Defence

NSM Major Defence Contract

In early 2018, Naval Ship Management (NSM) was establishing itself as a leading supplier of Navy maintenance and support services in the Australia. It had been integral in maintaining the ANZAC fleet of Royal Australian Navy frigates since 2012, and the team was looking to expand its role by pursuing a sustainment and asset management contract for two landing helicopter docks (LHD) and LHD landing crafts (LLCs) for up to 15 years.

While NSM had the technical expertise to deliver the $1.5 billion contract, they lacked the internal capabilities and processes to manage and deliver a large defence proposal. Having canvassed the marketplace, NSM chose to work with BidWrite given its deep experience in defence tendering, range of in-house bid support skills and practical approach to winning.

 

SITUATION

To assist NSM’s proposal, BidWrite was tasked to occupy all key bid roles during both the EOI and RFT stages of the tendering process. BidWrite implemented and lead a full tender response support team of nine including a Bid Director, Bid Manager and two Bid Consultants, as well as additional external resources including two Graphic Designers, two Technical Writers and a Bid Coordinator.

Our team provided executive management, developed the bid strategy and win themes, supported with persuasive writing and document co-ordination, and provided graphic and visual design content for the final product. We also provided oversight for compliance and quality of the proposal from end to end. Our dynamic staff worked closely with the NSM team to help tell their story and demonstrate how they were going to deliver the contract better than their competitors.

 

CLIENT

Naval Ship Management (Australia) Pty Ltd (NSM) provides planning, scheduling, management and execution of preventative and corrective maintenance for naval ships and their system support facilities on the East and West coast of Australia.

NSM offers complete maritime sustainment solutions for their customers’ critical assets, including engineering support services, maintenance support services, ship repair, refit and refurbishment, supply chain management, and procurement and logistics.

 

SOLUTION

Following the submission of a compelling and compliant proposal, NSM was shortlisted into the Offer Definition and Improvement (ODIA) activity. BidWrite continued to assist the team by applying additional effort to ensure all communications with the Commonwealth reinforced NSM’s key messages and win themes.

NSM was awarded the maintenance and sustainment contract for two LHDs and 12 LLCs in December of 2018. This award was a major win for NSM, giving them revenue security for the next 15 years as well as further recognition as a major supplier of defence maritime sustainment services.

 

OUTCOME

Since engaging BidWrite’s services, NSM has grown its business by winning a crucial contract that was strategically important for their future success. They have achieved an increased presence in the Australian defence industry and demonstrated the organisation’s technical capabilities as a dedicated major warship sustainment company.

In August 2019, NSM was announced a finalist in the Australian Defence Industry Awards, being shortlisted in two categories ‘Major Defence Contractor of the Year’ and ‘Naval Business of the Year.’

 

The proposal tender was highly competitive with a well-established incumbent and the BidWrite team were instrumental to our success by ensuring we delivered a compelling proposal to the Commonwealth. In addition to tendering best practice, their knowledge of the Defence sector as well as broader industry trends were particularly valuable in evolving key aspects of our solution. We also valued the professionalism, expertise and collaborative approach of everyone in the BidWrite Team.

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