Background
Our client was seeking to win its first prime contractor opportunity with Australian Defence. Defence was seeking a certified military-off-the-shelf solution with enhanced communications capabilities for deployment in key operational areas. Defence ran open tender process seeking the Acquisition capability and a performance based in-service support contract under the AUSDEFCON complex materiel template. Red Team was engaged to manage the bid.
Approach
Red Team coordinated all aspects of the bid response including:
- Assembled and led multi-disciplinary tender response team comprising local and overseas subject matter experts and third party subcontractors.
- Developed tender response strategy, win themes, competitor and product analysis and compliance approach in close alliance with the CEO, senior management team, key subject matter experts and third party subcontractors.
- Project managed all aspects of the tender response to ensure the delivery of a compliant, compelling and quality technical response to the Defence Materiel Organisation (DMO).
Increased our client’s procurement knowledge of the Australian Defence environment effectively positioning the company to deal with contract negotiations.
Outcome
The tender process was highly competitive and included responses by established prime contractors. The DMO following evaluation selected our client as preferred contractor without running an Offer Definition Activity (ODA) process. This contract valued up to $100m over the whole of life provides our client the opportunity to demonstrate its prime contractor capabilities to Defence.