Client Growth (CPG) – Case Study

One of our clients is a large CPG firm in the US with an assortment of products under breakfast
cereals, snacks, mixes and drinks. We are in touch with one of our client stakeholders - VP of
Strategic Initiatives and have already been working with this prospect for the last one year on
multiple marketing use cases.

Now the prospect has invited Tiger Analytics to participate in an extensive RFP consisting of leading
consulting firms. The goal of the RFP is to build an end-to-end computer vision capability that will
help democratize, standardize, and scale up the consumption of computer vision-based automation
and insights globally.

The client will evaluate the partner on multiple criteria such as:

• Technical Superiority - High-level typical solution approach and considerations

• Business Acumen
• Relevant Experience
• Structured Problem-solving
• Engagement Model Flexibility
• Pricing
• ROI/Value orientation

Note: Please note that Tiger Analytics has very limited experience in building an end-to-end
Computer Vision capability at the scale that the client is looking for.

You are being designated as the owner for this opportunity and are supposed to plan and develop
the content for the RFP response as well as the client presentation. The US sales point of contact and
the offshore BD team from Retail & CPG vertical are also involved.

Please prepare a short pitch with all the necessary content required to position us as the best
partner for analytics among all the others. Kindly plan for 30 minutes of presentation followed by 15
minutes of Q&A. Please feel free to make any assumptions, as required.

Our key expectations from you as part of this assignment:

1. How would you prepare for such a pitch, both internally and externally?
2. Could you put together and present a broad-based deck with our point of view on how we would
approach this RFP response & presentation? The deck should cover should all the points mentioned
by the Client as evaluation criteria.
3. How will you get the client to build a long-term relationship wherein we would get regular
retainer business, they see us as a trusted advisor and are willing to reference us publicly?