Versiti Case Study
How Versiti won a challenging 5 figure RFP with a prestigious client and no prior client relationships.
Versiti is an insight, innovation and inclusion consultancy that helps brands, charities and public sector organisations to grow and innovate through the creation of inclusive brands and organisations. Their research and consultancy services deliver future-focussed strategies.
Dr Marie-Claude Gervais, Co-Founder and Research Director at Versiti, recognised that despite having worked in the sector for some 20 years, an external perspective was required for a complex research project RFP, to ensure it would hit the mark with the commissioner.
Piscari worked in collaboration with Versiti’s commercial team on an RFP qualification and review process. This ensured a rigorous process and independent perspective was brought to support ultimately winning this prestigious client.
There were three key challenges that needed to be addressed:
Working with Versiti’s bid team, we undertook the following steps:
Outcomes and Benefits
Ultimately, Versiti won this important, 5 figure RFP with a prestigious client; additional benefits included:
“The one to one coaching sessions with the team helped identify unique sales negotiation training gaps. Mike’s tailored approach to each individual has helped fine tune the sales team’s skills in their very own roles.” Tehmeena Latif, Head of Sales EMEA.
What’s next for the bid team at Versiti?
Versiti is set for considerable growth in the coming years given its extensive depth of experience and insight into diversity and inclusion. One of the key growth enablers will be the focus on bigger pitches for large national and international clients, all of which require enhanced skills around RFP qualification and high-scoring tender submissions.
How is Piscari different from other sales/RFP trainers and coaches?
We asked the Versiti bid team “How is Piscari different from other sales/RFP coaches you’ve worked with”? The answer came down to three key things:
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