EXECUTIVE

Business Development in EPC Industries

1. Role of Business Development

• Identify new markets and projects.
• Build and maintain strong client relationships.
• Secure long-term contracts and strategic partnerships.
• Drive revenue growth and ensure healthy order books.

2. Core Responsibilities

• Market Research & Intelligence
  • Tracking government tenders, private projects, and global EPC opportunities.
  • Analyzing competitor strategies, pricing, and market positioning.
• Client Relationship Management
  • Building strong networks with decision-makers (government agencies, developers, consultants, financiers).
  • Maintaining relationships with existing clients to ensure repeat business.
• Tendering & Bidding
  • Coordinating with proposal teams to prepare competitive bids.
  • Negotiating contracts, pricing strategies, and risk allocation.
• Strategic Partnerships & Alliances
  • Forming JVs, consortiums, or MOUs with technology providers, local partners, or international EPC firms.
  • Engaging with financial institutions for project funding support.
• Branding & Representation
  • Representing the company in exhibitions, industry forums, and conferences.
  • Enhancing visibility through thought leadership and sector participation.

3. Skills Required

• Strong understanding of EPC project lifecycle (engineering, procurement, construction, commissioning).
• Knowledge of contract management (EPC, EPCM, BOT, PPP models).
• Financial acumen (project costing, feasibility, ROI, cash flows).
• Negotiation & persuasion skills.
• Networking and stakeholder management.
• Technical background (civil, mechanical, electrical engineering) often preferred.

4. Challenges

• Intense competition and price sensitivity.
• Complex tender processes and compliance requirements.
• Managing geopolitical risks in international EPC projects.
• Long project cycles and delayed payments.
• Fluctuating material and labor costs.

5. Growth Opportunities

• Domestic Expansion: Infrastructure, renewable energy, oil & gas, smart cities.
• International Markets: Middle East, Africa, Southeast Asia (large EPC demand).
• Sustainability Focus: Green buildings, clean energy, and ESG-driven projects.
• Digitalization: BIM, AI, IoT, and project management tools to differentiate offerings.