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

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Energy Services Company Integrated Central Sales, Bid & Proposal, Estimating, Commercial, and Solutions Teams into One Central Bid Team from Its Three Acquisitions, Positioning for Stronger Future Growth.

Industry:
Facilities Management, Central Government, Local Government, Retail, Leisure, Logistics, Manufacturing, Social Housing, Defence.

Services:
Strategy Consulting,  Benchmarking, Proposal Assessment, People Assessment, Training, Sales Process, Bid Governance.

The Client:
Europe’s leading Energy and FM services PROVIDER. Its range of services include security, catering, cleaning, landscape management as well as heating and ventilation, fluid management and power.

The Challenge:
Due to acquisition of multiple businesses, the business development, estimating and solutions teams inherited multiple commercial toolkits and estimating bid models. The  board felt the immediate need to integrate commercial team to position one solution to the target market.

The Solution:
We supported Group Sales Director in restructuring central business development team to decentralise business development teams.  Our lead consultant, Baskar briefly led the central estimating and solutions team, set the vision, conducted skills mapping and rolled out commercial training. He then restructured central estimating team, sales operations, bid production team and created new knowledge and solutions function. He also reviewed governance and project reviews, amended key bidding metrics, analysed past 5-year performance and compared it with relevant competitors. He then did a strategic planning exercise to demonstrate how to maximise growth with a set BD budget. Our team reviewed the pipeline, worked closely with the divisional management teams, allocated bid resources. Working closely with corporate director, Baskar also set up innovation incubator for the service business.

The Results: Post restructure, the client’s new business development 30 member team was under centralised structure from sales directors, bid managers, proposal writers, estimators, commercial managers, sales reporting, data analysts, solution leads and mobilisation managers strongly positioning them for strategic must win bids and tactical churn projects.

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