– By Kieran Andrews
So, you’ve found a tender that you’re going all-in for, it’s big, juicy and you’ve successfully delivered many just like it before! You know this will be a breeze to pull-off, but how will the client know? In this blog, we will drill-down on how to structure a case study and point out just how important they are in establishing you as a credible choice in the eyes of the client.
The client wants to read case studies relevant to their project to gauge your solutions fit, they don’t need to see case studies about unrelated projects.
Now that the opportunity has been committed to and you have followed our ‘To Bid or Not to Bid’ methodology, it is time to make a list of the projects you have worked on previously that share similar attributes – the more relevant those attributes are, the better! These case studies need to reflect demonstratable success, challenges and how you overcame them, outcomes, and if possible, a testimonial from the client praising you on the way the project was completed, and how easy you were to work with.
Let’s look at how to structure the case study
Step 1: Develop an overview of the project
Start your case study by providing the client with some context and keep this consistent throughout each case study that you’re including in the tender response. This context needs to be structured around identifying the client, the objectives of the project and the value of the project.
Click HERE to see an example of one of our very own case studies (Airport Link and Northern Busway PPP). You can see first-hand how we have laid-out project information in a clear way which will aid you in building your case study.
Step 2: Outline the challenges
Don’t be shy – every project has its hick-ups, there’s no need to keep them close to your chest if the end result was a success. Showing your challenges displays honesty to the client; it also subliminally portrays your capacity to overcome challenges.
Things to consider: What were some specific and unforeseen challenges that arose during the delivery, and how did you resolve these issues in a timely manner? These challenges could consist of issues relating to weather, equipment, personnel, budgeting, technology, environment, logistics, programming or safety.
Step 3: How you responded to arising challenges
A great way to demonstrate how you countered the project challenges is to highlight your innovative solution. Decision makers generally expect all bidders to be compliant, they want to see what made your solution more efficient and innovative. Solutions will stick in their mind and demonstrate your additional capability.
If you made any significant service improvements to a previous project, this is the opportunity to boast about them. They may seem trivial or unremarkable in your opinion – but they may just give you the edge over the competition who haven’t been so proactive in their case studies.
Things to consider: What were the client’s objectives? What was unique about the project? How did you go above and beyond the call of duty?
Step 4: Project Outcomes
In the last step, outline the notable outcomes of the project keeping in mind that the reader will be looking for evidence that you’re the most capable of bidders in the bunch. Important things to consider in this final step is to identify the measurable benefits of your delivery, what you offered that contributors couldn’t, and can you quantify the outcome?
To wrap up, remember that the client reading your case study is looking to be sold on your capability, capacity and track-record. Write to their needs – you will make their job of deciding to grant you the project much much easier. Structure the project sheet around the format for their own requirements, highlighting the wins, the challenges and how you met them head on, and offered additional, innovative solutions. Talk about how you went above and beyond for your client and how this is your company’s ‘best practice’ on every job.
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If you’d like to improve your own case study – and the bid they accompany – contact one of our Tender Experts on 1300 976 312 or head to our Contact Us page.