The strategy aims to secure major Engineering, Procurement, and Construction (EPC) contracts while establishing relationships with new clients. It begins with conducting extensive market research to uncover industry trends, identify potential customers, and analyze competitors. For example, those engaged in the EPC sector could gather insights by attending industry conferences and leveraging online tools to monitor market dynamics. The creation of a market intelligence report can be pivotal in understanding the landscape.
Further, enhancing proposal presentations is essential. Customized proposal templates should be developed, emphasizing unique selling points and incorporating past project case studies. For instance, using visuals and infographics can make proposals more engaging and easier to understand, thereby increasing the chances of winning contracts. Flexibility and competitive pricing should also be highlighted.
Finally, strengthening client relationships is crucial. Initiating regular communications, offering technical workshops, and providing updates on project progress can help build trust and rapport. Establishing a feedback loop with clients can be instrumental in improving service delivery and securing future opportunities.
The strategies
⛳️ Strategy 1: Conduct thorough market research
- Identify key industry trends in the EPC sector
- List potential customers and competitors
- Analyse the current market demand for EPC projects
- Research the specific needs and challenges of potential clients
- Identify decision-makers within target organisations
- Attend industry conferences and networking events
- Subscribe to industry journals and publications
- Leverage government and industry reports for insights
- Use online tools to monitor market and competition
- Create a market intelligence report for internal use
⛳️ Strategy 2: Enhance proposal presentation
- Develop a customised proposal template for each potential client
- Highlight unique selling points and project execution strategies
- Include case studies of successfully completed projects
- Provide clear budget and timeline breakdowns
- Incorporate client feedback into proposal iterations
- Ensure all proposals comply with legal and regulatory standards
- Use visuals and infographics to enhance readability
- Involve senior leadership in the proposal review process
- Offer competitive pricing and flexible terms
- Schedule post-proposal follow-up meetings with clients
⛳️ Strategy 3: Strengthen client relationships
- Identify potential customers who require EPC services
- Schedule introductory meetings with key stakeholders
- Understand client needs and expectations thoroughly
- Offer initial consultations and technical workshops
- Develop personalised communication plans for each client
- Provide regular updates on project progress and innovations
- Offer value-added services beyond EPC project delivery
- Establish a customer feedback loop to improve services
- Recognise and celebrate project milestones with clients
- Maintain post-project communication to encourage future opportunities
Bringing accountability to your strategy
It's one thing to have a plan, it's another to stick to it. We hope that the examples above will help you get started with your own strategy, but we also know that it's easy to get lost in the day-to-day effort.
That's why we built Tability: to help you track your progress, keep your team aligned, and make sure you're always moving in the right direction.
Give it a try and see how it can help you bring accountability to your strategy.
