> > > > > > >
Industrial growth audit · Public works and mining
Public works and mining

We detect where your company is leaking growth.

We audit the 9 phases of the commercial engine of B2B public works manufacturers using the ARENA 414 methodology. In 15 minutes, receive a preliminary diagnosis and a first signal on your main growth leak.

Preliminary diagnosis at no cost → Industrial growth audit
15 questions Result in 15 minutes No cost
379
Manufacturers audited
12
Industrial sectors
9
Phases of the commercial engine
20
Detectable archetypes
The ARENA 414 model

Your commercial engine has three zones.
Growth leaks in one of them.

Industrial growth does not leak at random. ARENA 414 orders it across 9 phases and 3 zones: before, during and after conversion. BARRO audits all 9 to locate where the growth leaks are — in public works, between project engineering and the tender table.

BEFORE ZONE · 4 phases

Build judgement with the contractor.

F1. From ghost to visible
F2. When the pain stings
F3. Owner of the category
F4. When the project calls

Exist on contractors' and mining operators' radar before the bid. Put a name to the technical problem (earthworks, crushing, drilling). Be a serious default option. Enter the spec on time.

44%
of the impact
on the Score
CONVERSION ZONE · 1 phase

Close a healthy and executable yes.

F5. The battle of the yes

The moment when what was built before is confirmed or lost. If the yes is poorly closed (offer that devours margin, deadlines aftersales cannot sustain), everything that follows gets complicated.

14%
of the impact
on the Score
AFTER ZONE · 4 phases

Capture fleet maintenance and recurrence.

F6. The moment of truth
F7. From option to habit
F8. The expansion machine
F9. Evangelisation

Site start-up without avoidable downtime. Delivered fleet as parts and maintenance contract. Mining operator who calls you back. Contractor who includes you in the next tender.

42%
of the impact
on the Score

A model in three layers of depth.

First, a no-cost preliminary diagnosis identifies the main leak signal in 15 minutes. Then, a 7-week Full ARENA Audit contrasts the diagnosis with management interviews, internal documentation, operational evidence and specialist auditors. Finally, the continuous audit turns the analysis into monthly governance: own platform, recurring opinion, dedicated auditor and growth plans.

Level 1 · First Reading
Score ARENA Express
15 minutes · Preliminary Diagnosis
  • Main growth leak signal identified
  • 15 questions calibrated by sector and revenue band
  • No integrations or prior documentation
  • Preliminary ARENA Score 0–100
  • Indicative structural archetype
Preliminary reading at no cost →
Level 2 · Growth Audit
ARENA 414 Audit
7 weeks · Specialist audit team
  • Three leaks validated with figures and closing plan
  • Full review of all 9 ARENA 414 phases
  • Interviews with management, sales, marketing and operations
  • External voices: clients, former clients and lost opportunities
  • Cross-referenced with CRM, GA4 and key internal sources
  • ARENA Score validated and signed by the audit team
  • Comparison against 379-manufacturer benchmark
  • Main restriction confirmed with documented evidence
  • 6-month roadmap with owners and timelines
Request a meeting →
Level 3 · Continuous Governance
Growth Governance

A monthly system to govern growth with the BARRO audit team working permanently alongside management and internal teams. Each month the Score is updated, a signed opinion is issued and active leaks, real progress, setbacks and pending decisions are reviewed.

The work converts each leak into an execution agenda: what needs correcting, who must do it, with what priority, what capability is missing and what evidence will demonstrate the gap is closing. When the company needs external support, BARRO activates, coordinates and supervises specialist partners to ensure the solution is executed with rigour.

The BARRO HUB platform supports the monitoring with monthly Score, sector benchmark, Client Voice, What If scenarios and a live roadmap. It is not a one-off recommendation or a recurring report: it is a governance cadence to measure, correct and accelerate growth every month.

Learn about CONTINUOUS GOVERNANCE →

How the Score ARENA Express works.

A first reading to orient growth priorities. In under 15 minutes, ARENA 414 calibrates responses by sector and revenue band to identify a first leak signal — no integrations, no meetings, no commitment.

