Client story: Logiq

Our Senior Consultant Gareth Earle led a team of 11 to respond to the tender.

Gareth started, as we so often do, with a pre-mortem to identify the key reasons Logiq might be unsuccessful. Forewarned is forearmed after all. We supported Logiq to tackle the threats head on, before moving on to develop a compelling bid strategy, reporting direct to Logiq’s Directors.

Once all the pieces were in place, we managed the bid itself, starting with the tender requirement analysis. We also created and managed a response schedule, to keep everything moving forward in good time – especially important as this was over the summer holiday season.

One of our key services is scoring and evaluating bids to give our clients a competitive edge. Once Logiq’s bid was written, we assessed its technical, commercial and social value scores and carried out a sensitivity analysis using competitive intelligence. This stage of the process identifies elements crucial to the bid’s success. We also got the ‘red pen’ out to reduce the word count; with a cap of 4,000 words, every word mattered. This detailed, constructive feedback loop is critical to crafting a successful bid.

We then reviewed the presentation element of the bid and ran workshops including mock run-throughs. Always giving constructive feedback, of course. We aren’t just about words; we help clients with every part of bidding. From storyboard to submission, we helped Logiq all the way as their critical friend.

Our highly structured process for pre-mortem and evaluation brought rigour and improved Logiq’s chances of winning.

And win they did.

But our involvement didn’t stop there.

We were invited back to help Logiq develop a bidding and governance process. We put steps in place to help the company make change and become more effective and efficient in pursuing new opportunities.

A key part of the process is an Opportunity Analysis Tool. By inputting information about a tender, Logiq can see at a glance their favourability of winning and whether it’s worth the effort and resource to bid. The system is tailorable for both their security consultancy service and their secure off-the-shelf platform, DISX®.

We didn’t just jump in cold though. We did our homework first, starting with a review of Logiq’s business structure, operations, services, and aspirations. We needed to make sure their process was fully aligned with how they work now, and scalable as they continue to grow.

The benefit of having a governance process is your team knows exactly what they need to do and when. It removes any ambiguity over responsibilities. The Opportunity Analysis Tool can be tailored to make sure the most strategically important opportunities make their way to the top of the in-tray. We kept it as simple as possible, with an integrated Bid/No Bid approval form; we’re all about capture data once, use that data multiple times.

The benefit of pursuing hot leads is clear, but there’s also a real business risk to pursuing unsuitable opportunities. Our input has made sure Logiq directs resources towards the right bids for their business, rather than bidding for everything.

Looking ahead, we’re working with Logiq to embed the process into their quality management systems and to cement it as a core part of their business culture. As always, providing as much added value and long-term impact as we can.