Case Study: Tender Management



Client Situation


A major UK insurer wished to negotiate a single supplier of motor breakdown services for its 3 broking brands and to secure a share of the underwriting risk.

The client was unable to leverage its scale and buying power, as separate suppliers were in place for the 3 brands.

Our involvement


Identified a number of potential partners that could meet the service needs of the client and which would be willing to share underwriting risk.

Prepared a detailed tender document which effectively "sold" the opportunity and covered all key areas – pricing, product development, claims handling, culture and service standards.

Managed an internal team from each of the 3 brands and worked with the Executive team responsible for agreeing and signing off the deal.

Outcome


Selected a single preferred partner, willing to share underwriting risk with the client.

Negotiated a long-term and mutually beneficial deal for the client and its partner, which will result in £millions of incremental revenue for both parties during the length of the partnership.


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