Our client was bidding for a major piece of infrastructure commissioned by the Queensland government. The consortium members consisted of 8 separate organisations; finance, design and construction, operations, equipment, architects and environmental partners, from Australian and global organisations. The investment in bidding was huge – as with any project of this scale – running over a 24 month period through the EOI and RFP process.
Key Business Challenge:
As a globally dispersed team of experts, how can we demonstrate our experience, commitment and value in a cohesive and unified way to give the government confidence to appoint us?
How Milan Partners helped:
We started early in the EOI preparation process by bringing together a core group from the consortium for a series of workshops. These facilitated sessions were focused on gaining agreement on how to sell the consortium value, define the key messages and set the themes and approach for the sales task ahead.
As the document was being prepared, we worked in parallel on the EOI pitch; where we helped to craft the storyboard, devise the creative theme and coached the presentation team to deliver a confident, assured performance. Individual coaching was invaluable for key presenters.
Fast forward 18 months. The final presentations from the two shortlisted consortia were taking place, with 80 audience members from local to federal government. Our team of 15 presenters had a great start, with a creative hook that engaged the audience and set the tone and anticipation for the next three hours. The delivery was seamless, the team was on message and demonstrated faultless teamwork as a result of structured rehearsals and supportive coaching over the previous 7 days. Our MP pitch adviser was in the room during the presentation, and shared the excitement and relief of seeing that when the stakes are as high as they come, a talented team with rigorous preparation support can win the day.
- A winning bid
- Project value upwards of $1.6 billion