Group Life Assurance
A practical guide to understanding what the buyer really wants and how to build a winning response.
Don't just sell life assurance. Sell peace of mind.
This tender from Orbit Group isn't just about providing a policy.
It's about offering security.
For Orbit, and for their employees.
The contract is to deliver Group Life Assurance services for eligible employees from 1 January 2027 to 31 December 2027, with the possibility of extension to 2029.
Your role is to ensure that the death in service benefit is reliable, compliant and cost-effective.
Orbit wants more than just a policy.
They want a partner who understands their values and priorities.
Think about who you're reassuring
The core of this contract is the people it protects.
Orbit's employees.
They're trusting you to provide financial protection to their nominated beneficiaries.
If I were in your shoes, I'd focus on how my service offers this reassurance.
Most bidders will talk about compliance and cost-effectiveness.
But I'd go further.
I'd highlight how my service is tailored to meet Orbit's specific needs and how it offers peace of mind to their workforce.
Pay attention to what they say
Orbit is clear on a few points.
They want submissions from insurers or providers, not intermediaries or brokers acting solely in an advisory capacity.
However, they expect the successful bidder to work collaboratively with their appointed broker/adviser.
This collaboration is key.
They're looking for a partner who can seamlessly integrate with their existing advisory team.
Evidence always beats promises
Promises are easy to make.
But evidence speaks volumes.
If you've successfully delivered similar services, now's the time to showcase it.
- Testimonials from previous clients in similar sectors
- Case studies demonstrating your approach and results
- Performance metrics from existing contracts
- Proof of compliance with industry standards
I'd make sure to include these in my submission.
Remember who you're trying to convince
You're writing for Orbit Group.
Their focus is on financial protection for their employees.
They want a service that reduces risk and provides assurance.
If I were writing this tender, I'd be emphasising how my service aligns with these objectives.
Compliance is just the start
Compliance is non-negotiable.
But Orbit isn't just looking for a box-ticking exercise.
They're seeking a provider who exceeds the basic requirements.
Think about how you can illustrate your commitment to going above and beyond.
Show how you'll work with their broker
Orbit has made it clear.
The successful bidder will need to work closely with their appointed broker.
This isn't just about delivering a policy.
It's about collaboration.
I'd focus on how my team communicates effectively and builds strong partnerships.
Consistency over the whole term
Delivering consistency is challenging.
Especially over several years.
Orbit needs assurance that your service won't falter over time.
I'd detail my strategies for maintaining high standards throughout the contract duration.
Consider addressing:
- How you manage staff training and support
- Your approach to performance monitoring and reviews
- Contingency plans for unforeseen circumstances
Common mistakes
Avoid submissions that:
- Offer services through intermediaries or brokers instead of directly
- Focus solely on price without addressing quality
- Lack evidence of past performance in similar contexts
- Fail to illustrate collaboration with brokers
- Ignore the importance of employee financial protection
- Neglect to discuss long-term consistency and reliability
My Final Thoughts
Orbit Group is looking for more than an insurance provider.
They're seeking a partner who can deliver a reliable, compliant and cost-effective service that supports their employees' sense of security.
With a contract value of £891,000 and an initial term of one year, extendable to three, the stakes are high.
Quality matters as much as price.
That's where your written submission can make all the difference.
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.