Case Study

Developing strategy, storyboards and responses for multiple bids

Overview

We were asked to prepare a submission over a two-week period to enable this major contractor to secure a new project. Due to the effectiveness and efficiency of our work, the task grew to eight submissions over six months. We wrote prequalification and tender documents for opportunities in the hotel, private residential, affordable housing, and commercial office sectors. Our client’s project values ranged from £6m to £80m.

Our expertise in writing with impact was essential. The documents were prepared efficiently, and they conveyed our client’s key messages that would add most value to their submissions, thereby maximising their probability of success. All bid questions were answered with succinct responses that demonstrated our client’s core capabilities of relevance to the end customers and their projects.

Sisk-Case-Study-Image-e1385983958864

Solution

We led response strategy workshops with our client’s subject matter experts – e.g. commercial, planning, supply chain, and design management. These were to further develop the bid strategies, which were the basis of the storyboards for each bid’s responses. We used the storyboards to draft responses for review with the subject experts. We maintained a flexible approach to updating the drafts as the technical proposals were developed, ensuring our writing work kept in line with the technical and logistical strategies. This meant we were able to keep the key bid messages updated to promote the benefits to our client’s customers.

Challenges

One of the challenges of working on multiple bids with overlaps is to be strict in time management, especially when working alongside busy people in our clients’ bid teams. We developed integrated schedules to enable us to plan when and where we would need to work on each response. We developed the schedules collaboratively with our client’s subject matter experts, so we ensured that our strategy, planning, writing and editing services would fit well with our client’s teams’ activities.

Outcome

All of the prequalification submissions were successful, so our client secured its place on the tender lists for those projects. Our client was selected as preferred bidder for five of the eight projects. Client feedback on our work was very positive:

“Holger has produced several high-profile bid documents for us, often under very tight time pressure, and he’s never failed to deliver quality work. He combines an efficient use of written words with appropriate graphics to ensure key winning messages are made prominent and are presented with the impact and conviction that reflects the stature of the Sisk business. He’s quick to grasp what matters most in terms of presenting a compelling argument to a client and representative organisations involved in the assessment process, which is crucial in the bid-writing arena. He’s a dedicated professional, passionate about what he does, and he works tirelessly to achieve the end goal of a great submission. I’m delighted with the service Holger has provided via his Mercury business, and I can recommend him with confidence to future clients.” Ken Erskine, Regional Bid Director, John Sisk & Son

Are you ready to win more work?