A top 5 global MBR manufacturer used TDG to accelerate proposals to boost win potential

A top 5 global MBR manufacturer was contacted by a utility interested in expanding their 12 MGD Wastewater Treatment Plant (WWTP) to 18 MGD. The utility, constrained by the existing site footprint and needing to meet stricter effluent limits, was exploring the transition from a Conventional Activated Sludge (CAS) system to Membrane Bioreactor (MBR) technology. Along with their consulting firm, they reached out to the MBR manufacturer for a proposal that would accommodate both current and future operational conditions.

The MBR manufacturer had integrated the Transcend Design Generator (TDG) into their proposal process, replacing their manual Excel-based design method. This platform automated proposal generation, producing editable documents that conformed to their company’s proposal template and sizing criteria.

Sales Lead for opportunity: A strategic role focused on client relations, understanding client needs, and presenting the most suitable MBR solutions to the client.

Application Engineer: A technical expert in MBR system sizing and design, responsible for supporting the sales team to understand client requirements and generate MBR proposal and bid documents.

• Rapidly generate a range of proposal options using TDG in response to the utility’s request.

• Offer a variety of feasible solutions to the utility, addressing their expansion needs and constraints.

The Application Engineer and Sales Manager worked together to collect detailed information about the WWTP, including flow rates, influent and effluent characteristics, and current capacity.

The Application Engineer used TDG to develop six proposal options, considering current and future loads, different MBR module configurations, and the potential for repurposing existing secondary clarifiers.

These options were presented to the utility and their consulting firm to determine the most suitable choices. The utility also provided some feedback to refine the options for the facility.

The Application Engineer generated the 2 top options in TDG incorporating the utility’s suggestions.

The Application Engineer and Sales Manager then finalized the proposal and pricing for the two optimal options, and sent them to the utility and its engineering partner.

The Sales Manager was able to run a smoother sales cycle focused on value for the utility:

• The rapid proposal generation with multiple options built trust with the utility and showcased additional value during the sales cycle.

• Previously, the MBR supplier would deliver one proposal and then iterate based on the utility’s feedback. With TDG, the MBR supplier was able to get ahead of this process and provide more options at the beginning to reduce time-taking back and forth with the utility. This significantly improved the utility’s experience, increasing the MBR supplier’s chances of winning the bid.

The proposal generation workflow for the Application Engineer was more efficient:

• TDG reduced the time spent by the Application Engineer on each proposal from 8-16 hours to 2-4 hours, a 75% decrease.

• Proposal iterations, which used to take 2-3 hours manually, were reduced to minutes with TDG.

• The typical 2-week turnaround for a proposal was shortened to just 1 week, even for six different options.

• The MBR supplier won the bid to provide the MBR system for the facility expansion, driving revenue and growth for the company.

• The utility’s RFP for the expansion was based on the MBR supplier’s proposal.

• TDG enabled the MBR supplier to not only speed up proposal generation but also to focus more on delivering value and increasing their proposal output to meet rising demand.