Scale and capability.
WHAT CONSTRAINS GROWTH
Working capital Qualified personnel Certification and qualification scope Equipment Track record
WHY WORKING CAPITAL BINDS FIRST
Larger contracts require more funding before payment.
WHAT TO CALCULATE
The funding requirement of the next contract size.
WHAT TO AVOID
Winning contracts beyond your funding capacity.
WHY
Failure to perform in this sector ends the company's standing.
WHAT TO IMPROVE BEFORE GROWING
Payment collection and invoicing discipline Cost control on existing contracts Safety performance Documentation quality
WHY DOCUMENTATION QUALITY
It is what delays payment and fails evaluations.
WHAT ADDING CATEGORIES PROVIDES
Access to more tenders.
WHAT IT REQUIRES
Genuine capability, and certification.
WHAT TO AVOID
Certifying for work you cannot perform.
WHAT PARTNERSHIP PROVIDES
Access to scope beyond your own capability.
WHAT IT REQUIRES
A partner whose performance you can rely on Clear allocation of scope and liability Agreement on how the relationship works
WHY LIABILITY ALLOCATION
Joint arrangements produce disputes when something fails.
WHAT TO ESTABLISH
Terms in writing, before bidding together.
WHAT INVESTING IN CAPABILITY PROVIDES
Higher-value work and local content credit.
WHAT TO CONSIDER
Facilities, equipment and training that reduce dependence on imported supply.
WHAT TO MEASURE
Revenue and margin by contract Days sales outstanding Safety performance Tender success rate
WHAT TO PROTECT
Safety record and qualification, because everything depends on them.
