CASE STUDY:
FINANCE AND INSURANCE

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.