Global IT Company Wins Major NHS Contract and Strengthens Customer Position
Business Impact
Shipley helped the client dramatically improve its standing with the National Health Service (NHS) and ultimately win the bid.
Client Challenge
A major healthcare IT company in the UK was bidding to provide services to the NHS. Despite its significant capabilities and experience serving the NHS, the company faced challenges changing the NHS's perception of the organization and positioning itself as a strategic partner.
The client needed to:
- Improve its perception from an established supplier to a responsive, customer-focused strategic partner
- Overcome concerns about cost, responsiveness, and customer focus
- Reverse the impact of recent losses in similar competitive bids
- Develop a stronger, more compelling approach to the NHS opportunity
- Strengthen its competitive position in a strategically important market
- Bring a proven bid strategy and process to the pursuit just weeks before submission
Shipley Solution
Shipley provided a team of consultants to support the client in organizing the response and strengthening its strategy, approach, and responses to the technical and commercial requirements. When a major requirement change from the NHS required two different strategies and complete bids from two client divisions, Shipley provided the additional support needed to manage both efforts concurrently.
The Shipley support included:
- Management of the development of two strategies and corresponding bid responses
- Introduction of industry benchmark bid processes and management techniques
- Identification and development of compelling, customer-focused win themes
- Development of clear document structures, graphic designs, and effective writing
- Editing of bid materials to improve clarity, accuracy, and legibility while ensuring full compliance with customer requirements
- Development of specialist management plans and clear identification of risks
Client Perspective
“Working with Shipley helped us present our offer in a way that changed our customer’s perception of us from one of a supplier to a potential partner.”