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Case Study:

Enhancing Engineering Consultants’ Client Engagement to Improve Bid Success

Our Client

A global engineering consultancy.

Their challenge

To enhance their consultants’ ability to engage more effectively with clients during the bid process to improve bid success rates.

Why they engaged us

We have partnered with our client for several years, successfully delivering a series of training programmes. Recognising our proven track record, they approached us to develop a programme to enhance client engagement and relationship-building skills during the bid process.

Our Solution

Based on our experience with our client, we recognised that their consultants are technical experts who often find the people-orientated aspects of the bid process more challenging.

We identified three key skills gaps:

  • Connection – strengthening the ability to engage with clients
  • Creativity – developing memorable bid messages
  • Confidence – building authentic client interactions

Relationship Building to Win Work workshop

We designed a highly experiential workshop focused on:

  • Active learning – learning by ‘doing’ rather than observing or listening
  • Dynamic facilitation – co-facilitated by an expert tutor and a professional actor, creating a supportive and interactive learning environment

This approach encouraged participants to step out of their comfort zones, significantly boosting their confidence. To ensure learning retention, participants accessed our SMART Action Planning guides to develop personal action plans.

Evaluating outcomes

We assessed the workshop’s impact and ROI through:

  • Immediate feedback – measuring participant satisfaction, content relevance, and engagement
  • Long-term impact assessment – evaluating the workshop’s effectiveness over time

Our Impact

Twenty-five senior consultants attended the workshop, achieving the following outcomes:

  • Increased confidence in client interactions and presentations
  • Improved clarity in delivering compelling messages to win work
  • Enhanced ability to build rapport, resulting in stronger client engagement

Delivering results and sustainable change

The noticeable uplift in confidence and capability led to more effective client interactions during the bid process, resulting in a marked increase in bid success rates.

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