Categories
Case Study

A Global Success

Creation of clear and compelling bid for a specialist audio and visual company

Challenge

Our customer was bidding for the first time into a global customer for a critical contract to continue to develop its private sector customer base. There was increased pressure due to the tight sourcing timeframe, the customer lacked both the time and in-house talent to prepare a winning response.

Solution

Value Match identified a small team to support this specialist area, who had a track record of success in this niche area. In partnership with the customer, Value Match:

  • Undertook an initial bid/no bid scenario
  • Mapped the customer capability to the likely sourcing requirements
  • Created bid and communication documentation to the relevant standards
  • Managed the bid process from start to contract award ensuring customer sign-off at each stage of the process providing updates at critical points
  • Prepared the customer for the presentation and negotiation process, highlighting areas of differentiation in their bid and potential areas of commercial leverage
Results
  1. Compelling bid response documentation completed with a clear narrative outlining unique customer capabilities
    2. Excellent feedback to the customer on presentation and negotiation phase
    3. Successful multi-million pound contract award
    4. New market segment success for the customer which has opened up other potential opportuntiies
For further information, contact Lindsay Rosul

T: 07957 110 938
E: Lindsay.Rosul@value-match.co.uk
W: www.value-match.co.uk

Categories
Case Study

Property Services

Ensured our customer won a place on the largest pan government framework agreement

Challenge

The client required independent advice, support and guidance on the qualitative areas required to win a forthcoming public sector tenders, as well as understanding where their commercial offering lies in comparison to their competitors within the industry.

Solution

Value Match established a cross functional team with support from the customer:

  • Undertook an independent review of previous bids and feedback, combined with other market intelligence to identify technical and commercial market positioning
  • Established a customer and bid management plan to optimise understanding of key evaluation criteria
  • Identified areas of potential market differentiation and weaknesses, addressed these with the customer to improve capability in critical areas, e.g. social value and new customer mobilisation
  • Undertook a commercial benchmarking exercise
  • Provided independent assurance and reviews of responses prior to submission assisting the customer in improving impact and accuracy of responses
Results
  1. Won a place on the largest pan government framework agreement
  2. Established approach and strategy for mini-competition success
  3. Supported the client in the shaping commercial strategy for the framework and for future mini competitions
  4. Created standard documentation, processes and bid management approach for future frameworks and mini competitions
For further information, contact Lindsay Rosul

T: 07957 110 938
E: Lindsay.Rosul@value-match.co.uk
W: www.value-match.co.uk