Case Study: Tender Responses

Client Situation

An international banking group was seeking to grow its UK credit card business through partnerships.

It had received a number of invitations to tender (ITTs), but had been unsuccessful in winning any business through its responses, which were generally too risk-averse and selective.

Our involvement

Undertook a series of interviews / workshops with key stakeholders to explain the implications of working with affinity partners in this market.

Drafted and agreed a high quality tender response, ensuring the most effective presentation of the bank's capabilities in key areas such as branding, marketing, operations and financial commitments.


Secured a 5 year partnership for the client with the affinity partner, despite intense competition from more established card providers.

Jointly managed the negotiation of the final deal, providing insight into issues such as customer ownership and termination.

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