relocation to Geelong. PM Design was engaged to design the land-based facilities required for TT-Line’s move from Port Melbourne to Geelong, a project of significant value with over $1 million in fees for the firm. They secured the work not because they were the biggest bidder, but because they were already trusted locally and had built a strong relationship with the Port of Geelong. For Antoni and Jim, that win reflects exactly what sets the company apart: strong relationships, technical competence, and a presence that is “bigger than small but smaller than big.” Relationship-building has long been core to how the company connects with customers. Repeat work is their strongest indicator of success, far more meaningful to them than industry awards. Clients tend to stay, return, and expand their partnerships as they realise how wide PM Design’s capabilities are. Jim notes that crossselling naturally occurs once conversations begin. A recent project that started with electrical engineering quickly grew into civil, structural, and full building services once the client learned the company could handle all aspects of the job. Within a few weeks, the fee grew to nearly $150,000, purely through open communication and relationship management. Face-to-face interaction is still the preferred method of staying connected. Coffee meetings, site visits, and informal catchups remain part of the team’s weekly rhythm. According to Antoni, the company’s approach is consistent, and involves showing up, listening, and keeping relationships moving in both directions. Jim echoes that sentiment, noting the importance of maintaining regular contact with clients even JANUARY 2026
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