By Melissa Centurio Lopes on Nov 11, 2015
By: Krista Lambert, Director, Engineering & Construction Strategy, Oracle Primavera
Make better bids, win better work
The average engineering and construction firm only wins one in every four bids for capital asset projects. For a $1 billion company, that’s around $75 million wasted on failed bids every year.
The industry has always worked this way, and some executives will justify the waste as a cost of doing business. But there is another way of looking at it.
Given the costs, it’s no surprise that engineering and construction businesses are picky about the jobs they bid for. The question is, whether they can target more profitable work, improve their chances of winning each bid, or launch more bids with fewer resources? The answer is they can do all three.
Unlocking the value of knowledge
In geographically dispersed businesses, bids are managed autonomously by local teams. Valuable experience and knowledge is often lost to the rest of the organization. This might be based on analysis of opportunities in the marketplace, costings for materials, researching the supply base or understanding a potential client’s wants and needs. There’s a huge opportunity to pool this knowledge across the organization and improve bid quality while lowering cost.
Currently, too many organizations are comfortable with a lack of collaboration which leads to errors and omissions, increasing costs and lowering the chances of success. But tools exist that can ensure data is shared throughout the organization, and readily available to anyone who needs it. And when you’re bidding for new jobs, knowledge is not only power. It’s also profit.
To discover more, read our latest business brief.