Develop and help execute win strategy for $1 billion armored vehicle contract (vehicles, spare parts, training, and services) with a Middle Eastern government.
Buying criteria were dramatically different than client had perceived
Cost per tank was not the dominant criteria
Tank crew size was a much bigger factor than client perceived
Despite price and performance advantages, the client was not in the lead, but actually was trailing
Offset was absolutely necessary for the client’s proposal to considered responsive and be considered
Developed an effective, responsive, and innovative offset proposal
Client was returned to competitive position in the evaluation