A UK-wide contract extending the capability of our client

Our client was a regional cleaning services provider who had taken on a number of ‘back office’ support roles for a few clients who had asked them.

As part of a visit to a site they worked on, they found themselves being asked to tender for an Integrated Facilities Management (IFM) contract, which although they knew they could deliver, they did not have the experience of bidding for.

They approached us to be part of their team and to work alongside their CEO to put in place the overall service delivery solution.

We reviewed the tender documents and attended site visits so we could understand the requirements of the client and their needs at each site, and to appreciate the real value drivers that would make a positive impact.

From receipt of tender we agreed a programme of activity with our client, enabling our client to focus on the key areas where they excelled, with our own focus being on non-core areas that our client had not previously priced or set out in a tender submission.

We produced a pricing model that allowed us to review all key elements of the bid and review value for money in each, as well as assess how each package aligned with the solution we had agreed and set out.

Following submission of tender, we supported our client in producing the presentation, which we attended as their specialist to answer technical questions and clarify any points raised during the question and answer session.

As a result, our client has secured a long-term IFM service supply contract with a blue chip client.

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Tender submitted on time and access to framework contract

As a result of working with our client on a number of projects, we were asked to provide initial advice on their commercial approach to bidding for services in a new sector.

The initial advice led to us working closely with the operations team to assess the key commercial issues and agree the best strategy to address these, thereby producing a best value priced proposition in order to access an international framework contract base.

Our pragmatic approach to modelling the main price inputs, and understanding the operational issues and contract terms, enabled a fast turnaround of a complex bid.

By focusing on the competitive/commercial issues we helped our client’s operations team to focus on their technical response and to clearly understand the parameters they had to work within.

This allowed us as a team to identify key operational risks, pricing/specification inconsistencies in the ITT documents issued and to address these at the earliest stage, both through clarification questions and solution development.

Our client is now on recognised on a framework contract in a new target sector, despite having to compete with a number of established incumbent suppliers who have a track record and low cost base.

We continue to work with this client on a number of projects.

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Tender submitted on time and contract awarded

Our client is a successful Integrated Facility Management (IFM) provider who has a number of blue-chip clients in London and operates in a range of contexts throughout the UK including legal, banking and stadium grounds.

As a result of pre-qualifying on a number of tenders and changes in the programmes, our client was faced with a number of tenders to prepare at the same time, which would have meant declining to participate in a number of bids.

We were asked to support their core team and take on a bid leadership and bid-writing role so they could reallocate their staff to focus on bid pricing and completing the commercial reviews required.

Our role involved getting up to speed with the key win issues, identifying the gaps and requirements to gain internal approvals and setting out a plan to meet the bid submission timetable.

We quickly integrated with the in-house team and after agreeing the overall solution and a process to manage any changes, as well as confirming the specific pricing needs, we used their bid library and adapted their methodology to meet the requirements of the tender we were assigned to.

Using our operational knowledge, we completed the tender requirements and also produced an innovative offer that was well received by both our own client and the group who had issued the tender.

This resulted in our client securing a national UK portfolio with a blue-chip customer that has since grown internationally.

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