Pipeline Management

Practical solutions with constant learning systems for implementing leadership’s vision

PipelineManagement
Implementing our work winning programme will help you to align your work winning so that your organisation works collaboratively, adopting desired behaviours and enhancing skills to embed client centric processes:
  • More client-centric in early client meetings – distilling objectives and understanding their needs and drivers
  • More effective – Improving the alignment of bid activities and supporting systems with an uplift in skills and behaviours
  • More efficient – leveraging the win work process and guidance to minimise wasteful activities and produce “winning bids”, not just “compliant bids”
    • Many clients have adopted our unique, award-winning approach to help them to both optimise work winning efficiencies and also increase success rates.
       
"Following the successful implementation of the Win Work Programme, I know we have made a signinficant improvement in our success rates at prequalification, written tender submissions and our performance at client interviews. It has helped us change the culture of our work winning teams so that they are more client-centric, which has enabled us to win more work."
Interserve, Board Director

Key Client Management

Manage relationships with key clients to build strategic links and optimise return

ClientManagement
Up to 95% of profitability can come from a small number of our clients - so it is crucial that our project teams align their behaviours and approaches to ensure that the organisation is linked strategically to their client. However we have observed that many delivery teams in the construction industry still have a project-centric approach. We have helped our clients to implement effective key client management, which drives consistent client-centric behaviours. Adopting behaviours that improve service quality in a planned and managed way and developing appropriate inter-company relationships has augmented the level of business the organisation as a whole wins, across all skills groups and business units.
 
"Provided valuable structured approaches to developing client relationships"
- Sector Partner, Turner and Townsend

Framework Management

Improving framework delivery behaviours and operational performance

FrameworkManagement
Industry clients expect longer term arrangements and more collaborative working through partnering and supply chain integration to provide higher quality service and mutually beneficial relationships. Framework members need their delivery teams to embrace and embed appropriate behaviours for their client’s delivery culture for each framework to ensure year-on-year improved delivery performance. We have a tried and tested approach that helps to align internal processes and delivery teams’ behaviours and approaches to ensure that they are linked strategically to their client and optimise both KPIs and softer measures of their relationship to secure a strong position within the
framework.
 
"We have already seen improved relationships between the clients and our regional delivery teams and we are also seeing significant KPI score uplifts. All practitioners have been refreshed and re-energised, with better framework delivery and a greater appreciation of the collaboration skills required."
- Business Unit Framework Director, Bouygues UK

Business Unit Planning

Practical solutions to help implement leadership’s vision

businessunit
Services that help business unit leaders to implement tactical work winning initiatives.
  1. Tactical events designed to generate buy-in for leadership vision and objectives in work winning
  2. Practical workshops to enable development of:
    • Business unit strategic and tactical plans to coordinate and manage implementation of the business plan
    • Tactical plans to manage and grow specific sectors, frameworks or clients
  3. Support and mentoring for business development teams in effective tactical pursuit behaviours and approaches
4. Processes and reporting structures that ensure clear and appropriate reporting is being provided within the business unit to give the leadership confidence that opportunities and relationships are being nurtured and give more certainty of the future pipeline.
5. Advice on embracing digitisation to provide opportunities for leaders to improve management decisions, enhance processes, develop and use new products and services and challenge traditional business winning models.
 
 
"I have been extremely impressed with the support that Marketing Works have provided. Philip Collard advised on the development of our marketing strategy and then helped implement our marketing plan. His extensive marketing knowledge and contacts within the construction industry were invaluable in providing a highly targeted and effective strategy and plan. I would strongly recommend his services to others in the industry"
- COO of leading Property Agent

Specialised Consultancy

Helping our clients make profound improvements in the management of their work winning

Consultancy
Our services include a wide range of essential mentoring and support activities, research and tools that help our clients to fast forward on priority issues.
  • Bid Support Services to address specific areas where improvement is sought (tender interview coaching, reviews for ‘must-win’ bids and approaches that drive more effective bid selection, for example)
  • An interim role within a client’s organisation to revitalise approaches
  • Studies that give an objective view of organisations’ most valued clients’ future plans and perceptions
  • Digitisation of work winning provides opportunities for leaders to improve management decisions, enhance processes, develop and use new products and services and challenge traditional business winning models.
In 2014, in association with Professor Will Hughes of the University of Reading, MarketingWorks updated our 2003 research assessing how bid cost investment affects work winning within the construction industry.
 
