Industry:
Facilities Management, Construction, Justice, Police, Immigration, Highways, Transport, IT, BPO, HealthCare, Social Care, Welfare Services and Defence.
Services:
Market Sizing, Competitive Assessment, Pipeline Generation
The Client: Multiple public and private sector clients across a range of industry verticals and geographies.
The Challenge:
In most cases, the client’s existing bid pipeline was not robust enough to be able to sustain their long-term business and growth objectives. The clients wanted to overhaul their existing bid pipeline and target additional geographies and industry verticals to meet their overall strategic and operational objectives.
The Solution:
Given that a robust bid pipeline is essential for a company on its growth path, it is equally essential to recognize the various aspects of building an effective one. The process involves identifying and classifying opportunities based on the company’s strategic objectives (including values, vision, capabilities, strategy & resources).
This structured list of opportunities has the following five key components:
A typical bid pipeline might look like:
Facilities Management, Construction, Justice, Police, Immigration, Highways, Transport, IT, BPO, HealthCare, Social Care, Welfare Services and Defence.
Services:
Market Sizing, Competitive Assessment, Pipeline Generation
The Client: Multiple public and private sector clients across a range of industry verticals and geographies.
The Challenge:
In most cases, the client’s existing bid pipeline was not robust enough to be able to sustain their long-term business and growth objectives. The clients wanted to overhaul their existing bid pipeline and target additional geographies and industry verticals to meet their overall strategic and operational objectives.
The Solution:
Given that a robust bid pipeline is essential for a company on its growth path, it is equally essential to recognize the various aspects of building an effective one. The process involves identifying and classifying opportunities based on the company’s strategic objectives (including values, vision, capabilities, strategy & resources).
This structured list of opportunities has the following five key components:
- Name: Opportunity, Customer, Incumbent/Supplier, Bid Lead
- Dates: Publish, Submission, Award, Start, End
- Size: Total contract value, Annual contract value, weighted bid value
- Probability: PGo (probability of bidding), PWin (probability of winning), PHappen (probability of opportunity hitting the market)
- Other Parameters (based type of business/ opportunity/ services): Business Unit/ Division, Geography, Bid Stage etc.
A typical bid pipeline might look like:
| Opportunity | Customer | Sector | Award Year | Supplier | ACV (£M) | Bid Stage | PGo (%) | PWin (%) | Weighted value (£M) |
| Catering | Dept. of Health | Health | Jan 2013 | ISS | 20 | 1 | 50% | 10% | 1 |
| Soft FM | Dept. of Education | Education | Under Construction | To be Awarded | c.30 | 0 | 80% | 10% | 2 |
| Integrated FM | Deloitte | Private | Aug 2015 | Mitie | 8 | 0 | 50% | 50% | 2 |
Responses