The Facilities Management (FM) market in the UK is at a very advanced stage with extensive prevalence of outsourcing and teaming with suppliers of all size and scale. A leading provider of FM services wanted to identify and confirm upcoming FM opportunities within the private sector in the UK.
Identifying relevant opportunities which could be targeted immediately by the client required a multi-step process which was spread over a period of weeks. The initial weeks were devoted to shortlisting firms which were subsequently prioritized based on their respective FM contracts nearing completion. A total of 102 opportunities were identified in the first phase. Relevant contacts from procurement were identified and engaged within the shortlisted firms, trailed by diligent follow-ups in later weeks. Multiple channels of communication had to be engaged for effective follow-ups – emails, calls and social media, to connect with around 20-25 executives on a weekly basis. Certain specific instances also required the registration of client on the e-procurement portals of shortlisted prospects. The final stages required active liaison between the Business Development (BD) Director at client side and the relevant procurement executives at the prospective target side.
Regular updates to clients in the form of trackers; assessing the experience and fine-tuning the approach as the assignment progressed was critical for safeguarding its success.