Sometimes the numbers really do tell a story.  Take a look at this government contract we just helped our clients win:

• The starting point was a contract with 25 existing approved suppliers and the buyer wanted this cut to 3
• 96 organisations expressed an interest in the new contract so competition was hot
• 49 companies submitted a Pre Qualification Questionnaire to try to win the right to tender
• Only 16 companies were invited to tender
• Of the 16 only 13 submitted valid tenders so perhaps a few slip-ups there
• Shortlisted companies were invited to presentations
• 3 companies were finally awarded 3-5 year contracts

We supported our client at every stage from expression of interest through to the presentation and they were rewarded with an outstanding win.  They were not the biggest, the best known, or the most established of the bidders and you could say they were real outsiders in many people’s view.

Fortunately we and our clients take a wider and longer term view of competitive situations and we just focus on winning the contract.  This commitment really delivers as the numbers show – with 25 suppliers reduced to 3 that is an eightfold increase in contract value for each successful supplier.

If your company wants to make the numbers work in your favour, regardless of whether you start as favourite or a long-shot, get in touch and we can talk about the maths.