Overview:

• The accepted bid led to a government contract worth $14 million USD. The client was able to form a long-term partnership with a global leader.

Challenge:

A government, in an attempt to minimise pollution and cost for their irrigation systems, were looking to transition from diesel engines to solar power, and integrate this change into their agriculture industry. They came to Challenge Advisory requiring assistance in procuring the best contract available for that government’s specific needs.

The Revelation:

Challenge Advisory’s strategy team decided to identify the most critical factors of the project, and the best way to do this was to liaise with the cooperatives that would be affected the most by any contract agreed by this solar panel manufacturer.

This meant two of Challenge’s consultants were required to travel to the country to conduct meetings personally. While this collaboration proceeded, the Challenge Advisory research team worked to identify partnerships that would be suitable for the client, eventually selecting a solar panel company that would fit the client’s needs exactly.

The research teams also were able to fully understand the consumer’s intrinsic needs, which allowed them to draft a bid that would fit the purpose and would ensure the bid would be more than likely accepted. To augment the bid, an irrigation partner was found, which produced turnkey hardware that gave the solar panel company a more complete package, and made their bid a more attractive one for the government.

As a result, the solar panel manufacturer was able to submit a bid that was tailored to the needs of the client, and this bid was accepted.

Outcomes:

The accepted bid led to a government contract worth $14 million USD. In addition to this, the client also was able to form a long-term partnership with a global leader in the agriculture sector thanks to Challenge Advisory’s contacts in the industry.

This partnership has opened up various new markets for the solar panel company, and has given them an advantage should they wish to integrate solar power in other government industries.