1

Baskar Sundaram

Capability Deck (Growth and Business Winning)

2

About Baachu

Industry

Defence

Healthcare

Education

Transport

Aviation

Justice &

Immigration

Facilities

Management

Many more...

Energy and

Waste

Management

Baachu designs and implements simple, sustainable and data driven solutions every day

Expertise 10+ Core Team

30+ UK Industry Experts

5 delivery partners

50+ projects

> 5 billion pound

wins

Avg. Exp.

10+ years

Europe, APAC &

Middle East

Telecom &

BPO

3

Growth Functions Served by Baachu

Business Development Business Winning Growth Strategy

Market entry/ expansion/ assessment

Operational review, reporting - dashboards

benchmarking

Competitive intelligence (incl. SWOT )

Opportunity analysis

Merger & acquisition support

CRM implementation

Operation assessment

Design & restructuring of BD function using

BD – CMM

Pipeline generation, review and update

Partner identification & assessment

Develop, review and amend governance

process and reporting

Capture management (win strategy)

Bid management and solutioning

Estimating/ Financial/ Cost modelling

Transition and mobilisation PMO support

Elite and Bid leadership coaching programmes

20+ touch points ensuring sustained organic and acquisition growth through a well-defined integrated approach

4

Capability: Research and Modelling

Research Modelling

Market assessment, sizing and evaluation

Corporate planning and strategy

Competitor analysis and benchmarking

Opportunity identification

Partner/ vendor (supplier) identification & due diligence

Newsletters/ market trackers

Market feasibility study

Bid Intelligence

Financial planning and budgeting

Bid pricing

Operations transformation modelling

Financial dashboards and reporting

M&A support – financial modelling, due diligence,

valuation & post merger integration

Equity and debt research

Model audits

Scenario building/ sensitivity analysis

Investor relations support

Expertise in both primary and secondary research methodologies Global bid modelling experience e.g. UK, ANZ, HK, India, UAE & KSA

5

Key Assignments – Geographies : UK, USA, ANZ, UAE, KSA, Hong Kong and

India

Selected Assignments, by Industry

Defence Justice & Immigration Healthcare Others (Welfare, Education, Energy, Govt.)

Defence and Security market analysis Size, forecast, trends, pipeline, customers &

competitors

Justice & Immigration market analysis Size, forecast, trends, pipeline, customers &

competitors

Analysis of healthcare FM market in UK,

US, ANZ and Canada

Size, forecast, trends, pipeline, customers

& competitors

Analysis of Work Programme and

Employment Skills market

Size, trends, programmes, competition, sub-

contractors

Partner analysis for >£1 Bn base

support bid Screening, profiling and assessment

Best practices in prison management Achieve operational efficiencies

Assessment of outsourcing by NHS Outsourcing spend and break-up by Trusts

Supply chain analysis of Welfare to Work

Service providers in the UK

Developed defence FM pipeline Upcoming list of opportunities globally

Analysis of suppliers

Occupational health market analysis

Size, forecast, trends, customers &

competitors

Assessment of growth strategy of top FM

providers

Bid Analysis - Project Hestia Requirements, customer, competitor and

partner analysis

Assessment of prisoner transportation

market Size and opportunities

Due diligence of potential partners for

Healthcare FM bid

Identification and due diligence

Analysis of Crown Commercial Service

(CCS) Frameworks

Competitive Benchmarking Global electronic monitoring market

Size, opportunities and providers Hospital services market in Australia

Due diligence of prospective partner for

delivering catering services

Acquisition target identification and

assessment BPO opportunities in UK Police market Opportunity identification

Bid modelling for FM services in

hospital

Building Work Programme and airport FM

bid models

Research, Modelling, Capture and Advisory Services

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Illustration: End-to-end Growth and Business Winning Support

Market Study

Market sizing/

analysis

Opportunity

identification

Opportunity

qualification

based on strategy

and capabilities

Risk assessment

and mitigation

Competitor

Analysis

Identify

Profile

Benchmark

SWOT analysis

Pricing and

Commercial

Bid/ financial

modelling

TUPE and

redundancy analysis

Operational cost

savings modelling

Asset renewal pricing

Mobilisation cost

modelling

Model Audit

Bid Management

End-to-end project

management support

throughout the bid

lifecycle

Bid writing and design

Bid training and

coaching programmes

Solution

Develop target

operating model

Create story

boards for

different work

streams

Transition & Mobilisation

Develop and deliver

project plans for smooth

contract transition to

steady state

Target operating model

optimisation (headcount,

maintaining operational

efficiency & standardise

business processes)

