Mace
About the project
Throughout 2025, we undertook a programme of work with Mace, the world renowned super brand in construction delivery and consulting.
They bought us in initially for a programme to support the development of new capture management processes and then training their people and developing digital content for their people to learn from in their approach for positioning for and shaping deals with clients.
The Challenge
The target was to go from good to great on improving their win rates and to go on better journeys with clients off into the future, further improving client outcomes and experience.
The Solution
Unusually we were enabled to take a proper robust transformational approach. It's quite rare that clients actually look to invest and do these things properly. We didn't just to deploy rudimentary standard content or just give them my standard tools. We took the business on a journey with its stakeholders.
We ran a series of workshops to develop their capture process for their specific business and markets, benchmarked against best practices and industry leaders. What we see in terms of high performance generally, but particularly in construction, is the importance of really getting into the detail around solutioning, co solutioning with clients, and shaping of procurements to get maximum value for clients, so we are just asking for a share of that value in return.
We ran a series of workshops with stakeholders, a cross-section of people from across the business, from the bid team, marketing and some of their account leaders of their key accounts. We then ran a series of calls with their leaders around the world to socialize the concept and approach that we were taking with them to gain sponsorship.
We then embarked on a training programme – training the bid function specifically in how to facilitate and how to manage the campaign. We trained a series of account leaders and other client facing people in how to play their part in a capture campaign, as well as then briefing again some of their senior leaders in that content.
The Result
The bid team report that they have already begun to see a positive change in behaviour and emphasis. They're on a good pathway already. They have really been able to see a trajectory of better results out the back of it.
“Over the last year Jeremy has provided consultancy and training services to Mace. Firstly in working with us to devise and implement a new capture process for our Consult business and then secondly to train our top account leaders in client account management. I would thoroughly recommend Jeremy in all things growth, whether clients, capture or bid. He brings unique insight having worked in senior work winning roles in the built environment and he is able to provide practical and evidenced advice based on this. This is further enhanced by his influence, insight and contacts in the work winning and procurement sector in the UK. Importantly he was able to challenge our thinking in the right way both in capture and client accounts and we are seeing the benefits in Mace Consult already.”
Adam Marchant, Global Head of Pursuits - Mace Consult
We deliver this kind of programme for clients of all sizes all the time. That's just one example of where people bring us in to deliver not just training, but to really bake the best practices into their DNA.
We deliver training. We’re really happy to come and deliver training - but if you want to really bake it in for the long term, if you want to really generate adoption that drives much higher win rates and profitability, proper transformation is the way to go.
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