Established in 2013 with the objective of offering a level of professionalism equal to that of a national building contractor, whilst maintaining the agility and values of a privately owned construction company. The key members of our client’s team have previously worked for national building contractors gaining a wide range of experience and knowledge on complex multi-million pound projects.
Problems Faced by Client – Why did they need our help?
Our delivery Partner Sales Engine asked us to work with them to support this client on two very large and critical Frameworks for this client in 2019. One was an existing client which they did the majority of their work for, so not securing a place on the Framework would have serious implications for them moving forwards. The second was their largest local authority Framework and therefore a place on the Framework would open up a lot of potential opportunities not previously available to our client.
Although the team had completed tenders previously the results had been a little mixed and they felt these two opportunities were significant enough to justify the investment into some professional bid writing and review support.
Services Provided – Meeting their needs
We attended the Kick Off meeting with Sales Engine and set out a working plan for both Frameworks. They both had an initial Selection Questionnaire round which was focused around compliance and previous experience. We stressed the importance of not underestimating this stage and how many companies can slip up on seemingly straightforward SQ submissions.
The client put together the responses for the SQ and we supported in writing up the Case Studies and evidence based responses.
After successfully securing places at the second stage on both opportunities we visited the client again to sit down and complete a Bid Planning session for the responses involved at ITT stage. These were far more detailed and required assurances and commitments on future projects within the Framework.
Working with the Client’s team we were able to pull together some very strong concepts and messages to weave into the bid as well as content which was bespoke and tailored to each of the clients we were tendering into. One being a Council and one a University – they needed to be relevant to the client not just generic processes and procedures.
Sales Engine provided strategic reviews on the final submission as well to provide a real belt and braces approach to ensure we had captured and articulated everything we wanted to in a high scoring manner.
Outcome of our Work – Improved Win Rate, Gained Accreditation etc
The client was successful on securing places of both Frameworks and achieved an exceptionally high quality score for both – which was testament to the effort and focus of the entire team through this process.