So why doesn't the same culture spill over into the way many businesses approach the process of winning these contracts?
Why then, are so many businesses content to go on making the same mistakes when it comes to the winning (or not winning) contracts?
Do you have a methodical process for analysing the performance at each stage of the bidding process and identifying critical areas for improvement?
Where is your analysis of what class-leading performance looks like and the development process you need to get you there?
The reality for any business, particularly those that manufacture or build things, is that things can always be improved - and that they need to! The world doesn't stand still and the expectations of your clients and the capabilities of your competitors are increasing all of the time.
Once again, those arguments apply just as much to the processes you use and the skills you deploy in the bidding and tender process.
When was the last time you had a systematic review of the process you use for winning tenders?
Did you draw up a list of lessons learned from the last bidding process you lost, and have you acted on it?
When did you last get some objective and honest feedback about your capabilities as a presenter?
Quality improvement, so the saying goes, is a journey not a destination. It's certainly all about becoming the best you can be. But do you apply that logic to your bidding process?
If the answers to the questions in italics didn't come to mind immediately it might mean your bid team needs to get on board with the philosophy of continuous improvement.
Getting an honest and independent view of your bidding process and your presentation skills could be the first step to significantly improved performance.
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