FM Pipeline Booster

Baskar Sundaram
Baskar Sundaram
FM Pipeline Booster

The UK is an attractive and mature market for FM service providers. The client, a leading global FM services provider, wanted to develop a deeper and more robust pipeline of FM opportunities in the UK. To accomplish this, a detailed research exercise was undertaken in early 2019 to focus on FM contracts in the region. The list included FM contracts which were awarded within the UK and had annual contract values (ACV) between £0.5 – £2.0 Mn across services which included Total/ Integrated Facility Management (IFM), Soft FM (cleaning, security etc.) as well as Hard FM services. Contracts were considered for a wide range of private and public sectors including, Manufacturing & Industrial, Pharma, Laboratories and Medical Devices, Retail, Universities and Higher Education, Local Authorities as well as other regional opportunities. 

These contracts were then categorized as rebid opportunities basis the priorities already set by the client. For instance, contract rebid opportunities for education, manufacturing, pharma, local authority and manufacturing & industrial were a higher priority for the client, as opposed to the ones in leisure, retail and aviation. The exercise listed a total of 218 contracts, which included 40 open contract notices published by higher education institutions and local authorities in the UK. 

The research was then taken to the next level, where a total of 10 contracts were shortlisted as preferred opportunities for the client basis the defined sectoral priorities. For each of these shortlisted opportunities, a list of key decision makers was drawn up – of people who were key influencers with respect to the said contract. And for each of these key executives, relevant contact information including their designation, email address and link to their LinkedIn profiles were captured to help the client focus their BD efforts around these executives and enhance the chances of converting the opportunities.

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