CityFibre Procurement of Passive Fibre Materials

Situation & Approach: Deecon were engaged by CityFibre to lead a Strategic Tender to procure passive fibre materials for our client’s 8 million home FTTP rollout. Having supported CityFibre’s ATAP 1 tender, Deecon were perfectly placed to engage the materials marketplace. Due to CityFibre’s considerable build ramp-up over the coming years, this Strategic Tender placed considerable emphasis on sustainability. Deecon therefore sought to elicit the most commercially and technically competent tenders from a diverse cohort of materials vendors. Owing to Deecon’s initial Collaborative Dialogue and CityFibre’s strong market position, 44 highly competent vendors were invited to tender across 16 different product lots. Once Deecon and our client had prepared and validated ITT documentation, this Strategic Tender was launched via webinar. With materials vendors fully engaged, Deecon and our client answered Tender Queries collaboratively to ensure all parties’ assumptions were aligned during the tender return period. Sustained Collaborative Dialogue improved the integrity of initial submissions and reduced the volume of clarifications post-submission. Upon receipt of initial submissions, Deecon initiated the Evaluation and Clarification period by coordinating the assessment of non-commercial submissions by relevant client departments. Deecon took ownership of commercially evaluating tender responses, providing our client with a rolling view of bid competitiveness across 4 rounds of submission. Deecon aligned this commercial analysis with our client’s non-commercial assessment of supplier capabilities. This analysis was leveraged during Clarification Sessions to present feedback and clarify bidding assumptions, which enabled materials vendors to submit their strongest tender. Results: Deecon’s Strategic Tender engaged and identified several Preferred Bidders who clearly demonstrated the highest capacity to deliver passive fibre materials with optimal value.