Practical solutions with constant learning systems for implementing leadership’s vision
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:
- 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
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
Improving framework delivery behaviours and operational performance
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
Services that help business unit leaders to implement tactical work winning initiatives.
|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
Helping our clients make profound improvements in the management of their work winning
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.
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
Digitisation of work winning enhances processes to inform management decisions and challenge traditional business winning models
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.
Work Winning Workshops designed purely for the construction industry.
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:
MarketingWorks has trained thousands of people from more than 2000 organisations within the construction industry.
"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