Winning Foundation Customers for O2

The Challenge

o2-logoO2 decided to enter the managed services market in 2010, as part of a strategy to grow its business and diversify away from pure mobile telephony. O2’s reputation for customer service, and established relationships with major enterprises, meant that it had the access and reputation to enable rapid growth. However, the new team had limited experience and capability in how to bid for and win business in the managed services industry.

What We Did

  • Designed the service solution and overall commercial proposition for the enterprise market, including the pricing strategy, value proposition and
  • Led the response process for key foundation customers, G4S and Network Rail. These were real must-win opportunities, as the viability of the business depending on securing some large, high profile contracts early in its development. This included shaping the deal, drafting the executive summary and editing the overall response to ensure that it was clear, concise and consistent with the customer’s key buying criteria
  • Negotiated the deals, working with financial, legal and sales stakeholders to drive the contract to a successful agreement

The Value

  • Secured foundation contracts with initial values of £45m, providing a reference able base from which to grow the business

Client comment: “One of the smartest and most productive people I’ve ever worked with” – Tim Hayes