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Client

A Global Systems Integrator bidding for a major pan- European contract (finance and insurance sector).

Client challenges

Implement and manage the bid-editing process, ensuring that the sales message was consistent and compelling so that the document created strong positive impact.

Target outcome and result

Deliver a bid document capable of ensuring client short-listing as one of two bidders selected for due diligence. All of the client’s requirements were achieved.

Learning highlight

This one is obvious really. Multi-national bid teams are becoming increasingly more commonplace. They need expert editors with high standards of English and a deep knowledge of their business and markets. Underinvestment in high quality editorial resources is a false economy. Without this, one risks producing bid documents that, at best, lack clarity, consistency and positive impact and, at worst, misinform the client and fail to deliver contractual success.

This is the best proposal I have seen…