01

Access the online questionnaire

No prior registration. Enter the company, select sector and revenue band, and start the 15 questions.

02

Responses calibrated by sector

Each answer feeds the ARENA 414 engine, calibrated by sector and revenue band. The system applies the same analytical framework as the Full Audit, in preliminary form.

03

Analysis and leak detection

The engine processes the answers against the ARENA model and generates scores per phase. It identifies the main leak, the structural archetype and the maturity level of the growth system.

04

Result in under 15 minutes

You receive your ARENA Score, the detected archetype and the main leak with a permanent URL. If it makes sense to continue, we propose the signed Full Audit with the 3 leaks and closing plan.

The ARENA 414 system.

ARENA 414 is BARRO's proprietary framework for auditing and governing industrial growth. It structures the commercial engine of B2B manufacturers across 9 phases in 3 zones, under a 4-1-4 logic: four phases before conversion, one conversion phase and four subsequent phases. It evaluates 45 sub-dimensions, identifies 20 leak archetypes and connects the diagnosis with over 700 prescriptive actions, calibrated against 379 manufacturers in 12 sectors. Each phase has its own scoring, sector threshold and specific battery of actions — in public works and mining, calibrated to tendering and fleet maintenance.

4-1-4
Structure of the model
45
Sub-dimensions evaluated
700+
Prescriptive actions
7
Interviews in full audit
Audited cases

Three CEOs who went from operating blind to operating with a monthly opinion.

Case 01 · Anonymised

Earthmoving machinery manufacturer: entered the spec before the tender and lifted the award rate.

Inclusion in the spec before the tender+31%
Average discount at the contracting committee−14%
Lots awarded as MEAT+22%
Timeframe22 months
Case 02 · Anonymised

Aggregates and crushing producer: turned after-sales into a recurring fleet maintenance contract.

Maintenance contracts on installed fleet+41%
Spare parts on equipment sales+28%
Useful life extended per customer+19%
Timeframe16 months
Case 03 · Anonymised

Drilling and mineral processing equipment manufacturer: reshaped the pipeline around European funding.

Pipeline assigned to NextGenerationEU/ERDF works+47%
Pre-sales hours with no return−23%
Repeat business with mining operators+33%
Timeframe15 months
For whom

Industry only.

BARRO is designed for B2B industrial manufacturers between 5 and 80 million euros. Only companies where growth depends on technical sales, industrial cycles and productive capacity.

01Automation and roboticsScope creep in integration projects: margin can drift from 47% initial to 18% final. 02Electrical material and constructionThe buyer often reaches the first meeting with much of the decision already made. 03Logistics and transportThe handoff between sales and operations often becomes the bottleneck blocking repeat business.
04Public works and miningThe tender is the finish line, not the start: the opportunity may be decided during engineering.
05HVAC and climate controlAftermarket often emerges as a second business: a margin engine many manufacturers fail to capture. 06Metal industryBids can be lost before price even comes up. Win rate often drops to ~20% without prior diagnosis. 07Plastic industrySilent churn: deterioration can accumulate for months before showing up in the report. 08PackagingMediocre technical content can weigh more than publishing nothing. Authority is often decided on the manufacturer's website. 09AgroindustrySmall retention points can be worth far more than large acquisition campaigns. The leak appears in repeat business, not new sales. 10Automotive and aviation componentsExtensive buying committee: the internal sponsor may decide before the technical evaluator. 11Windows and enclosuresA poor delivery can cost the next contract. After-sales acts as the new pre-sales. 12Food industryClosing discounts can cost several times more in EBIT than negotiating a non-price term.

Why BARRO and not a consultancy, an agency or a dashboard.

Consultancies leave with the PowerPoint.

They run a one-off project, present to the board, get paid and disappear. Two years later the problem is still there with no verification of whether the recommendations were executed.

Agencies optimise levers. Not the whole system.

They optimise digital campaigns, set up a CRM, build a new site. In public works and mining, no one audits from outside the entry into spec before the bid, the battle at the tender table, or fleet maintenance capture as recurrence.

