EXECUTIVE

Role of Business Development in EPC

• Market Intelligence & Research – Track upcoming projects, government tenders, private investments, competitor moves, regulatory updates.
• Client Relationship Management – Build and maintain relationships with government agencies, developers, consultants, and private clients.
• Tendering & Bidding Support – Coordinate with estimation, proposals, engineering, and legal teams for pre-qualification, RFQs, RFPs, and bid submissions.
• Strategic Partnerships – Identify and establish alliances with JV partners, subcontractors, technology providers, and suppliers.
• Contract Negotiation – Assist in commercial discussions, risk assessment, and finalization of EPC contracts.
• Revenue Pipeline Management – Maintain project funnel, forecast order inflows, and support long-term business growth targets.

2. Skills Needed

• Technical Understanding – Basic knowledge of engineering, project lifecycle, and industry trends.
• Commercial Acumen – Pricing strategies, contracts, risk-sharing models, project financing awareness.
• Networking & Relationship Skills – Ability to build trust with clients, consultants, and government authorities.
• Tendering Knowledge – Familiarity with PQ (Pre-Qualification), RFQ, RFP, and EPC bidding processes.
• Analytical & Negotiation Skills – To assess project feasibility and close deals.

3. Typical Activities

• Scanning government portals (CPPP, GeM, state websites) for new tenders.
• Meeting with clients, consultants, and government departments.
• Preparing EOIs, pre-qualification documents, and proposals.
• Attending pre-bid meetings and clarifying project scope.
• Coordinating internally with design, estimation, procurement, and legal teams.
• Supporting the leadership in negotiations and final award discussions.

4. Career Path in BD (EPC)

• Executive / Engineer – BD Entry level (market research, documentation, tender follow-up).
• Manager – BD Client-facing, proposal management, deal closures.
• Sr. Manager / AGM – BD Strategy, large-ticket projects, alliances, regional expansion.
• Head – BD Order booking responsibility, growth strategy, P&L support.

5. Challenges in BD (EPC)

• Long sales cycle (6–24 months for project closure).
• Intense competition (both domestic and international EPC players).
• High importance of pricing & margins.
• Regulatory and policy dependence.