The tier-1 panel-pursuit playbook.
How we run tier-1 procurement panel-pursuit for Australian industrial B2B clients pursuing BHP, Rio Tinto, FMG, Roy Hill, Thiess, and the major head-contractors. The integrated playbook covering capability-statement design, LinkedIn cadence, tender-response systems, named-procurement-officer ABM.
The six-layer pursuit infrastructure
- Capability statement, eight-page panel-pursuit-grade design. Pages 1-4 doing all the work because tier-1 procurement officers spend 90 seconds inside before deciding to read further. $8K-$25K project pricing.
- LinkedIn senior-leader cadence, personal-profile cadence for senior engineers / principals / operations leadership. Project-completion storytelling, capability content, safety achievements. The B2B cadence procurement officers actually scroll.
- LinkedIn paid layer, Sponsored InMail to specific named procurement-officer cohorts at tier-1 mining houses. Conversation Ads for capability-statement distribution. Newsletter sponsorships. Paid layer that compounds the personal-profile cadence.
- Tender-response collateral library, capability libraries, pricing matrices, case-study reels, safety documentation, equipment registers, methodology templates. Three-day scrambles become three-hour assemblies.
- Long-tail technical SEM, procurement-officer Google searches captured. "Structural engineering panel WA", "AS3600 compliance consultancy QLD", "RC drilling rates Goldfields", "panel pursuit vendors". The first-pass research surface.
- Procurement-ready website, phone number above the fold, ABN visible, capability statement download visible, project portfolio with tier-1 client names, certifications visible. The bounce-rate-not-80% architecture.
The Berg pattern
Berg Engineering's capability redesign won panel positions inside the first six months of engagement. Five service lines integrated under one general retainer. The playbook isn't theoretical, it's measured against actual panel wins.
Where this playbook applies
- Engineering firms (Berg pattern) pursuing BHP, Rio Tinto, FMG panels
- Drilling contractors (JSW, SMW pattern) pursuing tier-1 mining-house drilling work
- Mining services (PYBAR pattern) pursuing tier-1 mining-house ground-support / civil work
- Specialist trades + civil contractors pursuing tier-1 head-contractor panels (John Holland, Lendlease, CPB)
- Occupational health providers (Job Fit pattern) pursuing tier-1 enterprise procurement panels
Read more:
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How procurement buyers shortlist, capability statements that win tier-1 panels, and long-cycle attribution.
