Novus Property Solutions
Case Study: Novus Property Solutions. The business plan is to double its turnover and profit, which required a transformation in the way in which they
Case Study: Burns & McDonnell.
The development of winning strategies to enable US engineering and construction firm Burns & McDonnell to move successfully into the UK electricity transmission market.
Our team works with businesses who want to transform the way in which they operate to drive sustainable growth.
We advise businesses on executing efficiency projects, building scale to support growth ambitions, and provision of turnaround services.
- Development of winning strategies working with local and and international teams
- Identification and engagement of a credible supply chain
- Securing major regulatory frameworks within which to operate
- Creation of operating model to help secure future opportunities
The CHALLENGE
North American engineering and construction company Burns & McDonnell operates from offices all over the world, and in 2017, the business opened its first UK office in Birmingham.
With over 120 years of experience in designing and building infrastructure worldwide, this signalled the completion of the first stage of their long-term investment in the UK.
They recognised that the UK is adapting to a low carbon future, and realised their differentiated services could play a part in bringing about the energy transformation required.
However, they required support and local industry knowledge to enter this new market, in order to secure frameworks to deliver their work, develop supply chains, build their profile, and secure revenue for ongoing operations.
Stratigic
Develpoment
- Business Strategy Development and Deployment
- New Market Entry Strategy
- Market Development
- Governance Process Development and Deployment
The Solution
In order to secure future high value works, we were required to develop a number of strategies and approaches from first principle. Working closely with the company’s senior leaders we created and led a bespoke local and international team to support the project.
Through having an in-depth knowledge of what the market and client requirements were, we focused on developing an approach to innovative and differentiated delivery. This was in part through the identification and on-boarding of credible supply chain partners, and creating sustainable and positive social impacts, which were critical outcomes to the project.
Through the clients procurement events, we led the team to develop operational and commercial solutions which were mutually beneficial, whilst also planning and supporting the on-going engagement with the clients.
With governance and regulatory expertise in our team, we were able to support development of internal existing systems and processes to meet the requirements of both the UK and US teams, providing a blueprint for future major opportunity development.
Through our innovative style we differentiated the delivery and commercial models through the procurement events, helping Burns & McDonnell secure all three of the hundred million pound frameworks within the electricity transmission sector.
“GA Business Services provided excellent support for two of our major framework pursuits, providing strong leadership for the international bid team, and dropping into a range of different roles from innovator through to hands on solution developer. They directed the work of the many different teams, maintaining a sense of urgency and pace that was needed on this multi-month framework pursuit. Graham remains a trusted advisor to both myself as project sponsor and the task teams that he helped to steer to a successful outcome.”
– Jonathan Chapman, Managing Director, Burns & McDonnell UK
The Future
Our team enabled Burns & McDonnell to secure 100% of the opportunities pursued while we worked together. We analysed the methods deployed to achieve this level of success, developed and streamlined them further, and presented them as blueprints for successful bid capture in the future.
“Burns & McDonnell are a fantastic business with exceptional people. Their challenge was to build a profile and secure major frameworks for the next regulatory period, competing against market-leading companies. Through thinking differently, managing multiple stakeholders and bringing sector experience to bear, we delivered outstanding results.”
Graham Allen is a strategic planner and business development professional who has worked with influential businesses in Infrastructure, Utilities, and Built Environment sectors.
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Case Studies & Typical Scenarios
Burns & McDonnell
Case Study: Burns & McDonnell. The development of winning strategies to enable US engineering and construction firm Burns & McDonnell to move successfully into the