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.
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.
Responses