Background
As part of an optimised tender strategy, our client wanted to hold a tender summit for their global team and affiliates to address key challenges they have identified within their tender management.
Payers used increased competition as an opportunity to drive prices down, which became the default action to maintain position in the treatment pathway and market share.
Therefore, it was important for the client to consider all strategies and tactics, focusing on value, differentiation, stakeholder management, and the implications of any offer before submitting any bid.
Valid Insight Approach
We defined the final summit content to make sure it integrated and complemented the rest of the tender strategy assets that our client was planning to deploy.
Working collaboratively with our client, we developed training and mock business cases that reflected the company’s current situation and would be used during the tender summit.
We then developed and delivered a two-day face-to-face training for around 40 participants that allowed them to share best practices and tactics with other markets.
Results
Through interactive sessions, real-life mock business cases, and group work sessions, affiliates refreshed their knowledge on how price competition works and what local teams can do to minimize price erosion, support differentiated value, prepare for a tender, and develop winning offers.