The Future Defence Infrastructure Services (FDIS) Programme represented a major shift in how the Defence Infrastructure Organisation (DIO) would manage and maintain its estate.

For VIVO, bidding for the £400 million Regional Accommodation Maintenance Service (Lot 2b), the challenge was not capability. The joint venture brought together the scale, experience and operational expertise of both ENGIE and Serco.

The risk lay elsewhere in how the bid would be perceived.

In a highly competitive procurement, many bidders would achieve technical compliance. That alone would not be enough to stand out. A compliant bid could still be seen as interchangeable, offering little to differentiate one provider from another.

Vision TDM reframed the submission to shift the focus of the bid. Rather than positioning it purely around meeting contractual requirements, we repositioned it around what the programme would enable DIO to achieve over time.

A key part of this was how the maintenance service was presented.

Instead of describing it as a reactive or routine service, the bid clearly articulated how VIVO’s sustained, programme-wide approach would improve asset management across the estate. The focus moved from short-term delivery to long-term performance.

This repositioning enabled the submission to demonstrate how better planning, data-led decision making and consistent service delivery would reduce lifecycle costs and improve asset condition.

It gave evaluators a clearer understanding of service delivery and financial efficiency.

We then ensured this narrative was embedded throughout the bid. Technical responses, mobilisation strategy and operational delivery were all aligned to reinforce a consistent message: that VIVO was not just delivering maintenance, but enabling DIO to manage its estate more effectively and cost-efficiently over time.

The result was a bid that moved beyond compliance, presenting a credible and forward thinking solution aligned to the strategic objectives of the FDIS programme.

VIVO was clearly positioned not simply as a service provider, but as a long term partner capable of improving performance, driving efficiencies and supporting the evolution of defence infrastructure management.