As Christmas approaches, many of us will be finalising those last-minute bids, wishing for a win to end the year. What if this Christmas, we gave ourselves the gift of negotiation mastery? Negotiation is about creating a win-win situation where all parties feel valued. Think of it as unwrapping presents under the tree – you want everyone to walk away with something they’re excited about. In bids, this means negotiating effectively with your sales team, subject matter experts (SMEs), clients, and your bid team.
Trimming the wish list
Sales teams often promise clients the moon – a faster project delivery, extra services, or pricing discounts. However, not every promise is feasible. Imagine negotiating with a sales lead who has promised a software upgrade within a three-month timeline while your tech team knows it requires six months. Negotiation here means collaborating to strike a balance.
Focusing SME input on what shines brightest
When working with SMEs, the challenge is gathering enough valuable input without overloading the bid. For example, an SME might want to include detailed technical specifications in a bid that’s meant to be high-level. Too much information could overwhelm the client. Here, negotiation involves asking the SME to focus on the most impactful data – what is a case study or success metric that can make the biggest difference for the client? That’s the star on top of the tree.
Wrapping up the perfect deal
Negotiating with clients can be tricky. Imagine a client who wants to expand the project scope without increasing the budget – perhaps they ask for an extra service or faster delivery. You could offer a discount for a longer contract or suggest reducing a less critical part of the project to stay within budget. By offering reasonable compromises, you reassure them that the final package will meet their goals – like finding that perfect gift under the tree.
Tying the perfect bow
Negotiating within your team is often the most overlooked part of the process. Each member brings different ‘gifts’ and it’s important to harmonise them. Picture this: your marketing team wants to push a creative angle for a bid while your finance team is focused on cutting costs. Perhaps you agree to include some creative elements while maintaining a strict budget. Negotiation is about finding common ground. Allow space for honest conversations and address conflicts early. Treat these discussions like wrapping a gift – you need the right amount of tension for the bow to look perfect.
This Christmas let’s embrace negotiation as our ‘bid present’. By honing our negotiation skills, we’ll end the year with stronger bids, better relationships, and a festive spirit of collaboration that lasts well beyond the holidays.
Rita Mascia
Rita’s 24 year journey into the world of bids and proposal started while working for an award-winning language and culture business organisation. She has extensive experience in the public, private and not for profit sectors. Her expertise in the bid cycle includes business development, capture, bid management, bid writing, and contract negotiations. Her passion lies in leading teams to win business by producing persuasive proposals that deliver what they promise.
