Competition among transport networks: both a major opportunity and a major risk for operators
Appearing to date as a «challenger» on the market, our client fully intends to seize the opportunity presented by the competitive bidding process to conquer new market shares and strengthen its positioning in France.
His initial results are only partially satisfactory, with a first victory as an entrant, but the loss of one of his historic business areas.
After several months of intensive work – and with a view to accelerating the response pace – it's time for an initial assessment.
Mission objective: Support the teams in upgrading and managing responses to Requests for Proposals.
Support in place
Our intervention, working in close proximity with the teams responsible for the Bid Response activity, was structured around 3 main areas of work.
- Analysis of deliverables produced
- Offer marketing work: clarifying positioning, overhauling memo frameworks, creating explanatory appendices, etc.
- Definition of a target RPA process and its associated governance
- Creation and monitoring of management tools and indicators
- Writing of memoirs and corresponding appendices for several bids
- Review of all work and adjustments
- Management of contributors in the areas of HR, SAEIV, Rolling Stock, Infrastructure, Safety, Finance, etc.
- Preparation of structuring arbitration with management
- Concatenation of works and writing of memoirs
The results
And tomorrow?
Winning a bid is good, but:
- Managing your contract quickly becomes a matter of survival! To work on: mastering the nuances and mechanisms of your contract, developing a culture of contract management, and finding the right negotiation levers with the client.
- Tenders come in relentlessly: it is therefore necessary to regularly support the development teams in taking a step back to improve the quality and impact of their competitive tenders. The challenge: to succeed in structuring and sustaining this expertise in order to maintain a decisive advantage.
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