Medical Equipment Sales Program

Medical Equipment Sales Program

Challenge

Displace incumbent supplier in an important national medical equipment market. DFI was asked by a long-standing client to support on a IFI-related procurement challenge involving biased specifications in a highly competitive market in Latin America. DFI’s efforts focused on ensuring open specification and competition for the business in keeping with IFI procurement rules.

Client Contribution to the SDGs

 

Approach
  • Clarify specifications and suggest modifications that would eliminate a sole source, promote open competition, and introduce cost-competition
  • Reinforce position with Executive Director at the IFI, the IFI procurement team, and local embassy to ensure visibility
  • Support client to build relationships with customer / end-user
Outcomes
  • Successfully opened specs to compete and client submitted lowest price, technically qualified offer
  • Generated interest in client solutions to position for future tenders
  • Part of global program that has delivered $350M in IFI-funded business, while positioning client as a “preferred supplier” in local markets
Partners
  • IDB, host-country embassy