We publish regularly on the commercial discipline behind winning tenders. Here are a few starting points.
Getting a stronger field of suppliers is decided before any response arrives, in the design of the tender questions and the criteria used to score them. When AI has made polished writing easy to produce, the question set and the rubric are what separate a capable supplier from a confident one, and what attract serious suppliers to bid in the first place.
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The tender dip is the revenue trough that follows a strong run of wins, and it is built during the busiest months rather than caused by a soft market. Bidding and delivery compete for the same senior people, so when work lands the bidding quietly stops, and the pipeline that was never fed shows up as a gap a quarter later.
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Laurie Nicol writing in New Civil Engineer on what Section 94 of the Procurement Act 2023 means for suppliers competing in UK defence, nuclear, and critical infrastructure.
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