Creative Thinking wins deals!
How a trip to a museum I made as a child made the difference in a major multimillion euro tender for a Governmental Organization. This is an example of how knowledge of tender legislation, creative thinking and a clear strategy came together perfectly.
The Project:
A Governmental Department had published a large European tender for a new IT infrastructure. We had successfully reached the proposal phase together with the current supplier and a major competitor, both many times the size of our company.
The Challenge:
The requested solution was highly technical, BUT… a Technical Design was not part of the requested documents!
Our research and experience made it clear that this was the subject with which we could outdo the competition, so this was a major issue.
Additional info:
The Governmental Department held a information gathering in which they expressed they expected the proposed solution to be a ‘transparent box’. (This means they wanted to know how the infrastructure functioned, and not a ‘black box’ where only the in- and output are of interest).
Although they had not asked for a Technical Design document, they did request technical information in the form of a free-format document with answers to specific questions.
Inspiration:
As a child I was on a school trip when we visited a museum about the local nature and wildlife. Before entering the museum we received a pen and a list of questions about interesting facts that could be found in the museum, with the promise of a price if you got enough answers correct. Years later I realized that the clever idea behind this list of questions was that in order to answer them, you needed to go through- and see the entire museum.
The solution:
The introduction I wrote for the ‘Questions ’ document was the following: “At the information gathering at this location and this time you, the contracting party, expressed the expectation the solution would be presented as a transparent box. This document is our fulfillment of this request.” Our technical specialists had written the Technical Design document in such a way that the order aligned with the order of the wishes. In order for them to get to the answers to the questions they needed to go through- and see the entire Technical Design.
The result:
We won the tender with the highest score in quality!
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