Our Client works with Police Forces and Fire Services across the UK providing 24 hour, year round call handling for vehicle removal, emergency boarding of premises and keyholder lists.
Problems Faced by Client – Why did they need our help?
After many years delivering existing contracts but not securing any new contracts this client felt they were being slightly left behind by their competitors in the arena of submitting tenders. They recognised something needed to change in their approach to ensure they won new contracts moving forwards and secured the future success of the business.
They operate in a very narrow market with few competitors and felt a complete overhaul of where they sat in that market would help.
Services Provided – Meeting their needs
We conducted a one day Strategy Workshop with the client to talk about their history, their differentiators, their market, the competition, their clients and pulled together some insights and analysis of all of those elements. The objective of the day was to identify where their strengths and weaknesses were and how we could use those in a tender situation to ensure our submission was the strongest in the field.
We developed a competitor matrix to compare our offering to others and identify areas for improvement and potential investment.
Shortly after this workshop the first tender landed for us to work on together. It happened to be one of their existing clients and therefore this was seen as a must win.
Taking everything we had learnt from the Strategy session we put together a Bid Plan, Answer Plans for each response and worked with the client to collate the information and evidence required to compile winning responses. We were able to guide the client in best practice and offer some new ideas on approach to cover off some of the clients areas of concern or development.
Outcome of our Work – Improved Win Rate, Gained Accreditation etc
We were delighted to find out the client secured the renewal of this contract and that we’d been instrumental in ensuring their first win in over 5 years. Work has just started on the second tender submission for this client.