Uncovering the ‘why?’: Post bid analysis following loss of strategic contract
A multi-billion pound company (not disclosed)
Strategic Bid Loss Analysis
Our client was a long standing incumbent and unexpectedly failed to retain a very high profile multi-million pound contract in one of its high profile major service areas.
This loss affected its share price and required a Board level explanation to its shareholders. Key lessons needed to be learned from the loss.
We undertook an evidence-based strategic loss review for the PLC Board, reporting to the
CEO and COO.
We identified what could have been done differently to win the contract and key lessons for future strategic deals.
Made recommendations at strategic and tactical level for future pursuits, especially in relation to bid resourcing, stakeholder management and radically re-thinking new propositions for future deals.
We identified the strategic risk from this contract loss.
Our client subsequently changed its overall business strategy; increased its investment in new technology areas; and changed approach from supplying products to providing services.
The power of incumbency was over-played. The end-client wanted a completely new and transformed service at a lower total contract value. The bid and leadership team provided a lower price yet didn’t meet the end-client expectations in terms of the new services that were being procured.
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