Competitive Dialogue (CD) is the default procurement approach for complex contracts across the EU. Our four years of research of CD competitions and work in the field since 2006 shows that it exposes both the companies’ client–facing team behaviour and back-office team thinking, to intense client scrutiny even before the tender is shipped!
What was once undertaken in the bid office is now acted out, real-time and on the stage in dialogue.
“the best judge of future (partnering) behavior is what we see in dialogue” Authority Client
B2B team members have worked on a number of Competitive Dialogue projects from the first in the UK – the London 2012 Olympics in 2006 to the UK £22 Billion Sellafield Nuclear Decommissioning Competition and many others since. We know from many CD projects that to be effective in the dialogue phase, to avoid the pitfalls, and develop the trust of potential clients, the CD team needs to be: