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.
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