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September 2016
Nirdosh Singh (Bid & Estimating Manager)
BID MANAGEMENT EXPERIENCE & CAPABILITIES
Bachelors Degree (Mechanical Engineering), Certificate in Management, Diploma in Management, Senior Management Development Program
BID, ESTIMATING & SALES EXPERIENCE
Overview - Experience
20 years of Engineering & Management experience.
9 years in Estimating & Bid roles in Mechanical Contracting companies:
Estimator/Bid Writer.
Senior Estimator / Bid Writer.
Estimating & Bid Manager.
Various Bid
Leadership Experience
Management / Leadership Experience:
Leading, managing & coordinating estimating & bid teams - 7 years.
Planning, prioritising & resource allocation.
Estimate, bid reviews & approval (with involvement up to Board level).
Represent bid team at management meetings.
Lead & participate in bid strategy workshops.
Preparation of monthly reports & minutes of management meetings.
HR: Recruitment, mentoring, training, motivating teams, performance appraisals, disciplinary action.
Bid Experience - John Thompson
Industrial Water-tube Boilers & Environmental Solutions: new plant & R+M.
Bid Experience - Brockman
Bulk Storage Tanks & SMP Projects: new plant & R+M.
Bid / Sales Experience - Clients
Clients: a diverse range of local & international blue-chip clients for process & power generation:
Oil & Gas.
Petrochemical.
Pulp & Paper.
Mining.
Water Boards.
Sugar.
Bid Experience - Bid Types
Bid Types/Services:
EPC / EPCM.
Technical Advisory Services.
Engineering Services.
Design & Supply.
Principal Contractor / Subcontractor / JV.
Bid Experience - Subcontractors
Outsourced services: • Contract Law - review of T&C’s - close to contract award. • Civil Works. • Electrical & Instrumentation. • NDT. • Lagging & Cladding. • Refractory. • Cleaning & Waste Management. • Cathodic Protection. • Surface Treatment. • Fabrication. • Freight.
Bid Experience - Bid Value
Bid Value (range): $100k up to $100 million.
Bid Experience - PortfolioClient Industry Country Project Description Contract Award Personal Involvement Achievement
Illovo, Ubombo Sugar Swaziland New 110t/h boiler & ancillary plant for sugar process & cogeneration
$11,000,000 Cost est imate, bid documents, extensive contract technical & commercial negotiations with client, suppliers & subcontractors.
Contract award and project completed under budget.
Konkola Copper Mine Mining (copper) Zambia Waste Heat Boiler $7,000,000 Cost estimate & tender. Contract award.
Tongaat Huletts, Xinavane Sugar Mozambique New 180t/h boiler & ancillary plant $10,000,000 Cost est imate, bid documents, negotiations with client, suppliers & subcontractors.
Contract award.
Illovo, Noodsberg Sugar South Africa Coal Conversion Upgrade on Boiler 5
$3,500,000 Cost est imate, bid documents, technical & commercial negotiations with client.
Contract award & variations leading to additional work.
East Cape Sugar Beet Project Sugar Beet / Power Generation South Africa New 100T/h CFB Boiler $9,000,000 Cost estimate & tender (based on Chinese supplied boiler).
Contract award.
Illovo, Nakambala Sugar Zambia Repairs to Boiler 6 Mainbank $250,000 Cost estimate, bid and post tender negotiations.
Contract award.
Mondi, Richards Bay Pulp & Paper South Africa Repairs & Upgrades to Furnace & Superheater of Boiler 2
$330,000 Cost est imate, bid documents, extensive negotiations with client.
Extensive negotiations for a relatively low value contract, with a client who was resistant to using us. They had established smaller “ute brigade” companies who they preferred using. We proved our worth, and built a good reputation & relationship, leading to more business as per example below.
Mondi, Richards Bay Pulp & Paper South Africa Major refurbishment and upgrades to furnace & superheater of Boiler 1
$900,000 Cost estimates and bid documents. Contract award and completion under budget.
Mondi Merebank Pulp & Paper South Africa Replacement of Economiser on Boiler 1
$1,000,000 Cost estimate and bid document. Contract award.
Caldema Sugar Brazil Design and supply of water tube boiler Continuous Ash Discharge Stokers (several projects)
Approx. $100,000 per stoker supplied.
Cost estimates and bid documents. Contract award and a steady stream of repeat orders.
