Kognitec Technologies, a leading face recognition industry’s within the security software sector, entered the contract industry for the first time.
Challenge
The software company aimed to secure four security contracts—two through direct invitations and two sourced manually. Their primary obstacles included a lack of time and bidding experience, coupled with competition from firms five times their size, who had been winning security contracts for over a decade.
Solution
To tackle these challenges, we implemented a dynamic and innovative bidding strategy specifically designed to empower suppliers with smaller infrastructures and limited track records to outshine more seasoned competitors. Our approach included a robust bid management process that started with meticulous planning, where we established clear objectives, timelines, and responsibilities. This ensured that all team members were aligned with the client’s goals from the outset.
We conducted an in-depth competitor analysis, identifying strengths, weaknesses, and pricing models of rival firms. This analysis informed our strategy and allowed us to position our client effectively within the market. Within just seven days, we mobilised a dedicated bidding team to develop comprehensive 50-page tender proposals for each contract, culminating in a total of 200 pages. Our team meticulously crafted policies, case studies, and unique selling propositions (USPs) from scratch, tailoring each proposal to the specific requirements of the contracts.
The bid writing process was structured into key stages: starting with research to gather relevant data, followed by drafting initial proposals that articulated the company’s value proposition. This was succeeded by multiple rounds of internal reviews to refine the content and ensure compliance with tender specifications, culminating in the finalisation of the proposals to enhance clarity and presentation. We also ensured timely submission of all proposals and conducted follow-ups with the contracting authorities to address any questions or provide additional information.
Results
Typically, contracting authorities require extensive time to evaluate tender proposals; however, in this instance, an exception was made. Just 21 days later, all four buyers confirmed their intention to award the contracts to Kognitec Technologies. This rapid success was a testament to the effectiveness of our innovative bidding strategy and thorough preparation, marking a significant achievement in a highly competitive landscape.
100% WON
> £14m Total Value
>100.000% ROI
From The Client
"I would have never thought to win so many contracts in such a short time the very first time we try this out. Unbelievable. Amazing."