Tenders are a minefield; everyone knows this.
With some help, I feel I have just about mastered the process (if not always the pricing!) and APM’s wins have been big; all very positive for myself and the business, where my efforts are focused- to reach the next level.
Sometimes the wins outshine the reality however, and I have found that it is just as important to recognise when a contract is just not right for your business and does not fit with the route you wish to walk.
Having recently won a large contract, following much research, team effort, time and submission of a completed bid, team APM celebrated as we always do and then set to work on mobilising the teams responsible.
Several weeks later, after closely monitoring the contract, I made a decision to withdraw from the work. My team were continually requested to undertake additional tasks, work differing hours from those which had been agreed and accept terms which just weren’t feasible for us as a business.
I realised at this point that sometimes, reaching for the wins overshadows smaller, yet important factors and that the business world is a level playing field; a two-way street, on which you have the option to walk either way.
I have learned that some jobs just won’t be right for us and I am allowed to say no!
