The Challenge

Public sector tendering can feel overwhelming, particularly for organisations new to the market or those expanding their bidding activity. The processes vary significantly across contracting authorities, with different evaluation criteria, compliance requirements, and submission formats. Many bid managers reported feeling unprepared when facing complex, high-value opportunities.

The challenge is not simply the volume of opportunities available—it is knowing where to start. Organisations often attempt to bid for contracts that are beyond their current capability, leading to stretched resources, poorly constructed submissions, and ultimately, a lower win rate. This creates a negative cycle where teams become demoralised and the business case for continued investment in bidding weakens.

Analysis and Approach

The solution lies in building capability progressively. Think of it like cooking: you do not begin with complex recipes. You master a few simple dishes first. Once you understand timing, ingredients, and techniques, more complicated meals become faster and easier to produce.

The same principle applies to bidding. Organisations should focus initially on lower-complexity tenders where they can develop their processes, refine their templates, and build a track record. As capability matures, teams become more efficient, and they can tackle higher-value opportunities with greater confidence and a stronger foundation.

A structured approach also means having clear bid/no-bid criteria. This is the process of evaluating whether an opportunity is worth pursuing before committing resources. Without this discipline, organisations waste time on tenders they are unlikely to win.

How Athena Can Help

Athena provides structured bid management support tailored to your organisation's maturity level. We help you identify appropriate opportunities, develop robust bid/no-bid frameworks, and build the internal capability needed for sustained success. Our managed service includes access to experienced bid professionals who can mentor your team and help you progress from straightforward tenders to more complex, higher-value contracts.

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