Background

Our client an overseas-based company with a range of high technology MOTS and COTS products identified an opportunity within the Australian Defence Industry. Although they had the technical knowledge and experience, they identified a gap in their proposal experience. They also recognised that they had limited knowledge with Australian defence contract processes and the ability to develop a proposal for the Australian market place (AUSDEFCON Strategic).

Red Team was appointed to overcome these gaps and quickly gained the client’s trust and was rewarded with full access to their company systems, process and procedures. Red Teams role was to lead the proposal development process from a content development and a project management perspective.

Approach

The proposal was run from our clients overseas head office. Red Teams proposal lead spent nearly 3 months overseas working on the tender response development with our client’s proposal team. Red Team coordinated all aspects of the bid response including:

  • Working with our client on an opportunity pursuit strategy in the 12 months leading up to the tender release.
  • Working with an extensive multi-disciplinary client team Red Team managed the tender response and provided mentoring team support.
  • Our client partnered with another defence contractor to leverage distinct capabilities to deliver an optimal value for money solution to Australian Defence, adding extra dimensions to the tender response

Providing Australian Defence experienced subject matter experts covering a range of disciplines including System Engineering, ILS, Risk Management, Quality, Safety & Environment to support responses and draft CDRL development.

Outcome

The tender process was highly competitive and included responses by established prime contractors. The DMO following evaluation selected our client and their partner as preferred contractor without running an Offer Definition Activity (ODA) process.

Testimonial

Our clients Capture Lead said, “The value Red Team brought to the team was exceptional. Their industry knowledge, technical skill and business acumen were integral in achieving the successful result. They did so much for us and added so much value to the project that it is almost impossible to list everything they achieved”.