Winning big contracts cements firm’s reputation

Dalbit Petroleum staff
Dalbit Petroleum staff in a past school event, which was part of giving back to the community. FILE PHOTO | NMG 

Energy solutions services provider, Dalbit South Sudan, announced last week that after a competitive bidding process, it had won two petroleum products supply contracts amounting to approximately $7.9 million (Sh797m) with the World Food Programme (WFP).

This is a huge milestone for the company, which can now take advantage of the award to win other big contracts.

Dalbit South Sudan’s new supply contracts are in Gulu, Northern Uganda and Goma, in the Eastern part of the Democratic Republic of Congo valued at $ 6.8 million and $1.1 million, respectively and it will see the company supply jet fuel to the WFP bases.

The WFP is a humanitarian agency that delivers food assistance to more than 80m people every year in over 80 countries, therefore, it needs fuel to power its air transport in order to visit all these countries.

“Dalbit is excited that we have secured the contract to supply WFP as it goes hand in hand with our commitment to fuelling regional growth across the economic and social development fronts,” said John Paul Ogondi Dalbit International South Sudan Country Business Manager.


The company operates four depots in Juba, Rumbek, Wau and Bor with a storage capacity of more than six million litres for Gasoil and Jet-A14. Its fuel products are transshipped through Kenya and Uganda to reach South Sudan.

In Gulu, the firm has completed the construction of a new operating depot with a capacity to hold more than 720,000 litres of Jet A1 products. It is also building a depot in Goma to facilitate the smooth execution of the tender. The operations will include a compact refueling bowser configured to serve various types of aircraft.

By clinching and successfully executing such high-profile supply contracts, Dalbit could set the stage for more big business going its way. When a company executes a contract effectively, it builds a good reputation in the market, which enables it to win more contracts.

“In the corporate world, a number of contracts are won through referrals which a good testament on the work delivered to previous clients. However, winning a contract through a competitive bid process means all eyes in the industry are on the company to see if it will deliver and if it does, it gives it an advantage when trying to win a new client,” said Stella Kimani, a brand strategist.

Indeed, an example of a company that has won several contracts due to its ability to deliver good service is CrowdTwist, a US company that deals with patented multichannel loyalty and engagement solutions.

One of its biggest contracts was in 2014 for the television singing programme, X Factor in the US.

The program heads were looking for ways to engage viewers before, during and after the show thus it employed the services of CrowdTwist to increase social media activity and drive up downloads of the show’s mobile application.

Using the CrowdTwist platform, it provided its viewers with reward programs when they signed up such that they would earn points depending on how they interacted with the show including visiting the website, watching the pre-show, voting online for the contestants and downloading the app among other interactions.

This resulted in 250,000 consumers sign us, 187,500 mobile app downloads and more than 125,000 of them interacted with the show on social media weekly. The platform drove and measured the effectiveness of almost 10m social media impressions across platforms.

With these results, it has since won contracts with beverage company Pepsi, food and drink company, Nestle as well as fashion design house, Steve Madden among other companies, for the same services.

“The hardest deal to win is the first one but once a company converts a prospect into a client, it gives an immediate form of confidence and is a form of social proof that the company can handle its contracts. This will then lead to the company winning it next big client, past behaviour is the best indicator of future behaviour,” said Irving Fain Co-Founder, in a 2014 interview with Forbes Magazine.

- African Laughter