Quadrant Energy Oil & Gas Australia R e p a i r s t o Ta n k B ( f l o o r replacement)
$900,000 Cost estimate and bid document. Contract award.
Viva Energy Petrochemical Australia EPCM – New Petrochemical Bulk Storage Tank
$7,000,000 Cost estimate, bid documents and negotiations with client.
Contract award.
Yarra Valley Water Water Australia EPCM – New Bulk Storage Water Tank
$5,000,000 Cost estimate, bid documents and negotiations with client.
Contract award.
Rio Tinto Mining Australia Repairs to Dampier Tank 1 – floor replacement
$2,000,000 Cost estimate, tender document and post tender clarifications.
Contract award.
Viva, Gore Bay Petrochemical Australia Repairs to Tank 384 $350,000 Cost estimate, tender document and post tender clarifications.
Contract award.
Caltex, Kurnell Petrochemical Australia Repairs to Fire Water Tank $150,000 Cost estimate, tender document and post tender clarifications.
Contract award.
Caltex, Brisbane Petrochemical Australia Repairs to Tank 2029 $450,000 Cost estimate, tender document and post tender clarifications.
Contract award.
Caltex, Brisbane Petrochemical Australia Repairs to Tank 2061 $360,000 Cost estimate, tender document and post tender clarifications.
Contract award.
Caltex Petrochemical Australia Country-wide tank turnaround repair & inspection program for 3 years
C o n t r a c t v a l u e s t y p i c a l l y $500,000 per tank repair
Involved in cost est imate, b id documents and extensive post tender negotiations, Best & Final Offers etc.
Awarded contract as one of two potential bidders for tank repair work at major Caltex facilities throughout Australia for a three year period.
Bid Experience - Process
Extensive experience executing, leading & coordinating end-to-end bid process.
Bid / Sales Experience - ECI
Early Contractor Involvement - greater ability to shape solutions & increase client confidence in our abilities.
Bid Experience - EOI’s
Responding to EOI’s:
Defining scope of interest.
Demonstrating capability, capacity & track record.
Bid / Sales Experience - RFP / Go / No-Go
Establishing client requirements: from RFP documents & face-to-face.
Influencing clients w.r.t. best solutions.
Go / No-Go Process - know when it’s best to walk away.
Bid Experience - Kick-off
Leading bid kick-off meetings:
Bid strategy:
Margin?
Source of labour, material, construction equipment etc.
Bid planning & division of work.
Bid Experience - Coordination
Towards on-time delivery of compliant & competitive bid proposals - coordinating efforts of:
Internal (HSEQ, Engineering, Construction, Projects, Commerce, Finance etc.), &,
External stakeholders.
Bid / Contract / Sales Experience
Technical & commercial adjudication of supplier & subcontractors bids.
Review, qualification & negotiation of contracts / T&C’s with Commerce team. Negotiated 3-year panel contract with major petrochemical company for work across Australia.
Bid Experience - Tools
Creating & maintaining bid library - capability statements, bid templates, EOI’s etc.
Maintaining & revising bid register.
Bid / Sales Experience - Process
Bid writing: technical & commercial components.
Bid Review & Approval Process.
Bid Submission.
Post submission follow-ups with clients.
Reporting on bid & sales prospects at management meetings.
Bid / Sales Experience - Post Submission
Post tender clarifications, technical & commercial negotiations & bid revisions.
Hand-over to Projects Dept. following contract award.
Bid Experience - Lessons Learned
Implementing lessons learned from client feedback & project post mortems for continuous improvement.
Important Factors - Bid Document
Format / layout in compliance with client requirements.
In alignment with estimate i.t.o. inclusions, qualifications, exclusions.
Cover all the bases - HSEQ, finance, contractual, construction, engineering etc.
Highlight win themes: differentiators / selling points.
Strengths
Planning, prioritising & resource allocation & ability to re-plan & re-prioritise as demands & priorities change.
Multi-tasking / Meeting multiple deadlines & working well under pressure.
Coordination of inputs from various internal & external stakeholders.
Strengths
Ability to regulate effort / level of detail according to client requirements & time available.
Attention to detail.
Participative leadership style & ability to adapt style based on context.
Strengths
Ability to adapt to new environments quickly:
Transferrable skills & experience.
Lean on subject matter specialists.
Learn on the job.
Good verbal, written & graphical (drawings, sketches, flow charts, MS Power Point, presentation skills etc.) communication.