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- The Client
- Business Context
- Prayag Solution
The Client
The client, a leading global third party BPO, delivers voice and transaction processing
services to Fortune 500 corporations. The company's solutions include contact center
management, transaction processing, finance and accounting, IT and process consulting
services. With its focus on banking and finance, insurance, retail, travel and hospitality,
telecom, and IT verticals, the company was included in the Deloitte's Asia Pacific Top 50
ranking - which tracks the fastest growing technology companies in the region - in 2005
and 2006.
Started in 2000 with just 25 employees operating out of a single facility in India, it has
grown from a regional BPO to a leading global supplier of BPO services with over 25,000
employees and an operational footprint spanning India, the US, Europe, and the UK.
Business Context
The company was formed in 2000 as a joint venture (JV) between a leading private bank
and a top tier IT services company. The company got a lot of traction from clients and
prospects through existing partners. This resulted in a steady flow of Request for
Proposals (RFPs) responses that needed a swift response as the evaluation process
relied heavily on supplier credentials during the early part of the sales cycle.
As the client had not yet put in place a full-fledged marketing and pre-sales team,
delivering quality RFP responses and adhering to tight deadlines were fast becoming a
major challenge.
Prayag Solution
The engagement required Prayag to quickly develop a 360° understanding of the client's
customers, services, key competencies and value propositions, and translate that
knowledge into a winning proposal framework.
To start with, the Prayag team studied past RFP responses of the client. Since there was
a great degree of re - use of specific sections between different proposals, Prayag felt
that the creation of a repository of re - usable components was the best way to enable
the company generate good quality RFP responses in the shortest time. The repository
would consist of "ready- to- use" proposal objects covering the strengths of the company,
key offerings, enablers (such as HR, Training), methodologies and processes, as well as
schematics for better illustration.
Factual information culled from previous RFP responses was supplemented with
additional inputs garnered through other documents obtained from the client,
and with discussions. Further, Prayag applied its understanding of the role of
RFPs to adapt the style and language. A Taxonomy of the proposal objects was
created for each important category, such as human resources, corporate
information, quality and technology. Text was supplemented with visuals and
graphics.
Impressed with the work done by Prayag, and its understanding of the
company's business context, Prayag was requested to create RFP responses
for the company.
Benefits
The RFP repository designed and set-up by Prayag enabled the client to
significantly reduce the lead time for RFP response creation. This, in turn,
enabled the client to scale up the number of responses, thereby building sales
funnels faster, without losing sight of response quality.
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Technical Writing Services |
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"Prayag Consulting is responsible for the execution of various marketing innovations on our website. They have always stuck to the deadlines and stretched themselves to meet sudden changes in the business environment. Their contribution to the marketing effort is laudable as they have introduced the concepts of SEO, Downloads Tracking, Cross Linking, etc. All these changes have improved the visibility of our website by 10 times as compared with the previous year."
Chairman
Client Organization |
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