Industry
Software, Internet, Tech
Company Profile
- Software and IT outsourcing company
- Mainly governmental sales
- Business unit with approx. €400m revenues p.a.
Situation and Objectives
- Increased competition from smaller, more agile companies
- Too much “gold plating” of the proposed solutions led to high prices and a poor conversion of proposals and tenders
- Product-centered tender process
Approach
- Analyzed past deals and derived KPIs, such as hit rate
- Identified reasons for winning/losing deals (including in-depth customer interviews)
- Developed blueprint for new tender management process for sales and applied it to selected tenders throughout the project
Results
- Customer-centric tender process established
- Adherence to tender process guaranteed through new obligatory processes and templates
- Much greater transparency over the general probability of winning earlier in the tender process
- Conversion of tenders during the project 25 percentage points higher than expected thanks to application of new process
- Detailed upselling plan for accounts before the tender is submitted
Impact
- Increased conversion of tenders (20 percentage points higher than expected for live tenders)
- Boosted revenues through upselling via minimalistic offer approach instead of “gold-plating”
- More effective and efficient bidding process overall
