2. Keith Reddy – Profile
Keith Reddy has over 30 years experience in Construction Business Development, Sales & Marketing and Bid Management.
Keith developed his early construction sales ability in client facing positions on sites and in offices around the South East of England for market leaders such as Redland Aggregates and MP
Harris Builders Merchants (both now part of larger international conglomerates). He honed these skills managing William Way Builder’s Merchants at Edenbridge and then leading the
sales effort drove H.E.Services Plant Hire’s growth from a small two branch company into Britain’s leading excavator hire group over an 11 year period as Group Sales & Marketing
Manager during the 1990s.
Keith then progressed into main contracting, heading up the Business Development, Marketing and Bid functions for major organisations below.
Keith has also provided consultancy to numerous SME organisations across a wide range of construction industry disciplines, and is able to bring his experience and comprehensive contact
database which will be leveraged on your behalf. This includes directors and senior management in architect practices, consultancies of all sizes and local authority and private client
organisations across the spectrum of construction, highways and rail. His knowledge of planning portals, tender portals, business intelligence sources and business search systems will also
be utilised on your behalf to identify new opportunities and drive business success.
Over 20 years of experience
managing bids for major
construction/rail/telecom
organisations
Organisation Annual turnover of organisation Experience
Kier Regional Construction
(Major construction projects)
£2.1 billion Business Development Management, Marketing
Management, Bid Management
Dean & Dyball Group
(Rail, Civil Eng, Building)
£350 million Business Development Management, Marketing
Management, Bid Management
JacksonEve Infrastructure
(Rail Engineering & Civil Eng)
£150 million Business Development Management, Marketing
Management, Bid Management
FM Conway
(Highways, Civils & Building)
£130 million Bid Management, Business Development
Management
Telent Technology Services
(Rail Comms & Control)
Colas Ltd
£360 million
£250 million
Key Account Management, Marketing
Management, Bid Management
Strategic Business Development Management
3. BUSINESS STRATEGY CONSULTATION
It is not unusual for staff to lack focus and direction because the clear and precise vision of the directors is not adequately developed into a business strategy and passed down
to the troops.
This can lead to wasted resources chasing the wrong kind of business from the wrong kind of customer, and it is fair to say that the most successful companies are the small
percentage that know clearly where they are going and how they are going to get there.
This sounds complicated and costly, but it doesn’t have to be.
SERVICES WE CAN PROVIDE INCLUDE
We can help you analyse your business and develop professional processes and procedures that are tailored specifically to your organisation.
Our services are designed to help you win more business.
We can help you:
• Develop a business strategy from your
vision.
• Developing the downstream for this by
integrating marketing, business
development and bid management
effort to that vision.
• Stop your people wasting money
targeting the wrong opportunities.
• Put in place processes and procedures
to help maximise your return on
investment
• If you don’t have a communicable
vision, we can help you develop one,
4. MARKETING & SALES MANAGEMENT CONSULTING
Marketing & Sales Management are essential to the growth of an organisation. Bound together through the company vision by strategy, they work to deliver business
growth from existing clients and by claiming new ones through careful planning.
Too often companies spend a fortune on developing literature and brochures that talk about themselves. “We are wonderful because we have a new office, 300 staff, 50
lorries and we have doubled in size in 3 years” – So what? Who cares? Certainly not your prospective customers. All they want is for the service to be provided with no
problems, no arguments and at a reasonable price. They don’t care how big, shiny or wonderful you are.
We can help you analyse your business and develop professional processes and procedures that are tailored specifically to your organisation.
Our services are designed to help you win more business.
We can help you to:
• Develop a marketing strategy that
majors on the benefits you will deliver
to your clients, which will carry
through to bid management and
delivery.
• Produce case histories that resonate
with customers
• Target your marketing budget to
deliver maximum effect.
• Put in place processes and
procedures to maximise your return
on investment
• We can provide you with
experienced marketing and sales
management on a contract or interim
basis to develop your own in house
capability
Client Feedback
SERVICES WE CAN PROVIDE INCLUDE
5. BUSINESS DEVELOPMENT CONSULTING
When Business Development is an integrated part of pre-contracts planning, companies gain the most from the efforts their BDMs deliver.
We know from experience that few companies truly integrate their pre-contracts departments and therefore risk inefficiencies where the company vision isn’t shared and planned
to encompass all functions.
A good example is where a BDM knows about a forthcoming tender, but neglects to advise his bid team so that forward planning can take place. More tenders are lost due to bad
planning than from bad bid writing.
We can:
• Assist you to integrate your entire pre-
contracts functions to increase efficiency.
• Help you set up opportunity pipelines and
reporting to help you understand the
demands you face for bid staff.
• Provide direction and advice for senior
managers.
• Work with you to ensure your business
development staff don’t waste time targeting
the wrong people or projects.
• Make sure your people recognise the
importance of quoting all bidders on a
project.
• Provide you with contract/interim business
development management.
SERVICES WE CAN PROVIDE INCLUDE
We can help you analyse your business and develop professional processes and procedures that are tailored specifically to your organisation.
Our services are designed to help you win more business.
6. BID & PROPOSAL MANAGEMENT & CONSULTING
Most companies have peaks and troughs in demand for PQQs, Tenders, Proposals or the numerous names submissions go under. It cannot be realistic to employ enough staff
for the peaks, but this puts pre-contracts staff under enormous pressure and stress when everything comes in at once, as it frequently does.
Each company has differing needs, but most companies suffer shortages of staff at times due to peaks and troughs, holidays, illness, maternity/paternity leave and their people
to head hunters and rivals.
We can help you analyse your business and develop professional processes and procedures that are tailored specifically to your organisation.
Our services are designed to help you win more business.
We can:
• Help you meet those extra demands by
providing contract or interim staff.
• Assist you put in place processes and
procedures to maximise your win rates.
• Provide you with a bid manager to drive a
specific tender.
• Provide bid writing services to transform your
technical information.
• Train your people to build winning teams.
• Develop templates and databases of
information for you to help continuity and
workflow.
• Teach your people to read and understand
then storyboard each question.
SERVICES WE CAN PROVIDE INCLUDE
7. PROOF READING
Poor English grammar and spelling, and using the wrong words such as there instead of their, make otherwise professional submissions look weak. Such mistakes can
damage your reputation in the customer’s perception, particularly with local authority clients where procurement is more regimented.
Even the very best bid managers and writers make mistakes and they use peer review to check their work and spot the “deliberate mistake” that isn’t. Don’t let the customer
find it.
We can help you analyse your business and develop professional processes and procedures that are tailored specifically to your organisation.
Our services are designed to help you win more business.
We can help you:
• By checking your documents for
context, grammar, formatting and
spelling before submission.
• Tailor case studies and CVs to suit
individual submissions..
• Ensure your media articles and press
releases are correctly formatted
• Provide professional photography to
augment your documents.
• Help improve the professional
standing of your submissions.
SERVICES WE CAN PROVIDE INCLUDE
