Page 9 - SISK NEWS JULY 2015

Here’s how the process works: first contact:
When talking to clients the general approach is to
research: focus on the fact that we’re not a one hit wonder,
There are various tools the team use to keep abreast highlighting our 150 year legacy. We are business
of what’s happening in the industry. These include focused, ensuring projects are completed to
subscribing to software to get planning leads, time, of exceptional quality and at realistic cost.
reading technical press, speculative approaches This coupled with our exemplary reputation for
using internet research, networking events, as well as health and safety and how well we perform in the
keeping an ear to the ground through consultants, considerate constructors scheme, makes us a force
quantity surveyors, architects and of course our to be reckoned with. In cases of new business, after
own project managers. The Customer Relationship first contact it is usual to send the potential client
Management database enables consistent reporting an email with brief capability document, and follow
and transfer of information across the regional that up a few weeks later with a phone call. With
offices. It highlights shared relationships and tracks repeat business, we’re finding that in a lot of cases
information such as opportunities, cost plans and we’re now being bought in at the same time as the
tender statuses. Reports are produced to analyse consultants which is fantastic news. It promotes a
performance, tracking against KPIs and recording far more open approach and encourages mutual
competitors on tenders to measure our success. respect amongst all parties.
Reports are also produced on our key market sectors
which help to inform business development.

Pre-qualifi cation or tender document: is this right for us?:
This document is a reflection of Sisk. It asks a variety Once a new lead is generated, client due diligence
of questions including company structure, health is performed involving understanding what they
and safety history, experience on similar projects have built before, how well they pay etc. It’s vital for
etc. Essentially, it’s about selling the company us as a business that we have a balanced portfolio
and showcasing our strengths. The team will use and it may be that a particular job doesn’t suit our
their skills to make certain it stands out amongst current capacity or resources. If it’s not quite right
our competitors. This can be done in a number of then we’ll always keep in touch with clients so that
ways including bespoke branding. The timescale they’re not forgotten. If it is right then the business
averages around two weeks for submission and development team will hand over all the details to
the team manage everything including the writing, the estimators.
coordination of information, production, proofing,
and couriering. A lot of the time information is put facts and fi gures...
forward that isn’t asked for but the team know is
important to the client. With PQQs, most ask for a • ¤P2ip5ebliinlleiopnrojects identified:
team to be put forward and on occasion there is a • ¤Te5n.7dbeirllsiosnubmitted in the last 12 months:
PQQ presentation where the prospective project • Forecast turnover for 2015: ¤990million
manager would need to attend. Combined with
this is the estimated project cost. It ensures that
we offer value for money, are competitive, are clear
in what our offer is, and are in the best position to
secure this and future business. Fundamentally it
is the estimator’s responsibility to ensure the team
obtain sufficient information to incorporate within
supply chain enquiries so that subsequent quotations
are robust, and cost and time risk mitigated, whilst
the bid is delivered on time and to an agreed
budget. The estimating team will provide support
in sub-contractor selection, and sending out trade
enquiries and analysing quotations. Together with the
surveying team, they will lead the recommendation
process of sub-contractors for the works.

All Sisk staff are our ambassadors, and you
can help find our next key client! If you hear
of a new project in the pipeline let one of the
business development team know and they’ll
follow up on the lead you’ve generated.

Sisk News | July 2015 9