Barrie, ONT. - Royal Victoria Hospital is undertaking a major expansion project to double their current size -- including a new regional cancer centre and office building. John Marvin (POI Business Interiors) was recently awarded the bulk of the RFP. A broad array of Nurture seating; Aspekt, Xtenz, Brayton. Also, Turnstone, Universal and Details products.
John and Chris Wilson (Nurture Area Healthcare Manger) credit relationship building as the primary reason for winning this opportunity. Over the eighteen months leading up to the award, John developed relationships at many levels within the hospital - from the CEO to the ergonomists and purchasing. Chris focused his time on the designer, who by all counts was Steelcase neutral at best.
Having coaches from both organizations afforded the team the ability to understand key decision criteria for different users, minimize the importance of price alone, and help obtain competitive insights.
Given that this is a public health account, low price was still a primary concern. John, Chris and the Steelcase team many times came up with creative cost savings opportunities and value-add strategies above and beyond deeper discounts that kept prices very competitive. Examples include reconfiguring Turnstone solutions, offering an integrated services package and providing lower cost alternates to competitive solutions.
Throughout the entire process, POI and Steelcase refused to allow any objection or challenge to distract or discourage their efforts. The entire team demonstrated the "refuse to lose" attitude necessary to win.
This award is worth well over $1.5 million for POI, Nurture and Steelcase, and will lead to years of incremental new business for all.
