Consulting firm to Government
Preparing a response to an RFT for a consulting firm to a major Government utility.
The utility published a request for tender (RFT) to provide a range of professional services to their infrastructure program.
The contract value was $10 million a year and was the biggest tender the consulting firm had responded to (total job value $40 million).
The client engaged Madrigal Communications to assist with the bid management and to undertake the writing and production of the tender response.
Madrigal Communications uses a systematic approach to tender responses. In strategically scoping the work with several of the firm’s Principals we first determined the level of compliance with the request and their strengths and weaknesses.
We also determined who their major competitors would be for the job and assessed their strengths and weaknesses. Using this information we developed a competitive strategy and formulated the bid themes.
Madrigal emphasised the client’s reputation for as a market leader in key areas. We also comprehensively listed the credentials of their key personnel and their corporate capabilities in the area where they were likely to be perceived as weak. By developing a value management approach we sought to demonstrate a higher capability for service delivery.
Madrigal also analysed the RFT document and recommended the level of detail required to complete the bid.
We recommended and delivered a higher level of presentation and production than their existing document templates and the use of a more suitable brand image for the bid. We managed the design and oversaw the production of the document.
Madrigal produced a comprehensive tender response with distinctive branding and more appropriate presentation than their existing house style.
The proposal was successful in getting the client to the second round of the assessment, which they eventually went on to win.