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Telstra Mobilenet Networking Services

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T | M | G had recently expanded its field operations division and the use of outsourced warehousing and distribution. It had also been successful in winning a place on the distribution list for an RFP issued by Telstra for the largest integrated retail network services Tender believed to exist at that time in Australia. Telstra sought to amalgamate several supply contracts into one and test the market for the best quality, service and price. Business Challenges
 
The three key business challenges that existed for T | M | G were:
 
  1. The RFP called for the near real time integration of over nine services to a network of more than 2000 retail outlets (T | M | G had only 2 of the services).
  2.  Effective integration would require software that utilized the strengths of languages and communications capabilities which, at the time, were still relatively new to the market – creating significant risk and capital cost.
  3. If T | M | G elected to submit, it would be competing with larger and more established forms, including the incumbents.

The T | M | G Solution

  1. Industry intelligence suggested that competitors would be hampered by their legacy systems and were unlikely to have the ability to deliver a truly integrated result. Presenting a working, full integration of the 9 services would be a distinct advantage.
  2. Telstra had experienced a relatively high frequency of service failure in the past and T | M | G had a reputation for delivery.
  3. T | M | G elected to submit a proposal and simultaneously, build the offer in the proposal on the assumption that by the time T | M | G presented, everything would be in place.

Results
  1.  T | M | G presented 3 months after submitting the RFP with a working prototype and contractual agreements with suppliers of the 7 other services, each of which were integrated into the software solution.
  2. T | M | G was awarded the contract and succeeded on 177 of 180 KPIs over the 3 years (there were 15 KPIs to meet each month) exceeding all Telstra’s expectations.
 
T | M | G  strategy facilitation
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