FSDA Company Limited
Distinctive Competence
multipartner commercial bid response/collaborative project proposal management

Case Study
New Export Business Bid Response : Architecting to Win

Thomson-CSF Communications (TCC) (now part of the Thales Group) is a French multinational,
and the world's largest manufacturer & integrator of equipment supplied to military clients.
With opportunities to penetrate new export markets outside of Europe for their equipment & services, TCC required assistance in:
- researching,
- co-ordinating, and
- authoring
the appropriate bid response to Calls for Tender.

Key factors for the success of this mission were:
v analysis of the Call for Tender from prospects,
- to identify key criteria in the bid response
v interviews with TCC's management, to identify and highlight their base of:
- distinctive competence,
- expertise, and
- experience
so as to emphasise all relevant capabilities in the bid response
v organisation, facilitation and co-ordination of meetings
- between TCC and non-French bid partners
for the supply of equipment and services
v analysis of known bid competitors
- in order to optimise differentiation of TCC
v co-ordination, structuring & enhancement of the proposal,
- in consultation with the export business manager,
- to ensure the proposal content satisfies all known desiderata of the prospective client

As a result, Thomson-CSF Communications has been successful in winning several high-value new export business bids
against major British, American and German multinational competitors.

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