MI & Reporting

Performance

monitoring

Budgeting and

variance analysis

Financial

dashboards & MIS

Capability Analysis

Gap identification

Partner / sub-

contractor

identification and

assessment

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Business in the Box – Growth Capability Partnership

Growth Strategy

Business Development (BD)

Business Winning

Maximise long term customer value and

profitability

Enables leaders to build vision and

performance

Extends growth competencies to create multi-

disciplinary teams

Improves accountability through data driven

strategic planning and delivery

Enhances systems and infrastructure to

achieve sales targets

Build a pool of talented leaders at all levels

Embed agile working within support functions

to bid more for less

Build a transparent culture of learning, sharing

and progressing to build creative solutions

everyday

Integrated Transformation Approach

3 Ps model

Circular

Growth

Model

Organisation

Excellence

Model

3Cs model

Outcomes

Case Studies: Growth Strategy and Business Development

Strategic Planning Support

Market Entry Strategy

Opportunity Identification

End-to-end M&A Support

Capability Assessment and Implementation

Bespoke Pipeline Support

Ongoing Pipeline, Intelligence and Salesforce Support

9

Case Study : Strategic Planning Support

Assessment Criteria

Ma

rke

t A

na

lys

is &

Op

po

rtu

nit

ies

C

om

pe

tito

r

An

aly

sis

Macroeconomic factors

Regulations & policies

Public and private total & outsourced spend

Awarded and upcoming contracts

Industry dynamics

Service/ capability analysis

SWOT analysis

Financial position

Output

5 year industry size

& projections

Industry trends

Pipeline of

opportunities

Requirements

Access to medium term

growth plan

Understanding of

capabilities

Business priorities

Reviewed UK’s leading defense service provider’s medium term growth plan based on existing business conditions; apart from

assessing the effect on targeted growth based on internal and external environment. Assisted in building market strategy, shortlisting

must win bids, identifying acquisition targets and competitive analysis

Competitive

landscape

Acquisition Targets

Case Study : Market Entry Strategy

Our client is a FTSE 250 company. We provided end-to-end support in creating a market entry strategy along with helping them establish

footprints across the developing world to sustain their double digit growth rate.

Sector analysis based on client strategy

Secto

rs BPO

Transport

Healthcare

Aviation

Defence

Market Size

Market

Growth

Client

Capability

Competitor

Scenario

Regulatory

Environment

Political

Technological

Economic

Legal

Social

Environmental

Selected target country from a list of 20 high growth economies

Initial screening based on GDP size and growth rates, comprehensive study of five shortlisted

listed countries (macro & micro analysis)

Market sizing

Competitor analysis

Addressable market

estimation

Barriers to entry

Market entry strategy

Demand and supply

dynamics

Acquiring back and middle office capability in India could supplement client’s strong

frontline presence in developed economies, thereby creating an end-to-end services value

proposition.

Country

Assessment

End-to-end M&A support

Client was able to acquire a company that supported its long-term strategy

Target identification

Due diligence

Strategic fit

Synergy identification

Valuation & financial modelling

Transition & integration

Target

Country

Top 20 high

growth

economies

Company A

Company B

Company C

Company D

Strategic

Fit

Revenue

Synergies

Cost

Synergies Overall Fit

Sector

Analysis

M&A

Support

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Case Study : Capability Assessment and Implementation

We assessed world’s 5th largest energy and services provider’s people, systems and process capabilities (based on

BD - CMMTM standard); set goals and commercial bidding practices supported by tools, training, operational

benchmarking, budgeting and financial models with an aim to win and retain bids

Assessment Criteria

Cap

ab

ilit

y

As

se

ss

me

nts

S

trate

gic

Pla

nn

ing

BD organisation structure

Skills assessment

Budget & resourcing

Bid model costing optimization

Efficiency and Continuous improvement

Medium term plan analysis

New market assessments & pipelines

Bid intelligence & Partner Analysis

Performance

benchmarking

6 new training

programs

Contract

benchmarking by

region & services

End to end bid

support for new

markets

Requirements

Access to BD team

Access to bid processes

and costs models

Information on new market

strategy

Output

Innovation board

Standard costs

model

Flexible

governance

Revised BD plan

New market entry

strategy

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Assessment Criteria

Case Study : Bespoke Pipeline Support

Requirements

List of priority sectors,

services and geography

Understanding of capabilities

Information on existing and

previous clients/ contracts

We assessed UK’s leading higher education provider’s strategy, capabilities, clients and growth plans to identify and

qualify the relevant immediate, short and long term opportunities

Pipeline

Strategic Opportunities

Opportunities with

existing clients

Immediate

opportunities

Rebid contracts

Planned procurements

Public

(Open, Awarded and

upcoming bids)

