Supporting global bid teams to drive success
Black & Veatch is a global employee-owned engineering, procurement, consulting and construction company with a 100-year legacy of innovations in sustainable infrastructure.
As an innovator, collaborator and future maker, Black & Veatch is characterised by curiosity, a trait that helps them find solutions to clients’ most complex challenges.
We were initially engaged to review previous bid submissions and evaluation feedback. We identified a number of opportunities to improve, which we outlined in a report that we presented to the UK and US senior teams. The feedback was received favourably.
Within days of delivering our findings, Black & Veatch were asked again to bid on the framework where they had previously failed to secure wins. Black & Veatch turned to eXceeding for assistance as the timescale for submission was also particularly aggressive.
eXceeding mobilised a team of four that were onsite within three days. The team comprised of a Bid Manager and three Bid Writers, who seamlessly integrated with the Black & Veatch subject matter experts to work together on the bid.
We identified 3 key challenges which needed to be addressed as part of the project:
The team lacked success in bidding on frameworks and could not see how to improve outcomes.
One of the key challenges the team faced was in understanding how to make a very technical detailed bid more engaging for the evaluator.
Managing resource was an issue as Black & Veatch attempted to reallocate internal resource to work on complex bids with multiple third parties.
The Black & Veach bid team were technical experts in their engineering field, however eXceeding worked closely with them to assist in the creation of a highly grapgical engaging response that won the bid based on quality, not cost!
We engaged eXceeding to assist us with a key bid submission for a client where we had been recently unsuccessful. Working to a very aggressive timeframe, eXceeding helped us transform the submission with a crisper look, increased use of graphics, and just making it more like a brochure than a technical report. The result was a submission that scored top marks on quality and which won the contract! We’ve already engaged eXceeding for help with other bids.
We created a bespoke process for H & V to follow, to enable them to create higher scoring bids and delivered a structured workshop session on best practice for bid responses.
eXceeding’s bid experts were in discussions, with their Head of Marketing, regarding bid strategy workshops, when we were approached with a request to review their submission for a key contract.
After working with MASS on numerous occasions, our bid experts were approached to deliver a series of bid-writing workshops to support their internal team with bid responses and help to increase their win rates.
