Client: DSSL Group

Industry: CCTV and Access Control Systems

Who are DSSL? 

DSSL Group are specialists in the development and installation of security solutions. They have a highly qualified engineering workforce with considerable expertise in the development, installation and maintenance of CCTV, access control and perimeter protection systems. They pride themselves on offering an extremely competitive service.

The Challenge

In the past, DSSL have found bidding against large corporations frustrating. Being a small SME, they don’t have the internal resources to complete their bids professionally and have found managing the compliance and governance requirements daunting. They knew that they could offer value and diversity to the public sector, but needed help to consistently win bids.

Why they chose Winning Tenders?

“We chose Winning Tenders because they offered to act more like an outsourced bid department for us. This was exactly what we needed and meant that they really got to know our business. This has lead to some hugely important contract wins for us.”

The Solution

Firstly, Winning Tenders helped DSSL to complete a ‘Tender Readiness Check.’ This would ensure that they had everything in place to be able to bid on tenders without being disqualified on technicalities. 

Next, we provided focus on identifying the right public sector opportunities for their business. We scoured various platforms for ideal tenders and over the course of a year-and-a-half, presented them with 26 hand-picked potential opportunities across a range of sectors; predominantly from local government and housing. All of these were seeking industry-leading security and access systems implementation and support. 

These potential opportunities were then reviewed through our Bid / No Bid decision-making process to decide whether or not it would be worthwhile submitting a bid, based on DSSL’s strategic objectives and skillset. The Bid / no Bid recommendation ensured that they would be maximising opportunity and spend. From the 26 opportunities initially presented, 15 bids were identified to respond to.

The Result 

DSSL now have an excellent bid success rate. After each bid, we help them develop and build further best practice into their next response. Contract successes have ranged from gaining sole supplier status on large scale contracts to providing maintenance and upgrade services during a defined contract period. Others include maintenance only and framework contracts. All are multiple year projects and enable DSSL to achieve a return on their investment. A conservative estimate on return for DSSL is calculated to be over £4.32m over the next 5 years, with extensions and further new business increasing this value even higher

“The WT team bring clarity and honesty to the potential opportunities through the Bid / no Bid process. Their work is always first rate and has even scored 100% on quality on more than one occasion to enable us to secure new revenue.” 

Aaron Stephens,
Group Managing Director, 
DSSL Group

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