…Bids Don’t Go Wrong — They Start Wrong.

As we step into 2025, it’s the perfect time to reflect on how we approach bids and tenders. The title of this blog, “Bids don’t go wrong—they start wrong,” is inspired by a concept in How Big Things Get Done by Prof. Bent Flyvbjerg and Dan Gardner (2023), a book that resonated deeply with my world of bid delivery. Over the Christmas break, I had the chance to read it, and its insights were a timely reminder of the importance of thoughtful planning in achieving successful bidding and project outcomes.

“Planning is a safe harbour. Delivery is venturing across the storm-tossed seas.”

- How Big Things Get Done: Flyvbjerg & Gardner, 2023, p. 113

Flyvbjerg reminds us, that the urge to dive straight in to our tenders, might feel productive, but fast-tracking often results in setbacks, (Flyvbjerg & Gardner, 2023, p.221). This wisdom applies to major projects and of course to every bid and tender. The months of strategising and planning before the bid lands are where the groundwork for success is laid. Cutting corners here sets off a domino effect of challenges.

Common Pitfalls in Tendering

In tendering, I often see clients rushing into the drafting process without a clear strategy—or worse, without a strategy. This approach is akin to putting the “cart before the horse”.

Common pitfalls include:

1. Drafting without a clear win strategy mapped to bid requirements:

   This leads to content confusion, analysis paralysis, and non-compliant, generic statements that fail to resonate with the client’s requirements and objectives.

2. Copying and pasting from previous submissions to “save time”:

   While tempting, recycling content from a “similar” bid can result in endless feedback loops, harsh reviews, significant delays to the bid program, and potential reputational risk - if the content isn’t properly tailored to the client and their specific project.

3. Engaging subject matter experts (SMEs) too late:

   Waiting until the last minute—or expecting SMEs to pull all-nighters—rarely produces quality outcomes. It leads to rushed content, misaligned deliverables, and undue pressure on SMEs, all of which can result in disengagement, burnout, and resentment that can spread and carry into the project delivery phase, if successful.

Applying Flyvbjerg’s Principles to Tendering

According to Flyvbjerg & Gardner (2023), the principle of “think slow, act fast” (Flyvbjerg & Gardner, 2023, p. 45) offers several insights for avoiding these common pitfalls. Most notably, he drives home the importance of creating time for planning—when time is on your side and options are plentiful—as a strategy for success.

Here’s how you can apply Flyvbjerg’s principles to your work winning and bidding pursuits:

• Plan and schedule sufficient time (and downtime) from the start. Thoughtful timelines allow for thorough strategy development, review and content alignment.

• Ground bidding budgets in data, not assumptions. A well-researched approach to resourcing ensures your bid team is supported and reduces the need for last-minute reinforcements.

• Deliver submissions that reflect strategy, not shortcuts. High-quality, tailored responses aligned with client requirements are the hallmark of successful bids.

The lessons are clear

Whether you’re bidding on a major infrastructure, niche or complex project — the principles of thoughtful, deliberate planning hold true. Starting strong ensures you deliver a high-quality, strategic value proposition ahead of schedule, positioning your organisation as the preferred bidder.

Let’s start slow and finish strong in 2025!

“Planning is working on the project. Progress in planning is progress on the project - often the most cost-effective progress you can achieve.”

- How Big Things Get Done Flyvbjerg & Gardner, 2023, p. 186

Written by Brittany Walker

Brittany is the Founder and Director of MBD & Co Pty Ltd, bringing over 15 years of experience in bid management, business development, and strategic marketing. She has a proven track record of delivering complex, high-value bids across the construction, mining, transport, and infrastructure sectors. Brittany’s expertise spans diverse contract models, including Collaborative Pain/Gain Share, GC21, Alliance, Joint Venture, Design Early Contractor Involvement (dECI), Design & Construct (D&C), and Public-Private Partnership (PPP). Known for aligning technical solutions with strategic objectives, she ensures her clients consistently achieve winning outcomes. Through MBD & Co, Brittany is dedicated to helping businesses build strong foundations for tender success, combining thoughtful planning with strategic execution.

References

1. Flyvbjerg, B., & Gardner, D. (2023). How Big Things Get Done. McClelland & Stewart, 2023 | Links: Amazon, Apple Books and other major retailers.

Footnotes

1. The title of this blog, “…Bids don’t go wrong—they start wrong,” is inspired by Flyvbjerg’s commentary on how foundational planning shapes the trajectory of project success (Flyvbjerg & Gardner, 2023, p. 117).