The way we work for a particular client depends on many factors, such as their position in the market place, in-house skills, and aspirations. Our activities range from providing win strategy support on a key bid through to managing a competitive dialogue or negotiation team, and taking on key roles within the team. This can also include supporting an incumbent team to prepare early and create a strong position prior to a formal reprocurement.
Working as an additional ‘A-team’, or expanding the ‘bandwidth’ of your team
This may be on a single large bid or to develop a full sales pipeline. We can provide the full breadth of skills to pursue major opportunities. This support may be needed when a company has limited availability of key resources, or has several must-win deals underway in parallel.
Bringing new skills to your sales/bid effort
We can assist by bringing new skills (and transferring them to the in-house team) in areas such as; transformational contracting, outsourcing / business process services, bidding into new market sectors, negotiating partnership deals, bidding as a Prime Contractor or assembling a multi-service solution (business change, applications, infrastructure, services).
Identifing specific opportunities and building the winning team
We engage with procurement bodies and track future requirements; being proactive in industry and public sector groups gives us insight into strategies and plans. When a suitable opportunity arises we can take this to a client that we believe has a strong chance of winning. Obviously, to avoid any conflict of interest, we will only work with one bidder on any deal.
Board-level business strategy
We can apply our business knowledge to plan market strategies, refine opportunity qualification and bid management processes, select individuals for key posts, and assist in the strategic direction of an organisation, including options for mergers, acquisitions and new ventures.