This is a subject which has fascinated me for many years. It is a phenomenon that shows no signs of running out of steam. There are numerous factors which may help to explain the reasons for it, most of them are self-inflicted.
In the first chapter of my recently published free paper The 23 Biggest Mistakes That Bidders Make. I tackle some of these, namely:
I think that sometimes we allow ourselves to become victims of our own well intentioned but ultimately destructive approach to business development and bidding. You know the scenario, we say to ourselves that â€œWe have got to keep busy, react quickly, jump in and make things happen.
Are we too busy and under too much pressure to take a little time out to reflect on the factors that really determine what makes us competitive and successful in winning contracts? There are some organisations which I call the â€˜Elite Bidders who do take the time to not only think about these factors but also more importantly create strategies and take actions to develop competitive advantages which they then align with the right customers and the right contract opportunities. It is no surprise that their win rates are extraordinary.
One of the first things I ask a new client when we meet is What is your competitive advantage Most reply that they haven’t really thought about it. Others say that they don’t really have one and are much the same as everyone else but hope to be just a little better. However, when I start probing I find that there are always a few hidden gems in every organisation many of which are just taken for granted and are not articulated to clients either in marketing material or in tenders and proposals. They are missing a trick here!
If any of these symptoms resonate with you and you haven’t already read the free paper. The 23 Biggest Mistakes That Bidders Make then you may be interested in downloading this from the free stuff section of our website (www.winthatcontract.com). You may also be interested in my next free paper 100 Sources of Competitive Advantage which I am currently writing and hope to publish at the end of May 2013. I am hoping that the sources of competitive advantage listed will trigger your own thought processes and act as a catalyst for you to take action to develop your competitive position further.
Win That Contract