September 2016

Nirdosh Singh (Bid & Estimating Manager)

BID MANAGEMENT EXPERIENCE & CAPABILITIES

Bachelors Degree (Mechanical Engineering), Certificate in Management, Diploma in Management, Senior Management Development Program

BID, ESTIMATING & SALES EXPERIENCE

Overview - Experience

20 years of Engineering & Management experience.

9 years in Estimating & Bid roles in Mechanical Contracting companies:

Estimator/Bid Writer.

Senior Estimator / Bid Writer.

Estimating & Bid Manager.

Various Bid

Leadership Experience

Management / Leadership Experience:

Leading, managing & coordinating estimating & bid teams - 7 years.

Planning, prioritising & resource allocation.

Estimate, bid reviews & approval (with involvement up to Board level).

Represent bid team at management meetings.

Lead & participate in bid strategy workshops.

Preparation of monthly reports & minutes of management meetings.

HR: Recruitment, mentoring, training, motivating teams, performance appraisals, disciplinary action.

Bid Experience - John Thompson

Industrial Water-tube Boilers & Environmental Solutions: new plant & R+M.

Bid Experience - Brockman

Bulk Storage Tanks & SMP Projects: new plant & R+M.

Bid / Sales Experience - Clients

Clients: a diverse range of local & international blue-chip clients for process & power generation:

Oil & Gas.

Petrochemical.

Pulp & Paper.

Mining.

Water Boards.

Sugar.

Bid Experience - Bid Types

Bid Types/Services:

EPC / EPCM.

Technical Advisory Services.

Engineering Services.

Design & Supply.

Principal Contractor / Subcontractor / JV.

Bid Experience - Subcontractors

Outsourced services: • Contract Law - review of T&C’s - close to contract award. • Civil Works. • Electrical & Instrumentation. • NDT. • Lagging & Cladding. • Refractory. • Cleaning & Waste Management. • Cathodic Protection. • Surface Treatment. • Fabrication. • Freight.

Bid Experience - Bid Value

Bid Value (range): $100k up to $100 million.

Bid Experience - PortfolioClient Industry Country Project Description Contract Award Personal Involvement Achievement

Illovo, Ubombo Sugar Swaziland New 110t/h boiler & ancillary plant for sugar process & cogeneration

$11,000,000 Cost est imate, bid documents, extensive contract technical & commercial negotiations with client, suppliers & subcontractors.

Contract award and project completed under budget.

Konkola Copper Mine Mining (copper) Zambia Waste Heat Boiler $7,000,000 Cost estimate & tender. Contract award.

Tongaat Huletts, Xinavane Sugar Mozambique New 180t/h boiler & ancillary plant $10,000,000 Cost est imate, bid documents, negotiations with client, suppliers & subcontractors.

Contract award.

Illovo, Noodsberg Sugar South Africa Coal Conversion Upgrade on Boiler 5

$3,500,000 Cost est imate, bid documents, technical & commercial negotiations with client.

Contract award & variations leading to additional work.

East Cape Sugar Beet Project Sugar Beet / Power Generation South Africa New 100T/h CFB Boiler $9,000,000 Cost estimate & tender (based on Chinese supplied boiler).

Contract award.

Illovo, Nakambala Sugar Zambia Repairs to Boiler 6 Mainbank $250,000 Cost estimate, bid and post tender negotiations.

Contract award.

Mondi, Richards Bay Pulp & Paper South Africa Repairs & Upgrades to Furnace & Superheater of Boiler 2

$330,000 Cost est imate, bid documents, extensive negotiations with client.

Extensive negotiations for a relatively low value contract, with a client who was resistant to using us. They had established smaller “ute brigade” companies who they preferred using. We proved our worth, and built a good reputation & relationship, leading to more business as per example below.

Mondi, Richards Bay Pulp & Paper South Africa Major refurbishment and upgrades to furnace & superheater of Boiler 1

$900,000 Cost estimates and bid documents. Contract award and completion under budget.

Mondi Merebank Pulp & Paper South Africa Replacement of Economiser on Boiler 1

$1,000,000 Cost estimate and bid document. Contract award.

Caldema Sugar Brazil Design and supply of water tube boiler Continuous Ash Discharge Stokers (several projects)

Approx. $100,000 per stoker supplied.

Cost estimates and bid documents. Contract award and a steady stream of repeat orders.

