Bids are messy­, but there’s a method in the madness

‍Tania Field, Principal Tender Specialist (Sydney)

I started something not so long ago. I conceived a philosophy that bids are messy. This summarised how I felt about the bid process after many years in the profession.  It has now dawned on me that I am missing the second part to this philosophy – the method in the madness.  ‍ ‍

This blog outlines why the tender process is a critical framework to performance and success, despite the busyness of tendering.‍ ‍

Bids are messy‍ ‍

In my career, I have often felt that my vision was impaired when leading a tender. I found this very scary and frustrating. I couldn’t always see ahead to lead with greater certainty. This meant that I couldn’t run as fast as I wanted to. I couldn’t make people move quicker. Make them do things when I needed them done. Write when I wanted them to write. Force the solution to materialise any earlier. That is, until all the work was done. ‍ ‍

This lack of visibility sits over the top of the busyness of tendering. The multiple workstreams, meetings, interactive presentations, internal approvals, and bid response. When everything is busy, and visibility is low, we become impulsive and reactive.‍ ‍

As a Submission Manager or Tender Writer (or in any capacity quite frankly), trying to drive the process in these conditions can be both frustrating and uncertain. These feelings are stronger at the start of the process, especially when forming the bid solution. At this stage there are many scenarios being explored, and lots of information being sifted through. I call this the deep end of the tender. It is here that we are required to remain as flexible as possible to changing requirements.‍ ‍

Since the birth of ‘bids are messy’ (circa 2020), I decided that this philosophy should lead my tendering practice.  It would serve as a useful reminder that things are not always clear (or linear) during a tender. ‍ ‍

Within the context of a deadline and multiple priorities and changing dynamics, this philosophy has guided me to accept the imperfect. It has taught me to be comfortable with ambiguity. Therefore, I accept that ‘bids are messy’ by nature. ‍ ‍

However, it has recently dawned on me that I am missing an essential piece to this philosophy. The reference to the tender process. The method that ensures we can accept the messiness and still perform well. ‍ ‍

But there’s a method in the madness‍ ‍

The tender process illuminates the path ahead in tendering, becoming the method in the madness. ‍ ‍

The tender process is a framework that supports us through uncertainty and complexity. It offers security, and leaves room for the bid team to be exceptional. It outlines all the key activities and decisions that need to occur in the process such as, when to develop a tender strategy, or hold a milestone gate.

The process drives cohesion and consistency in the team’s approach, when visibility is low.

The process shines a light as to where guidance and advice are needed at precisely the right time. For example at the bronze, silver and gold milestone gates.

If the process is applied correctly, we receive critical feedback to progress or course correct. If we are required to course correct, we will have sufficient capacity and capability to make these changes.  It’s all part of the process, and it’s simple.

Regardless of its form (elaborate or simple), it provides a clear outline of the work to be achieved and will always illuminate the path ahead.  However, beware.  This philosophy will only work if we have a regard for the tender process. If we don’t, things can quickly become reactive and chaotic and derail us. What we are then left with is the fact that ‘bids are messy’.

Don’t have a tender process? Reach out if we can help: https://www.tenderplusconsulting.com.au/‍ ‍