Swisslog models its responses to call for bids

In BtoB, commercial success is often measured by the conversion rate of responses to call for tenders. These administrative, technical and commercial documents take up a huge amount of time for the technical experts who write them, and they struggle to turn them into attractive documents. But we know how to do that!

Getting to grips with the customer's constraints

We carried out an audit of the form and content of the responses to consultations produced by the sales engineers. The conclusions of this analysis, carried out with their help, guided the reorganisation of the documents, the search for visual and editorial consistency, and the rewriting of the discourse in order to better meet the expectations of the principals and their contract departments.

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Designing and preparing master documents...

We suggested to our client that they separate the presentation of the company's resources from the response to the CCTP, as its content will only change marginally, and can be updated by an assistant. We structured their 3 models of technical responses in such a way as to make it easier to write down variable content and to group together in other chapters the stable data, which is rarely updated (e.g. CSR commitments).

The documents are modelled by us (customisable cover, active table of contents, chapter entry pages, appendix management, rewriting of fixed content, etc.) so that the writer can concentrate on responding to the specification, using ready-to-use formatting elements (building blocks). This saves precious time. And deliver a well-presented document, consistent with the company's visual identity.

... 100% self-editing

Organising and preparing the standard response

Guiding the user through the templates

We have used a large number of customisation functions in Word to template documents: style sheets, colour schemes, cover pages, table of contents and building blocks. And we trained our customers to use these functions, which are rarely used on a day-to-day basis in companies. Instructions for installing and using the documents were also provided to ensure that these high added-value publishing products are used correctly over time.

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"It's really stimulating to work with a pre-marked document, it makes you want to win the call for tenders even more!"

Vincent, AGV Sales Manager Swisslog Healthcare

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