On the latest Highways Voices podcast, EiB’s Scott Brown and Caitlin Murphy joined Adrian Tatum to discuss our 33-year journey
They reveal how EiB built a business focused on client success, the importance of early client engagement and the tools and strategies that consistently deliver winning bids.
Thirty-three years of evolving bid consultancy excellence
During the episode, Scott explains how EiB was initially founded to provide impactful consultancy services to frustrated local authorities. However, the business soon attracted contractors and designers seeking bidding expertise, with EiB helping them to increase their success rates from circa 20% to more than 80%. As demand grew, EiB shifted from associate-based delivery to a fully employed model, providing clients with consistency.
Building winning bids
Caitlin discusses how EiB achieves success before a tender is released by conducting in-depth market analysis and running strategy workshops with clients to identify win themes. She outlines the importance of using tools such as storyboarding and compliance matrices to develop responses that answer the question being asked, not the question our clients wish for. Our fully integrated teams work collaboratively and embed themselves within client teams to deliver high-scoring bids.
Navigating procurement uncertainty
Over the past year, public sector procurement has faced major challenges due to post-election uncertainty and delayed budgets. Scott and Caitlin explain how the government’s comprehensive spending review (CSR) has provided some clarity, as well as the opportunities associated with the new Procurement Act. They also discuss the £24 billion commitment to the highways sector included in the CSR and how this will help stabilise the market, stimulate investment and empower devolved local authorities.
How EiB’s people-first model fuels growth and excellence
Scott and Caitlin discuss our shift to a fully employed consultancy model, culture and approach to learning and development and succession planning, as well as providing their top tips for achieving sustained business growth.
Listen to the full episode