Buying a house is one of life’s biggest decisions. You start with a vision of your dream home but quickly realise turning it into reality requires more than just knowing the price and location. You need reports, certificates, guarantees, knowledge of nearby schools and the neighbourhood. Without the right information, you risk ending up with a house full of problems – or neighbours that make you want to move again. And when it goes wrong, it’s costly.
Now, let’s apply that to business, specifically, responding to a first-generation opportunity with a client you’ve pursued for 18 months. You’ve built strong relationships and understand their strategy. But the RFP is handed off to procurement, and suddenly, the detail disappears. You’re expected to make a robust bid/no bid decision and submit a comprehensive response without the detail and other data needed.
This is a classic Catch-22. The process meant to ensure a thorough evaluation ends up undermining it. Like buying a house without knowing if the roof is about to cave in, you’re being asked to commit without the facts. Some suppliers push ahead, driven by the costs and the time invested in the relationship. But without the right information, how can you offer the right solution?
Procurement expects detailed responses but often withholds the very details needed to deliver them. It sets everyone up to fail. Worse, it risks damaging the relationship you’ve worked so hard to build. The opportunity may require more resources than expected, and costs can spiral.
Sometimes, the best decision is to say, “No Bid”. Be honest with the client and often they will challenge procurement. I’ve seen suppliers win under these conditions, only for the client to return six months later disappointed, out of pocket, and with an unhappy workforce. It’s a “told you so” moment.
Stand by your decision. Stay close to the client. Ask the right questions and offer support. Ensure you have the information needed to deliver the best advice/service. It’s about making informed decisions.
So next time you’re weighing a bid/no bid decision, think of it like buying a house. Would you commit without knowing the full picture? Probably not. Information is key whether it’s for your dream home or a business opportunity. Clients will respect your integrity. It’s not always about the win – it’s about delivering the right solution and growing a relationship that leads to long-term success.
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