The document discusses the "Seven Deadly Sins of Tendering" which can negatively impact a firm's tendering performance and capability. The sins are cowardice, neglect, prejudice, laziness, arrogance, suppression, and ignorance. Each sin is briefly explained, such as neglect meaning a firm should take advantage of all opportunities to interact with the tendering organization like attending briefing sessions. The document advocates avoiding these sins to improve a firm's chance of tender success.

1. SevenDeadlySinsofTendering
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2. Tendering,oncetheexclusivedomainofgovernment,
isnowthepreferredprocurementmechanismformuch
oftheprivatesectortoo.
Thisbeingthecase,ifyourfirm’stenderingcapability
orperformanceisbelowpar,itcouldbebecauseyou’re
guiltyofoneofmoreoftendering’s‘deadlysins’.Now
isasgoodatimeasanytoatone.

3. Cowardice
The best way to improve your win rate is to be
selective about what you bid for. When an
opportunity presents itself, critically assess
whether you have realistic prospects of
success. If you don’t, have the courage to walk
away.
Sin#1
(Doyouhavethegutstomakeatough
decision?)
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4. Neglect
If you’re considering responding to a tender,
take full advantage of all of the opportunities
to interact with the tendering organisation.
Attend all briefing sessions; observe which of
your competitors are also represented.
Tending is not the time to be coy. Ask
questions - it's your prerogative. Bear in mind
though that the Q&A may be circulated to all
tendering firms so don't give away your game
plan.
Sin#2
(WorktheSystem)
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5. Prejudice
If you have made the decision to tender, then
presumably you want to win. So why would
you compromise your success by not putting
your best team forward? Yet, so many firms do
just that. Instead of building their team based
on who has the best technical and industry
expertise, they allow internal politics, prejudice
and greed to influence their decision.
Sin#3
(PutYourBestFootForward)
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6. Laziness
(CustomiseyourCVs)
If you’re serious about your tenders
you will tailor each team member’s
CV to each opportunity. In some
cases, that might be as simple as
shuffling the order of experience.
In others, it might involve removing
whole sections and expanding
upon others to highlight the niche
expertise the individual has been
nominated to provide.
Sin#4
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7. Arrogance
(AnswertheQuestion)
To satisfy the evaluation panel, and
allow it to compare like with like,
you need to answer each and
every question. In detail, if it asks
for detail. Specifically, if it asks you
to be specific. This is not the time
to break rules.
Sin#5
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8. Suppression
It’s ironic that at a time when consumer brands
are swooning over the opportunities
presented by ‘big data’, B2B firms are still
failing to analyse the intelligence within their
own systems. This failure is compromising
their business development efforts. Those in
procurement positions must demonstrate they
are acting commercially, transparently, and
making evidence-based decisions. Data
provides evidence, and evidence mitigates
risk. We have proof of that.
Sin#6
(TenderasEvidence)
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9. Ignorance
All too often the strategy piece is missing from
the tendering process. That’s like marching in
to battle without a plan or any clear sense of
your opponent. It’s mad. At the very least,
conduct a SWOT analysis to identify what
could help or harm your prospects. At the end
of this process, you may very well have
reached the same conclusion (to bid) but you
will also be alert to the risks you need to
mitigate or manage, the weaknesses you need
to convert to strengths, and the threats you
need to neutralise.
Sin#7
(What'sYourStrategy?)
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10. Jacqueline Burns
Managing Director
Market Expertise
+61 414 287 206
info@marketexpertise.com.au
MarketExpertise
Market-Expertise