Facilities management is a service that is regularly outsourced as public and private sector organisations expect to make savings in time, money and energy by using the expertise of an external team to manage one or more of their functions. This provides a regular stream of facilities management tender opportunities and with them, significant prospects to develop a facilities management business.
However, with lots of opportunities comes lots of competition and highlights the importance of matching the tender requirements to your level of experience and ability, so that you are competing in the right race. You do not want to waste precious time and resources on facilities management tenders if e.g. your only current experience is cleaning. You may therefore try to win a cleaning contract first, build a relationship and then develop your other services to offer a more comprehensive FM solution.
You may have to read through many facilities management tender specifications to find one that is relevant to your business and appropriate to the level of ability and experience you have. Ensuring you have an efficient system to sort through information and make an informed decision to tender will help achieve a much better return on your tendering investment.
It’s crucial to develop the multi-disciplinary solutions that will generate the savings and efficiencies buyers are looking for. This is what the biggest FM companies do. Perhaps the biggest challenge is therefore demonstrating how you can match up to these large businesses that imply they can deliver the most productive solutions. Showing how much more productive your services are in the long-term, and how you have delivered solutions with better quality outcomes can be key differentiators when it comes to winning facilities management tenders. Consequently, it is vital to collect all the necessary credentials, facts and statistics that really evidence your performance against the competition.