Private

(Awarded, Greenfield

and existing clients)

Sector

Geography

Service

Outsourcer

Incumbent

Value

End date

Duration

Target

Opportunities

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Case Study : Ongoing Market, Pipeline and Salesforce Support – 3 year pre-

sales, Bid intelligence and Bid Strategy support

Weekly/ Monthly update on latest activities in chosen markets

Includes tracking latest trends in the industry including policy changes,

competitor strategy/ management changes, financial announcements. bids

won among others

Customer analysis focusing on key bid influencers

Developing capture plan

Opportunity validation

Opportunity assessment and competitive analysis

Identifying partners and sub-contractors

Drafting win strategy

Solution development

Gate reviews

Product

Description

Fine tune strategy based on early diagnosis of market risks, trends,

competition and upcoming opportunities

Higher probability of winning strategic bids

Market Intelligence Capture Management

1. Monthly Market Intelligence paper for three sectors – Local Government,

Health and Employment & Skills covering general policy, regulation, trends,

customers, competitors and procurement

1. Identified and assessed a JV partner for >£1 Bn bid

2. Competitive benchmarking for multiple FM bids

3. Opportunity and competitive assessment of upcoming glider O&M bid

Selected

Projects

Post identification of strategic opportunities, Baachu provided market intelligence and customised capture plan to increase

probability of winning

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Case Study : Opportunity identification to support client’s business

expansion plans

Opportunities Qatar

FIFA 2022 will

create

Country

Assessment +

+

+

Internal

Capability

Assessment

Sport Event

Requirements

Financial

Political Economic

Sector Analysis

300+ discrete capabilities identified 250+ contracts

analysed across 8 service lines

3 International sporting events analysed

Transport

Healthcare

Education & Training

Defence & Security

?

Identify & map

capabilities with

sport events’

requirement

?

Infrastructure

Services

Support

Services

Event

Operations

Airports IT services Catering

Ports Health services Event security

Stadiums IFM Logistics

…. … …

Urban Mobility Advisory Ticketing

The client, a leading global services company, wanted to evaluate potential business opportunities in Qatar in view of scheduled FIFA World

Cup 2022

In-depth secondary

research

Subject matter

experts

Detailed analysis

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Case Study : Full M&A lifecycle support for UK-based client

Preliminary research and target screening

Preliminary assessment

Due diligence (DD)

Valuation

Build sensitivities and scenarios

Deal structuring and execution

Transition & integration

Target profile:

● Market analysis

● Primary financial evaluation

Strategic rationale:

● Deal story

Criteria:

● Regulatory approvals

● Building business case

● SWOT analysis

● Preliminary financial analysis

● High level valuation

● Financial impact of target on the acquirer

● Financing capacity / funding

● Term sheet

● Financial / Commercial DD

● HR DD

● Operations DD

○ Preparing target’s detailed business plan for next five

years

○ Challenging target management’s business

assumptions

Valuation methodologies:

● DCF

● Precedent transactions multiple

● DDM

● Sum of the parts

● Comparable trading multiple

● Negotiation scenarios (including deferred

payouts, performance related pricing, etc.)

● Drafting share purchase agreement

● Business purchase agreement

● Carve-out mechanism

● Deal funding mechanism

Build sensitivities around:

● NPV and IRR

● Cost of capital

● EPS accretion / dilution

Build scenarios around:

● Cost and revenue synergies

● Loss of business post acquisition

Synergy realisation

● Organisation structure of integrated

business

● HR policies and procedures

● Tracking operational efficiencies post

acquisition

Case Studies: Business Winning and Mobilisation

Bid Management Support

Pricing and Commercial

BD Leadership Training

Bid Writing and Design

Mobilisation Support

Target Operating Model Design

Account mining

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Case Study : Bid, Mobilisation and Integration – Bid and PMO support

We provided bid and project management support to a leading energy services company in securing their largest

renewal (£1bn TCV) in the nuclear sector, disposal of £180m annual revenue joint venture in manufacturing sector,

integrated £400m merger in the FM sector

‒ Programme managed the deal – work streams include Finance,

Tax, HR, Pensions, Health and Safety, Commercial, Due Diligence,

Industries business case

‒ Managed a team of 22 members (incl. external advisors and

budget of £1.2 million)

