Why Construction Companies LOSE Bids (Even With 80% Scores!) |The Truth About Tendering with Sam Nimmo of Kittle Group - Ep60

Why Do Construction Companies Lose Bids Even When They Score 80%?What does it really take to win major construction contracts? And could AI transform the future of bid writing and public sector tendering?In this episode of Growing Consultancies, host Paul Micallef sits down with Sam Nimmo from Kittle Group ,a specialist bid writing consultancy working with some of the UK's leading construction contractors, engineering firms and professional services businesses.With a reported 65% bid win rate, Sam shares the strategies behind successful construction tenders, why the smallest margins can make the biggest difference, and the common mistakes that cost businesses valuable contracts.Paul and Sam explore:Why construction companies lose tenders despite achieving high scoresThe importance of bid strategy, quality and competitive pricingHow AI is changing bid writing and public sector procurementWhy recycling previous tender responses can be a costly mistakeThe growing importance of social value in construction contractsHow to build and scale a successful specialist consultancyRecruitment, talent development and creating a high-performing teamFor Quantity Surveyors, Project Managers, Cost Consultants, construction contractors and consultancy leaders, this episode offers practical insights into winning more work, improving tender success rates and staying competitive in an evolving industry.Whether you're bidding for major public sector frameworks, growing your construction consultancy or exploring the impact of AI on procurement, this is a conversation worth listening to.🎙️ Growing Consultancies, hosted by Paul Micallef, Managing Director of Pegasus Search & Selection, brings you conversations with the people building and leading successful businesses across the construction and built environment sectors.Subscribe to the podcast for more insights into construction, business growth, leadership and the future of consultancy.Watch on YouTube: https://www.youtube.com/watch?v=0emUFacb0Os

Could your business survive without you?In this episode of Growing Consultancies, Paul Micallef sits down with Ben Wells of Mainer Associates for a powerful conversation about construction, sustainability, business growth and what happens when life suddenly changes everything.Ben shares the story of the cycling accident that left him in a coma and how a business continuity plan helped keep his consultancy running while he recovered.They also explore the future of the built environment, including sustainability, whole-life carbon, Design & Build, construction procurement, AI and technology, and why the traditional priorities of cost and programme are increasingly becoming carbon, cost and programme.Ben talks openly about growing Mainer Associates, building a business that doesn't depend entirely on its founder, employee ownership, EOTs and creating a consultancy that can continue long into the future.They also discuss Carbon Centric, the technology being developed to help track embodied carbon through design, procurement and construction.A fascinating episode for Quantity Surveyors, Project Managers, Cost Consultants, Sustainability Consultants, construction professionals and consultancy owners.🎙️ Growing Consultancies, conversations with the people growing, leading and shaping the construction consultancy sector.

How will AI change the consultancy world, and are businesses doing enough to prepare for it?Matthew Easton returns to Growing Consultancies for another conversation with Paul Micallef, and there’s plenty to unpack.They explore how leadership and management are changing, why businesses can fall into the trap of over-promoting people, the growing issue of succession planning and why consultancy leaders need to get better at letting go.The conversation also turns to AI and what it could mean for the future workforce. If technology takes over more technical and administrative work, what happens to graduate and entry-level roles? How do we develop the future leaders of the industry if the traditional route into consultancy begins to disappear?Paul and Matt discuss why communication, relationship building, adaptability, critical thinking and leadership could become some of the most valuable skills in the workplace, and why being technically brilliant may no longer be enough.They also look at the future structure of consultancy businesses, changing fee models and why firms that continue operating exactly as they do today could find themselves left behind.A fascinating conversation about people, leadership, AI and what the next five years could mean for construction consultancy.

What does it really take to build and grow a successful consultancy, and what does it cost you along the way?In this episode of Growing Consultancies, Paul Micallef is joined by Matthew Dixon of Enabl for a candid conversation about growth, leadership and the realities of running a consultancy.Matthew shares the story behind Enabl, its distinctive approach combining planning and cost consultancy, and the challenges facing the UK property and construction market, from viability and regeneration to the increasing pressures around delivering new development.They also explore the rapidly changing role of AI in consultancy, how Enabl is already using it to improve decision making and efficiency, why Matthew believes it will transform the industry and why human judgement and expertise will remain essential.But this episode goes beyond business strategy. Matthew talks openly about the personal side of entrepreneurship, the risks, the mistakes, building a team, learning from other business leaders and the reality that when you own a business, you never really switch off.A thoughtful and open conversation for consultancy owners, future leaders and anyone navigating growth in the construction and property sector.Watch on YouTube - https://youtu.be/RDay8jW8tEI

To celebrate 50 episodes of Growing Consultancies, we’re looking back at some of the standout moments, biggest ideas and most memorable advice shared by our guests so far.From AI and the future of Quantity Surveying, to leadership, business growth, recruitment, data centres, career progression, skills shortages and the changing face of UK construction, this special episode brings together some of the conversations that have shaped the series. It’s a snapshot of where the industry is now, where it could be heading next, and the lessons construction leaders are learning along the way.A huge thank you to every guest who has joined us for the first 50 episodes. Here’s to the next 50.

