Customer story:

Engie Solutions streamlines their high-volume proposal process with XaitProposal

ENGIE Solutions, the world leader in low-carbon energy services, has streamlined their process for the roughly 8,000 bids issued every year by their Regional Divisions. This has contributed to improved proposal quality and very good feedback from their clients.

Business outcomes:

  • More professional sales pitches 
  • More relevant content retrieval
  • Collaborative writing approach
  • Improved bid quality & impact
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Region
France

Company size
97000

Industry
Energy

Solution
XaitProposal

About Engie Solutions

Our group is a global reference in low-carbon energy and services. Together with our 97,000 employees, our customers, partners and stakeholders, we are committed to accelerate the transition towards a carbon-neutral world, through reduced energy consumption and more environmentally-friendly solutions. Inspired by our purpose (“raison d’être”), we reconcile economic performance with a positive impact on people and the planet, building on our key businesses (gas, renewable energy, services) to offer competitive solutions to our customers.

Existing Solution Didn’t Meet their Needs

ENGIE faced several frustrating challenges that echo through the construction industry. A decentralized organization supported by an outdated tool:

“We had an in-house web solution that provided Word and PowerPoint offer masters by business line, content blocks and graphic offer templates. This solution had not been used for 2 years, as its updates depended on a single national administrator. What's more, as this solution offered rather limited content modularity, the offers were very long and lacked impact!”

said Romain NOYERE, Operational Marketing Director When Engie launched their call for tenders to support them in this area, their aim was to improve the quality of their proposals, in terms of both content and form.

  • Content Discrepancies. “The analysis of the offers, carried out upstream, explicitly highlighted any discrepancies we might have had in the wording of our offers, and led us to think about new ways of writing,” continued Mr. NOYERE
  • Out of Date Content. Engie envisioned a solution that encouraged more feedback information on content, to move them towards best practices.
  • Duplicating Offers. Engie also envisioned more centralized, master content for greater consistency and accuracy across its regional divisions.

“A Step Ahead of the Competition”

Following a call for tenders, Engie selected three candidates who would position them to deliver quality content more consistently across their decentralized offices. One solution stood out against the competition.

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“Xait was chosen for its tool, which is a step ahead of the competition and perfectly suited to offer with high editorial content”

– Romain Noyere, Operational Marketing Director at Engie Solutions

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Today, they deliver more professional, quality bids their clients appreciate. 

  • Content Quality. “Feedback from customers and design offices has confirmed this: we've had very good feedback on our briefs, but we mustn't rest on our laurels,’ said Mr. Noyere
  • Accurate Content. “XaitProposal encourages them to feed back information on content...and to move towards best practices,” added Mr. Noyere
  • Tailored Bids. “Sales reps no longer start from an old offer, but from a MCQ that enables them to call up content tailored to the customer's needs,” continued Mr. Noyere

An “Easy to Use” Solution

XaitProposal’s smart document builder combines intuitive step-by-step questionnaires with your content library to deliver on-brand, high-impact bids. Ideal for decentralized teams who want to get more bids out the door without sacrificing quality. 

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“XaitProposal is a high-performance, scalable tool. It's up to date and accessible to all types of profiles. Its ergonomic design makes it easy to use, even if you need to be familiar with all its possibilities to get the most out of it,”

– Romain Noyere Operational Marketing Director at Engie Solutions

Approach. “The methodological approach, in addition to the tool, shows that Xait treats the problem as a whole,” said Mr. Noyere

  • Ease of Use. “XaitProposal allows us to inject the company's strategy in terms of offer construction. In the structure, we sought to highlight the differentiating elements and essential arguments,” continued Mr. Noyere
  • Best Practices. “XaitProposal encourages them to feed back information on content...and to move towards best practices.” added Mr. Noyere
  • Collaborative Approach. “One of the benefits of the tool is to structure this collaborative approach. For the moment, 2 masters have been set up: a business master and an administrative master for building application files, with others to follow,” said Mr. Noyere
  • Document Editing. “As a bonus, XaitProposal can also be used to structure documents that are complementary to the sales offer. For example, it has been very useful for editing 80 specific sheets linked to a market,” added Mr. Noyere

Evidence of Improved Quality

Since implementing XaitProposal, ENGIE has centralized their bid writing approach and increased their focus on content quality. As a result, they are delivering more professional, high-quality, tailored bids that solicit very good feedback from clients and design offices. 

  • Quality Bids. “The objective has been achieved: we're satisfied with the quality of our offerings,” said Mr. Noyere
  • Client Satisfaction. “Feedback from customers and design offices has confirmed this: we've had very good feedback on our briefs,” said Mr. Noyere
  • User Adoption. “As far as figures are concerned, 65% of our bids within the scope deployed are carried out using the solution. Since use of the tool is not compulsory, and since some of our offers cannot be addressed by XaitProposal, our initial objective was to reach around 70% of our issued offers. We can therefore consider this to have been achieved,” continued Mr. Noyere
  • Content is Prioritized. “The logic of structuring offers in 3 levels (chapter / sub-chapter / theme) "forces' us to prioritize content. Our teams have gained in Proposal Management expertise,” said Mr. Noyere

With XaitProposal, ENGIE has achieved their goals for improving the quality of their proposals, in terms of both content and form. This improved quality has brought consistency to their offers and clients are taking notice.

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