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ca.€700bn
Europe-based asset manager
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96%
“completely accurate” first-draft RFPs
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55%
RFP win rate in 2019
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40%
faster turnaround time
CLIENT CHALLENGES
- Firm needed a centralised team to support its global RFP team
- High and difficult-to-predict RFP/DDQ volumes
- High-frequency recurring requests
- Low bandwidth hindering the quality of responses
- Bandwidth issues caused little/no support for content management
- Lack of centralised database
- Lack of consistency in the responses
- Mostly manual RFP process
- Manual RFP writing responses
OUR APPROACH
- Set up an RFP writers team to support the global team across time zones
- Organised sessions to understand the client’s products and services
- Provided content management support – used RFP database (PMAPS) to facilitate effective content reusability and proposal automation
- Responded to the first drafts and averaged a completion rate above 80%
IMPACT DELIVERED
- Enabled the client’s RFP writers onshore to focus on value-addition activities, such as customising and enhancing the quality of responses, which in turn increased the RFP win rate to more than 50% in 2019
- Used Acuity’s centralised content repository to help effectively reuse content wherein the writers started referring to the database for more than 85% of the time spent on working on drafts, which reduced the turnaround time for RFPs by 40%
- Acted as the admin for the centralised database (PMAPS), making sure all new content from the completed RFPs/DDQs are updated to the database in a timely manner
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