Global charge point operator

The client is part of an international energy company and a leading operator and provider of charging infrastructure (CPO) in Germany.

Bid and Tender Management

Strategy and Growth

Energy and Utilities

Public Sector

Mobility, Transportation, and Infrastructure

Key Results

Awarding of 3 out of 3 possible lots

in the Deutschlandnetz regional tender to the client

Installation and operation of >120 charging hubs

and approx. 1,000 charge points (200kW each)

Tripple-digit millions

in government grants

Scroll down

The challenge

In 2021, the German government announced Europe‘s largest tender for the installation and operation of high-power charging (HPC) infrastructure (‘Deutschlandnetz’) in Europe.
At that time, the client, a Top10 charge point operator (CPO) aimed a rolling-out HPC infrastructure.
To further improve its competitive positioning and HPC network, the client decided to participate in the Deutschlandnetz tender.

The solution

To enable participation in the tender, the Fortlane team initially supported participation in the contest and advized on the bid strategy by backward induction.

After admission, the team supported the ramp-up and management of the internal Deutschlandnetz project team. Additionally, the team initiated the development of the clients’ overall bid strategy. In this process, Fortlane identified and analysed the clients’ competitors in the tender. The team focused on the competitors’ and the clients’ strengths and weaknesses, deriving strategic guidelines for product/concept development and the business case. These guidelines were then reflected in the planned site design, bid concepts, and the financial bid price model.

In the negotiations after submission of the non-binding-offer, the team managed to position the client as a high qualitative and reliable bidder, renegotiating various contractual aspects of the tender documents in the clients’ favour.

After concluding the negotiations and publishing the final tender documents, the team made the necessary adjustments to the clients’ bid strategy based on the new requirements and competitive insights. Subsequently, they finalized the site concept, the final bid documents, and bid prices.