The Client

Andrew Scott Ltd (ASL) is a prominent force in both Civil Engineering and Building. Established in 1970 and based in Port Talbot, South Wales, they deliver complex design and build projects across the United Kingdom while remaining fiercely proud of their Welsh roots.

The Challenge

During our discovery period with the pre-construction team, it became evident that while they had achieved consistent year-on-year growth, they had a history of losing key framework bids due to the quality of their submissions rather than commercial factors.

Ongoing client feedback indicated, “You possess exceptional technical expertise, but you fail to effectively convey this in your quality submissions.” They required assistance in bringing about a substantial improvement in their bidding approach. This involved upskilling their existing teams, conducting thorough research on clients and competitors to inform the development and articulation of their solutions and added value innovations, and implementing a robust control process for response development, review, and approval.

What We Did

We have cultivated a robust working relationship across all aspects of pre-construction and bidding, including pursuit planning, research, strategy development, solution development and answer planning workshops as well as writing, formal reviews and graphic design and production. Throughout this journey, we supported ASL in establishing a foundational library, accumulated success stories, implemented a structured written response approach, refined their communication process, and supported their internal bid team to gain the confidence and capability to for their day-to-day bidding requirements.

This collaboration has evolved progressively, commencing with individual project and framework assistance, and moving on to strategic framework opportunities.

What We Delivered

Ground Xero Positioning

  • Fit 2 Fight
  • Mind the Gap

Produce High Quality Content

  • Creative ideation
  • Graphics
  • Sales enablement collateral

Bids Supported

  • Haverford West Public Transport Interchange
  • South-east & mid-Wales highways and civil engineering framework
  • Portfield School Pembrokeshire County Council
  • South Wales Industrial Transition from Carbon Hub (SWITCH)
  • South West Wales Regional Civil Engineering Contractors Framework
  • Swansea Valley Primary School and New Swimming Pool Development
  • Network Rail Maintenance Delivery Unit
  • South West Wales Regional Contractors Framework – Lot 3b East Plot 3 Cross hands D+B of three industrial units Carmarthenshire
  • Pentre Awel – 5 distinct buildings comprising a wet sports facility, dry sports facility and health building
  • Etex Project Faith Bristol – Processing plant redevelopment
  • Lee Valley Ice Centre facility in the London borough of Waltham Forrest
  • Digital Hub Swansea D+B of 71 and 72 The Kingsway
  • Cardigan Secondary School Extension & Refurbishment – Design & Build
  • Ysgol Gwenllian Kidwelly. New two-storey Primary School

The Impact

  • A substantial increase in ASL’s bid-specific articulation of their proposals and solutions, leading to a higher win rate on strategic targets and framework opportunities – reflected in formal quality / technical response scoring
  • Internal capacity building of the pre-construction teams and supply chain through formal and ‘on the bid’ learning and development
  • Competed with and beat legacy competitors nationwide

Feedback

‘Working with ShineX demanded a lot from us – innovative solutions, better-defined client outcomes, going to a level of detail that took a lot of time and investment. It’s radically changed how we approach work winning and we look forward to winning the next one together.”

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