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Drive innovation and leverage efficiencies

Target, chase and secure work in the right way and bite back at the recession. By Martin Grech

For companies that recognise the need to innovate and position themselves through investment and exploitation of intellectual capital, a recession brings a distinct opportunity.

We must innovate in all that we do whether that be through solutions, products, processes or management activity it is an essential ingredient in driving out waste and these specific activities will help us achieve this:

  • Ensure we are focused on the market sectors in which our capabilities allow us to offer solutions that deliver whole life customer value competitively
  • Review and assess all new business enquiries to ensure the best fit with our core capabilities and resource availability to ensure a focused approach to the solution development creating competitive advantage
  • Continue to invest in the development of strong customer relationships and engage at the earliest opportunity on projects where our unique understandings of the consult, design, build and operation cycle enables us to reduce both capex and opex budgets
  • Not give into the temptation bid for every opportunity. This will dilute your effort to serve and deliver little benefit for yourself or your customer, even in the current climate there is an argument for being selective
  • PQQ and tender documents now require more information than ever before, ensure you utilise all your assets in communicating the depth and breadth of your capabilities. Leverage the uniqueness of your supply chain and demonstrate your core strategic drivers which underpin your real commitment to sustainability, energy reduction and people development
  • Demonstrate credible expertise, which projects have you completed that are similar – how did they add value for that customer. Good case studies will provide some good insights for customers and may be a source of innovation for the project

Martin Grech is head of business development for NG Bailey

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