- The customer
- A promotional products distributor bidding for a large RFQ worth more than $1 million.
- Sells to
- Government business enterprises
The situation
The distributor was bidding for a $1m+ RFQ from a government business enterprise (GBE). It was a competitive process, and the distributor wanted to make sure it won.
Our customer needed to collect sales intelligence: how ready it was to sell to this buyer, what the buyer’s strategic goals were, and where its own submission might fall short.
What was at stake
A $1m+ contract in a competitive process.
What Zilch did
The distributor used Zilch’s Sales Intelligence tool, which draws on a database of over 2,000 organisations enriched by over 6,000 past tenders.
Researched the buyer
- Readiness to sell to the client assessed
- Strategic priorities identified from recent job postings and company news
- Gap assessment produced against the buyer’s requirements
Closed the gaps
- Out-of-date Modern Slavery policy was updated first
- Product-level social credentials provided in the bid
- Impact reports were generated for each product in the bid
Outcome
The distributor went into the RFQ with its gaps closed, mandatory policies up-to-date, and an impact report with social and environmental assessments for every product.
Zilch provided a strong competitive advantage through the process.
Outputs
Readiness and gap assessmentGovernment GBE · $1m+ RFQ
Product impact reportsOne for each product in the bid
- Evidence: a document on file
- Estimate: modelled, method attached
- Missing: flagged as a gap
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