[et_pb_section transparent_background=”off” background_color=”#2ea3f2″ allow_player_pause=”off” inner_shadow=”on” parallax=”off” parallax_method=”on” padding_mobile=”off” make_fullwidth=”off” use_custom_width=”off” width_unit=”off” custom_width_px=”1080px” custom_width_percent=”80%” make_equal=”off” use_custom_gutter=”off” fullwidth=”on” specialty=”off” admin_label=”section” disabled=”off”][et_pb_fullwidth_header title=”Case Study:” subhead=”25% Increased Win Rate for NHS Framework Business, \u00a375m+ in Sales” background_layout=”dark” text_orientation=”left” header_fullscreen=”off” header_scroll_down=”off” scroll_down_icon=”%%3%%” parallax=”off” parallax_method=”off” content_orientation=”center” image_orientation=”center” admin_label=”Case Study: \u00a3500m+ project finance bid in Canada” title_font=”|on|||” title_font_size=”26px” subhead_font=”||||” subhead_font_size=”26px” content_font_size=”14px” custom_button_one=”off” button_one_text_size=”20″ button_one_letter_spacing=”0″ button_one_use_icon=”default” button_one_icon_placement=”right” button_one_on_hover=”on” button_one_letter_spacing_hover=”0″ custom_button_two=”off” button_two_text_size=”20″ button_two_letter_spacing=”0″ button_two_use_icon=”default” button_two_icon_placement=”right” button_two_on_hover=”on” button_two_letter_spacing_hover=”0″ disabled=”off”] [\/et_pb_fullwidth_header][\/et_pb_section][et_pb_section transparent_background=”off” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”on” padding_mobile=”off” make_fullwidth=”off” use_custom_width=”off” width_unit=”off” custom_width_px=”1080px” custom_width_percent=”80%” make_equal=”off” use_custom_gutter=”off” fullwidth=”off” specialty=”off” disabled=”off”][et_pb_row make_fullwidth=”off” use_custom_width=”off” width_unit=”off” custom_width_px=”1080px” custom_width_percent=”80%” use_custom_gutter=”off” gutter_width=”3″ padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”on” make_equal=”off” column_padding_mobile=”on” parallax_1=”off” parallax_method_1=”on” parallax_2=”off” parallax_method_2=”on” parallax_3=”off” parallax_method_3=”on” parallax_4=”off” parallax_method_4=”on” disabled=”off”][et_pb_column type=”1_2″ disabled=”off” parallax=”off” parallax_method=”on” column_padding_mobile=”on”][et_pb_blurb title=”Losing Bids is a Pain” url_new_window=”off” use_icon=”off” icon_color=”#7EBEC5″ use_circle=”off” circle_color=”#7EBEC5″ use_circle_border=”off” circle_border_color=”#7EBEC5″ icon_placement=”top” animation=”top” background_layout=”light” text_orientation=”left” use_icon_font_size=”off” icon_font_size=”96px” header_font=”|on|||” header_text_color=”#0c71c3″ header_line_height=”1.7em” use_border_color=”off” border_color=”#ffffff” border_width=”1px” border_style=”solid” disabled=”off”]<\/p>\n
For 15 years, our client, who wishes to remain anonymous, had managed and written all his NHS Framework bids himself. For the purpose of this case study, we will call him Peter. When a bid would come in, the panic was on, as it would \u201cland in my lap, and my team then had to stop everything to help me put together the response\u201d, he said.<\/span><\/p>\n When a friend, who worked for a large corporation, showed Peter one of their bids, he saw that the standard of bids was much higher than his own. He knew then that the business had to go down that route.<\/span><\/p>\n Peter\u2019s bids were sizeable \u2013 ranging from \u00a3500k-\u00a315m, and he felt gutted if he lost even one. Where they were failing, was down to a lack of understanding in how to win public sector bids. He remarked:<\/span><\/p>\n \u201cWe needed to move away from bids being written by our sales guys talking about the company, and our tech guys talking about product features. We needed a different angle, to \u2018up the ante\u2019 and bring in a higher level of professionalism.<\/span><\/p>\n [\/et_pb_blurb][et_pb_blurb title=”Turning it Around” url_new_window=”off” use_icon=”off” icon_color=”#7EBEC5″ use_circle=”off” circle_color=”#7EBEC5″ use_circle_border=”off” circle_border_color=”#7EBEC5″ icon_placement=”top” animation=”top” background_layout=”light” text_orientation=”left” use_icon_font_size=”off” icon_font_size=”96px” header_font=”|on|||” header_font_size=”18px” header_text_color=”#0c71c3″ header_line_height=”1.7em” body_line_height=”1.9em” use_border_color=”off” border_color=”#ffffff” border_width=”1px” border_style=”solid” disabled=”off”]<\/p>\n A\u00a0colleague recommended Rick to him, saying he was the best bid professional he\u2019d\u00a0met. <\/span><\/p>\n When Peter first started working with Lahara, he sat down with Rick and\u00a0they discussed Peter\u2019s business, and the competitive environment he was in.