GLOBAL BID LEADERSHIP FOR AN AEROSPACE CLIENT

THE CHALLENGE

Our client, a part of a global, multi-billion-dollar joint venture, faced the monumental task of securing a complex tender with a value of approximately $10 billion CAD over a 25-year period. The project entailed the collaboration of numerous large defence prime contractors, each contributing intricate goods and services to the Canadian military. The two partner companies, based in Canada and Italy, recognised their lack of bidding expertise for such a colossal and intricate bid. To navigate this challenge successfully, they turned to Whitetree for specialised assistance.

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THE SOLUTION

Whitetree embarked on an extensive initiative to address the challenges and complexities inherent in this global tender submission:

• Strategic Bid Management: Whitetree provided strategic bid management and direction to the global team, equipping them with industry best practices and processes to develop winning proposals.

• Clear Roles and Responsibilities: To ensure clarity and alignment, roles and responsibilities within the global bid team were clearly defined. Effective communication channels were established to focus on shared objectives.

• Harnessing Subject Matter Expertise: Whitetree facilitated contributions from over 40 subject matter experts, capturing their specialiSed knowledge while ensuring alignment with common themes essential for the proposal's success.

• Governance and Rigorous Review: The Whitetree team managed the governance and review process meticulously, rigorously challenging the team to maximise the elements of the proposal that would be scored favourably.

• Skilled Bid Writers: To ensure the final proposal was compelling, consistent, and easy to understand, Whitetree provided skilled bid writers who crafted clear and persuasive bid responses.

 

IMPLEMENTATION & RESULTS

The collaboration between Whitetree and the global bid team yielded substantial results:

• Successful Tender Submission: The client successfully submitted a comprehensive and compelling tender, effectively communicating their experience and capabilities.

• Overcoming Cultural Barriers: Whitetree's guidance equipped the team with tools and techniques to overcome cultural barriers, fostering strong rapport among members scattered across the globe.

• Clarity and Alignment: Defined roles and responsibilities, along with effective communication channels, ensured that the global bid team was aligned in its objectives.

• Harnessing Expertise: Contributions from subject matter experts were seamlessly integrated into the proposal, enriching its content and credibility.

• Score Maximisation: Through meticulous governance and review processes, the team was able to maximise the scored elements of the proposal.

• Compelling Bid Responses: Skilled bid writers from Whitetree delivered bid responses that were not only clear and consistent but also persuasive, making them easy to evaluate and score.