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The Client

The client is a niche IT services company that commenced operations in 1996 with a clear focus on outsourced software product development (OPD). The company’s key OPD services today include Software Development, Maintenance, Quality Assurance and Testing.

Business Context

The client had a key anchor client for whom it had delivered OPD services over a 10 year period, including development of new releases, add-on products and testing. This anchor client wished to revamp one of its product lines, with a view to improve application performance.

For Prayag’s client, this represented an excellent opportunity to increase its share of wallet from an existing account. Being an existing service provider, the company had all the pre-requisites to win the contract – technology, resources and processes. Strategically, Prayag’s client also wanted to ensure that no other vendor encroached its key account.

A key milestone in the new business acquisition process was responding to a Request For Proposal (RFP) floated by the anchor client. The quality of the response would determine selection to the final shortlist of vendors. At this point, the IT services company sought Prayag’s services to put together a compelling RFP response that would earn it a place in the shortlist.

Prayag Solution

As the RFP response was to be prepared within a tight deadline, Prayag deployed a multi-disciplinary team that worked in parallel on different components. Senior consultants at Prayag worked closely with the client to formulate key messaging for the proposal. The Prayag execution team also worked in close collaboration with the company to understand its technology, process and resource capabilities, so as to highlight these attractively in the proposal.

Prayag’s knowledge of the technology context and prior experience in executing RFP response assignments ensured that we added substantial value to the client’s deliverable. With multiple teams working round-the-clock, the tight deadline was met.

Benefits

The quality of the RFP response ensured that Prayag’s client successfully went through to the next stage of the business acquisition process. The client acknowledged that the collaborative approach and the deadline orientation shown by the Prayag team, was a key factor in ensuring that this milestone was met.