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SELL-SIDE - ALL SECTORS - PURSUIT ADVISORY
From RFP to contract award, with the buyer's perspective
Winning a large technology contract requires commercial precision across every stage of a long, complex, multi-stakeholder process. Whether your buyer is a Tier 1 bank, a defence prime, a global automotive manufacturer, or a government department, the dynamic is the same: the procurement team is more prepared than most vendors realise, and the real commercial decisions are made long before formal scoring begins.
Wilverley's pursuit advisory brings the buyer's perspective directly into your pursuit team. We draw upon over 25 years of experience on both sides of large technology deals across Financial Services, Defence and Security, custom AD&M, Automotive, Pharma, and the global public sector.
Financial Services
Deep buy-side specialism.
We know how FS procurement teams score, what commercial flexibility exists, and where the real decisions are made, because we advise FS buyers directly.
Defence and Security
Experience of MOD and defence prime procurement environment, including security-cleared supply chains, complex compliance requirements, and long multi-stage evaluation processes.
Application Development & Maintenance (AD&M)
Large-scale AD&M sector technology procurement, cloud solutions, artificial intelligence (AI), prime contractor and sub-contractor dynamics, global supply chain programmes, and technically complex evaluation frameworks
Automotive
Global automotive OEM technology procurement, multi-country programmes, demanding commercial expectations, and procurement teams experienced at benchmarking and extracting value.
Pharmaceuticals
Technology and BPO procurement across global pharma, regulated environments, complex stakeholder structures, and high-value contracts with stringent compliance requirements.
Global public sector
Framework-based and open-tender public sector procurement across UK and international markets, where process rigour and evaluation transparency create distinct commercial dynamics.
WHAT PURSUIT ADVISORY COVERS
RFP response advisory
Reviewing and strengthening your response for commercial resonance, assessed through the eyes of an evaluation team in your specific buyer's sector and procurement culture.
Commercial and pricing review
Independent stress-testing of your commercial proposition: pricing levels, deal shape, risk allocation, against the standards and expectations of the specific sector you are bidding into.
Evaluation management
Advising on how to manage the evaluation phase: presentations, clarifications, and site visits, so you reinforce your win themes without inadvertently introducing commercial risk.
Negotiation preparation and support
Preparing your commercial team for negotiation and providing active support during sessions, drawing on direct knowledge of how procurement teams in your buyer's sector approach the commercial phase.
Contract close
Reviewing the final contract to confirm that the commercial terms negotiated are accurately and completely reflected. This step is frequently under-resourced at the point of greatest fatigue and dare we suggest risk.
Entry via bid strategy
£8–15K
Start with a bid strategy session. The fee is credited against full pursuit advisory.
Base pursuit fee
£50–150K
Fixed or milestone-based. Scoped to the size of the opportunity, sector complexity, and stage of engagement.
Win Fee Model
1-2% of TCV*
An agreed "skin in the game" option paid upon contract award. On a £15M deal, a 1.5% win fee = £225K.
*Variable based on deal shape
Active pursuit to discuss?
Tell us the sector, the buyer, and where you are in the process. We will be direct about how we can help.