Case study — Engineering — infrastructure
Winning position on three national rail frameworks
An infrastructure engineering group replaced opportunistic bidding with a targeted framework strategy built on account intelligence and evidence-led positioning.
Client
Rail and civil infrastructure engineering group, 900 staff
- national frameworks won
- 0national frameworks won
- qualified framework value
- €0Mqualified framework value
- bid cost per win
- −0%bid cost per win
Case study
The challenge
The firm bid on everything, spreading scarce technical authors across low-probability pursuits.
Client-side decision units were large and largely unmapped ahead of procurement windows.
Technical strength was described in capability language rather than client outcomes.
Case study
Our approach
- 01Built an 18-month framework calendar from public procurement, planning and funding data.
- 02Ran account-based programmes mapping technical, commercial and assurance stakeholders per authority.
- 03Rewrote positioning around whole-life cost, delivery certainty and safety performance evidence.
- 04Introduced a bid/no-bid scoring model so effort concentrated on winnable pursuits.
Case study
Results
- Secured positions on three national rail and civil frameworks in a single procurement cycle
- €42M of qualified framework value entered the pipeline over 12 months
- Bid cost per win reduced by 34% after applying the bid/no-bid model
“We stopped bidding by instinct and started bidding by evidence.”
Head of Major Pursuits
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