A Colorado based IT company improved win rate up to 30%.
The Client
A mid-size IT firm providing Oracle implementation services in the US.
A Colorado, US based IT firm, with 100 people, dealing into service like Oracle ERP, Cloud, App,, Business Intelligence, Salesforce implementation. The client has 2 offices across the US and helps Commercial organizations, Federal, State, and Local Governments integrate to automate their processes across any system.
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 those were also from the 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.
Our 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 PWin RFPs only. Created process templates like pipeline tracking, go-no analysis, compliance matrix, proposal outlines etc.
- Creative Writing – 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. Not just content, concept graphics helped the client in articulating value proposition very well.
The Outcome
We were able to achieve these outcomes after following our approach.
Saved leadership time as we took full control on proposals
1
Reduced 25% cost by selective bidding after due diligence of each RFP
2
PWin rate improved up to 30% in just 4 months
3
Streamlined process & managed multiple sub-contractors effectively
4
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