identifying new clients and deepening relationships with our key existing customers. We’ve already secured new contracts – including some outside of East Anglia for the first time, which is not only exciting but also helps support long-term job security for our team.

What does a typical day in your role look like?
Tony: My day usually kicks off around 6:45am, starting with a check of government tender updates. Then it’s all about working on live tenders, staying on top of tight submission deadlines.
Peter: It’s an early start for me too, accompanied by a strong cup of tea! I spend most of the day working with both new and long-standing clients, making sure they’re receiving a service that truly meets their needs while building lasting partnerships.

Can you share an example of a successful project you’ve worked on?
Tony: Securing a 10-year contract with the UK’s largest housing association is definitely a recent highlight – it was a great team effort and a huge win for Binder.
Peter: One that stands out for me was a sewage treatment project at a Suffolk boarding school. The system was non-compliant and in poor condition, but Binder took on the challenge. Over a few weeks, all departments came together to fully restore it. Now, we manage its ongoing maintenance, and it’s running better than ever.

What strategies do you use to build and maintain strong relationships with clients and partners?
Tony: I believe in keeping things personal. When clients feel they know and trust you, you naturally want to deliver the best possible service in return. That kind of mutual respect goes a long way.
Peter: It’s all about honesty and transparency – principles that are ingrained in the Binder culture. We aim to build trust through consistent communication and dependable service.

How do you collaborate with other teams at Binder to drive new opportunities?
Tony: Collaboration is key. We work closely with the Servicing and Tankering teams, and sometimes even the Construction team, especially when onboarding larger clients or planning new installations.
Peter: We meet regularly across departments to review progress on current projects and align on future opportunities. That way, we’re always ready with the right resources when new contracts come in.

What’s the most rewarding part of working in Business Development?
Tony: Securing big contracts definitely gives you a buzz, but for me, the real reward is that I genuinely enjoy the work. Even when it’s intense, it never really feels like a job.
Peter: Apart from working with Tony? Meeting new clients and showing them the incredible service our team provides. It’s a real point of pride knowing Binder can offer something truly better.

What do you enjoy doing outside of work?
Tony: I like to stay active – walking, clay pigeon shooting, and swimming help me unwind.
Peter: I enjoy family time, walking my Labrador, and watching Ipswich Town (when they win, preferably!).

Closing Thoughts

With years of experience and a shared passion for building trusted client relationships, Tony and Peter are a vital part of Binder’s continued success. Their drive, teamwork, and dedication to doing things the right way are great examples of what makes Binder a great place to work and a reliable partner for our clients.