Case Study – Rail Industry Tender Bid
Incumbent beats international competitors in ‘must-win’ tender
Our Client had built their business to service one exceptionally large contract in the rail industry. Their tender response was critically a ‘must win’ situation.
The Business Challenge
Our Client’s problem was that this one exceptionally large contract with NSW Government, held for over 15 years, largely underpinned their business.
The NSW Government agency decided to put this contract out to tender, inviting international competitors to bid for the contract. This NSW Government agency made it clear that they would not be able to award the contract to our Client for another 15 years.
Transformation
Our tender consultants systematically identified and helped our Client address all compliance and differentiation issues in their draft tender response. Our tender help involved our evaluators to direct them to identify and create new offerings that no other competitor could offer.
Outcomes
Not only did our Client win the tender against its much larger and better-funded international competitors, but our Client negotiated a contract for another 15+ years.
