One of the biggest challenges we deal with at the Bid Coach is when a new JV is formed to pitch for a major contract. Individuals from different companies, often with different cultures and behavioural expectations, are expected to quickly form a coherent team in a pressurised and time-critical environment.
The fact that the procurement process for significant tenders is increasingly likely to feature behavioural assessment turns up the intensity and pressure a few more notches. The clock is always ticking. Meanwhile, this initially disparate team has to build mutual trust, develop self-awareness and prepare to perform as well as possible during a pressured assessment process.
Even where companies have worked together before (as is often the case) the individuals involved might well be new to each other. Behavioural assessment can be unforgiving when it comes to highlighting any potential inconsistencies and weaknesses.
And, since last year, we also have to do all of this remotely. To pull all of this together - without actually getting together - the process has to be highly structured, rigorous and supported with real commitment by the participants.
We recently worked through this process with a client that had formed a JV to pitch for a major facilities management contract.
How was Bid Coach involved?
Interviewing eight participants (six core team plus two ‘reserves’) and then drafting behavioural CVs, which were edited following feedback from participants.
Workshops covering behaviours, awareness, perception and skills development.
Workshops to prepare written answers providing evidence of positive behaviours.
One-to-one behavioural interviews and coaching sessions.
Throughout the process we were careful to engender a one-team approach. Our only concern about managing the behavioural assessment coaching remotely was how lack of physical presence together during the workshops would affect team cohesion.
As it turned out, the team worked incredibly well together. I guess we’re all getting more comfortable interacting with each other remotely. The delegates’ feedback was very positive – they particularly commented on the fact that they enjoyed being challenged and stretched throughout the process to come up with ever more persuasive responses that were backed by appropriate evidence.
This summarises our approach, namely to use constructive challenge in a safe and supportive environment to build their knowledge and confidence so that they are prepared for any curve balls the procurement team might throw their way.
Participant feedback: “Just generally the positivity and confidence you instilled in us as individuals and as a team – not sure exactly what you did to achieve this but it worked.”
“We all came a long way together - creating a proper team and not leaving anyone lagging.”
I have many years of senior sales and account management positions.
This experience taught me how to interpret exactly what clients are seeking, and what they need and expect to see and hear from the successful bidder. We draw on this experience to give your team an additional competitive advantage by building on their existing strengths while improving their team-working and self-awareness.