Bravida

Bravida’s Growth Segments division has used Tendium to increase efficiency, improve the bidding process, and make time to raise the quality of their bids. Stefan Marshall, Head of Sales Growth Segments, sees the data-driven way of working with securing public contracts as the future.

Bravida now has:

• A robust and efficient bidding process with Tendium
• Saved approximately 50-75 percent of the time to find the right tender opportunities
• The bandwidth to raise the quality of their bids
• A more data-driven approach to working with public contracts

Background: New centralised sales team

Bravida is the leading provider of complete solutions for service and installation of electricity, plumbing, ventilation, and other technical functions in buildings and facilities in the Nordic region.

We spoke with Stefan Marshall, who leads a sales team founded in early 2023 in the Growth Segments division. The team works nationwide, with both private and public sales.

• New central team
• Selling to both public and private customers

Challenge: Needed to improve the bidding process and free up time

The team works with a wide range of businesses – both private and public customers, from below the threshold procurements ​​to large contracts.

When the team first got to work, they noticed that within certain business segments, they sometimes received undeservedly low scores in the procurer’s evaluations, and needed to improve their bids further.

Managing several parallel bidding processes, they also struggled to prioritise proactive sales efforts. They needed to strengthen their full sales process and allocate time to work on the quality of their bids.

• Wide variety of leads to manage and pursue
• Needed to strengthen the bidding process
• Needed to free up time to focus on improving the quality of their bids

Solution: A robust and efficient bidding process with Tendium

“Everything is interconnected. When we have a good bidding process, much of the rest resolves itself, because then we have time to analyse and understand what various customers need,” says Stefan.

Working in Tendium’s bidding platform has helped Bravida’s Growth Segments division create a robust and efficient bidding process. It has given them time to focus and truly assess their bidding process and how they select business opportunities to pursue.

Stefan explains that Tendium’s automatic AI-generated summaries of tender documents save a lot of time. It has also provided them with data-driven monitoring and qualifying, resulting in better Go/No Go decisions.

• Robust and efficient bidding processes with Tendium
• Automatic summaries of tender documents improving efficiency
• Data-driven monitoring and qualifying

Results: Saving approximately 50-75% of the time to find the right tender opportunities

“We spend minutes instead of hours finding the right business opportunities,” says Stefan.

Bravida’s Growth Segments division saves a lot of time by working in Tendium’s bidding platform. Stefan explains that today they spend 10-15 minutes instead of 45-60 minutes selecting which tender opportunities are worth pursuing.

The streamlining combined with data-driven methods in the platform have resulted in Bravida working smarter today. It has freed up time to raise the quality of their bids and make better Go/No Go decisions supported by data.

Despite seeing significant benefits in improved efficiency, Stefan says there is another aspect of working in Tendium that he finds even more important.

“The most important thing is what we can achieve by working in Tendium – becoming more data-driven in our decision-making, reinforcing human decision-making with objective data, and understanding what we can improve.”

• Saves approximately 50-75% of the time to find the right tender opportunities
• Makes better Go/No Go decisions supported by data
• Works smarter instead of harder
• Has time to raise the quality of bids and decisions