Beating the Odds: £500m Contract Award

Apitac, a major outsourcing and professional services company, takes on a £500m contract against a rival who has better ratings.

Challenge

Our client, Apitac, faced significant hurdles as a high-risk institution with poor credit ratings. This negative assessment raised serious doubts about their competitiveness against larger rivals in the bidding landscape.

Solution

Recognising that Apitac’s financial difficulties could not be concealed, we devised a strategy to build a consortium network comprising risk-averse partners. This collaboration aimed to transform Apitac's weaknesses into strengths. However, we understood that mere association wasn't sufficient; to persuade the contracting authority, the technical solution needed to deliver exceptional value and service quality at an unbeatable price. Our objective was to ensure that Apitac's proposal was not only competitive but demonstrably superior—twice as good as their competitors’ offerings. We assisted in developing a carefully crafted proposal with strategic markups that balanced competitiveness and profitability. Furthermore, we facilitated the formation of the "right" relationships and agreements with numerous stakeholders, incorporating assessments from reputable third parties to enhance credibility. New features and an expanded list of benefits and unique selling propositions (USPs) were also developed, all under the PRINCE2 framework, ensuring structured management of the bidding project.

Results

Apitac successfully won the contract, generating buzz in the media without swaying the contracting authority's decision. This strategic victory proved to be the right choice, as our client continues to deliver services effectively throughout the pandemic with minimal disruptions. In stark contrast, their rival faces instability and is compelled to reduce resources, underscoring the value of the approach we implemented for Apitac.

From The Client

"Bid Champions employs one of the best minds in the bidding industry which is why we decided to work with them."