Ten reasons why bids fail
Producing a bid to a commissioner or funder can be a demanding and complex task. Here are ten reasons bids fail:
- Not doing your research. The problem or need hasn’t been studied. We jump straight into what we would do without checking that we understand what is needed.
- Assuming prior knowledge. Don’t assume that just because you have been around for ages that commissioners understand your organisation’s role and range of expertise and activities.
- Bidding for what you want to do not what the commissioner wants. Selective reading of the specification. Bidding for the bits that you like and sidestepping the rest.
- Not having evidence. It’s no longer enough to do good work that makes a difference. Now you have to prove it. How can you show the outcomes and the difference that you make?
- Not paying attention to detail. Failing to follow the commissioner’s processes and systems can be grounds for a perfectly good bid to be excluded.
- Watch out for complacency. Not thinking a fresh about what you do. Failing to see how needs, trends and expectations have changed. Bidding for what you have always done.
- Being too close to it. You are so involved in the organisation that it is difficult to be objective about it or make the case.
- Underselling yourself. Being reluctant to show your expertise, skills and understanding.
- Not showing that you can manage it. Funders need to know that you have the experience, systems and structure to properly manage the activity. A good business plan should spell this out.
- Seeing it a funding request. It is now more than asking for money. It’s about building a relationship and agreeing a business relationship.
Contact me to discuss way in which I can help and support you in producing effective bids.