Most tenders will require bidders to demonstrate their experience in delivering similar services to other clients. Usually, this will be demonstrated through examples of previous projects you have successfully completed. The format will differ depending on the sector, services, and buyer requirements, but may include project dates and values, an overview of the services provided, a description of challenges and outcomes, contact information, and letters of reference.
Case Studies and Customer References are two common formats which buyers may use to assess the quality of service they can expect from potential suppliers. Both formats show that your business has successfully delivered similar services/products to other organisations, but there are some important differences:
Case Studies go into considerable detail regarding the implementation and management of the contract, project outcomes, and specific benefits to the client. Typically the Case Study will call attention to unique needs and challenges which were successfully addressed for the client. Where possible, try to highlight measurable outcomes (e.g. 50% cost savings), and show evidence of innovative problem-solving. Examples which show excellent client relationship management are also beneficial. The overall goal is to demonstrate delivery of outstanding value to the client.
We recommend that you organise your case studies into the following sections.
- Context: Briefly describe the supplier's business and service requirements. (1-2 sentences)
- Challenges and Opportunities: Summarise the strategic drivers which led the company to seek your organisation's services. Briefly explain a couple of the client's specific needs (which you will go on to show how you addressed in subsequent sections of the Case Study).
- Approach: In light of the context and challenges described in the previous 2 sections, briefly describe how you assessed the buyer's core challenges and determined a plan to address them. (1-2 sentences)
- Implementation: In a list of bullet points or table, summarise the specific actions your company took to address the client's challenges, improve quality and processes, and deliver excellent value. The goal here is to show that you see challenges as opportunities to deliver increased value, minimise risk and ensure business goals are achieved.
- Outcomes: with reference to the challenges, opportunities, and actions described in the previous sections, summarise the results you achieved and the benefits realised by the client. You should articulate your successes in tangible terms, with demonstrable results and measurable performance indicators.
Case Studies should be in a consistent format, and should be concise: no more than 1-2 pages. It is recommended that you develop a standard template which you will use for all of your case studies.
Below are some example Case Studies from TenderScout's own library.