South Africa’s 2019 national and provincial elections are over, which will hopefully clear the way for government and the private sector to once again start investing in large-scale infrastructure projects. With infrastructure development highlighted as a priority in the Finance Minister’s 2019/20 Budget Speech, we should see tenders starting to flow after a dry spell.
This comes at a time when most of South Africa’s construction companies are struggling. Several larger construction groups have gone into liquidation or business rescue over the past year, while the survivors continue to face difficult trading conditions. Government infrastructure spending is critical to kick-starting the economy.
Here are some of our tips for positioning to win construction contracts against the backdrop of a hungry and competitive construction industry:
- Create an RFP team and process
- Decide which RFPs to go for
- Don’t forget about pre-sales
- Develop a positioning strategy
- Create a compliance checklist
- Leverage technology