When the next big RFQ arrives, how easy will your operation find it to respond? If you find it easy there could be two explanations: it could be that your level of competence has developed to the point where responding to tenders seems instinctive; or it could be that you don’t appreciate how much you don’t yet know and what you need to learn.
Your answer will depend on the capabilities your organisation has developed across each of the main elements of the tender process.
There are four stages to acquiring competence:
Understanding where your organisation sits on this four stage model for each element of the process is the first step to long-term improvement. In the short to mid term this understanding will help you identify the external support that will have the biggest impact on your chances of success.
Think of it like learning to ride a bike. You start out without much understanding of what you need to do. You can be shown or told about the importance of balance, how to steer and the link between speed and stability. But you can’t master it without trying to do it.
You might have stabiliser wheels or somebody holding the saddle while you gradually acquire the skills. Different people will acquire the skills at different rates and might need different approaches to build their confidence. Eventually, you can ride a bike without thinking too much about what you are doing.
You can make a similar analogy with driving. With experienced drivers much of what happens in the car is subconscious. You don’t think about how to change gear or even the precise mechanics of how to steer or change lane safely.
So it is with writing contract-winning bids, delivering exemplary presentations and excelling at behavioural workshops. All the theory in the world is of nothing until everybody gets it for themselves and moves from unconscious incompetence towards unconscious capability.
The journey calls for perseverance and resilience. Your guides must understand the theory of what you're striving to achieve but also be able to provide you with techniques and tools to help you ‘get it’ for yourself.
This is the approach that the Bid Coach team uses, whether that’s for bid writing, presentations skills, competitive dialogue or behavioural analysis. We help your team understand their capabilities and development needs. We then break the learning stages into practical chunks with a gradual building and reinforcement of skills and confidence. Eventually, we aim to make you experts, with the unconscious competence needed to instinctively do the right thing.
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.