Case Studies
Financial Services Client
Our client is a financial services company doing business with state governments. 100& of its business is earned by written responses to Requests for Proposals (RFPs). They came to us because they were dissatisfied with their win rate, especially losing to bigger competitors. Further, they had lost two contracts during the re-bid process, which typically occurs every three years in each.
We reviewed their previous proposals plus those of their competitors. As a result, we were able to create and implement a plan to win. The plan included engaging our graphic artist to design a compelling response template, creating proprietary language and graphics to describe their offerings competitively, and actually writing the proposals.
Over the past four years, we have come in first about 80% of the time, and they have closed 60-70% of their contracts, both new and re-bid.
General Contractor Client
Our client is a high-end general contractor specializing in condominiums and apartment complexes. They have also built a variety of other structures including office buildings, small hotels, golf clubhouses. They are privately held and do business entirely within their state, where they have earned an enviable reputation for quality and service.
They had an opportunity to bid for a $300 million luxury resort project. Their competitor was a national contractor with several large, visible luxury resorts to its credit. They engaged us to help them write their RFP response.
We advised them to focus on risk mitigation, rather than go head to head on past experience. We wrote key components of the proposal to call attention their expertise in avoiding many specific risks. This proved to be an unexpected yet welcome strategy, which won the bid.