Quadrant Energy Oil & Gas Australia R e p a i r s t o Ta n k B ( f l o o r replacement)

$900,000 Cost estimate and bid document. Contract award.

Viva Energy Petrochemical Australia EPCM – New Petrochemical Bulk Storage Tank

$7,000,000 Cost estimate, bid documents and negotiations with client.

Contract award.

Yarra Valley Water Water Australia EPCM – New Bulk Storage Water Tank

$5,000,000 Cost estimate, bid documents and negotiations with client.

Contract award.

Rio Tinto Mining Australia Repairs to Dampier Tank 1 – floor replacement

$2,000,000 Cost estimate, tender document and post tender clarifications.

Contract award.

Viva, Gore Bay Petrochemical Australia Repairs to Tank 384 $350,000 Cost estimate, tender document and post tender clarifications.

Contract award.

Caltex, Kurnell Petrochemical Australia Repairs to Fire Water Tank $150,000 Cost estimate, tender document and post tender clarifications.

Contract award.

Caltex, Brisbane Petrochemical Australia Repairs to Tank 2029 $450,000 Cost estimate, tender document and post tender clarifications.

Contract award.

Caltex, Brisbane Petrochemical Australia Repairs to Tank 2061 $360,000 Cost estimate, tender document and post tender clarifications.

Contract award.

Caltex Petrochemical Australia Country-wide tank turnaround repair & inspection program for 3 years

C o n t r a c t v a l u e s t y p i c a l l y $500,000 per tank repair

Involved in cost est imate, b id documents and extensive post tender negotiations, Best & Final Offers etc.

Awarded contract as one of two potential bidders for tank repair work at major Caltex facilities throughout Australia for a three year period.

Bid Experience - Process

Extensive experience executing, leading & coordinating end-to-end bid process.

Bid / Sales Experience - ECI

Early Contractor Involvement - greater ability to shape solutions & increase client confidence in our abilities.

Bid Experience - EOI’s

Responding to EOI’s:

Defining scope of interest.

Demonstrating capability, capacity & track record.

Bid / Sales Experience - RFP / Go / No-Go

Establishing client requirements: from RFP documents & face-to-face.

Influencing clients w.r.t. best solutions.

Go / No-Go Process - know when it’s best to walk away.

Bid Experience - Kick-off

Leading bid kick-off meetings:

Bid strategy:

Margin?

Source of labour, material, construction equipment etc.

Bid planning & division of work.

Bid Experience - Coordination

Towards on-time delivery of compliant & competitive bid proposals - coordinating efforts of:

Internal (HSEQ, Engineering, Construction, Projects, Commerce, Finance etc.), &,

External stakeholders.

Bid / Contract / Sales Experience

Technical & commercial adjudication of supplier & subcontractors bids.

Review, qualification & negotiation of contracts / T&C’s with Commerce team. Negotiated 3-year panel contract with major petrochemical company for work across Australia.

Bid Experience - Tools

Creating & maintaining bid library - capability statements, bid templates, EOI’s etc.

Maintaining & revising bid register.

Bid / Sales Experience - Process

Bid writing: technical & commercial components.

Bid Review & Approval Process.

Bid Submission.

Post submission follow-ups with clients.

Reporting on bid & sales prospects at management meetings.

Bid / Sales Experience - Post Submission

Post tender clarifications, technical & commercial negotiations & bid revisions.

Hand-over to Projects Dept. following contract award.

Bid Experience - Lessons Learned

Implementing lessons learned from client feedback & project post mortems for continuous improvement.

Important Factors - Bid Document

Format / layout in compliance with client requirements.

In alignment with estimate i.t.o. inclusions, qualifications, exclusions.

Cover all the bases - HSEQ, finance, contractual, construction, engineering etc.

Highlight win themes: differentiators / selling points.

Strengths

Planning, prioritising & resource allocation & ability to re-plan & re-prioritise as demands & priorities change.

Multi-tasking / Meeting multiple deadlines & working well under pressure.

Coordination of inputs from various internal & external stakeholders.

Strengths

Ability to regulate effort / level of detail according to client requirements & time available.

Attention to detail.

Participative leadership style & ability to adapt style based on context.

Strengths

Ability to adapt to new environments quickly:

Transferrable skills & experience.

Lean on subject matter specialists.

Learn on the job.

Good verbal, written & graphical (drawings, sketches, flow charts, MS Power Point, presentation skills etc.) communication.