Tendering has been embedded in the Building and Maintenance sector for many years, but times are getting tougher and commissioners are looking increasingly for service providers that add value, not simply the lowest cost.
Bidders who previously could rely upon a 1 in 4 win rate are now struggling to achieve 1 win in 10 bids, and contracts are being won and lost on fractions of one point.
The Pre-qualification bar has been raised, and continues to rise. Auditable track records on Environmental and Health & Safety performance are now a minimum requirement, while wider community benefits also need to be fully described and convincingly demonstrated. It is fair to say that incumbent service providers have never before been so exposed when re-tendering for work.
Our approach focuses on optimising scores against the Quality criteria, maximising the distance between our client’s bid and the competition, keeping them competitive while protecting margins. It is an approach that requires a full partnership with our clients, often looking further than just the demands of a one off bid, and more towards business wins over a 12-18 month period.
Please get in touch to discuss how we can help.
Below is a list of some of the more interesting building maintenance tenders.