Expression of Interest - Aquaculture Gladstone Commercial Growth Strategy

⁠⁠⁠Overview

Gladstone Area Water Board (GAWB) is seeking an expression of interest from suitably qualified consultants to develop an Aquaculture Gladstone Commercial Growth Strategy that provides a clear, practical and evidence-based pathway to identify the market, find the customer, generate the lead, convert the sale, build the capability and generate sustainable commercial revenue.

About

Aquaculture Gladstone (AG) is a state-of-the-art, multi-species fish hatchery owned and operated by GAWB, located adjacent to Lake Awoonga in Central Queensland. Officially opened in November 2022, AG has the capacity to produce up to five million fingerlings annually and currently supports barramundi production for Lake Awoonga restocking and commercial sales, Mangrove Jack research and development, Sea Mullet research and development, and visitor education and community engagement through its interpretive display centre, which opened in November 2023.

Over the past three years, AG has stocked approximately four million barramundi into Lake Awoonga as part of GAWB's environmental and regulatory obligations associated with the operation of Awoonga Dam. In addition to meeting these obligations, the production capability established through AG provides an opportunity to generate greater commercial value through the sale of surplus production and development of emerging products and markets. AG is now entering its next phase of development, with an increased focus on commercial growth, customer acquisition, revenue generation and the establishment of a sustainable commercial operating model.

Purpose

The purpose of this engagement is to identify consultants or suppliers who have previous experience in the development and implementation of a practical Commercial Growth Strategy. The engagement is intended to move beyond high-level market research or marketing strategy and provide AG with practical commercial direction that can be implemented following completion of the Strategy.

The Aquaculture Gladstone Commercial Growth Strategy must clearly answer six commercial questions:

• Identify the Market: Where must AG compete and which markets provide the strongest commercial opportunity?
• Find the Customer: Who are AG's priority customers and what will cause them to purchase from AG?
• Generate the Lead: How must AG reach priority customers and generate a consistent pipeline of genuine commercial opportunities?
• Convert the Sale: How must AG manage customers from initial interest through to quotation, sale, fulfilment and repeat business?
• Build the Capability: What people, systems, processes, resources and investment are required to deliver the commercial growth strategy?
• Generate Sustainable Commercial Revenue: What level of revenue and commercial return can reasonably be achieved, and what actions are required to deliver it?

The final Strategy must translate these questions into clear commercial priorities, actions, responsibilities, investment requirements and measurable outcomes.

Scope

GAWB is seeking to identify respondents with the relevant capability, capacity and experience to deliver the following key outcomes and deliverables:

• Deliverable 1: Market and Customer Opportunity Assessment
• Deliverable 2: Aquaculture Gladstone Commercial Growth Strategy
• Deliverable 3: Five-Year Implementation Roadmap and First-Year Commercial Action Plan
• Deliverable 4: Summary Prospectus Framework to Inform Future Sales and Marketing Collateral
• Deliverable 5: Commercial Execution Playbook

Contractor Requirements

• Suitably qualified consultant or supplier with previous experience in the development and implementation of a practical Commercial Growth Strategy
• Relevant capability, capacity and experience to deliver the key outcomes and deliverables sought by GAWB

Instructions to Tenderers

This is an expression of interest process. A detailed Scope of Work will be issued during the subsequent procurement stage, following the identification of suitable respondents.

Location

• Facility: Aquaculture Gladstone, located adjacent to Lake Awoonga, Central Queensland
• Map: View on Google Maps