A national construction client recently retained Cratus’ services to facilitate engagement with selected councils on their relevant procurement frameworks. Local authority construction contracts are worth billions of pounds in revenue for the construction sector and it is critical that firms in the sector have the right level of relationships with the awarding bodies.
Cratus worked with the client to establish a list of councils that should be a priority for engagement. Cratus worked through the councils on the clients’ key frameworks and conducted desktop research to draw up a priority list informed by the knowledge that we had of the councils, the existing relationships and thorough analysis of the councils’ spending priorities and financial resilience.
Using conferences and existing relationships as a platform we began the engagement process and made appropriate introductions to the leading decision makers at the target councils. We then assisted the client through the engagement process and ensured that the correct messages were being communicated about issues such as quality, price and added value in areas such as social value.
The client now has productive relationships with a number of councils that are likely to be key customers in the near future.