The client
A mid-size IT firm providing Oracle implementation services in the US.
The problem
Limited bandwidth to cater to volume of proposals and unstructured bid process resulted in increased cost & diminishing win rate. The client had only two members in their proposals team and technical team. The challenge was two-fold; one was increasing volume of proposals and second the un-structured process. The proposal process lacked of a bid plan, go-no-go analysis, story-building, and visual impact of proposals. The proposals did not stand out from the pack and wow the prospects as they were not a customized, persuasive RFP response.
Scheduling & Fatigue
Disparate Systems
Learning & Growth
Document
The solution
Revamp the entire process, brought technical SMEs to add value in solutioning, took more control to save their time and improve the win rate.
Team Setup and knowledge transition
Took transition of the client capabilities in one week and setup a team of 2 Proposal Writers, 1 Proposal Manager, 0.5 Technology SME and 1 Graphic Designer.
Process Re-structuring
Streamlined the process how the team would selectively bid upon high Win RFPs only. Created process templates like pipeline tracking, go-no analysis, compliance matrix, proposal outlines etc.
Strong Insights
Our team built strong insights on the ground for end client and its competitors. We had collated sector-based insights what end client needs, what is their current infrastructure and process, who are the incumbents and its strengths and weakness.
Creative writing and win strategies
Team of proposal writers and managers put together compelling solution content and ensured compliance against the RFPs. Our Proposal Managers drafted unique win-themes to sprinkle in the proposals, that helped the client stand-out.
Our work in action
Win Rate
PWin rate improved up to 30% in just 4 months as we Streamlined process & managed multiple sub-contractors effectively
Increasing AOV by 14%
Making navigation easy for
finding products, offers,
bundles leading to 14%
increased Average Order
Value.
Reduced Time taken to task by 50%
Decreasing time taken to
complete task by 50% from
31 mins to 16 mins to
increase Average order
frequency.