How far can a career in Quantity Surveying take you?In this episode of Growing Consultancies, Paul Micallef is joined by Lionel Dore of Portcullis LLC to talk about a career that has taken him from London to Dubai, Saudi Arabia and ultimately Orlando, Florida.Lionel shares his experience of becoming a Partner at Davis Langdon, working on major international construction and infrastructure projects, and building a life and career in the US.They discuss the opportunities available for Quantity Surveyors overseas, what it’s really like working in the US construction market, the earning potential in America and Saudi Arabia, and the practical realities of relocating from the UK.A fascinating conversation for anyone working in Quantity Surveying, construction consultancy or project management who has ever considered taking their career overseas.Connect with Lionel here

What makes someone truly stand out in construction consultancy?In this episode of Growing Consultancies, Paul Micallef is joined by Matthew Mackey of Contollo Group to talk about his 16 years in Australia, his return to the UK construction industry and the lessons he’s learned along the way.From building Arcadis’ cost management offering and developing high-performing teams, to winning work, nurturing client relationships and creating a strong personal brand, Matt shares what he believes really drives career progression in the built environment.They also explore the differences between the UK and Australian consultancy markets, the changing role of the Quantity Surveyor, why retaining great people matters, and why sometimes you have to put yourself out there and risk a little criticism to get noticed.A great listen for Quantity Surveyors, Project Managers and anyone looking to build a successful career or business in construction consultancy.

What does it take to build a construction consultancy that grows without losing sight of what matters?In this episode of Growing Consultancies, Paul Micallef is joined by Jamie Hillier of Akerlof to explore the realities of building a specialist consultancy, navigating a changing construction industry and preparing for what comes next.Jamie shares the story behind Akerlof, from launching just before the pandemic to developing a consultancy focused on social value and ESG, industrialised construction, and commercial management.They discuss sustainable business growth, the importance of protecting culture as a consultancy scales, collaboration across the industry and why Akerlof keeps six months' cash in the bank before taking on a new employee.The conversation also looks ahead to the future of construction, from the industry's productivity and skills challenges to AI and the opportunities presented by the current technology revolution. As knowledge becomes increasingly accessible, Jamie asks an important question for every consultancy: where does your real value lie?A fascinating conversation for anyone running, growing or working within a construction consultancy.Connect with Jamie hereAkerlofWatch on YouTube - https://youtu.be/RtwB-_0JhAQ

What does it really take to leave the security of a senior corporate role and build your own construction consultancy from scratch?This week on Growing Consultancies, Paul Micallef is joined by Yaeger Irwin, Founder of Bloom Project Management, for an open and refreshingly honest conversation about the realities of starting and growing a construction consultancy.Yaeger shares how she took the leap with just £5,000 saved, built Bloom from the ground up, and navigated the challenges of winning clients, building a team, managing cash flow and learning to think like a business owner. She also discusses why your network matters, the power of LinkedIn, choosing the right clients and why growth takes far more time than most new consultancy owners expect.They also explore the bigger question: is success really about salary and turnover, or about building a business and life you actually enjoy?If you're running a construction consultancy, thinking about starting one, or simply want an honest look behind the scenes of entrepreneurship in the built environment, this episode is packed with lessons worth hearing.Yaeger IrwinBloom Project ManagementWatch on YouTube - https://youtu.be/j4ipGKOVwwM

What does it really take to build a successful construction consultancy from the ground up?In this episode of Growing Consultancies, Paul Micallef is joined by Freddie Edwards, Founder of Dragonfly Projects, to talk about his journey from project manager and sole trader to building a growing construction consultancy focused on commercial office and residential projects.Freddie shares the lessons he’s learned from growing a team, hiring senior talent, winning clients and competing with larger consultancies. He also gives his view on what makes a great project manager, the importance of client trust and difficult conversations, and why strong people skills still matter so much in construction.They also discuss some of the biggest challenges facing the industry, including the skills shortage, apprenticeships, productivity, AI and technology, and what the future could look like for project managers, quantity surveyors and construction consultants.A great listen for anyone working in construction, project management, quantity surveying or consultancy leadership.Connect with Freddie ⁠here⁠⁠Dragonfly Projects⁠Watch on YouTube -⁠ https://youtu.be/4j-E2LcNnCs⁠