How to Win Contracts You Can’t Bid For Whilst Losing Bids You Should Win
Joseph Heller may have invented the term ‘Catch-22’ but surely he never endured the maddening reality of modern public sector tendering. If he had, his protagonist wouldn’t be dodging missions; he’d be frantically trying to prove “relevant experience” for a contract that requires the very experience you can only gain after winning it.
The Experience Paradox
Imagine you’re reading an Invitation to Tender (ITT) that demands “a minimum of five years delivering identical services to similar organisations in comparable circumstances.” The twist? This is the first ITT of its kind the client has issued. It’s like being asked to provide references from past lives before you’ve even figured out reincarnation. So you need experience to win but need to win to get experience.
Meanwhile, the procurement team has designed the evaluation criteria so narrowly that only the incumbent could possibly qualify. Cue the surprise when only one compliant bid arrives.
The Innovation Contradiction
There is a cry for new, transformative solutions to revolutionise operations – but only if you can prove you’ve successfully delivered them elsewhere. “We want something completely new and different,” they demand – with case studies as evidence. Innovation is welcome – but only if you’ve already delivered it.
The Competitive Tightrope
The evaluation criteria are no less baffling. Can you handle complex, high-value contracts, yet offer personal service? Do you have global reach and deep local knowledge? Can you provide cutting-edge technology with years of proven stability? Competitive pricing with premium quality?
In short, can you be Amazon and your local corner shop at the same time?
The Compliance Conundrum
None of these matter if you can’t navigate the compliance minefield. Here’s another Catch-22. Bids that meet every compliance rule often lack the very creativity and innovation the buyer claims to want. Follow the rules too closely and you reduce your chances of winning.
Breaking the Cycle
How do we escape this procurement purgatory? With education, collaboration and a touch of professional rebellion. Challenge illogical requirements, help buyers balance risk with practicality, and propose smarter, more flexible ways to meet their needs.
Your Mission (Should You Choose to Accept It)
Next time you spot a Catch-22 in a tender, question it. Contact the procurement team. Suggest alternatives. Help them see the real world impact of their requirements.
And if they refuse to listen or adjust? Ask yourself, “Do we really want a client who thinks like this?” We should all work together to make procurement more logical, fair, and effective. Because great bidding isn’t about jumping through flaming hoops – it’s about building bridges to better solutions for the taxpayer.
