1.2 Why is measuring relationships important? Peter Roberts was the head of assets for National Transmissions and Trading within Transco, which is part of the National Grid Transco Group.

Transco is a major player in the regulated industry and manages multi-million pound projects that create the infrastructure used to transport energy across the UK. Peter was responsible for the planning and construction, maintenance and ultimately decommissioning of the high-pressure gas pipelines and pumping stations within the UK.

Peter had some experience in developing strategic relationships:

A number of organisations want to move to having strategic relationships but they are struggling with how to do it. Strategic relationships call for a change in culture from an adversarial to a collaborative style. And that takes time – because it’s a trust issue and trust is earned, not switched on overnight, and it quickly unpicks when things go wrong. People default back to type when under pressure, and that’s a problem.