Technology
Qualifying a 5,000-Seat IT Services Contract Before Tender
- The Challenge:
A large IT services provider learned that a major national corporation was preparing to re-tender its 5,000+ seats systems and software support contract. Because the prospect had used the same supplier for years, the client needed to know if the upcoming tender would be a genuine competition or a formality. - The ChrisalysWorks Edge:
Our primary research approach identified that the prospect’s decision-making power was concentrated in a single, hard-to-reach individual to whom all other personnel deferred. We used several separate networking approaches to secure a personal referral, eventually enabling a direct conversation. - Benefits Delivered:
The decision-maker revealed that despite being generally satisfied with their current supplier, the cost of switching was not a deterrent, and the corporation was fully prepared to change providers. We successfully mapped out and ranked the prospect’s key purchasing criteria months before the formal tender process began. - The Outcome:
Armed with this early intelligence, the client made the strategic decision to enter the bid. They used the lead time to perfectly shape their bid strategy around the prospect’s specific purchasing criteria, pursuing a contract with potential returns in the millions.