<\/span><\/p>\n [\/et_pb_blurb][\/et_pb_column][et_pb_column type=”1_2″ disabled=”off” parallax=”off” parallax_method=”on” column_padding_mobile=”on”][et_pb_blurb url_new_window=”off” use_icon=”off” icon_color=”#7EBEC5″ use_circle=”off” circle_color=”#7EBEC5″ use_circle_border=”off” circle_border_color=”#7EBEC5″ icon_placement=”top” animation=”top” background_layout=”light” text_orientation=”left” use_icon_font_size=”off” icon_font_size=”96px” header_font=”|on|||” header_font_size=”18px” header_text_color=”#0c71c3″ header_line_height=”1.7em” body_line_height=”1.9em” use_border_color=”off” border_color=”#ffffff” border_width=”1px” border_style=”solid” custom_margin=”31px|||” disabled=”off”]<\/p>\n In\u00a0his determination to shift his business to another level, Peter had wanted to:<\/span><\/p>\n \u00a0<\/span>\u201c\u2026 find\u00a0someone with a strong character to give us an honest opinion of where our\u00a0business was, and where it needed to go, and how it was going to get there. Not\u00a0someone who would just say all the \u201cright things\u201d and tidy up what we already\u00a0have.\u201d<\/span><\/span><\/p>\n<\/blockquote>\n Through\u00a0numerous discussions, Rick and Peter looked at their existing bid process from\u00a0the ground up. They put in place strategies to address the competitive\u00a0situation Peter was in, supported by best practice bid processes and\u00a0checklists. Together they began responding to Invitations to Tenders, and\u00a0started winning more business. <\/span><\/p>\n [\/et_pb_blurb][et_pb_blurb title=”Effective Strategy = Success” url_new_window=”off” use_icon=”off” icon_color=”#7EBEC5″ use_circle=”off” circle_color=”#7EBEC5″ use_circle_border=”off” circle_border_color=”#7EBEC5″ icon_placement=”top” animation=”top” background_layout=”light” text_orientation=”left” use_icon_font_size=”off” icon_font_size=”96px” header_font=”|on|||” header_font_size=”18px” header_text_color=”#0c71c3″ header_line_height=”1.7em” body_line_height=”1.9em” use_border_color=”off” border_color=”#ffffff” border_width=”1px” border_style=”solid” disabled=”off”]<\/p>\n Over\u00a0time, responding to bids has become an intrinsic part of Peter\u2019s sales process,\u00a0and this new approach is now firmly embedded in their business structure. It\u00a0has brought the whole team together, transforming them into being part of an Bid\u00a0strategy and writing have become a cog in the wheel of their business function,\u00a0and an integrated part of their sales and product development.<\/span><\/p>\n As a\u00a0result of having an effective bid solution, they now have the capacity to\u00a0deliver. They have achieved wins to the value of \u00a375m+ over the past two years.\u00a0<\/span><\/p>\n Their win rate has increased from around 70% to 93%.<\/span><\/strong><\/p>\n [\/et_pb_blurb][\/et_pb_column][\/et_pb_row][\/et_pb_section]<\/p>\n","protected":false},"excerpt":{"rendered":" For 15 years, our client, who wishes to remain anonymous, had managed and written all his NHS Framework bids himself. For the purpose of this case study, we will call him Peter. When a bid would come in, the panic was on, as it would \u201cland in my lap, and my team then had to […]<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":41,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_et_pb_use_builder":"on","_et_pb_old_content":"\n
\n<\/span>Although we were achieving a 70-75% win rate, we were starting to lose bids, and this was because we were misunderstanding how to answer the questions.\u201d<\/span><\/p>\n<\/blockquote>\n\n
\neffective bid writing team.<\/span><\/p>\n\u00a3100m+ NHS Framework Business<\/h2>\r\n\u00a0\r\n\r\nDetails coming soon\u2026","_et_gb_content_width":"","footnotes":""},"class_list":["post-1837","page","type-page","status-publish","hentry"],"_links":{"self":[{"href":"https:\/\/lahara.co.uk\/index.php?rest_route=\/wp\/v2\/pages\/1837","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/lahara.co.uk\/index.php?rest_route=\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/lahara.co.uk\/index.php?rest_route=\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/lahara.co.uk\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/lahara.co.uk\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=1837"}],"version-history":[{"count":21,"href":"https:\/\/lahara.co.uk\/index.php?rest_route=\/wp\/v2\/pages\/1837\/revisions"}],"predecessor-version":[{"id":3611,"href":"https:\/\/lahara.co.uk\/index.php?rest_route=\/wp\/v2\/pages\/1837\/revisions\/3611"}],"wp:attachment":[{"href":"https:\/\/lahara.co.uk\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=1837"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}