EXECUTIVE

Role of Business Development in EPC

In EPC companies (infra, oil & gas, power, water, industrial projects, etc.), BD plays a crucial role in identifying, securing, and developing projects. The focus is on long-cycle, high-value contracts.

Key responsibilities include:

• Market Intelligence & Research – Track upcoming projects, government tenders, private investments, competitor moves, regulatory updates.

• Client Relationship Management – Build and maintain relationships with government agencies, developers, consultants, and private clients.

• Tendering & Bidding Support – Coordinate with estimation, proposals, engineering, and legal teams for pre-qualification, RFQs, RFPs, and bid submissions.

• Strategic Partnerships – Identify and establish alliances with JV partners, subcontractors, technology providers, and suppliers.

• Contract Negotiation – Assist in commercial discussions, risk assessment, and finalization of EPC contracts.

• Revenue Pipeline Management – Maintain project funnel, forecast order inflows, and support long-term business growth targets.

2. Skills Needed

• Technical Understanding – Basic knowledge of engineering, project lifecycle, and industry trends.

• Commercial Acumen – Pricing strategies, contracts, risk-sharing models, project financing awareness.

• Networking & Relationship Skills – Ability to build trust with clients, consultants, and government authorities.

• Tendering Knowledge – Familiarity with PQ (Pre-Qualification), RFQ, RFP, and EPC bidding processes.

• Analytical & Negotiation Skills – To assess project feasibility and close deals.

3. Typical Activities

• Scanning government portals (CPPP, GeM, state websites) for new tenders.

• Meeting with clients, consultants, and government departments.

• Preparing EOIs, pre-qualification documents, and proposals.

• Attending pre-bid meetings and clarifying project scope.

• Coordinating internally with design, estimation, procurement, and legal teams.

• Supporting the leadership in negotiations and final award discussions.

4. Career Path in BD (EPC)

• Executive / Engineer – BD → Entry level (market research, documentation, tender follow-up).

• Manager – BD → Client-facing, proposal management, deal closures.

• Sr. Manager / AGM – BD → Strategy, large-ticket projects, alliances, regional expansion.

• Head – BD → Order booking responsibility, growth strategy, P&L support.

5. Challenges in BD (EPC)

• Long sales cycle (6–24 months for project closure).

• Intense competition (both domestic and international EPC players).

• High importance of pricing & margins.

• Regulatory and policy dependence.