Airwave – Strengthening Bid Governance Across Secure Communications Programmes

Commercial Outcome

• Strengthened commercial and contractual positioning across multiple strategic bids and negotiations
• Improved bid quality and governance, enabling the client to win work based on quality and delivery credibility
• Secured commercially robust contract terms across complex, multi-party infrastructure and security programmes
• Established structured bid processes and commercial strategy, providing greater control over future pipeline opportunities

Situation

Airwave required specialist commercial contract management support to strengthen its approach to strategic bids and complex contract negotiations across its sales pipeline.

This included a major bid to the Ministry of Justice for a secure communications system and the negotiation of contracts for communications infrastructure within the Crossrail programme. These opportunities involved complex contractual structures, multiple stakeholders and dependencies on third-party contractors.

Airwave needed to ensure that bid submissions were commercially robust, aligned to procurement requirements and supported by clear, deliverable contractual commitments. At the same time, contract negotiations required careful management of risk, dependencies and commercial exposure.

Clear Consulting was engaged to provide commercial strategy, bid governance and contract management expertise across these opportunities.

Objectives

• Strengthen bid governance and commercial positioning across strategic opportunities
• Support successful tender submissions within challenging timescales
• Negotiate commercially robust contract terms across multiple contract forms
• Manage contractual dependencies and risks across complex stakeholder environments
• Establish structured processes to improve future bid and contract performance