The client, UK’s major provider of on-campus residential and academic accommodation infrastructure, wanted to strengthen their existing business pipeline and consequently create a more focused BD approach towards business expansion. With over 35,000 rooms in operation or under construction, the client is heavily focused on the higher education sector in the UK. In addition to designing, building and financing, the client also operates the on-campus residential and academic infrastructure. Considering the focus area of the client, an exhaustive list of opportunities was prepared in 2016, capturing contracts that were active as well as coming for rebids till 2020.
The research team essentially collated OJEU contracts published by Universities in the public domain. As a next step, these contracts were categorized as under:
- Immediate: A total of 9 open contracts that the client could target immediately
- Rebid: Contract expiring between 2016 and 2020; and are expected to be outsourced by Universities again
- Strategic opportunities: This included FM contract opportunities awarded to the client’s competitors by its target end customers as well as open opportunities with the client’s target end customers
- Partner opportunities: Open opportunities with the client’s partners as well as contracts awarded by the client’s partners to competitors