Business Value from IT

Business Value from IT

TrustFord – Selection of a Replacement WAN

TrustFord is the UK’s largest dedicated Ford dealer group, wholly owned by Ford Motor Company and operating as an independent dealer group with its own board of directors and operating strategies. TrustFord is part of the Ford Retail Group which also owns and operates TrustFirstParts. Accredited as one of the Sunday Times Top 25 Companies to work for, TrustFord operates a network of 60 dealership sites throughout the UK and Channel Islands. It employs 3,200 staff all of whom are focused on Driving the Standard in Customer Care.

The Challenge – to upgrade and replace the WAN

TrustFord had contacted several potential suppliers with a view to obtaining current market rates for the upgrade and replacement of the UK WAN.  The more financially attractive suppliers proposed different technical designs to those currently implemented and presented a different risk profile to the business. TrustFord were seeking an independent review of the proposals to gain confidence the business would not be placed at risk through the technical changes and preferred supplier profile.


Virtrium’s Approach

Virtrium provided subject matter expertise to complement the in-house team, preparing and managing a Best And Final Offer (BAFO) process to capture the requirements and then review the supplier proposals against a common set of business criteria.


The Outcomes – a detailed evaluation and clear recommendation for the Board

The work captured the business requirements in a short, concise format, allowing an unbiased evaluation of the proposals to take place against weighted criteria. The process allowed recommendations to be made to the Ford Motor Company board that both reduced current service costs, optimised future upgrades and enabled the business to address the risk of change.

Particular artefacts that were developed included:

  • An Executive Overview of the various suppliers, including their duration, size and revenues in the WAN marketplace
  • A highly prescriptive Best And Final Offer document, based around a “best case” for the provision of services to TrustFord, including significant redundancy and future bandwidth upgrade capability
  • A weighted scorecard to analyse the responses in an unbiased fashion, reviewing technical, service and commercial criteria
  • A summary of the Key Differences between the proposals
  • A recommendations report including future actions that TrustFord should undertake to mitigate the risk of change

This multi-million pound project is a cornerstone of our application-led strategy rolling out over the next five years. Virtrium helped us to consider multiple complex and technical proposals in a fair and balanced way, ensuring our needs were met. Virtrium’s focus on outcomes enabled us to achieve our goals and at an accelerated timescale. Their expertise and independent advice lent credibility to the decision to award the contract to the successful bidder.

Andy Pocock, IT Director, TrustFord

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