Behavioural assessment centres are being used increasingly in the process of awarding large public sector contracts.
Despite what you might think, the assessment isn’t an attempt to trip up unwary suppliers. It isn’t there to make the bidding process more of an ordeal. Clients are simply trying to get an accurate impression of what it will be like to work with your teams in practice, should you be awarded the contract.
As infrastructure operators, in particular, seek to move to frameworks and longer term value-based partnerships, collaboration, teamwork and behaviour become even more relevant.
If the reality of working with you, and how you work with your supply chain, matches what you say in your bid submission, in theory you shouldn’t have a problem.
It helps if you know the types of assessment exercises that will be used. It also helps if you understand the positive and negative behaviour traits that assessors are looking for. It also helps if you have the opportunity to practise typical assessment activities and get expert impartial feedback on how your team acted.
For large contracts and frameworks the bid team and proposed delivery team could be made up from different departments or operating companies, potentially from different countries. They will possibly feature a range of cultures and personality types.
All of these can be strengths - if you know how to use them.
What’s involved? Behavioural assessment can use several techniques. Typically these include the following:
Behavioural profiles using psychometric tools to understand the motivation and preferred style of your team.
Behavioural CVs focused on specific values or questions that draw out real examples of behaviour.
Behavioural interviews to test leadership, management, communication and collaborative working.
A behavioural assessment centre to reveal how your operational team will act under pressure.
It is an unashamedly testing process. And it is probably unfair to send your bid teams into it without adequate preparation.
Need help? If you’re faced with behavioural assessment for the first time, or if you’ve experienced it and want to perform better, we can help. Our behavioural assessment consultants use realistic sample exercises and work with your team to:
Achieve high marks in behavioural scoring criteria.
Reassure your clients that they will experience a positive future working relationship with your team.
Understand individual and team behavioural styles.
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.