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Business Strategy

Tendering masterclass ‘Lights’ the way for CorEnergy

Overview:

Manchester-based CorEnergy specialises in helping commercial organisations make the transition to LED lighting by supplying and installing professional grade, high-quality, branded LED products.

The challenge:

When energy-efficient lighting specialist CorEnergy was launched in 2015, founding director Richard Budzynski knew that the company was entering a congested marketplace − one which was also suffering from a reputation for poor quality.

To give the business a competitive advantage, their experienced team developed direct partnerships with a number of world-leading lighting equipment manufacturers.

By placing focus on “energy solutions” rather than a traditional “product marketing” approach, CorEnergy is able to provide its clients with flexible ways to upgrade their lighting − either via the traditional capital investment route and/or via a range of zero-capital funding mechanisms, whereby the project is paid for directly from the immediate energy savings generated.

The solution:

Richard approached the Hub in 2016 to seek support with tendering against much larger competitors.  He was also interested in a variety of new networking opportunities, particularly with local SMEs, because he felt that smaller companies could still benefit from the advantages of energy-efficient lighting.

One of the hub’s growth advisors, Sarah Ludford, began working with the business on a one-to-one basis.

“We started off offering support around financial and strategic issues and then moved on to tendering advice, with Richard attending a masterclass run by our tendering expert, Emma Jaques,” explains Sarah. “What’s great is that while Richard knew he had an excellent service, and had recruited a highly experienced team that could really help save businesses money, he remained aware of the competition.  

“In addition to creating CorEnergy’s unique selling point, he also needed to ensure they had the strongest possible advantage when bidding for new work.”

The advice has paid immediate dividends, as Richard explains: “We changed the way in which we approached tendering opportunities and enjoyed instant success, winning two significant contracts including one for the NHS worth over £180,000.

“This approach to tendering has also secured further contract wins, enabling us to double our team size over the past six months, with our ambition to double again over the next 18 months”

Richard has now been referred to the Hub’s access to finance specialists to discuss project-based finance and how local finance providers can help with the increased demands on working capital, as CorEnergy continue to win high profile deals and accelerate growth.

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