Case Study
Winning Business Through Collaboration
Background & Situation
A major government outsourcing provider bid for a 10-year, £3.5bn programme to support, maintain and improve defence infrastructure.
25% of the bid scoring was in demonstrating their collaborative approach and skills though a client designed assessment centre in competition with 4 other providers.
Benefits
They won 2 bids to a value of £3.5 bn.
The team demonstrated the collaborative behaviours during the assessment, scoring high marks and have subsequently evidenced these during the mobilisation and delivery phase.
They have since won 2 more similar bids supported by Sigma where the collaborative skills needed to be demonstrated.
What we did
Trained 12 people in the bid team who were to attend the assessment centre and demonstrate the techniques so the client could award high marks to the team, this training and coaching included:
- Developing and using challenging scenarios for the team to respond to
- Role plays on likely situations the team would encounter at the assessment centre.
- Customer skills, rapport and empathy building to help score high marks on the day.
- Feedback on positive approaches and areas to develop during the training, 1-1 and team coaching.
- Education on how the customer thinks, their key challenges and issues to help with building understanding, credibility, and rapport in the assessment centre with the customer and assessors.
- How and when to use creative approaches when answering customer given scenarios.
- What to expect on the day and how to respond.
- Quick fire bullet briefs to get the message across in a limited and pressured time driven environment.
