Facilities Services Tenders in the UK – Everything You Need to Know

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• Facilities Services Tenders in the UK – Everything You Need to Know

26 August 2021 | Updated 24 August 2021

The FM market in the UK was valued at $67.29 billion in 2019, and it is expected to reach $70.14 billion by 2025.

General UK government expenditure on housing and community amenities comprises the following breakdowns: housing development, community development, water supply (provision of water to households and businesses but not sewage systems), street lighting, etc.

The public sector contribution to the facility management market in the United Kingdom is higher compared to any other region in Europe. This is predominantly driven by the constrained budgets of the government, leading to the continuous outsourcing of essential facility management services. Public sector bodies are continually putting efforts into simplifying these operations. The shift towards Total Facilities Management (TFM) continues to grow as public sector organisations are increasingly outsourcing all ‘non-core business activities to one service provider, enabling greater focus on core business.

 

Socially-Distanced Selling

 

The global COVID-19 pandemic has significantly influenced socially distanced selling and tendering is no exception. Tendering perfectly suits businesses looking for ways to improve their revenue stream and helps in building a strong sales pipeline because it is, at heart, "socially distanced" selling. In 2020, there were over 2,500 Facilities Services public-sector tenders published in the UK worth billions of pounds with the highest value contract being worth £141 million.

One of the biggest contract wins this year has been by Sodexo, who secured a £54 million contract to provide a range of soft services at Her Majesty’s Naval Base (HMNB) Portsmouth, as part of the Ministry of Defence’s Future Maritime Support Programme (FMSP).

Public sector tendering provides a business with revenue opportunities and enables your business to perform at a higher level. Each time you tender, you gain feedback that increases your understanding of your business, the competitive environment and the market. Continuous tendering, even with modest success, significantly increases the collateral you have to describe your business, your value proposition and differentiation.

Public sector tendering is competitive and many facilities management businesses find it difficult to differentiate themselves from each other. To succeed, your proposal must prove that it will solve the buyer’s specific challenges – it must be understandable by evaluators who don’t have facilities management expertise and who maybe don’t really care whom they select.

Professionalising your approach by using technology and bid expertise demonstrably improves outcomes. At Orbidal, we typically see a 30%+ improvement in business performance when tendering becomes part of the sales landscape. Our technology platform enables you to build and execute a roadmap to improve your competitive positioning and revenues through public contract tendering. Orbidal will help you find and qualify opportunities and provide you with templates, strategies and practical support that demonstrably improves your ability to grow your business.

 

The Roadmap to 90%

 

In an upcoming webinar, Orbidal Founder & CEO Tony Corrigan outlines key tips and actionable advice to superpower your tender proposals up to and beyond the 90% mark - the typical benchmark for landing a public sector contract.

You will see what a successful tendering strategy looks like and how it contributes to consistently high scores across all areas of a tender submission.

Register now to confirm your place at this not to be missed event.

Picture: a photograph of a person working at a desk, writing in a notepad

Article written by Shreya Hegde | Published 26 August 2021

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