By providing strategic writing, review, challenge, interview preparation and best and final offer (BAFO) guidance, we helped our client win the Lot 2 contract for the exciting net zero project; HyLine Cymru
The opportunity
HyLine Cymru is a proposal by Wales & West Utilities (WWU) to build a new 130-km pipeline across South Wales from Pembroke to Port Talbot. By replacing natural gas with low-carbon hydrogen, the project will help South Wales on its journey to net zero, with a carbon reduction of 3.2 million tonnes of CO2 per annum. As the project entered its second phase, WWU sought partners for three lots.
Having a longstanding relationship with WWU, which included producing a document on the planning strategy as part of early HyLine Cymru project planning, our client wished to bid to deliver Lot 2. This would involve providing planning, consent and public affairs strategy, and environmental scoping and assessment for this ambitious project.
EiB approach and involvement
With fierce competition in the tender process, we met with our client early to develop a strategy and win themes that would make it stand out in the SQ and ITT stages. We worked with the client’s subject matter experts to storyboard, write and review each tender response. In doing so, it was crucial we highlighted our client’s previous experience with WWU and on Welsh pipeline projects, as it has been embedded in the Welsh hydrogen sector for several years.
We met with the client at least twice a week on MS Teams to track progress and ensure we had the right information and evidence from their subject matter experts. We also had an in-person final review of the responses, working collaboratively with our client to identify added value and ensure the responses had compelling opening statements.
Success and outcomes
Maintaining a close relationship with the client enabled us to efficiently develop excellent SQ and ITT responses. On the strength of these responses, the client was invited to present its Lot 2 proposal to WWU in an interview. We helped the client prepare for this interview by:
- holding virtual and in person preparation sessions, ensuring their key messages were clear
- developing a slide deck and additional material for the interview panel.
Following the interview, our client was invited to submit a BAFO. Holding an initial workshop with the client to understand WWU’s needs, we provided advice to ensure its commercial offer aligned with the technical offer and WWU’s request and expectations.
Owing to our collaborative efforts, our client has successfully secured the Lot 2 contract. The client is incredibly pleased to be part of this exciting project, which will help local authorities in the region deliver their local area energy plans to decarbonise and create hundreds of jobs during the project’s construction and operational phases.