Case Study: IT&T Industry Tender Bid

A must-win tender for a 4+ year contract

The business challenges

For a must-win tender for a 4+ years contract, our client faced two problems:

Firstly, their client was only asking for basic IT&T services like infield installation, Level 1 troubleshooting and Infield Reactive Maintenance. In other words, additional service features or value-add wasn’t important.

Secondly, their client’s tender response document format had strict character limits and was in Excel so graphics and other readability techniques could not be used! This meant that the wording of the tender responses needed to be very efficient and effective.

Our support

Rising to the challenge, we evaluated our client’s draft tender responses to identify what was different and better about our client’s proposed approaches.

We discovered that they had two uncommon, and possibly unique, capabilities: the method they used to proactively manage Level 1 service escalation and their geographically-diverse disaster recovery field force.

We helped our client highlight those advantages and describe the benefits to their client.

Then, using our proven test-and-improve tender process, we evaluated and edited the responses to not only fit the character limits but also achieve very-high readability, even within the ‘cells’ structure of Excel.

Outcome

Our client won a fourth straight contract with their client to deliver IT&T infrastructure installation and maintenance services throughout NSW.

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