Business Builder
Our supplier-development programme. Each module builds one dimension of the supplier scorecard — lifting performance and business value together, and compounding into a higher ICV score.
Development is gap-driven against each supplier’s scorecard. Raising a dimension lifts performance and a recognised value driver at the same time.
Targeted at the supplier’s lowest-scoring dimensions.
Capability goes up, measurably, on the scorecard.
Higher win-rate and EBITDA — and a stronger multiple.
The business is worth more; more recirculates locally.
Each module develops one scorecard dimension — improving operational performance and strengthening the value driver that lifts the EBITDA multiple.
Develops: Brand, positioning, demand generation and a stronger bid pipeline.
PERFORMMore qualified opportunities and a higher tender win-rate.
VALUERevenue growth and a more diversified customer base — both lift the multiple.
Develops: Sales process, pricing discipline, conversion and contracting.
PERFORMHigher conversion and better-quality, longer-term contracts.
VALUERecurring revenue and stronger margins — multiple and EBITDA both rise.
Develops: Quality, capacity, efficiency and delivery reliability.
PERFORMOn-time, on-spec delivery wins repeat work and cuts cost.
VALUEMargin gains lift EBITDA; reliability lowers risk and lifts the multiple.
Develops: Responsiveness, satisfaction and retention systems.
PERFORMRepeat business, references and lower churn.
VALUERecurring / repeat revenue is exactly what buyers pay a premium for.
Develops: Financial controls, reporting, cash flow and audit-readiness.
PERFORMCredible data for bids and a clean ICV audit; better cash management.
VALUEClean financials cut diligence risk (multiple) and enable UAE investment.
Develops: Product / service development, continuous improvement and IP.
PERFORMA differentiated, more competitive offer.
VALUEIP and differentiation lift the multiple; R&D earns the new UAE tax credit.
Develops: Scalability, capacity and market / export expansion.
PERFORMAbility to take on larger contracts and win export revenue.
VALUEDemonstrated growth is one of the strongest multiple drivers.
Develops: Governance, risk, controls and ICV / compliance alignment.
PERFORMTender eligibility, lower risk and certification-readiness.
VALUEStrong governance and owner-independence command a higher multiple.
Develops: Skills, leadership depth, training and Emirati talent.
PERFORMMore capacity, less key-person dependence; Emiratisation lifts ICV.
VALUEManagement depth and owner-independence raise the multiple.
Develops: Strategic clarity, planning, execution and a localisation roadmap.
PERFORMFocused execution in the right markets and categories.
VALUEA clear, executed strategy de-risks the future — a multiple driver.
The curriculum is never one-size-fits-all — modules are sequenced by the supplier’s scores and tier.
Emerging · score < 60
Build the foundations — Finance, Governance, Operations and People. Makes the business investable and tender-eligible.
Developing · 60–74
Sharpen performance — Sales, Customer Service, Operations and Innovation. Drives win-rate, margin and recurring revenue.
Established · ≥ 75
Scale & localise — Growth, Strategy and Market Access. Exports and deeper localisation.
Modules target each supplier’s lowest-scoring dimensions first. The value-driver uplift is a leading indicator of a higher multiple, calibrated with re-benchmark data over time. The ICV certificate is issued by MoIAT-approved certifying bodies; ValueCore develops the underlying score.
Start with a scorecard baseline and a Business Builder plan.
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