Case Studies
Sales support for Cloud Service Provider
The Challenge
A growing Australian cloud and managed services provider wanted to build a stronger presence across Defence and Commonwealth agencies but lacked a consistent market narrative and structured sales approach. Their technical capability was strong, yet tender readiness, messaging, and artefacts were fragmented.
The Solution
We reviewed their service lines, past performance, and the Defence and Government buyers most aligned to their offering. This informed a refined value proposition covering PROTECTED cloud hosting, secure gateway services, and managed cyber operations.
We then mapped tender requirements against their existing artefacts and identified gaps across policy, governance, and compliance. To support upcoming bids, we produced structured requirement mapping, effort estimates, and narrative guidance to lift their response quality.
We also shaped the positioning for a complementary file transfer product to sit on top of their cloud platform, strengthening their competitiveness in secure information exchange.
The Outcome
The client gained a clear narrative aligned to Government demand and a practical understanding of the artefacts needed for major tenders. Their combined cloud and secure transfer offering is now more accessible to procurement teams and better positioned for upcoming opportunities.
Tender Support, Process Review and uplift
The Challenge
Valkyrie Consulting was engaged by a medium sized, multi-national firm to provide tender support for a number of key engagements in both the Federal and State Government markets.Â
The response process that the client had been using previously was based on the outdated templates, was not tailored for Government, and had a low success rate.
The Solution
We worked closely with key stakeholders within the client organisation to understand their offering, challenges, and the response process that they had in place. We then optimised the tendering process, templates, and response to ensure that the submissions were:
- Bid managed effectively to ensure high quality of tender response,
- Cleared in a timely manner through appropriate channels and levels of management,Â
- Clear and concise in addressing the tender requirements and in providing value to the Commonwealth, and
- Updated and formatted to remove reliance on outdated templates.
The Outcome
The produced tender responses were of a significantly higher standard than those previously produced. The client used the lessons from the engagement to streamline existing process and uplift templates and content. Due to the uplift in quality of their submissions, their win rate and gross margin both increased as they won bodies of work in competition with larger, more established firms.
Ready to win more Government work?
Contact us today to learn more about how Valkyrie Consulting can support your organisation and help you achieve your goals. Our team is ready to guide you through every step, ensuring your success in the Government sector and beyond.