Arcadis
About the project
Jeremy led the rejuvenation of the global bids and pursuit function of EC Harris and then its integration with Arcadis, developing processes and training leaders and fee earners in best practices still used today.
The Challenge
The business had 216 partners globally all doing their own thing, with no co-ordinated pipeline data, orchestrated pursuit approach or single best practice process to follow for writing winning bids. The business had a low impact bid team that was treated as an admin function, just pulling endless waves of documents together.
The Solution
In what turned out to be an exercise to ready the business for a successful sale to Arcadis, Jeremy worked with sales and growth leads to develop a range of new pursuit and bid processes and content. The processes were formalised and sponsored by the board, mandated for every bid. Jeremy led the design and introduction of global partner and associate training programmes in winning work and bid writing, as well as modules of graduate and leadership development schemes.
The programme was adopted by Arcadis across the wider group globally after the sale.
The Result
The business drove its win rate from around 50% to 80%+ globally, heavily reducing its cost of sale - driving margin improvement that ultimately led to a higher sale price of the EC Harris business to Arcadis.
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