Coaching Bid Teams on Collaboration & Behaviour

B2B helps organisations to compete at the highest level in bidding contracts where behaviours and or written solutions for collaboration are assessed for the award of contract. We help bid teams navigate the challenges of early client engagement in behavioural assessments, interviews, the competitive dialogue process and negotiations.

Increasingly major contracts are only awarded after assessments to test the potential partners’ capability and competence in working collaboratively, or in other areas relevant to delivery such as management and leadership skills, and team working and stakeholder sensitivity. Assessments can be via team behavioural assessment, behavioural biographies, behavioural interviews or all three. And the assessment itself may include tender submissions on past collaboration management success or proposed future plans to develop an effective relationship management plan for the contract being sought.

Assessments might sound challenging but B2B are experts at helping teams and organisations to be genuinely effective partners, who win by demonstrating real behavioural competence and leading-edge solutions.

Case Study – Winning Collaborative Contracts

Three different projects capture the range of B2B bid support services. Our clients were companies providing consulting, engineering, and programme management services and a major civil engineering, construction and design company. All three companies were bidding for contracts that required them to demonstrate their ability to work collaboratively with the client and across an alliance or integrated supply-chain. B2B provided a range of services which included:

  • Developing a team to engage in dialogue with the potential client to ensure accurate capture of requirements and issues, testing the acceptability of proposed solutions prior to tender, and to build a trusted relationship with the client.
  • Developing key team members and the nominated senior leadership team to be able to operate effectively in team behavioural assessments and individual behavioural interviews.
  • Helping to construct behavioural biographies of team members required in the tender submission.
  • Developing solutions for collaborative relationship management for inclusion within tenders.

All teams were assessed as high performers in the areas supported by B2B.

“The training was undoubtedly valuable and effort well spent. The team was focussed without coming across as coached. In my view we were in the top of the class compared to the competition that I saw”.
Senior Manager, Construction Company

If you would like more information on how we can support you with bidding please contact us.

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