Dominating Frameworks

The printing and mailing company MediKo is now facing intense organic growth driven by a high amount of print and mailing contracts they have acquired over the year.

Challenge

MediKo found itself in a fortunate position by joining two significant frameworks—one for print and one for mailing—each shared among over 15 suppliers. However, they struggled to secure work, leading to a pervasive belief that their challenges stemmed solely from pricing. This common misconception overlooked the multifaceted nature of competitive bidding, where factors beyond price play a crucial role in winning contracts.

Solution

Our team crafted an aggressive bidding strategy specifically designed to excel within frameworks. We implemented targeted marketing and communication campaigns aimed at increasing the spending of contracting authorities while promoting MediKo's diverse products and services as cost-effective solutions. In-depth competitor research was conducted to track pricing performance over time, enabling us to formulate effective pricing strategies and identify optimal mark-up levels for various products and services. Additionally, we focused on strengthening MediKo's vendor relationships, empowering them to negotiate better deals. This comprehensive approach included supply chain management and stakeholder engagement tactics, ensuring that MediKo's offerings were not only competitive but also compelling.

Results

As a result of these strategic initiatives, MediKo dominated the frameworks, successfully managing over 90% of jobs and projects within them. Annual spending increased modestly, reflecting a significant shift in market dynamics that favoured our client. MediKo adeptly adapted to changing market conditions, ensuring that a substantial portion of the available spending was directed toward their services, solidifying their position as a leading player in their industry.

From The Client

"Bid Champions was recommended to us by one of our suppliers. We approached them carefully as we made some bad experiences in the past. What we received in return was nothing short of a miracle. We were hoping to attract at least 35% of the spending budget, but 90%!? We cannot recommend them highly enough"