Dashboards give data without diagnosis.

Knowing the data is not knowing what to do with it. BARRO signs a monthly opinion with human interpretation by a senior auditor, not just another radar with metrics without reading.

What is worth clarifying before moving forward

Does the audit work the same for public tenders and for private clients (mining operator, prime contractor)?
Yes, and that is precisely why we audit them together. The public tender is won in F1-F4 (sector authority and entry into the spec before the tender), where the contracting committee has little room to switch suppliers if the project engineer has already drafted the lot with your equipment in mind. The private client (mining operator, prime contractor in concession civil works) is won in F3 and F7-F8 (direct relationship and repeat business with the fleet). The report separates the weight of each channel and tells you where growth is leaking on each one.
The award cycle runs 6 to 18 months. How does the audit prevent the report from going stale?
That is why the continuous audit has a monthly, not annual, cadence. In a 6-18 month cycle, a single snapshot falls short: what matters is the pipeline movement month by month (tenders in preparation, lots released, awards closed, appeals pending). The ARENA Score is recalibrated quarterly, and the monthly report captures the real position against the public tender calendar, not against a frozen benchmark.
The annual public budget and European funding (NextGenerationEU, ERDF) reshape the pipeline. Is that included in the audit?
Yes, it is one of the sector's defining patterns. When a new budget framework is published or a NextGenerationEU/ERDF tranche is activated, the pipeline shifts: new lots appear, others are postponed and concentration among the 5-7 large prime contractors is redistributed. The continuous audit includes a tracking of budget impact on your real pipeline (not on the aggregate sector view) and prescribes actions to reposition you before the project engineer closes the spec on the new lot.
Commodity prices (steel, energy, ore) fluctuate. How do you separate the commodity effect from the commercial engine effect?
We audit the commercial engine, not the P&L. Commodity fluctuations affect unit margin, but not the inclusion rate in the tender spec, the repeat-business rate with operators or the capture of fleet maintenance. The ARENA Score is built on structural indicators of the system (visibility, authority, conversion, recurrence), not on gross margins. The P&L can rise or fall with commodities; the Score moves only if the commercial engine improves or worsens.
In public works and mining, are health-and-safety and certifications a real differentiator or just an entry ticket?
In most audits in this sector, mining safety, ATEX and health-and-safety protocols are conditions of entry, not differentiators. They act as a filter ahead of the public tender: without them you are out. The real differentiator appears further up: traceability of performance (sustained t/h, fleet availability ratios, useful life verified per customer). The report identifies whether the company is using certifications as a sales argument when they have already become table stakes, which erodes the price premium.
How much do fleet maintenance and after-sales of spare parts weigh in the Score?
In public-works and mining equipment, F7-F8 (fleet maintenance, spare parts, verifiable useful life) typically weigh between 30% and 40% of the Score, depending on the subsegment. In heavy machinery and mining equipment, after-sales recurrence can exceed the margin on new equipment. The report measures what percentage of the delivered fleet generates a maintenance contract, what share you hold in spare parts on the installed base and what repeat-business rate you have with each operator. If that zone is broken, operator capex moves to a competitor in the next cycle.
What weight does the report carry with a board, a bank or a potential acquirer?
The report is signed by the assigned senior auditor and backed by the ARENA 414 method. It serves as an independent document for board meetings, financing processes and data rooms in M&A operations. In public works and mining, where the strategic buyer's valuation depends heavily on the strength of the aftermarket and the multi-year contract book with large prime contractors, having continuous traceability over 12-24 months has a direct impact on the multiple when due diligence arrives.
Start with your Score Express

Fifteen questions. Fifteen minutes.
No cost.
And you will have your main leak detected.

It is the fastest and most honest way to know where your commercial engine is leaking growth. If afterwards the full audit with the 3 leaks and closing plan makes sense, we talk. If not, you keep a useful Score.

Preliminary diagnosis at no cost. Industrial growth audit
© 2026 BARRO Audit INT