The big question…“Why did you set up Opportunity Finder?”

We spoke to David Procter, Director at Procter Street, to find out more about Opportunity Finder, what it is and why he and Co-director Gareth Street decided to set it up in 2022.

Q: What prompted the idea of Opportunity Finder originally?

A: The reason behind OF is to cut through the many thousands of public and private sector tenders that are used for work winning in the construction and civils sector and narrow them down into manageable shortlists that are carefully matched with our customers’ own requirements.

Q: Who is the service aimed at?

A: Well, our customers range from £2m turnover to £1bn+ so there is a huge range there but we were initially driven to do it to help SMEs gain the confidence to front their bids themselves, negating the need to go via the Tier 1 contractors.

Q: So you believe that SMEs can put themselves forward as Principal Contractors?

A: Absolutely right we do. We have worked with enough to know how ambitious, hard-working and talented they are. Their commitment to compliance at every level and ambition to do excellent work makes them perfect for Principal Contractor status. Sometimes it’s a question of confidence or even thinking a little differently - that is all it takes to move from contractor to head up a project instead. After all, they’re good enough to do the work so why not take the next step up in terms of responsibility and reward?

Q: Do you work with SMEs in both the public and private sectors?

A: Yes, when SMEs approach us looking for routes to market, we are quick to help them diversify their portfolios into public sector work as well as the more expected private sector projects. Many SMEs want to be on frameworks and/or working on public sector projects but don’t know how to bid.

Q: Why would an SME want to pursue public sector work?

A: SMEs are based on historic relationships, so to improve the value of their business, should they choose to sell at some point, it is of huge significance if they have been part of supplier frameworks. We encourage them by finding the opportunities and then by taking it a stage further with the bid management support we offer.

Q: So after you’ve found the opportunities, agreed to pursue new avenues, you then help them win the business? 

A: Yes, it’s a full cycle service so we’re here for as much or as little as necessary. We’ve helped many SMEs take their first, and subsequent steps, with bigger contracts. We’ve recently worked with a collective of SMEs who wanted to pitch for a big project with Network Rail – they got together, pooled their considerable skills, and won the contract that was right on their doorstep – a win, win for everyone.

Q: Apart from adding to their longer term business value, are there other advantages for SMEs to work in the public sector?

A: There are positives for both the SME and the public sector clients to be honest. For the SME, payment and cashflow can be less stable within the private sector; processes may not be as well aligned; and retention is not as strong. For public sector clients, working with SMEs opens up a whole new tranche of suppliers, particularly when their tenders might not be getting the attention or traction they’d hoped for from the bigger Tier 1 players.

Q: Are there any other reasons Opportunity Finder might serve the SME looking for new business?

A: We truly believe the local suppliers should be doing the local work and not travelling out of area whilst an out of region supplier is travelling in to serve the local authorities. As our customers set their criteria for new work, they can specify their preferred location. As we’re all increasingly more aware and respectful of sustainable practice, employing and working locally is a great bonus all round – plus it saves a lot of money that might be spent unnecessarily on travel, subsistence and accommodation.

Opportunity Finder has been in existence for just 3 years, since the launch of Procter Street. It’s interesting to understand the story behind it, how it champions the SME, and benefits all of the stakeholders involved in the work winning cycle.