Securing a £3M Utilities Framework Through Strategic Tender Management and Stakeholder Engagement

Client / Sector

Yorkshire Water (Utilities Sector)

The Challenge

Yorkshire Water operated a decentralised approach to training delivery, working with multiple providers without a formal tender or structured framework in place.

In 2023, the organisation announced its intention to move to a formal tender process, consolidating suppliers and introducing a more structured procurement model.

This presented several challenges:

  • Risk of exclusion from the tender process despite existing delivery
  • Increased competition from national and specialist training providers
  • A complex, multi-lot tender structure covering diverse technical disciplines
  • A lengthy and resource-intensive procurement process

For Develop Training Limited, securing a place on the framework was critical to maintaining and growing its presence within the utilities sector.

Approach

Early Engagement and Tender Positioning

Through consistent communication and regular meetings, I maintained strong relationships with key stakeholders at Yorkshire Water while continuing to deliver training services.

This ensured that Develop Training Limited was:

  • Well-positioned ahead of the tender release
  • Actively engaged with decision-makers
  • Successfully included in the formal tender process

End-to-End Tender Management

I took full ownership of the tender process, including:

  • Bid strategy development and submission management
  • Coordinating input from multiple internal departments
  • Leading the bid writing process, ensuring alignment with client requirements
  • Managing technical responses across specialist training areas

This included detailed responses covering:

  • Water utility training requirements
  • Electrical training provision
  • Construction-related training services

Cross-Functional Collaboration

To strengthen the submission, I worked closely with:

  • Technical training specialists
  • Operational teams
  • Internal stakeholders across the business

This collaborative approach ensured:

  • High-quality, technically accurate responses
  • Alignment between delivery capability and client expectations
  • A competitive and credible tender submission

Outcome

Framework Award and Revenue Secured

After a 12-month tender process, Develop Training Limited was successfully appointed as one of three suppliers on the Yorkshire Water framework.

  • £3 million contract value over 3 years
  • Option to extend for an additional 2 years (1+1)
  • Successfully awarded Lots 1–4 (out of 5 available)
  • Excluded only from the specialist vehicle training lot, which we did not bid for

Strengthened Market Position

Winning a place on this framework:

  • Secured long-term revenue within a key utilities client
  • Strengthened positioning within the water sector
  • Demonstrated capability in managing complex, multi-lot tender processes

Key Takeaways

Proactive Engagement Secures Opportunity

Maintaining strong relationships ahead of procurement ensured inclusion in a highly competitive tender process.

Structured Bid Management Drives Success

A coordinated, end-to-end approach to bid writing and stakeholder input was critical in delivering a high-quality submission.

Collaboration Enhances Competitive Advantage

Leveraging internal expertise across multiple departments strengthened both the technical and commercial aspects of the bid.