An Electrical Equipment Manufacturer Seeks to Reduce Lost Bids and Increase Business
The Challenge: A large manufacturer of electrical equipment was losing an alarming percentage of bids for large construction projects.
Assessment: Blue Canyon worked with the client to map the complex bidding process and all the entities involved both within and outside the company. Blue Canyon identified gaps and inefficiencies in the process as well as key opportunities for high-margin, value-added engineering.
Strategic Solution: Blue Canyon recommended organizational and program improvements to fill gaps, shorten cycle times, improve key account management, and screen opportunities to increase the win percentage.
Results: The client’s internal revenue projection from these recommendations was a $30 million increase.