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What Don’t You See – Facilities Management Strategic planning the Right Way?

Baskar Sundaram
Baskar Sundaram

When you understand how to do pre- sales and strategic planning “the right way” a few things start to happen…

  • You know exactly which projects are coming out to the market in the next 3 years
  • You start focussing more on strategic bids building solutions, releasing products and services that customers ACTUALLY want
  • Writing bid summaries, solutions and commercial campaigns becomes quick and easy (and you can bid more call off projects for less)
  • What is actually working for your competitors (so you never have to reinvent the wheel)

In other words, bidding to win becomes easy! And the rationale is quite simple…

If you don’t understand what your market is looking to buy, you can’t sell your services to its fullest potential.

If you are not part pf the CCS framework, download the report and reach out to these suppliers, https://1drv.ms/b/s!As13aaNalQryjljCGHAYkB896Utn?e=SgwQMi

to get to their supply chain. Not all of the players self-deliver FM services…

Baachu Strategic three stage Pre -Sales process focuses on maximising win probability and reducing the cost of bidding. 



Baachu 3- Stage Pre- Sales Growth Framework

Phase 1: Some data points may not be available on secondary sources, we will attempt to fill the data gaps based on logical assumptions.

Phase 2: Some companies may not be open to share the contracts details over the phone, however the team will attempt to fill the data gaps by interviewing other stakeholders.

During our three phase pre-sales strategic support,

  • the alignment of an opportunity to the overall operational strategy is examined;
  • the medium to long term direction of the business and capabilities to deliver services across multiple markets and sectors are considered against those of competitors, existing clients, stakeholders and end services users.

 

Case Study

The Facilities Management (FM) market in the UK is at a very advanced stage with extensive prevalence of outsourcing and teaming with suppliers of all size and scale. A leading provider of FM services wanted to identify and confirm upcoming FM opportunities within the private sector in the UK.

Identifying relevant opportunities which could be targeted immediately by the client required a multi-step process which was spread over a period of weeks. The initial weeks were devoted to shortlisting firms which were subsequently prioritized based on their respective FM contracts nearing completion.

A total of 102 opportunities were identified in the first phase. Relevant contacts from procurement were identified and engaged within the shortlisted firms, trailed by diligent follow-ups in later weeks. Multiple channels of communication had to be engaged for effective follow-ups – emails, calls and social media, to connect with around 20-25 executives on a weekly basis. Certain specific instances also required the registration of client on the e-procurement portals of shortlisted prospects. The final stages required active liaison between the Business Development (BD) Director at client side and the relevant procurement executives at the prospective target side.

Regular updates to clients in the form of trackers; assessing the experience and fine-tuning the approach as the assignment progressed was critical for safeguarding its success.

If you want something done RIGHT, you’d better do it with a little help, contact us at hello@baachu.com

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