Our client, a North American IT Services organisation, with an extensive US government track record, wanted to enter the UK public services market but had no real presence in the UK, and limited knowledge of how central and local government operated or the challenges of navigating UK public sector procurement. They asked for Cadence’s help to develop a market entry strategy, identify target opportunities and bid successfully for these opportunities.
In the early days of our partnership, our client needed help in shaping the commercial and bid strategies and to implement an approach to strategic selling that would work in the UK public sector. Members of their North American team needed support in preparing for key UK client interactions. Subsequently, our client also identified the need for support in bidding for a large opportunity, which enabled us to share our expertise and collaborate closely with their technical and commercial teams in creating a first-class proposition. Our public sector procurement and evaluation specialists carried out an end to end review of the bid and assisted with its redraft, working with and upskilling the internal client team to create a sustainable bid function.
This project enabled our client to adopt a structured approach to UK opportunities and bidding, giving greater coordination and clarity in decisions on whether to bid on opportunities or not. Together, we set the bid team up for success, co-creating a clearer understanding of the UK Public Sector and how to bid successfully in a very specific market.