The challenge: When Watercare Services came to market to establish a panel for professional engineering services for its recently established Asset Upgrade and Renewal programme, local consultancies ACH and Morphum knew they had to step up their game.

With just two places in each panel category – including Civil and Structural engineering which the two companies specialise in – there would be fierce competition from larger international consultancies as well as many large and medium-sized local companies.

While joining together as a JV helped to mitigate some of the scale advantages of their rivals, a strong value proposition for Watercare needed to be articulated in their submission.

How Bid Consult helped: Bid Consult, who had previously provided both strategic advice and tender support to Morphum, was engaged to lead the development of the submission, including:

• Analysis of positioning – with Watercare, and against competitors

• Identification of the JV’s unique selling points and development of a clear value proposition

• Advice on submission structure and content

• Content reviews and editing, including mock tender team analysis of late-stage drafts

• Design and layout, via our partner Hight Art and Design

• Presentation team training with our partner Clare Horrobin of Horrobin Learning

The outcome: ACH and Morphum were extremely pleased to be announced as one of the two companies on the Civil and Structural pane, opening up a revenue stream of a potential $35 million over the next five years.