# Business Development (BD)

### **1. Department Mission & Strategic Role**

* **Securing Mega Projects:**
  * BD is responsible for identifying and acquiring large-scale projects in Saudi Arabia, aligning with Vision 2030.
  * Focus on Public Investment Fund (PIF) projects like **NEOM, Red Sea, Qiddiya**, and government tenders via **Etimad and NUPP**.
* **Market Expansion & Growth:**
  * BD leads efforts to expand **BEC Arabia’s market presence** in the **KSA, GCC, and international markets**.
  * Targets strategic partnerships with **government agencies, developers, and multinational contractors**.
* **Building Competitive Advantage:**
  * Differentiates BEC Arabia through **value engineering, sustainable construction, and digital transformation**.
  * Focuses on winning bids through **cost efficiency, strong technical proposals, and compliance expertise**.

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### **2. BD’s Scope & Responsibilities**

* **Market Analysis & Intelligence:**
  * Monitors ongoing and upcoming projects in **KSA’s mega project ecosystem**.
  * Tracks industry trends, emerging technologies, and competitor strategies.
  * Provides executive reports on **potential partnerships, risks, and new business avenues**.
* **Prequalification & Compliance:**
  * Ensures BEC Arabia meets prequalification standards for major government and private projects.
  * Registers and maintains compliance with key platforms like **Etimad, NUPP, and PIF standards**.
  * Manages documentation for **ISO certifications, safety compliance, and Saudization requirements**.
* **Client Relationship Management:**
  * Develops and maintains relationships with **government agencies, developers, and key clients**.
  * Coordinates meetings, presentations, and follow-ups to strengthen client trust and engagement.
  * Tracks project history and feedback for **continuous improvement in bidding strategies**.
* **Tendering & Bid Management:**
  * Identifies high-potential tenders and organizes **multi-disciplinary teams** to develop proposals.
  * Ensures all **technical, financial, and legal requirements** are met before submission.
  * Conducts competitive benchmarking to **optimize pricing and contract terms**.
* **Strategic Partnerships & Joint Ventures:**
  * Builds alliances with **local and international construction firms** for mega projects.
  * Facilitates joint ventures (JVs) to meet government requirements for large-scale contracts.
  * Negotiates terms to ensure **profitability, resource allocation, and risk mitigation**.

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### **3. Compliance & Regulatory Framework**

* **KSA Procurement Laws & Etimad Platform:**
  * BD ensures all bids comply with Saudi procurement regulations.
  * Manages registration, documentation, and approvals through **Etimad for government tenders**.
* **NUPP (National Unified Procurement Platform):**
  * Oversees tenders from government entities and ensures full regulatory compliance.
  * Optimizes procurement strategy based on **NUPP's central contracting system**.
* **Saudization (Nitaqat System):**
  * Incorporates workforce localization requirements in all tendering and project planning.
  * Collaborates with **HR to ensure compliance with Saudization quotas** in workforce planning.
* **PIF Mega Projects Requirements:**
  * Adheres to the contracting standards set by **NEOM, Red Sea, Qiddiya, and Diriyah Gate**.
  * Manages contractor registration and compliance with **PIF-approved** procurement policies.

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### **4. Collaboration with Other Departments**

* **With Estimation & Tendering:**
  * Develops accurate **cost estimates, risk assessments, and competitive pricing strategies**.
  * Ensures alignment with **BEC Arabia’s cost control and financial targets**.
* **With Contracts & Legal:**
  * Reviews contract terms and conditions to **mitigate legal and financial risks**.
  * Ensures compliance with **FIDIC contracts, Saudi law, and regulatory bodies**.
* **With Finance:**
  * Assesses financial feasibility and ensures sustainable pricing in bids.
  * Works with finance to **secure letters of credit (LCs) and performance bonds**.
* **With HR:**
  * Ensures projects align with Saudization quotas and workforce localization strategies.
  * Works on manpower planning and recruitment to meet client demands.

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### **5. BD Workflow & Project Acquisition Process**

1. **Market Research & Lead Identification:**
   * Analyzing government projects, private sector opportunities, and competitor strategies.
   * Identifying upcoming **mega projects and high-value tenders**.
2. **Prequalification & Registration:**
   * Submitting prequalification documents and meeting eligibility criteria.
   * Ensuring alignment with regulatory bodies and PIF project requirements.
3. **Tendering & Proposal Submission:**
   * Developing technical and commercial proposals with relevant departments.
   * Submitting tenders via **Etimad, NUPP, and direct client negotiations**.
4. **Negotiation & Contract Finalization:**
   * Engaging in commercial and legal negotiations to optimize contract terms.
   * Ensuring risk mitigation, financial feasibility, and regulatory compliance.
5. **Client Handover & Project Kickoff:**
   * Coordinating with **Project Management and Engineering teams** for seamless execution.
   * Conducting post-bid analysis for continuous improvement.

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### **6. KPIs & Performance Metrics**

* **Bid Submission Success Rate:**
  * Measures the percentage of submitted tenders that result in contract awards.
* **Value of Contracts Secured:**
  * Tracks the total value of projects won per quarter and year.
* **Client Retention & Relationship Strength:**
  * Evaluates satisfaction levels and long-term engagement with repeat clients.
* **Compliance Score with KSA & PIF Standards:**
  * Ensures adherence to government regulations, procurement laws, and PIF project requirements.
* **Time-to-Contract Efficiency:**
  * Measures the speed of moving from tender submission to contract finalization.

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#### **Conclusion**

The **Business Development Department** plays a crucial role in securing **BEC Arabia’s position as a market leader in mega construction projects** in Saudi Arabia. By aligning with **government regulations, optimizing bid strategies, and fostering strong client relationships**, BD ensures sustainable growth and continued success in the competitive KSA construction landscape.
