Customer Case Study · Sales & Projects · Tender Intelligence
In HMC's GenAI programme, the distributor's sales and projects leaders built a pipeline radar for the UAE construction market: every live project on one map, an animated pipeline board, a bid optimiser that finds the discount sweet spot, and a GenAI tender brief that turns a new enquiry into a bid plan.
Figures indicative; validated metrics available on request.
In projects business, the brand a consultant specifies, the contractor who buys and the discount offered decide the outcome. The distributor's leaders wanted to see the whole pipeline and bid with evidence, not instinct.
Project leads sat with individual salespeople and spreadsheets, with no single view across emirates.
Which consultants specify the distributor's brands, and where competitors are written in, was not tracked.
Deep discounts were given to win, even where specification meant the order was likely anyway.
Reading tender packs and finding comparable past bids took days for each enquiry.
Developed by the distributor's sales and projects leaders during the GenAI programme, with HMC coaching the build.
Select a step to see what happened.
Leaders mapped the decision.
Deliverable: Win-loss hypotheses.
Turned hypotheses into a model.
Deliverable: Data model and prompt templates.
Built with GenAI-assisted coding in the hackathon.
Deliverable: Working prototype.
Into the sales rhythm.
Deliverable: Review cadence.
Where the next gains are.
Deliverable: Six-month roadmap item.
Four working modules on one synthetic year of UAE projects. Press play to watch the year unfold.
Bubble size is the lighting package value, colour is the stage. Play the year, filter by segment, scroll or pinch to zoom into Dubai, and click any project for its details and a GenAI next-step.
Synthetic projects, values, consultants and contractors; locations approximate. Boundaries: Natural Earth.
The same year as a board. Cards slide between stages as the month advances; column totals show the lighting value at each stage. Click a card to see it on the map.
A win-probability model fitted on 260 past tenders. Choose the context, slide the discount, and see win probability, margin and expected gross profit. The heat-map shows win rates by consultant and segment; click a cell to use that context.
Synthetic past tenders; logistic model fitted in the page.
Pick an incoming tender. The assistant reads the enquiry, retrieves comparable past bids, scores win probability with the bid model, and drafts the brief for the bid meeting.
Retrieved comparables appear here, ranked by similarity.
With the pipeline visible and bids priced on evidence, discounts tightened where specification already favoured the distributor, and effort moved upstream to consultants.
By segment, share of awarded lighting value, quarter by quarter
Distribution by segment
Figures indicative; validated metrics available on request.
Being written into the consultant's spec moves win probability more than any discount.
The best discount maximises win probability times margin, and it is rarely the deepest one.
A tool built by the people who sell gets used in Monday's review.