Route to market
Project size and complexity and public-private sector split shape regional approaches of taking projects to market
Our key findings
highest proportion of single-stage tendering is happening in the Midlands.
highest proportion of two-stage tendering is happening inside the M25.
highest use of frameworks is happening in the Midlands.
highest use of negotiation is happening in Yorkshire and Humber.
“For complex schemes, clients are increasingly keen to secure the services of a competent and reputable main contractor and associated supply chain early in the pre-construction period.”
London-based SME contractor
What it means for projects
Whether it is the work type in each market that is driving differences, or the market preference and capacity, is a matter for judgement.
Trying to gather interest for a single-stage procurement in Yorkshire and Humber as opposed to, for example, the Midlands will be different. Being aware of the local market’s preference, capacity and appetite should always inform the procurement approach taken.
What it means for client outcomes
Balancing the interplay of regional market tolerance to different routes to market, alongside how those may impact the attainment of value through delivering better outcomes, can be a complex task.
Setting out project objectives and desired outcomes and engaging with the market to identify the best route to attain them is a key part of procurement.
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