Win­ning big con­tracts ce­ments firm’s rep­u­ta­tion

Business Daily (Kenya) - - MARKET PLACE - African Laugh­ter

En­ergy so­lu­tions ser­vices provider, Dal­bit South Su­dan, an­nounced last week that af­ter a com­pet­i­tive bidding process, it had won two pe­tro­leum prod­ucts sup­ply con­tracts amount­ing to ap­prox­i­mately $7.9 mil­lion (Sh797m) with the World Food Pro­gramme (WFP).

This is a huge mile­stone for the com­pany, which can now take ad­van­tage of the award to win other big con­tracts.

Dal­bit South Su­dan’s new sup- ply con­tracts are in Gulu, North­ern Uganda and Goma, in the East­ern part of the Demo­cratic Repub­lic of Congo val­ued at $ 6.8 mil­lion and $1.1 mil­lion, re­spec­tively and it will see the com­pany sup­ply jet fuel to the WFP bases.

The WFP is a hu­man­i­tar­ian agency that de­liv­ers food as­sis­tance to more than 80m peo­ple ev­ery year in over 80 coun­tries, there­fore, it needs fuel to power its air trans­port in or­der to visit all these coun­tries.

“Dal­bit is ex­cited that we have se­cured the con­tract to sup­ply WFP as it goes hand in hand with our com­mit­ment to fu­elling re­gional growth across the eco­nomic and so­cial de­vel­op­ment fronts,” said John Paul Ogondi Dal­bit In­ter­na­tional South Su­dan Coun­try Busi­ness Man­ager.

The com­pany op­er­ates four de­pots in Juba, Rum­bek, Wau and Bor with a stor­age ca­pac­ity of more than six mil­lion litres for Ga­soil and Jet-a14. Its fuel prod­ucts are trans­shipped through Kenya and Uganda to reach South Su­dan.

In Gulu, the firm has com­pleted the con­struc­tion of a new op­er­at­ing de­pot with a ca­pac­ity to hold more than 720,000 litres of Jet A1 prod­ucts. It is also build­ing a de­pot in Goma to fa­cil­i­tate the smooth ex­e­cu­tion of the ten­der. The op­er­a­tions will in­clude a com­pact re­fu­el­ing bowser con­fig­ured to

Queen Munguti

serve var­i­ous types of air­craft.

By clinch­ing and suc­cess­fully ex­e­cut­ing such high-pro­file sup­ply con­tracts, Dal­bit could set the stage for more big busi­ness go­ing its way. When a com­pany ex­e­cutes a con­tract ef­fec­tively, it builds a good rep­u­ta­tion in the mar­ket, which en­ables it to win more con­tracts.

“In the cor­po­rate world, a num­ber of con­tracts are won through re­fer­rals which a good tes­ta­ment on the work de­liv­ered to pre­vi­ous clients. How­ever, win­ning a con­tract through a com­pet­i­tive bid process means all eyes in the in­dus­try are on the com­pany to see if it will de­liver and if it does, it gives it an ad­van­tage when try­ing to win a new client,” said Stella Ki­mani, a brand strate­gist.

In­deed, an ex­am­ple of a com­pany


that has won sev­eral con­tracts due to its abil­ity to de­liver good ser­vice is Crowdtwist, a US com­pany that deals with patented mul­ti­chan­nel loy­alty and en­gage­ment so­lu­tions.

One of its big­gest con­tracts was in 2014 for the tele­vi­sion singing pro­gramme, X Fac­tor in the US.

The pro­gram heads were look­ing for ways to en­gage view­ers be­fore, dur­ing and af­ter the show thus it em­ployed the ser­vices of Crowdtwist to in­crease so­cial me­dia ac­tiv­ity and drive up down­loads of the show’s mo­bile ap­pli­ca­tion.

Us­ing the Crowdtwist plat­form, it pro­vided its view­ers with re­ward pro­grams when they signed up such that they would earn points de­pend­ing on how they in­ter­acted with the show in­clud­ing vis­it­ing the web­site, watch­ing the pre-show, vot­ing on­line for the con­tes­tants and down­load­ing the app among other in­ter­ac­tions.

This re­sulted in 250,000 con­sumers sign us, 187,500 mo­bile app down­loads and more than 125,000 of them in­ter­acted with the show on so­cial me­dia weekly. The plat­form drove and mea­sured the ef­fec­tive­ness of al­most 10m so­cial me­dia im­pres­sions across plat­forms.

With these re­sults, it has since won con­tracts with bev- er­age com­pany Pepsi, food and drink com­pany, Nes­tle as well as fash­ion de­sign house, Steve Mad­den among other com­pa­nies, for the same ser­vices.

“The hard­est deal to win is the first one but once a com­pany con­verts a prospect into a client, it gives an im­me­di­ate form of con­fi­dence and is a form of so­cial proof that the com­pany can han­dle its con­tracts. This will then lead to the com­pany win­ning it next big client, past be­hav­iour is the best in­di­ca­tor of fu­ture be­hav­iour,” said Irv­ing Fain Co-founder, in a 2014 in­ter­view with Forbes Mag­a­zine.

Dal­bit Pe­tro­leum sta in a past school event , which was part of giv­ing back to the com­mu­nity. FILE

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