Strategic Resources Key to Business Success
A.W. Hooker Strengthens and Expands Business into New Territory using MERX
Since 1975, A.W. Hooker Associates Ltd. has developed a reputable name in the Canadian construction industry by providing Cost Consulting / Quantity Surveying services for all types of construction projects, including institutional, government, commercial and industrial. Formed by Arthur Hooker more than 30 years ago, the company’s continued success and growth is attributable to its commitment to excellence. The hands-on involvement of its partners and its mission to provide the most accurate cost advice available in a timely professional manner.
The need for growth and market expansion was an ongoing concern shared by the partners. With a historical focus on private sector business opportunities, doing business with public sector entities was an option that A.W. Hooker wanted to explore. Research uncovered some major obstacles that the company would have to overcome, including price sensitivity, competition, and the increased time and need for resources that are required to develop winning proposal submissions. In order to move forward in this new market, the company had to ensure that it clearly understood its limitations, and that it was capable of successfully overcoming all obstacles prior to marketing its services to the public sector. Above all, in order to be successful in penetrating the public sector, a quick, easy, and cost effective way to conduct business was critical to the Oakville-based company.
How it Happened
In January 2003, A.W. Hooker began using MERX, which became the cornerstone of their public sector strategy. Immediately the benefits of using MERX were seen. The straightforward method to search for opportunities in the public sector market, including postings by federal, provincial and municipal governments within MERX, allowed A.W. Hooker to have potential business opportunities at their fingertips. "Using MERX is effortless as reviewing online tenders posted by public sector entities (for cost consulting and quantity surveying services and such), and if of interest, tenders could be downloaded at the click of a button for various projects located across Canada” says Michael Leonardi, Marketing Manager at A.W. Hooker.
“We also use MERX to access RFPs for architectural services, where (A.W. Hooker) is not the prime consultant, but can potentially be a sub-consultant on the architect's team.” adds Michael. It didn't take long for A.W. Hooker to realize that its goal to expand in the public sector had been attained using MERX. “The tender download feature allows us to access tenders relevant to our business anywhere and at anytime. It’s the least expensive lead source you will ever find” states Michael.
Over the years, the MERX service has been ingrained in the company’s weekly operations. “We browse the [public tender section] MERX site everyday. By using the Opportunity Matching service included with our subscription, the company has been able to save time and money focusing on relevant public sector opportunities that have the most potential”. With the company’s opportunity matching profile set up, A.W. Hooker has been alerted to many opportunities over the years, which it has bid on and won; some with values exceeding $50,000. As a result, revenue generated from opportunities posted on MERX now accounts for a significant portion of A.W. Hooker’s annual revenue. “Public buying organizations have recognized our expertise and our ability to help them achieve cost control and maximize value for (expenditure) on large construction projects” stated Michael.
A.W. Hooker's Top 3 Benefits and Tips in utilizing the MERX Online Tendering Service
A.W. Hooker's Top 3 Benefits and Tips in utilizing the MERX Online Tendering Service
Top 3 Uses of MERX Services:
- Search and find relevant project leads in a timely manner concurrent to A.W. Hooker core competencies.
- Download of tender documentation from your desktop saving time and money spent on sales.
- Find and develop business partnerships with complementary/similar businesses through awarded contracts using the Document Request List available on tenders.
“MERX has helped A.W. Hooker find many new project leads, respond to and win new project opportunities, and find new business partners” states Michael.
By using MERX, A.W. Hooker has saved time and money. With MERX, access to public tenders has expanded operations into the public sector, while focusing attention on only those opportunities that are relevant to the company’s success.
Now almost 4 years later, A.W. Hooker’s quest for business growth continues. With the knowledge gained from MERX, the company has become more competitive, and MERX continues to be a strategic partner in this mission.
About A.W. Hooker Associates Ltd.
From its head office in Oakville, A.W. Hooker Associates Ltd. has expanded its business in the public sector, all the while building toward the founder’s vision of pursuing a reputation for excellence and expertise.
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