Case Study: IBA increases RFP win rate by 15% with Responsive

IBA increased win rate by 15% by improving response and bid quality

IBA, a medical device manufacturer in Belgium, faced intense competition for its average of 30 annual RFP and tender responses in the specialized proton therapy market. Its team was spending too much time on manual bid work, content was scattered across documents, and responses did not yet reflect the quality the company wanted to present.

IBA implemented Responsive’s Response Projects and Content Library to improve search, content management, and review processes. After a year, IBA increased its win rate by 15% and reached an 80% win rate for Grégory Saive’s business unit, while also freeing the team to spend more time on training, reviewing answers, and improving bid quality.

IBA

Grégory Saive

Global Director of Sales Support and Tender Management