Removing the incumbent and securing a first-time Highways Term Maintenance Contract (HTMC) win

Working with a Midlands-based highways and civil engineering contractor to secure a local authority HTMC

In 2022, Pipster were engaged to manage and write a two-stage submission for a 20-year £74m Highways Term Maintenance Contract (HTMC) for a small local authority. Although experienced in delivering separate elements of the scope, this client had never managed HTMC contracts, so the contract was a strategic target to enable them to enter this market. A significant risk was that the current, well-known, large contractor had been incumbent since 2013.

Pipster fully integrated into the client’s organisation during the capture phase and two-stage bidding period. The bid itself was a true group effort, drawing on individual strengths from within our team and deploying diplomacy to manage different views and perspectives. Pippa helped to develop the overall strategic solution, collaborating with Hannah to develop and review the Selection Questionnaire (SQ) and ITT responses. Hannah managed the ITT, extensively researched, created comprehensive response storyboards, wrote the quality submission, and created all bid graphics.

Our client was awarded the contract in 2023. Many responses scored full marks, with only the odd mark dropped due to the lack of HTMC-specific evidence. A standout achievement was scoring 100% for the Social Value (SV) response as SV (a key driver for the end client). After an unsuccessful appeal from the incumbent, contract award was finally announced in June 2024. Pipster proved it is possible to remove an experienced incumbent and make a tangible difference to a company’s growth trajectory.

“We are extremely happy to secure this long-term contract. This was a difficult one to win for a company with no HTMC experience. We worked as a collaborative team to make sure the right story was told, ultimately winning a transformative contract”. Client’s Managing Director

“Your commitment was evident from the moment we contacted you about this one. You went above and beyond to make sure the submission was tailored, compliant, and that we sold the value of our organisation to the end client, despite not delivering an HTMC previously. We knew we had the skills – you helped us sell the story”. Client’s Technical Consultant

Contact us