Constructing Success - Paul Johnstone - The Bid Journey: A Work Winning Culture

Here’s an easy one – would you like to win more profitable & sustainable contracts? Obviously. 👍🏼 In this episode, we were joined by Paul Johnstone to focus on “The Bid Journey: A Work Winning Culture”. Many construction, engineering and property businesses fall into the trap of seeing bidding/tendering as a transactional and reactive exercise. The reality is that winning work requires a much more proactive, strategic approach with an alignment of strategy, business development, sales and marketing, to understand your client’s requirements, and give you the best chance of success. 🤝🏼 With over a decade of procurement experience (and procuring/managing over £750m worth of contracts in that time), and importantly, having been ‘on the other side’ in leading the procurement of several significant construction projects/frameworks, Paul launched Optimum Business Growth in 2019 to help businesses improve their work winning performance through procurement expertise and insights. We spoke to Paul about ‘The Bid Journey’, a best practice methodology that is designed to help you win more work. Worth noting that this approach won an award for Optimum at the Glasgow Business Awards in 2023 and is into the semi-final of Scottish EDGE to receive investment for the Bid Journey tech solution. 🙌🏼 We covered; • What are the most common mistakes that organisations make when trying to win work? • What are the ‘best’ businesses doing when it comes to winning work? • What are the 4 key phases of “The Bid Journey”? • ‘New’ work VS ‘old’ work – pros & cons of bidding for work with an existing customer. • What are the current trends in work winning and what part is technology/AI playing? • What are 3 things you could do tomorrow to improve your ‘bid’ strategy. • Why did Paul set up Optimum Business Growth and where is the business headed? • What does he attribute his success to? The Bid Journey image/video that Paul referred to is available here - https://optimum-growth.co.uk/the-bid-journey/