Rebuilding Police Market Position for a large UK Language Services Provider
Client Background
Our client is a confidential +£20m turnover language services company based in the North of England.
Historically, the business had built a dominant position within the Police vertical, securing multiple contracts and establishing a strong reputation in this strategically important market.
However, after losing several major Police clients to its largest competitor, the company faced a significant commercial and strategic challenge. Beyond immediate revenue loss, this erosion threatened future competitiveness, credibility, and long-term growth in one of its core sectors.
A high-value upcoming Police tender was identified as a must-win opportunity to help reverse decline and rebuild market position.
The Challenge
The client needed more than bid writing support, they required a full strategic reset.
Key challenges included:
• Loss of market share to a major competitor
• Need to redefine proposition and competitive positioning
• Requirement for stronger buyer-aligned differentiation
• Pressure to win a strategically critical upcoming Police contract
While operationally strong, the business required external expertise to rebuild its offer, sharpen its messaging, and maximise win probability.
Our Intervention
Matka was engaged during the pre-tender solution design phase, well before tender release.
Our strategic support included:
Solution Design Build-Out
• Strengthened service model around Police buyer priorities
• Refined strategic offer before procurement launch
Company-Specific Discriminators
• Identified clear competitive advantages
• Built differentiated positioning against key competitors
Competitor Analysis
• Assessed competitor strengths, weaknesses, and likely approach
• Developed strategic counters and market-led win themes
Win Theme Development
• Created clear messaging pillars embedded throughout the bid
End-to-End Tender Management
Following tender release, Matka managed the full process:
• Storyboarding technical responses
• Working with internal subject-matter experts
• Writing and refining responses
• Managing compliance
• Conducting independent review and quality assurance
This ensured strategic consistency from early design through final submission.
Outcome
Primary Opportunity
Result: 1st Place
Contract Awarded: £2.1m
This win became the foundation for the client’s expansion back into the Police vertical.
Secondary Opportunity
Following the success, Matka was retained to support a further Police retention contract.
Result: Re-awarded
Contract Value: £600k
Strategic Impact
Combined, Matka supported £2.7m in Police-sector wins while helping the client:
• Rebuild competitive credibility
• Re-establish Police market momentum
• Strengthen future retention capability
We also developed a reusable Police-sector bid library, creating templated content and strategic foundations that now support future tenders with greater efficiency and consistency.
Client Feedback
Senior Director:
“We made the right decision investing a little to bring Michael and the team in.”
Head of Tenders:
“I’ve worked with Michael in the past at a previous company and know the quality he produces. It was an easy decision knowing the value he adds.”
Long-Term Value
This engagement was not simply about winning one tender, it was about restoring market position, rebuilding confidence, and creating a repeatable platform for future Police-sector growth.
Client confidential due to company policy.