‒ Reported to the UK board

‒ Successful completion of the deal in 6 months

‒ Successfully led the Phase 2 and Phase 3 of rebid proposal

securing the £1bn renewal

‒ Managed a team of 11 including client team members

‒ Led all the weekly project meetings

‒ Designed and delivered joint project plans

‒ Successfully led 48 business cases on performance

improvements to retain the bid

Bid management

Budget and resource management

Stakeholder management and Governance reviews

Proposal coaching and management

Project management of transitioning services and systems

£180m ACV Joint Venture disposal £1bn TCV rebid

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Key analysis ● Cash collection & ticketing

● Safety and security of stations, depot and

terminals

● Assess manpower requirement based on

scalability of operations

● Maintenance of infrastructure including rolling

stock, tracks, signalling and stations

Key analysis ● Assess manpower requirement based on

number of trains

● Estimate bulk and general minerals to be

transported

● Traffic management & signalling

● Maintenance of stations, terminals and

workshops

● Set up control centre

Key analysis ● Maintenance solution & scheduling

● Depot modernisation cost

● Evaluate funding methods and select

suppliers

● Scenario analysis based on under and over

run KMs

● Cost by phase & service lines

Key analysis ● Analyse resource requirement and risk

analysis associated with attrition

● Shift pattern analysis

● Resource availability analysis

● Benchmark pay structure against similar

projects

Light Rail Heavy Rail Bus Aviation

Case Study : Bid pricing solution across global public transport segments

● Bid modelling and commercial support

● Cost optimisation by adjusting staff phasing plan and maintaining favourable mix of onshore & offshore staff

● Risk assessment of KPIs into high risk, medium risk and low risk activities and assessing their financial impact

● Scenario analysis around key decisions such as hiring external consultants versus on role employees

● Study of geography based regulations e.g. locals-expats ratio to meet the required nationalisation rate, corporate taxes, with-holding taxes in case of non-residence

staff, etc.

Baachu has expertise on operations and maintenance bids in multiple transport segments. The team has provided commercial support and

financial modelling across geographies

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Case Study : BD Leadership Training and Talent Development

We assisted our clients in mentoring and coaching future bid leaders. 100+ members in Discovery plus, programme,

top 10% of Discovery plus qualified for intensive elite programme, top 3% reached our bid leadership

programme.

Mind ART TM Assessment Criteria

Ind

ivid

ua

l

As

se

ss

me

nts

Co

mp

an

y

str

ate

gic

Pla

nn

ing

Kolbe profiling

Skills assessment

Thinking exercises

Live bid submission test

Continuous Improvement

Company business targets

Pipeline and immediate opportunities

Medium term plans

Discovery Plus (6

weeks)

Elite Bid manager

(6 months)

Bidding leadership

(12 months)

Requirements

Career path for bidding

professionals

Talent identification and

retention

Structured one off and

continuous training and

development

Output

Improved win rate

Highly motivated

workforce

Talents identified

at all levels

Values driven sales

culture

Career Progression

and succession

planning

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Case Study: Bespoke Financial Modelling Support

We provided financial modelling and commercial support to facility management companies in pricing their service

offerings across Central Government, local government, energy, retail, airport, NHS and education sectors

‒ Estimate cleaning staff based on clinical and non clinical areas

‒ Estimate other housekeeping staff based on number of beds,

glass areas and garden areas

‒ Design catering services for patients, staff and visitors

‒ Set up helpdesk

‒ Assess equipment and consumable requirement

‒ Estimated number of cleaning staff based on classrooms,

restrooms, recreational area, parking space and gardening area

‒ Assess swimming pool cleaning requirement, deep cleaning

requirement / schedule based on holidays

‒ Assess female hygiene requirement and equipment & consumable

requirement

Bid pricing. Model audits and commercial support

Ascertain cost reduction over the period by bringing efficiencies through training and automation

KPI analysis to gauge the risk of penalties

Conduct scenarios around key decisions such as hiring own staff vs. subcontracted staff, etc.

