Turning challenges into contracts: How GenAI transformed government tender success for a pharma leader
A herculean task for sales teams
A leading Indian multinational pharmaceutical company, renowned for its broad portfolio of life-saving drugs, faced a daunting challenge: identifying and seizing high-potential sales opportunities within the labyrinth of government tenders. With government departments procuring vast quantities of pharmaceuticals, this presented a significant growth opportunity—but one riddled with complexity. The sales team grappled with an overwhelming volume of documents—pre-solicitations, solicitations, amendments, and beyond—published on government portals. Sifting through these to pinpoint relevant opportunities was time-intensive and exhausting. Even when leads were identified, tight submission timelines (often just one week) coupled with internal bottlenecks in pricing, supply chain, and logistics consultation left little room for strategic bid preparation.
The result? Missed opportunities. Untapped revenue. Frustrated teams.
A game-changing solution
Enter Generative AI—a revolutionary tool that redefined the way the company approached government tenders.This bespoke solution, developed by Deloitte, automated the tedious document review process. It didn’t just scan—it understood, analysed, and extracted vital information, allowing the sales team to focus on strategising and winning bids.
How it works
- The AI tool scours government portals for pharmaceutical-specific entries.
- It extracts key details: drug quantities, dosage, costs, packaging specifications, submission deadlines, issuing departments, and contact points.
- It cross-references internal supply chain, manufacturing, and logistics data, presenting sales teams with actionable insights on pricing and availability.
This seamless integration of external and internal data enabled sales managers to craft competitive, supply-chain-aligned bids in record time.
Impact that speaks volumes
With the power of Generative AI, the company turned a cumbersome process into a strategic advantage:
- 10% more opportunities identified across government tenders.
- 20-25% improvement in bid conversion rates through sharper, more competitive proposals.
- Document analysis time slashed from a week to just 10–15 minutes, giving sales teams a critical edge.
The road ahead
Beyond immediate results, this solution sets the stage for long-term growth. The AI tool’s ability to adapt and scale means it can handle a variety of tender types—RFPs, RFQs, and ITTs—enabling the company to seize opportunities previously out of reach. With the barriers to success dismantled, the company is not just bidding—it’s winning. And the message is clear: with the right technology, even the most intricate challenges can become gateways to growth.
Christine Ahn
