Andrew Ogden, Managing Director at Broadcast Media Services, looks at how to win major construction contracts using video.
Major construction contracts, government infrastructure contracts, long term service agreements – these types of deals are all worth multiple millions of pounds. So, it comes as no surprise that bidding for construction contracts presents a significant opportunity for you to expand your business and increase your turnover.
Completing tenders for major contract wins is always a long and very detailed process where making your experience and expertise stand out from the crowd can be tricky. Procurement teams need this detail – that’s fair enough. They need to be able to see which tenders fail at each hurdle.
But what happens when your tender has made it to the finish line with a handful of others. How can you then stand out?
Most tender processes allow for a certain amount of supplementary, supporting material.
It’s all very well making written submissions as to why your tender should succeed, and why you are the best company to carry out the scope of work. But wouldn’t it be better to actually show someone just how good you are?
A short video brings impact and authority to your tender document.
If content is king, then video is king of content. And when you need an authentic voice to talk to potential new business, then it helps to be seen, to be believed.
Let’s say you are pitching for a government contract to build a chunk of HS2. Well, a video can show actual visual evidence of how well a previous project has gone. You can also offer previous client on-screen testimonials, as to how easy it was to work with you.
A short, targeted video, tender specific also shows your commitment to winning that specific job. It shows, literally shows, that you are not merely submitting generic information but have invested time, energy and imagination in letting the contract award committee know that you are not only up to the job, but excited at wanting to be part of the team.
There’s only so many facts, figures, words and still images can do.
A video not only conveys your experience and expertise but your passion for what you do, the integrity behind your bid and delivers real impact to your key messages.
Here at Broadcast Media Services, we call them ‘Bid Vids’. They don’t need to be expensive but what is expensive if a short video gives your tender a competitive edge in an open tender process for a contract worth millions?
And if you don’t want to, or are prevented by procurement rules from, submitting a video at the tender stage then once you’ve got to the presentation stage then a video will add real oomph to your face to face presentation.
A short ‘Bid Vid’ highlighting the key aspects of your tender starts any presentation by really grabbing the attention of the tender award panel.
Don’t take my word for it. Broadcast Media Services has made videos for companies winning contracts worth hundreds of millions of pounds; phrases such as “made your presentation stand out” and “set the bar extremely high for the competing bids” are not unusual.
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