Design applicable pay structure based on availability of resource by geography

Hospital Bid (TCV >£75 Mn) School Bid (TCV >£50 Mn)

21

Case Study: Target operating model & transition strategy design

Assisted a Credit bureau in designing personnel transition models with distinct combinations of near-shoring / off-

shoring, to showcase potential benefits and savings

Baachu Support Objectives

Establish a new

organisational

structure

Transfer of jobs to near-

shore/offshore locations

Lower the cost of

delivery

Output

Phasing

transition

over the

period

BU

geography

validation

for job

transfers Salary

arbitrage

across job

roles

Specific job

roles to be

transitioned

to existing

CoEs

Cost arbitrage and medium-long term savings of new Mega

CoE

Salary and other one-

time costs in transition process

Identified 1,685

and 672 job roles

to be transitioned

from NA and the

UK, to different

CoEs, based on

salary arbitrage

and overall

savings

Designed a

transition model with

eight scenarios for

headcount transition

and cost savings

across CoEs over a

five-year period

Recommended

scenario inline

with CoE strategy

and floated the

idea of creating

the new CoE as a

Mega centre

Developed a

future state

operating

model

Mo

deli

ng

an

d R

es

earc

h

Su

pp

ort

Factors Analysed

Transition Headcount & Salary

NA Cost Savings

Cost Savings ($ Mn) 2017 2018 2019 2020 Total AS IS Cost

BAU Salary Cost xx xx xx xx Attrition Cost xx xx xx xx

Total AS IS Cost xx xx xx xx Total TO BE Cost

BAU Salary Cost xx xx xx xx Dual - Running xx xx xx xx

Total TO BE Cost xx xx xx xx Total BAU Salary

Savings xx xx xx xx Cumulative BAU Salary

Savings xx xx xx xx Total Savings xx xx xx xx Cumulative Savings xx xx xx xx

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Case Study: Target operating model & transition strategy design

A global BPO company engaged the team to support in its account mining process, through in-depth assessment of

market evolution, followed by exploring opportunities that map with client’s service offerings

Baachu Support Objectives

Scan opportunities through account mining

Exploit upside potential within the existing client

Showcase services capabilities to the key account

Output

BPO evolution & changing dynamics assessed across different parameters

Output

expectation

Emergent

Continuous

improvement Work

types

Complex

Integrated Simple

Lean

Excellence Technology

shifts

Voice /

email

FTE

based

Transactions

based Customer

care

Business

environment

Outcome

based

Web chat Social

media

Economic

Regulatory Politica

l

Onshore

to

offshore Offshore to

nearshore

Process

automation

Commercial

structures

Delivery

location

Process

development

Nearshore

low cost

Robotics

Cloud and

analytics

Highlighted client’s current engagement with the key account (credit bureau)

Showcased client’s preparedness in technology, analytics and process excellence

Identified potential partnership opportunities and engagement model

Mapping

Client’s

Services

Offerings

Proposed nearshore

service delivery model

Client engaged for in-

depth nearshore location

assessment

Exploring different

engagement models

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Case Study: Bid Writing, Knowledge management and Bid Design support

We provided bid production support to a welfare company supporting proposal writing, customer presentation,

executive summary, editing and proofing, graphics, digital media and building reusable collaterals across all their

sectors (Justice, education and welfare)

‒ Create templates, full copywriting service and graphics to formatting the content

‒ PQQ and selection questionnaire writing

‒ Branding, infographics, images

‒ Presentation and pitch preparation, final media and dry runs

‒ Executive summary and brochures

• More than million hours of bidding of what to put in your bid and what to leave out

• Tried and trusted methodology to make sure your bid inform, advertise and set you apart

• PQQ and Tender review

• Lessons learnt and red team reviews

• Bid writing training

Bid (TCV >£75 Mn)

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References & Memberships

Selected

Clients

Membership

Our Vision is to be the world’s premier research driven, technology enabled sourcing capability partner achieving sustainable results for our customers,

building fulfilling careers for our people and earning a fair return on the value we deliver

We have organized our team into:

Growth and Operations Strategy

Business Winning

Digital and Business Intelligence

Learning and Development

Our culture is based on five values – capability, creativity, credibility, connections and confidence. We call our values “multipliers” the combination of 5Cs

that enables us to grow and serve as a powerful integrated business. These values are the essence of how we behave, what we believe, what we

expect, who we are, what we deliver, and what we exist for

As a ‘values driven’ business we are working towards our goal of educating 1 million children by 2040.

Why Baachu?

Baachu’s solutions aimed to integrate growth and operational consulting, learning and development, bespoke research, data analytics, subscription

products, bid and capture support to enable our clients achieve their goals.

Contact us at: