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MTI is a leading international
manufacturer in the high availability storage solutions
industry.
MTI was in the process
of responding to an RFP from one of their largest customers. EKIVE
was engaged to perform a quality review of the RFP response
which was due for submittal four days later.
The value EKIVE delivered
to MTI included:
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Performing an extensive
review of a highly technical proposal for Storage Area
Network solutions. |
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Mapping out a strategy
to transition the client from older generation equipment
to a new technology platform without compromising the
benefits offered by the single product approach they
had previously adopted. |
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Identifying changes
necessary to the proposal to enable MTI to meet all
of the requirements specified by their client. |
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Providing and guiding
the business strategy used in delivering the completed
proposal. |
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Controlling the
compilation of the completed response document, coordinating
submissions from multiple contributors. |
The results of the engagement
for MTI, as recognized by their CEO, were significant:
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Their proposal was
accepted by their client as the winning bid. |
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The proposal enabled
MTI to reduce their manufacturing costs by introducing
a new product line to their client, allowing them to
cease custom production of a product that had reached
its end of life 18 months earlier. |
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The response positioned
MTI, in their client's eyes, as a leader in the storage
industry through their extensive portfolio of patented
technology that it had licensed to other competitors.
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As a result of this engagement
MTI adopted the RFP response document as a benchmark for
all other major account submissions. They also adopted our
proposal handling techniques as their standard corporate-wide.
To download
a pdf version of this case study, click here.
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