Identifying Elusive Opportunities

MARKET RESEARCH AND TENDER OPPORTUNITIES

CLIENT CHALLENGE

A technology client who holds several existing government contracts across Australia, faced challenges in consistently identifying tender opportunities and was missing valuable tender opportunities due to inconsistent and ineffective search methods, time constraints, and by internal capability restraints in identifying prospective tenders for submission.  The complex and at times laborious task of searching for potentially lucrative tender was a function that was dispersed across their organisation and had become onerous and exhaustive, leading to valuable opportunities going unexplored.

This exercise repeatedly impacted internal resource management and created challenges such as:

·       Content development and tender material was underdeveloped within internal teams

·       Limited expertise was available to create well drafted submissions by due dates with unnecessary time lost between tender release, opportunity identification and submission compilation

·       Missed opportunities were arising from inconsistent search categories and techniques

·       Strain on resources due to the reliance of individual internal staff to trawl through the numerous tendering sites and processes and rapidly assess suitability.

SCRIPTUS SOLUTION

To address these issues, Scriptus was engaged under our Tender Subscription Service and implemented the following processes to support and improve the company’s tender and opportunity identification practices:

·       Scriptus deployed their custom “Tender Scraper” tool, which captures every tender released within Australia and New Zealand.

·       A dedicated Scriptus team member reviewed each tender released during daily searches looking specifically for tendering opportunities, relevant to the clients business capabilities.

·       Scriptus provided proactive, twice daily notifications to the client enabling timely investigation of opportunities across multiple client profiles and business streams

·       An in-house project management planner was developed to ‘shortlist’ and display notable tenders for the client, including downloading of the relevant documentation required for submissions, the tender close dates and other vital tender information

RESULTS

Outsourcing this time consuming and sometimes lowly prioritised task to Scriptus’ systematic approach enabled us to identify potential opportunities that our client’s internal staff may have missed.  In addition, our team perused tender criteria prior to client viewing and we were able suggest effective methods and proven approaches to assist with submission requirements.  Scriptus also explored and provided our client opportunities outside their normal scope of work, increasing the client’s project portfolio and in turn, diversifying their capabilities.  Scriptus demonstrated that we are our client’s partners in delivery and not just a supplier of concepts; we providing tangible, quantifiable support and collaboration throughout our clients tendering journey - from identification of opportunity through to final sumission.