99%

framework contract success

90%+

tender success

Case Study

Logicalis

Logicalis UK is a leading provider of global IT solutions and managed services, and has strategic partnerships with Cisco and IBM, to name but a few. Whilst Logicalis had invested significantly in their pro-active business development activity, they weren’t realising the level of tender success they would expect from such an approach. They therefore asked us to undertake an independent assessment of their bid process and tender responses.

We identified a number of ways to improve the quality of their submissions and produced a detailed report focusing on how to maximise the value they receive from the bid management process. As part of this, a training programme was rolled out over a six-month period to 80+ people, who provided exceptional feedback, with delegates stating the “Course was of a high standard and well presented”, and it “Gave me a new and fresh approach to responses”.

We have since become Logicalis’ full-time bid management team, providing a very flexible service model to cater for the “peaks and troughs” nature of tendering. During busy periods we increase our capacity to ensure their business functions receive exceptional support and, when it’s quiet, they accumulate days to support those busier periods.

Over the last twelve months Logicalis has won six of the seven significant opportunities we have supported them on. This includes becoming the top Cisco provider on the higher education JISC framework and winning a strategic and high-profile Wi-Fi / Video Conferencing contract, where they were complimented on the quality of the submission.  

In addition to supporting Logicalis with their bid management process, we identify new public sector opportunities for them and maintain a bid library of high-quality responses that can be utilised in future bids.  

 

“Impart were introduced to our Executive Team and asked to assess our current bidding performance, as it wasn’t reflecting our investment in high quality proactive customer engagements. Initially Impart reviewed one of our submissions and provided insightful feedback, identifying opportunities to improve its quality and how to set us apart from our competitors.

Over the last twelve months they have been providing us with a very successful end-to-end bid management service. Impart’s flexible service model ensures we have optimal resources to meet business demand and support all aspects of the bid process at any time.

During this period we’ve won six out of the seven significant opportunities Impart has supported us on, much improving our previous win rate of 25-30%. These included securing preferred supplier status for a strategic and high-profile Wi-Fi / Video Conference contract and becoming the top placed bidder on the higher education JISC framework. On another bid, we scored 100% on several of the lots.”

Chris Wilson, Sales and Practices Director

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