Hard FM

Two multi-national clients commissioned us to support their joint venture for a strategically important contract for the maintenance of defence infrastructure on behalf of the Ministry of Defence.

For the project, our team of four writers co-located with the clients’ bid team for over 5 months, working alongside their subject matter experts. We then drew on our significant experience of hard FM to demonstrate their client’s expertise and added value as we drafted the responses. Topics included mobilising the service, recruitment of resource, managing a supply chain, managing assets, delivering works projects, and meeting a planned preventative maintenance programme.

The narrative then went through an iterative process of review and challenge over a number of weeks, ensuring it continued to reflect the solution.

This was a highly successful project for the clients, winning two out of three Lots and a contract worth £3.4bn. The clients subsequently invited our team back to support a further bid to the Ministry of Defence.

We assisted a FTSE top 250 client with the preparation of a successful tender to the Home Office for the management, operation, and maintenance of Dungavel Immigration Removal Centre, providing secure accommodation for male and female detainees. Our support extended across both the Invitation to Tender, Negotiation, and Best and Final Offer (BAFO) stages and lasted 6 months.

For this tender, we supplied a team of four writers, working closely with the client’s FM subject matter experts to interview for each of the Home Office’s questions to ensure the responses reflected their proposed solution for the maintenance of the centre.

Our client was delighted to win back-to-back tenders and Dungavel IRC represents a strategic part of their contract portfolio.

We were commissioned by a national utilities company to provide civil engineering and FM services to support a new bid to Heathrow Airport. This was an exciting opportunity for the client as it would involve them significantly expanding their services in the aviation sector – and for such a prestigious client.

The project lasted 7 weeks, working with the client’s team of subject matter experts to understand their solution and challenging them constructively where we felt they could increase evidence of their expertise. We also provided consultancy on how to prepare their mobilisation plan for the contract.

This was a highly successful project, where the client was delighted with the outcome of our work, resulting in a high-quality bid that is currently under evaluation by Heathrow.