Airport IT Tender: Bid-Side Consulting
International tender, intense competition
An international IT service provider was competing for a comprehensive framework contract covering the entire airport IT of one of Europe's largest airport operators. The tender had a total volume of approximately EUR 48 million and went through multiple rounds —from prequalification through negotiation to the final bid.
The challenge: the provider, headquartered abroad, needed to submit a proposal in German that met the content, linguistic and cultural expectations of a German public-sector client.
What we delivered
-
Linguistic and Cultural Adaptation
Translating and reworking the English proposal documents into German —not just translation, but adaptation to the expectations of German public-sector procurement.
-
Strategic Advisory
Advising on proposal structure, bidder question responses and pricing strategy across multiple negotiation rounds.
-
Quality Assurance
Reviewing concepts and case studies for consistency and persuasiveness.
-
On-Site Negotiation Support
Attending negotiation meetings and proposal presentations at the end client —advising through the entire multi-stage procurement process.
Tender won
- --
Tender won —the contract was awarded to our client
- --
Decisive contribution through linguistic quality and strategic advisory in a fiercely competitive tender
- --
Successful positioning despite strong competition and pricing pressure