1. It’s very easy, particularly when you first start tendering, to feel that you should bid for everything going, or at least, everything that is broadly relevant
2. The most effective overall approach is to be discerning in which contracts you bid for, concentrating your efforts and ensuring that every tender you submit has the strongest chance for success.
3. There may be other factors that you need to take into account.
Considering All Factors
It’s very easy, particularly when you first start tendering, to feel that you should bid for everything going, or at least, everything that is broadly relevant. Logic says that the more you bid for, the more you will win and the faster you will grow. Well, in fact, the reverse is true. What tends to happen is that, by bidding for too many contracts, companies risk ‘diluting’ their efforts, submitting weaker tenders and winning fewer contracts.
The most effective overall approach is to be discerning in which contracts you bid for, concentrating your efforts and ensuring that every tender you submit has the strongest chance for success. An important part of this achieving this position is developing a robust ‘Go/No Go’ decision-making process – should we bid for this contract or not. What factors should you take into account during this decision-making process?
There may be other factors that you need to take into account, for example whether you are comfortable with any TUPE requirements of the contract or certain industry-specific factors, but generally, by considering these factors carefully and building them into a standard decision-making process, you will increasing your chances of focusing you attention on the contracts that are best for you.
