Competitive response

Granite Blasting: keeping the mine contract

Granite Blasting, a supplier of explosives and blasting services to large mines.

How should Granite approach the tender to keep the contract profitably?

Skills tested

• Structure
• Quantitative analysis
• Exhibits and insights
• Business sense
• Synthesis and communication

Concepts

• competitive bidding
• value-based pricing
• total cost to the customer
• margin by product
• bundled services
• price matching