CASE STUDIES

Case Studies – Bid Writing Gold^®

Real frameworks. Real clients. Measurable results.

500+

People Trained

92%

Avg Training Score

£3.3bn

Client Wins Before BWG

CASE STUDY 1

From Price-Led Losses to Value-Led Wins

Starting Point

The client was bidding regularly into the public sector and losing consistently. Tenders were heavily weighted towards lowest price, leaving no viable route to win with a higher- quality offer.

Core Issues

The problem was not capability. It was misalignment with how contracts were being evaluated.

70% of marks were allocated to price
Quality and lifetime value were underweighted
Responses were not aligned to how marks were awarded

APPROACH

We changed both the opportunity and the response:

Worked with stakeholders to reshape evaluation criteria
Shifted weighting towards quality and lifetime cost
Rebuilt the bid process around scoring discipline
Focused on opportunities where value could be assessed

EXECUTION

Structured answers around evaluation criteria
Positioned evidence where it would score
Applied a consistent, repeatable bid process

RESULT

£120m

Contracts Won

72%

Win Rate Over 3 Years

OUTCOME

"We have turned into a bidding organisation that makes lots of sales. The processes put in place transformed our responses and made us far more profitable."

CASE STUDY 2

From No Bid Process to Scalable Growth

Starting Point

The client had never written a bid and had no defined process. The business relied on reactive, low-value work.

Core Issues

There was no structure and no alignment to how bids are scored.

No repeatable approach
No consistent answer structure
No understanding of scoring criteria

APPROACH

We built capability from the ground up:

Introduced a structured bid process
Focused on how marks are awarded
Defined answer structure aligned to scoring criteria
Established consistent review discipline

EXECUTION

Broke down questions into scoring components
Structured responses for clarity and completeness
Built evidence aligned to evaluation criteria
Reinforced a repeatable production process

RESULT

£20m

Contracts Value

9/12

Tenders Won

OUTCOME

“We now approach bidding as a structured process across the business. That has enabled us to scale our success and win consistently.”

Business Growth

£3.5m → £10m turnover

The Proof

Over 500 people trained, with an average score of 92% for the training
Rick has personally implemented the full Bid Writing Gold^® framework with several clients,
over a 3-year period
Client 1: £120m at a win rate of 70+%
Client 2: £20m winning 10 out of 12 tenders = 83% win rate
Before creating the Bid Writing Gold^® training, Rick had helped clients to win £3.3bn
of frameworks and other major business

What Our Clients Say

Rick is very, very skilled in this process. He’s helped us achieve a fantastic win rate

Tom B.

Managing Director

Clearly incredibly knowledgeable in this area. Rick has a great way of teaching and coaching individuals and groups.

Marc V.

Senior Contracts Manager

There is no question that Rick understands bid writing

Alice H.

Bids Manager

We have turned into a bidding organisation that makes lots of sales! The processes Rick has put in place have transformed our responses, and made us into a much more profitable company.

John R.

Managing Director

It’s been a really good course. I've got a lot out of it. Rick has a high level of expertise, and he has added quite a bit more to what we've already got. It's been great!

Paul H.

Head of Commercials

This was a great course for my team. It gave them new approaches, boosted their confidence and showed them how to do bid writing differently. It was a real insight into bidding.

Caroline B.

Head of Bid Management