The tender is open. The specification was written by the incumbent.

Most competitive tenders are decided before they are published. The tells are visible in the document itself, if you read it as evidence rather than instructions.

By Steve 5 min read
Abstract bridge artwork for The tender is open. The specification was written by the incumbent.

A tender arrives. It is well written, the requirements are unusually precise, the deadline is three weeks, and the evaluation weights service continuity at 30%. Someone in the business says: at last, a level playing field. Someone else, usually the person who has bid a lot of these, says nothing and starts calculating whether it is worth the hours. The second person is closer to the truth. A published tender is not the beginning of a buying process. It is the visible end of one that began months earlier, often…

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