pe of Business Development

Civil Engineers

By Veeresh Rao
1

Contents :
1. Various filed of Civil Engineering for Business Development
2. Categories of Business Development
3. Business to Business
4. Business to Customer
5. Tender Participation
6. Private Tenders
7. Public / Govt. Tenders
8. Flow Chart of process of Tender Participation for Consultants

1. Various fields of Civil Engineering for Business Development

I. Consultancy Companies
i. Architecture
ii. Engineering like Structural
iii. Project Management
II. Contracting Companies
i. Building Contractor
ii. Infrastructure Contractor
III. PPP/ BOOT/D DBOT Companies

IV. Construction Equipments/ Products/ Chemicals

2. Category of Business Development

I. Business To Business ( B2B)

II. Business To Customer ( B2C)

III. Tender Participation

3. Business to Business ( B2B)

I. Market Research and Analysis

II. Market Segmentation
i. Geographical Segmentation
ii. Customer Segmentation
iii. Segmentation as per Product & Services
III. Making Business Plan as per demand
IV. Approaching Client and giving Capability Presentation
V. Sending RFI to the client to understand his requirement
IV. Preparing Techno Commercial Proposal.
i. Preparing Risk Analysis
ii. Getting the Commercial Quote from Operation
iii. Getting the Management Approval
iv. Sending Proposal to the client and closing.

4. Business to Customer (B2C)

I. Technical Write up in Trade Journals

II. Advertising in Trade Journals

III. Participating in Trade Fairs for Construction Industry

IV. Hoardings / Public Displays

V. Conducting and Sponsoring Events

IV. Mass Media and TV Commercials

5. Tender Participation

I. Private Tenders

II. Public Tenders

III. International Bidding

6. Private Tenders

I. Empanelment with Corporates

II. Empanel with Architects and Consultants

III. Participating in Public Notice Inviting Tenders

7. Public Tenders
I. Yearly Empanelment, Shortlisting and
Techno Financial Quote
II. Expression of Interest (EOI) , Technical Qualification
and Financial Quote
III. Least quote Tenders, Technical Qualification and
Work Award to L1
III. Least quote Tenders, Technical Qualification and
Work Award to L1
IV. International Biding

V. CQBC Tenders Cost Quality Based Selection System

8. Flow Chart of process of Tender Participation

Market research
Assistance

Scan media reports/ news

paper clipping / website of
Customers and Funding
agencies
Identify the potential
tenders

Procure Bid
documents

Review the document

for the prequalification
and tender conditions

Refer to procedure for Alliance/

Consortium Formation/ sub-consultant

Refer to procedure for submission of

documentation, EMD, Processing
Fees, BG

Follow up with Customer for

pre- bid updates/
clarification sought

Operation Team

Management Team
(Head -BD, Operation
Head, Legal Head,
Finance Head, COO)

Site
Investigatio
n

Conduct site
Investigation

Review
project
details
whether to
Participate in
bid YES
Participate

NO

Drop

Techno commercial
discussion with Alliance
Partners
Techno commercial offer
preparation & submission
Post Submission
capability Presentation,
Tender Opening and
Closure
NO
Lesson Learnt and Improve
the shortcomings

YES

Post Submission
capability Presentation,
Tender Opening and
Closure

Source Of Information