Large Competitor Loses Battle

Outdoor Delarium, a fast-growing micro-business in the digital display and LED screen sector, is entering the bidding industry with their biggest bet yet.

Challenge

Our client, Outdoor Delarium, found themselves up against one of the industry’s most formidable competitors in a challenging tender process. The stakes were high, and they needed a strategic edge to stand out in a crowded marketplace.

Solution

To tackle this challenge, we crafted a bespoke bidding strategy that meticulously examined both the strengths and weaknesses of the competitor. With an understanding of the competitor's likely solution, we gathered publicly available information and conducted an extensive supply chain analysis, tracing connections back to manufacturers in China. By identifying the weaknesses in the competitor's offering, we were able to develop a proposal that not only provided superior cost savings but also enhanced benefits for the contracting authority. This intricate process required multiple revisions of the specifications and involved collaboration with new manufacturers in China, resulting in a complex network of over 20 stakeholders and 15 different parties. Ultimately, this led to the creation of a comprehensive 150-page bid—unusually extensive, but essential to provide the contracting authority with compelling reasons to choose our client. To further bolster Outdoor Delarium's chances, we arranged for a personal presentation with the contracting authority's staff, developing a powerful PowerPoint presentation and training our client’s team to ensure a flawless delivery.

Results

Thirty days following the presentation, Outdoor Delarium was awarded the contract, marking a significant victory in what was one of the most complex tenders we have encountered. The sheer volume of technical information gathered, analysed, and combined exemplified the depth of our commitment to this project. Moreover, our engagement extended to collaborating with the technical departments of our client's suppliers to explore additional cost-saving options, ensuring that every aspect of the solution was optimised for success.

From The Client

"Achmed’s ability to generate growth and win challenging contracts was unlike any I’ve seen before and made a dramatic difference in the profitability of our company. "