Direct perspective from Tendl's founder on how serious teams win regulated work.
Great firms lose tenders because their best people are busy delivering for clients, and the evaluators can only judge what is in the response. Laurie Nicol on seeing that happen early in an engineering career, and why Tendl exists so great suppliers can tender well, even in their busiest week.
Most companies can tell you their cost per hire and their gross margin by project type. Almost none have calculated the fully loaded cost of producing a single tender submission.
The Procurement Act has increased transparency and complexity. Outcomes have not materially shifted.
Tendl replaces fixed licences with Throughput Pricing so teams only pay when the system is actually used.
Why the language you use around tendering shapes how your organisation treats it, and why calling it ‘winning work’ hides the commercial reality.