Go-to-market
2024
Ardent Engineering
A sharper go-to-market for an engineering firm
Industry
Service
Company size
Length
Ardent stopped bidding on everything. Its average contract is now 2.4 times larger.
2.4x
larger average contract
31%
of bids won, up from 14%
4
target sectors instead of 12
Ardent bid on almost every tender it saw and won one in seven. The sales team was busy all year and margins kept slipping.
We scored 12 sectors on margin, win rate and fit, interviewed 24 buyers and rebuilt the bid process around four sectors where Ardent wins on expertise.
Win rate went from 14% to 31% and the average contract is 2.4 times larger. The bid team writes fewer proposals and wins more of them.
Saying no to half the tenders was the hardest and best decision we made.
Marco Bellini
Commercial director, Ardent Engineering
More work
Two more projects, with the numbers our clients agreed to share.
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