Bidding & Commercial Roles - A major property & facilities outsourcing partner to the Public Sector

Bidding & Commercial Roles  - A major property & facilities outsourcing partner to the Public Sector
Published: 11 October 2012

Assignment: Three senior roles across the Bidding and Commercial function

A division of a leading international infrastructure developer; this business has been targeted with 50% growth in turnover before 2014. Tasked with delivering this growth this client had an urgent need to recruit a small, yet specialist bid team to concentrate on expansion across the emerging Northern Local Government outsourcing market.

An initial attempt made by the client to advertise directly in trade press had resulted in a low volume of quality applications as well as the loss of several weeks from the process.  With a tight timeframe for which to identify, successfully recruit and on-board an impactful and effective bid team the decision was subsequently made to appoint a specialist head-hunter capable of delivering the required talent quickly.

Berwick Partners were appointed to lead the assignment due to our knowledge of the construction/infrastructure operating sector alongside our experience of recruiting senior Bid and Commercial leaders across the UK.  Our strong regional presence with offices in Leeds and Manchester was also vital in understanding geographies and the regional context of the search.

By means of targeted search, advertising and networking our existing contacts Berwick Partners were quickly able to provide long-lists of high calibre and suitably qualified candidates for each of the three roles. In consultation with the client we undertook the initial competency based interviews, ensuring that skills, experiences and qualifications were matched with our brief. Vitally we also sought to create a shortlist of candidates who identified with the client culturally.

From a shortlist of five candidates two were quickly selected and appointed into Bid Manager and Commercial Manager positions. By working with the individuals closely we were successful in negotiating reduced notice periods and both were able to start their roles in good time to add value to an ongoing and significant bid process. Identifying a Bid Director with the leadership qualities to grow and lead a team was a significant challenge. Following a thorough search process we were however able to successfully identify an individual who was not only capable of leading the bid process, but also take on responsibility for operations in the region.

In recruiting quality and highly impactful individuals you will invariably and increasingly face challenges of counter-offers and these searches posed such a challenge. Acknowledging this fact, and raising it at the very first meeting with a potential candidate was key in retaining the individuals interest despite current employers making multiple buy-back attempts.

As a result of such a well executed search and selection process Berwick Partners has since been engaged to lead a further assignment with this client. This newly created position of Operations Director is targeted to lead business expansion across the Southern region.

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