Achieving Investment Success in Australia Ashraf (AJ) Jahangir, PE Kleinfelder

Who is Kleinfelder? Engineers, Scientists & Architects working together to meet the world’s most complex infrastructure challenges Founded in California in % employee-owned 68 offices in 3 countries (US, Australia and Canada), with 1,850 employees US $330M annual revenue (turn over)

What do we do? Professional expertise in:  Architecture and design engineering  Environmental sciences and engineering  Civil and structural engineering  Facility and operations compliance  Geotechnical and geologic engineering  Project management and risk management  Strategic planning and sustainability  Water, surface water, and wastewater engineering  Construction materials engineering and testing

Who do we serve? Serving clients in the Energy, Water, Facilities, Transportation, and Government sectors Top clients include:  ExxonMobil  State of California  Massachusetts Bay Transportation Authority  Antero Resources Corporation  Oncor  Pacific Gas & Electric  Chesapeake Energy Corporation  Queensland Gas Corporation/Corbet’s  City of Cambridge, Massachusetts  Regional Transportation District of Denver  Naval Facilities Engineering Command  Costco Wholesale  Texas DOT  California American Water  British Petroleum

Why Australia? Global expansion for growth as part of its strategic direction in 2010 Focused on Australia and Canada because: 1.Similar regulatory environment to the US and (mostly!) same language 2.Generally stable economies with upsides in resources 3.Many current clients with significant operations

Kleinfelder’s Entrance into Australia Mid-2010: Invited to support refinery decommissioning October 2010: Opened Melbourne office Brand recognition  Late 2011: $28M project win as Prime  Late 2012: Acquired two environmental consulting firms in Newcastle and Melbourne  2013: Growth in a slow economy

Challenges Consolidating acquisitions and organic operations Accounting platforms and currency reconciliation Time zone management Human resources and staffing Policies & procedures Shifting perceptions from a US firm to a Global firm That culture thing!

Kleinfelder in Australia Today 100 employees in Melbourne, Newcastle and Adelaide Access to global talent and clients Revenue (turnover) : US $20M Projections = US $30M Expanding service line offerings Strengthening legacy client relationships in new geographies

A Few Thoughts Fundamentals of a country (market) are more important than timing Think big but act small! Especially if you have financial constraints like most small- to medium-sized businesses Clear plan with ability to adjust; and secure leadership first Use in-country support services (legal, HR, IT, banks, AusTrade) Follow your clients Establish teaming/subcontractor agreements early Respect the culture

Information on the Presenter With almost two decades of technical leadership and experience in engineering, Ashraf serves as Senior Vice President and Principal of Kleinfelder. Ashraf began his career as a staff engineer in 1994 with Trinity Engineering, which was acquired by Kleinfelder in In 2005, Ashraf transferred to the territory of the newly acquired GSC in the U.S. East Coast, where he became area then regional manager. In 2009, under Kleinfelder’s new organization, Ashraf developed and oversaw the company’s Power segment, then was elevated to Senior Vice President, with functional roles as both Energy Market Manager and Australia Division Manager. As Energy Market Manager, Ashraf oversees a $120 million business unit, with active projects and field offices in the Unites States, Australia and Canada. As Australia Division Manager, Ashraf is charged with helping guide the growth of Kleinfelder’s developing Australia operation. In the summer of 2013, Ashraf was elected as a director of Kleinfelder’s Board. Ashraf is a Professional Civil Engineer licensed in Texas and Maryland. He is based in the greater Baltimore, Maryland area. M. Ashraf Jahangir, P.E. Sr. Vice President and Director of The Kleinfelder Group