Initial Situation
As a partially government-regulated infrastructure project, fiber rollout is subject to complex bidding and funding regulations. A supra-regional cable network operator was faced with the challenge of allocating its limited resources in the best possible way to the most promising tender projects, and to enable the implementation of the projects by supporting the application for subsidies at the state and federal level. The first step was therefore to evaluate the technical, commercial and sales potential of municipal tenders and to arrive at an initial prioritization. Subsequently, the municipalities with potential were to be supported in applying for subsidies. At the same time, the task was to respond to the tenders quickly and accurately as part of an efficient bid management process.
GP+S Services
- Preparation of sales information, reporting and set-up of an effective sales management system
- Demand evaluation through creation and implementation of B2C marketing campaigns and structured analysis of responses
- Bid management – processing of municipal fiber optic tenders incl. support of accompanying state and federal state subsidy applications
- Optimization of sales, bidding and implementation processes.
Results
- Establishment of an efficient sales management system
- Successful tender processing – significant increase in sales performance
- Acceleration of the implementation cycles through support in the subsidy application process
- Assumption of a driver role in regional fiber optic expansion
- Structured documentation of process improvement, establishment of a continuous improvement process
