FACILITIES AND ENGINEERING SERVICES IN 2024: THE MARKET OUTLOOK AND COMMERCIAL TRENDS

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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.

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