A refinery moves its water treatment RFP from chemistry volume to KPIs and value, and eliminates ~$48M a year in losses.

What this case study covers

A large refinery used the same water treatment RFP for 15 years: a long product list, no performance requirements, and award on lowest price. It replaced 30–40 heat exchangers a year, cleaned about 6, and cut production about 13% every summer. An independent review proved the specified chemistry couldn’t control corrosion and deposition, and a rewritten, KPI-based tender changed how suppliers were selected, measured, and held accountable.

Inside this case study

• What a “kitchen sink” cooling specification looks like, and what it leaves out
• Why buying chemistry by volume and price repeats the same failures every bid cycle
• Bidding by unit so two suppliers can win and back each other up
• Corrosion, deposition, operating-condition, and water-quality requirements bidders design against
• Base bid plus one alternate, and 90–180 day value projects
• One supplier-neutral platform for performance data and reviews, and the ~$48M/yr result