fujitsu

Fujitsu Sales Strategy Advice

Undermasthead Shape
Fujitsu provides many of the HM Revenue and Customs (HMRC) legacy technology outsourced services including data hosting infrastructure support.

HMRC stated objective to move to Cloud hosting with Microsoft Azure and AWS. Legacy contracts co-terminus in 2022 leading to major exit, transformation and transition and re-procurement projects running simultaneously.

Objectives

  • Bid consultancy
  • Strategic negotiation advice
  • Bid writing
  • Sales strategy and campaigns

Advice regarding the HM Revenue and Customs – Fujitsu Business Plan and Sales Campaign Plan including competitor analysis, addressable spend analysis, stakeholder mapping and partner organisation strategy, SWOT analysis, SMART activities tracker and Salesforce forecast and P&L.

Procurement insight to HMRC evaluation methodology and scoring for competitive tenders under the Public Procurement Regulations in order for Fujitsu to tell the compelling USP story and win marks.

Bid writing including key win themes against stated procurement objectives. Review of the risk, assumption, issues and dependencies log (RAID), review of terms and conditions and Red Team reviews.

  • Services
  • - Bid consultancy
  • - Business consultancy
  • - Strategic advice and insight
fujitsu

Clear has demonstrated strong expertise in commercial matters. I developed a deep respect and trust in their commercial and contract advice and guidance. Clear has shown an eye for detail as well as an ability to see the bigger picture and they relish the opportunity to step outside the more normal commercial sphere in areas such as sales campaigns and strategic planning. Clear developed strong and productive relationships with both client and colleagues...strong negotiators who held the line whilst remaining calm, professional and never becoming antagonistic. Working with Clear was also great fun and I hope we have the opportunity to work together again.

Christian Benson,
VP Client Managing Director at Fujitsu

Achievements

Emphasis on answering the tender question and using the word count to really count. Use of creative and compelling wording, images and diagrams, including additional information section for graphs and diagrams. to consolidate the word count messaging and communicate both quality and credibility as well as innovation and value for money.

Introduction of marketing tools and templates to improve planning and customer empathy and insight. This meant a significant increase in forecasting accuracy and modelling / planning transition and exit activities over time. Provided lasting standards which continue to inform the sales campaign and bid process.