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Exceeding

Black and Veatch

Effective supplier consolidation to ensure best value.

About Black and Veatch.

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.

Overview.

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.

The challenge.

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 solution.

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!

  1. After an initial review of previous bids and feedback, we provided a report outlining areas for improvement and missed opportunities.
  2. We were then enagaged to work on the next submission and the eXceeding team oversaw bid response production and worked closely with Black & Veatch’s subject matter experts and 3rd parties.
  3. As part of the process the eXceeding team delivered knowledge transfer to the Black & Veach team for future bids.
  4. The final response was a highly tuned, visually appealing high scoring response, which secured Black & Veach £Ms of intial and subsequent proct income.

Highlights.

2+2 month contract term

First win on framework

Working collaboratively with internal teams to upskill

Securing £Ms of income from bid

The future.

eXceeding have already been engaged by the US team as part of a MoD bid. Our team is working closely with the US and UK bid teams and joint venture partner on a critical infrasurture bid, ensuring best practice and maximum knowledge transfer.