UK DEFENCE TECHNOLOGY CONTRACTOR HAD A WIN RATE OF 10%. DETAILED CAPTURE ASSESSMENT WAS UNDERTAKEN TO SECURE A MUST WIN £54M BID

Industry: Defence, Cyber Security, IT, BPO

Services: Strategy Consulting,  Capture Support, Process Assessment, Bid Qualification, Benchmarking, Sales Restructure

The Client

UK’s 2nd largest cyber security and technology defence contractor

The Challenge  

The technology defence contractor had a bid win rate of less than 10%. Group sales director was keen to improve the win rate and he listed nine must win bids between 2016 – 19. The remit was to build the win strategy of one of their strategic bid looking into their current positioning in the defence market and with that opportunity.

The Solution

Our senior consultant started the assignment by analysing why they were loosing bids? He started with their business development capability – process, team and systems and how they are connected with each other and to support functions like – IT, Finance and procurement.  He then analysed their cost models and benchmarked costs with two related contracts. He researched the project, analysed their core competitors. He consolidated the findings as a bid intelligence report formulating the win strategy for that bid and other strategic bids.

The Results: Client secured their first bid success in 3 years and banked £54m over 5 years.