Airwave – Creating a Viable Commercial Model for Mission-Critical Communications Services
Client Types Supplier
Life Cycle Stage Strategy & Pre-Contract
Sectors Defence & Security, Public Safety Communications
Pain point:
“Is our current contract model sustainable in the face of changing procurement strategies and new competitors?”
See how Clear assessed commercial viability, identified strategic risks and helped reposition contract strategy for long-term success.
Commercial Outcome
Provided board-level insight into the long-term commercial viability of a £1bn+ contract portfolio
Identified strategic risks and opportunities across existing contracts, competitor positioning and future procurement scenarios
Strengthened commercial strategy by aligning contract value, service differentiation and procurement positioning
Enabled executive decision-making to protect core contracts and improve future bid strategy and market positioning
Situation
Airwave Solutions delivers mission-critical communications services used by emergency services across the UK. As the existing “blue light” contract approached renewal, the organisation faced significant uncertainty regarding future procurement strategy and the potential shift towards alternative telecoms-based solutions.
This created a material risk to the long-term viability of the Airwave business model, particularly given the scale and value of existing contracts and increasing competition from lower-cost telecom providers.
Clear Consulting was engaged to assess the commercial and contractual implications of these changes, evaluate the sustainability of the current business model and provide strategic recommendations to support future contract positioning and bid strategy.
Objectives
Assess the long-term commercial viability of the existing contract portfolio
Identify risks and opportunities associated with potential contract exit or re-procurement
Evaluate competitor positioning and alternative delivery models
Develop a clear strategic options framework to inform executive decision-making
Strengthen future bid strategy and commercial positioning
Services
Commercial Contract and Portfolio Analysis
Analysed existing contract portfolio, delivery performance and commercial exposure
Assessed risks associated with potential contract exit scenarios and re-procurement
Strategic Risk and Opportunity Assessment
Conducted competitor and market analysis to evaluate alternative delivery models
Developed SWOT analysis and commercial positioning insights
Business Case and Options Development
Produced board-level options papers and executive summaries
Developed risk and opportunity frameworks to support strategic decision-making
Cross-Functional Commercial Alignment
Integrated data and insights from finance, legal, delivery, technical and operational teams
Facilitated alignment across stakeholders to establish a coherent commercial narrative
Achievements
Delivered a clear, board-level assessment of business model viability and contract risk exposure
Identified strategic options to protect and reposition core contract value
Consolidated complex organisational data into a coherent commercial strategy framework
Enabled improved control over future bid strategy, pipeline planning and commercial positioning
Established a stable platform for long-term contract sustainability and growth
Is our current contract model sustainable in the face of changing procurement strategies and new competitors?
