Introduction:

This case study shows our support for our client's pursuit of a £200M deal within a larger consortium bid into a global utility provider.

Facing the largest opportunity in the company's history, the client sought to not only secure the deal but also learn how to better collaborate with larger players and potential future strategies.

The case study shows how we can help show teams how to build the capabilities they need to manage strategic bids and partnering strategies more efficiently.

The Client's Challenge

As part of a go-to-market experiment, the client wanted to partner with larger system integrators and outsourcers as a means to secure larger clients that it may otherwise do on its own.

The challenge was it didn’t have broad experience across the teams to build the capabilities it needed to do that.

Our Approach:

We were engaged to manage the bid, apply best practices and show the teams what it meant to collaborate with larger lead partners in practice.

Our work included:

• Management of the bid team through all phases

• Reviewing win strategies and aligning the bid management plan

• Business case development and review with the finance team

• Solution review and cost challenge

• Proposal development, governance and review

• Bid and diligence management

• Contract development and negotiation

• Supporting the sales team in client presentations

• Supporting executive governance and reporting

The Result:

The client achieved preferred status with the strategic partner, got a better understanding to collaborate with them on strategic deals, and at the same time improved its own internal strategic bid processes.

Tags:

#Telecommunications, #Commercialisation, #Transformation, #Sourcing, #Contracting, #Negotiation