Tender tools to help build your pipeline

tenderhelp540x370This year has been a political rollercoaster, so what should your tactics be in these unpredictable times?

It seems that many remain cautious with a wait and see approach. This was reflected in the RICS October report which revealed subdued growth in the third quarter of the year, particularly in London and the South East, largely in commercial work.

But any fears in the report were also balanced by optimism with 49% more surveyors expecting a rise in workloads rather than a fall over the next 12 months – in fact the average expected rise was 2.5%.

And with the Autumn Statement on the horizon, there are glimmers of hope with details emerging of a £3billion housing fund, which will provide small and medium sized developers with cheap loans and funding to get Britain building again.

Whatever approach you take, there are two key tools that can help you build your pipeline to counter the challenges or take advantage of the opportunities that may lie ahead:

Social Proof – this is where you improve the scoring on the tenders you submit. Instead of the factual narratives most of your rivals submit, partner with a marketing expert to take a journalistic perspective on your flagship projects, creating a vibrant magazine-style article, featuring an interview with the client to bring your reputation to life and set you apart from your competitors.

Direct Marketing – pre-PQQ, use this tool to get your name and profile directly on the tender lists of your chosen sectors.  But not only that, simultaneously make an impact on the decision makers to provide a better foundation for future tender submissions.

A compelling campaign consisting of mail, email and telephone follow-up can generate enquiries, tender opportunities, and ensure you are on lists that are used even outside of formal tender situations, especially for lower value work that may become useful to plug some gaps.

So whether you’re bidding for low margin work or aiming for higher margin projects and broadening your opportunities, a proactive approach to marketing can give you a competitive edge.

If you want a little assistance from the Construction Marketing Experts, let’s chat about your strategy and see if we can help you implement it so you’re prepared for whatever happens.

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