krcl profile - july 2016

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Keith Reddy – ProfileKeith 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 MPHarris Builders Merchants (both now part of larger international conglomerates). He honed these skills managing William Way Builder’s Merchants at Edenbridge and then leading thesales 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 & MarketingManager 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


JacksonEve Infrastructure

(Rail Engineering & Civil Eng)

£150 million Business Development Management, Marketing


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


Strategic Business Development Management

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,

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 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


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.




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 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.


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:

• 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.


krcl profile - july 2016

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