Stantec
About the project
A major transformation top down in the approach of the business in growth and winning work
The Challenge
We were engaged by Stantec’s Head of Bids for the Infrastructure and Buildings area of the UK Consultancy to help them shape and grow their bidding process and re-set their approach to bidding. They needed to develop a consistent approach to work winning as well as a platform for training to not only increase win rates and lower cost of sale but to enhance the capabilities of their entire bidding community.
The Solution
We facilitated a maturity benchmarking exercise with their growth leaders and defined the need to focus more on long range capture of pursuits and enable a single consistent bid process. This resulted in the facilitation, design and development of a new and bespoke single digital work winning process (bid toolkit), which we worked closely with the Head of Bids to develop and align to Stantec’s governance. We also supported the launch and delivery of a structured learning programme to embed the new bid toolkit.
With the Head of Bids, we created and delivered structured sessions to 70 people – Senior leaders who acted as Bid Directors, technical leads who also acted as SMEs, Bid Managers and Bid Writers as the engine room for future growth. We then supported the Head of Bids to deliver a further collection of webinar sessions to showcase the new bid toolkit and bid process to the wider bidding community of around 250 people. We also delivered APMP Foundation training sessions to complement Stantec’s central bid team’s APMP study programme.
The Result
Work winning best practices have been baked into the DNA of Stantec’s business - their bid toolkit site is seen as the hub of how they win work, with embedded training videos and downloadable tools, which are used on every pursuit. Their win rates have improved 20%+ per year since implementation in 2021, with a significant reduction in cost of sale and greatly improved staff feedback on their bidding experience and wellbeing (less late nights, better transparency, and clarity of roles and responsibilities)
All staff in the central bid team passed their APMP Foundation Certification first time.
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