How do you win complex competitive bids?
A British multinational private company and world leader in security solutions, serving governments, businesses, and individuals in over 90 countries that rely upon securing high-value long-term contracts. This means the procurement process is tough, complicated and competitive. We were invited to bring our bid expertise to these critical submissions worth millions of pounds.
Insight
From the start, we worked closely with the team to fully understand the tender process and pinpoint key challenges.
The process required dialogue meetings across two lots, which needed a clear strategy to stay on track. We initiated strong communication practices and worked together to refine solutions step by step.
Because each stage (SQ, PITN, FITN) came with detailed technical, legal, and financial requirements. We created a thorough plan in advance, to meet all detailed needs.
With 16 questions per lot to answer, alongside managing global operations, we created a structure that allowed us to focus on what mattered most and made it easier for teams to contribute effectively.
These insights helped us create a focused, creative, and practical strategy to tackle the tender process with confidence and clarity.
Action
We embedded our bid specialist within the team for the duration of the 10 month tender process and he led the programme.
Competitive Dialogue Management: Developed strategies, aligned team efforts, captured key actions, and iteratively refined solutions.
SQ Submission: Ensured compliance through a robust model, writing new product collateral, and laying the groundwork for strong responses.
Response Development: Collaborated with SMEs to write, edit, and peer review up to 16 responses per lot, balancing technical accuracy with compelling presentation.
Graphics Production: Designed infographics, charts, and diagrams to clarify and elevate key points within stringent page limits.
Transformation
The business now has a replicable framework for managing complex bid processes.
This enables:
- Enhanced team coordination and clarity during competitive dialogues.
- Stronger, compliant submissions with visually engaging materials.
- A systematic approach to extracting and presenting technical information.
Results
They won the contract valued at millions of pounds.
Our expertise in bid management secured a successful submission that showcased their capabilities with creativity, precision, and innovation.
Ahead
This proven approach positions the customer to tackle future tenders with confidence and scalability.