Validating a Major Outsourcing Bid

• The Challenge:
  A Business Process Outsourcing provider received an RFP from a global media company. The client needed to know if the prospect’s stated intent to switch providers was genuine before committing resources to the bid, and they needed to gauge the prospect’s satisfaction with their current incumbent provider, whether specific bidders were favoured and why, and the customers’ “hot button” decision factors.
• The ChrisalysWorks’ Edge:
  Standard market research methods could not answer these questions, but through referrals from our extensive industry network, we were able to reach key staff at the incumbent, using creative approaches that allowed them to speak freely.
• Benefits Delivered:
  Our interviews revealed that the RFP was a genuine search for a new partner; the media company felt their incumbent provider was too passive and had failed to deliver the expected transformative benefits. We also confirmed that key decision-makers within the prospect organisation already held a highly positive view of our client’s service delivery model.
• The Outcome:
  The intelligence provided the confidence required to pursue the bid. The client successfully secured the contract valued at £85 million over ten years.

” Knowing exactly where the incumbent provider was failing gave us the confidence to bid, and the precise intelligence we needed to win an £85 million contract. When you are dealing with an RFP, the biggest risk is bidding blind. This team didn’t just scrape the internet for public data; they got on the phone with the actual decision-makers inside the prospect’s organisation. Their human-source approach delivers insights you simply cannot find anywhere else.”

Sales Director, Global BPO Provider