Uncovering the ‘why?’: Post bid analysis following loss of strategic contract

The Outcome

• 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.