BGWM Digital Transformation (Discovery Phase)
A practical guide to understanding what the buyer really wants and how to build a winning response.
The real aim isn't technology
At first glance, this might seem like a typical IT project.
But it's more than that.
West Midlands Growth Company is looking for a partner to help shape the future of business support in the region.
The Discovery Phase is not just about technology.
It's about understanding and validating user needs, testing assumptions and defining service requirements.
The goal is to ensure businesses have a seamless entry into the support ecosystem, whether they are small startups or high-growth potential firms.
Don't get lost in the tech talk
Many bidders will focus heavily on technical jargon.
But what the buyer needs is clarity.
They want to understand how your approach will enable a smooth journey for businesses navigating the support landscape.
I'd emphasise how your discovery process will uncover the true needs of businesses and stakeholders.
Remember, the end users are varied — from micro businesses to strategic accounts.
Think about the people using the service
Behind every digital tool is a person trying to solve a problem.
In this tender, those people are businesses at different stages of growth.
From pre-starts needing basic guidance to high-growth firms requiring strategic support.
Your proposal should reflect a deep understanding of these diverse needs.
And show how you'll ensure the digital service meets them effectively.
Pay attention to what they say
The buyer is clear about what they want.
They mention a "Hybrid Universal Front Door model" and the importance of a "consistent and high-quality entry experience".
They also highlight the need for "validated user needs" and "evidence-based" investment decisions.
That tells me they're looking for a partner who can deliver insights, not just data.
Evidence always beats promises
One thing I noticed when I worked in the public sector was that almost every bidder claimed to understand user needs.
Very few proved it.
If you have experience in similar projects, showcase it.
- Examples of successful discovery phases you've delivered
- Case studies that highlight your ability to validate assumptions
- Testimonials from previous clients
These will all strengthen your submission.
Show how you'll make life easier for WMGC
This is something I think suppliers often overlook.
Every project creates work for the client.
The best partners reduce that workload.
If I were writing this tender, I'd explain how my process will make WMGC's decision-making easier.
Think about how you'll present findings in a clear and actionable way.
Remember the whole term
Consistency isn't just about the final product.
It's about maintaining standards throughout the Discovery Phase.
I'd want to see exactly how you manage your team, handle absences and ensure continuity of expertise.
And how you'll report progress and adapt to any changes in scope or findings.
One thing I'd keep reminding myself
At the heart of this tender is the need to make business support accessible and effective.
I'd keep asking myself, "How will this make the journey easier for businesses?"
That question should guide every part of your response.
Common mistakes
Avoid submissions that:
- Focus too heavily on technical specifications without addressing user needs
- Lack clear evidence of previous discovery work
- Overlook the diverse needs of different business types
- Fail to demonstrate how findings will be communicated effectively
- Ignore the buyer's emphasis on evidence-based decisions
- Don't address how you'll manage the Discovery Phase consistently
My Final Thoughts
This tender isn't just about delivering a digital service.
It's about partnering with West Midlands Growth Company to transform how businesses access support.
With a value of £100,000 and a tight timeframe from 30 November 2026 to 31 May 2027, your written submission carries significant weight.
It's your chance to show how you'll deliver a Discovery Phase that truly understands and meets the needs of the region's businesses.
Thanks for reading.
I hope this guide has helped make public procurement feel a little less daunting. If it has, then it's done its job.
P.S. Got a question?
If you've got a question about anything you've read, or you're stuck on a tender, just send me an email.
Whether it's a quick question or you simply need pointing in the right direction, I'm always happy to help if I can.
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Our guides are written using publicly available procurement information, including contract notices and published tender documents where available. They are designed to help suppliers understand the buyer's likely priorities and think more strategically about their approach. They are not based on any bidder's confidential submission, bespoke bid strategy or non-public procurement information.