"Philip Collard’s credibility and good rapport with our people, combined with MarketingWorks’ significant capability and support, achieved the results we desired and we continue to improve all the while."
- Managing Partner, Cundall

Digital Workflows

Digitisation of work winning enhances processes to inform management decisions and challenge traditional business winning models

frameworkmanagement
We are adding a unique facet to the ways we help our clients to increase operational margins and profitability, giving leaders the tools they need to more effectively manage and drive continuous work winning improvements and practitioners the tools to help them to deliver the improvements.
 
MarketingWorks is a co-founder of a new SaaS Software (Software as a Service) and operates as the implementation and embedding provider.  Our new software was developed as a result of working closely with our clients and understanding their challenges when operating with diverse IT support solutions and reporting requirements.

Training

Work Winning Workshops designed purely for the construction industry.

Training
These task-orientated and highly practical workshops transfer the skills necessary to win more profitable work by focusing on best practice approaches in all aspects of work winning, from initial contact with a client to mobilising a framework or key client. Workshops include:
  • Work Winning Behaviours that uncover Client Drivers
  • How to sell high value services and convert new business
  • Winning Business with Winning PQQs and Proposals
  • Critical Success Factors in Selectivity and Bid Management
  • Delivering Successful Tender Interviews
  • Improving framework delivery behaviours and performance
  • Mobilising key client teams
"The work winning workshops, concentrating on our behaviours and cultures, provided an open forum from which our current best practice could be combined with new ideas generated during the different sessions."
- Pre-Construction Director, Kier London

About us

The leading UK work winning cultural change management consultancy for the construction industry

Who we are

The leading UK work winning cultural change management consultancy for the construction industry MarketingWorks focuses on delivering effective, efficient and

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How we work

Our emphasis is on developing solutions that are right for our clients, focusing on understanding their needs and issues before

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Why work with us

We are a specialist consultancy operating in the construction industry and we focus on helping our clients to win more

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Clients

Over the past 20 years we have provided a wide range of services to over 2000 different construction firms, including 18 of the top 25 consultants and 17 of the top 20 contractors. These are a few examples of the clients we have worked with.

Amco

AMCO

AMCO
Arup

ARUP

ARUP
Atkins

Atkins

Atkins
bachy

Soletanche Bachy

Soletanche Bachy
Balfour

Balfour Beatty

Balfour Beatty
bdp

BDP.

BDP.
blake

Blake Newport

Blake Newport
Bouygues

Bouygues

Bouygues
bre

bre

bre
brennan

brennan

brennan
briggs

briggs

briggs
brookfield

brookfield

brookfield
buro

b4

b4
burohappold

buro

buro
conlon

conlon

conlon
constexcellence

constexcellence

constexcellence
Cundall

Cundall

Cundall
czwg

czwg

czwg
emcor

emcor

emcor
gallifordtry

gallifordtry

gallifordtry
gleeds

gleeds

gleeds
gratte

gratte

gratte
interserve

interserve

interserve
isg

isg

isg
keller

keller

keller
kier

kier

kier
Leadbitter

Leadbitter

Leadbitter
loveall

loveall

loveall
mace

mace

mace
mcbains

mcbains

mcbains
mcnicholas

mcnicholas

mcnicholas
midas

midas

midas
mivan

mivan

mivan
morrison

morrison

morrison
mwh

mwh

mwh
ngbailey

ngbailey

ngbailey
osborne

osborne

osborne
ridge

ridge

ridge
riley

riley

riley
shepherd

shepherd

shepherd
sisk

sisk

sisk
sprunt

sprunt

sprunt
turntown

turntown

turntown
unitedliving

unitedliving

unitedliving
vhe

vhe

vhe
vinci

vinci

vinci
volker

volker

volker
wsp

wsp

wsp

Contact Us

If you would like to discuss your situation or would like to know more about us and our services, please contact us by phone, email or complete the form.

Let’s Talk

Phone +44 (0)1892 534980

Email philipcollard@marketingworks.co.uk

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