Upfront investment helps lead to major account win

WANTING TO CREATE A STAND-OUT BID THAT WOULD SET IT APART FROM THE COMPETITION, URBASER TEAMED WITH XPLANE TO DEVELOP COMPELLING VISUALS TO EDUCATE KEY AUDIENCES AND DECISION MAKERS.

Challenge | Known globally for its management and treatment of waste, Urbaser had an exciting opportunity to be considered as the urban services provider for solid refuse collection and treatment in the city of Los Angeles. To win, the company needed to prove it would offer the most comprehensive, efficient and environmentally-friendly solution available for the area. Other companies that were invited to enter the bid were global, well-renowned organizations that use the some of the best waste treatment, recovery and composting technologies in the world, so Urbaser knew the competition would be tough.

Urbaser needed to highlight the advantages of using its own pool of technologies to sort, recover, compost and upgrade waste, as proven by existing installations in various continents. The goal was to win the account and break into the U.S. market for future contracts.

Action | XPLANE carried out a strategic visual Discovery Session to retrieve the distinctive elements in Urbaser’s proposal in order to convey its unique advantages. A number of pain/gain and easy-to-evaluate questions were identified in the form of “Did you know that this solution is capable of recovering so much waste?” and for each a straight-forward and structured XPLANATiON was provided.

Once Urbaser’s bid was identified as a finalist, it was essential to provide a comprehensive presentation conveying the technical, financial and architectural elements of the offer. A visualization session was scheduled, gathering all key stakeholders in the project. The concepts and images identified in the session were then visualized and placed into an hour-long presentation composed of 50 slides and 10 photographs, and split into four different parts. This allowed four speakers to present around their area of expertise: project overview, technology, architecture and finance. In addition, videos were incorporated to help the bid reviewers grasp complex technical issues.

Results | The information conveyed by the flyer was well received amongst the different key organizations and the public of Los Angeles, helping to fuel Urbaser’s bid to become a finalist for the business. The PowerPoint presentation was essential to obtain a favorable outcome by the key decision makers.

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