FACILITIES AND ENGINEERING SERVICES IN 2024: THE MARKET OUTLOOK AND COMMERCIAL TRENDS

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A Leading Privately-Owned Business Services Provider Builds Their Ascension Strategy with a Detailed Growth Plan, New Business, Account Growth, and Operational Strategy Organization Structure to Double the Business Revenue in 3 Years.

Industry:
Central Government, Construction, Facilities Management, Education, Healthcare, Retail, Real Estate and Commercial Sectors

Services:
Strategy Consulting,  Account Growth, Strategic Planning, Pipeline Generation, Competitive Assessment, Bid Qualification, Benchmarking

The Client:
One of the largest privately-owned business services provider operating across construction and facilities management sector

The Challenge:
The business 3-year growth strategy was to grow their business from £50m to £100m but the board faced cultural challenges, capability issues, lack of standard sales process and talent constraints in pursuing the growth.

The Solution:
We reviewed their medium-term growth plan and their current markets and drafted a detailed report designing growth plan with 5 strategic growth initiatives – onboarding growth from current markets/customers, pipelines in new markets and partnerships, restructuring operations to regional and national delivery models, building standard pricing models and operational margin improvements initiatives. We then implemented the top 5 strategic growth initiatives over a period of 3 months, and then worked with the board to construct a detailed growth improvement plan for the business. Using data analysis, we benchmarked 20 contracts, refreshed all of their costing models, aligned operational data with bid financials. We also reviewed governance and project reviews, amended key bidding metrics, analysed past 5-year performance and compared it with relevant competitors. We then did a strategic planning exercise to demonstrate how to maximise growth with a set BD budget.

The Results: The client successfully renewed the £1.2 billion project extending its 10 year relationship for another 10 years.

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