When a long-standing client faced losing a business-critical contract with BHP due to a formal breach notice, they turned to ProposalPro to reset the narrative, rebuild trust, and reposition their value.
The Challenge
Our client, an ASX-listed Occupational Safety and Health (OSH) provider-had successfully delivered essential workplace medical services to BHP for over five years in Queensland. Despite their strong clinical outcomes, they received a breach notification citing:
- Inadequate service documentation
- Delayed incident and performance reporting
- And inconsistent engagement with key BHP stakeholders
Although corrective actions were underway, reputational damage was significant. BHP advised they were unlikely to renew the expiring contract. With internal bid resources overstretched and re-Tendering imminent, our client engaged ProposalPro to lead a strategic rewin.
Our Approach: Strategy Over Spin
ProposalPro deployed a structured, three-phase recovery and re-submission strategy.
1. Discovery and Diagnosis
We conducted a rapid audit of the breach notice, contract performance data, and delivery workflows. Interviews with internal stakeholders revealed that while frontline service delivery remained strong, weaknesses in contract management and communications had led to erosion of trust. Rather than defend the past, we reframed the situation as a turning point-an opportunity to demonstrate growth, capability, and renewed alignment.
2. Repositioning and Rebuilding Trust
We facilitated a strategic positioning workshop with the client’s leadership team, focusing on:
- Lessons learned from the breach and proactive changes made,
- Investment in upgraded systems and compliance training
- A refreshed commitment to transparent reporting and collaboration
- Alignment with BHP’s updated KPIs and service expectations.
3. Submission Excellence
ProposalPro worked collaboratively to craft a future-focused, solutions-driven proposal that addressed past issues without defensiveness and positioned the client as a mature, accountable partner ready to exceed expectations.
Key deliverables included
- Strategic win themes tailored to BHP’s known concerns and cultural priorities
- A concise Executive Summary that reframed the breach as a catalyst for improvement
- Custom visual aids showcasing the new systems, performance dashboards, and communication tools
- A detailed contract management plan, including a new issue escalation framework
- A monthly ‘Safety Insights’ report modelled to meet the needs of executive stakeholders
- Coaching and content preparation for the in-person evaluation presentation
The Outcome
The result? A decisive turnaround. BHP not only renewed the contract with our Client, but they also extended it for a further three years with a 12-month option.
Evaluator Feedback
“The submission demonstrated clear self-awareness, responsive action, and a willingness to partner in a more collaborative way moving forward.”
Client Reflection
“ProposalPro helped us find our voice again. After the breach notice, we were rattled and unsure how to approach the Tender. Roz and the team were calm, clear, and strategic-our proposal didn’t just save the contract, it helped us grow as a business.” – Managing Director, OSH Client
Find out more about ProposalPro >>>
Services
Meet The Team
Keep an eye on ProposalPro Insights and follow us on LinkedIn for more great advice on winning Tenders, bids and securing Grant funding.
More Case Studies>>
Onsite Bid Support for $600M Defence Construction Contract
When a Tier-One construction firm set out to win one of the most significant Defence infrastructure contracts in recent years, they knew the stakes were too high to go it alone. They engaged ProposalPro to provide intensive, embedded bid support for every word, process, and plan aligned with the Department of Defence’s exacting standards.
Local Government Win Sparks Growth for Sydney Plumbing Contractor
When a Sydney-based plumbing company set its sights on securing a place on a local council’s plumbing services panel, they knew it was more than just a Tender-it was a turning point. Winning the contract would shift them from reactive subcontracting into structured, long-term government work.An evaluator can, sometimes at a glance, tell when the office part-timer has prepared a Tender compared to a professional. Thankfully, more businesses than ever are coming to understand the value of engaging the services of a professional Tender writer to give the best possible chance of winning work.
