Improving over time.
WHAT DETERMINES SUCCESS OVER TIME
Track record Registered categories and certifications Financial capacity Documentation discipline Relationships and reputation
WHY TRACK RECORD COMPOUNDS
Completed contracts are the experience required for the next ones.
WHAT TO DO EARLY
Take smaller contracts to build evidence.
WHY
Experience requirements exclude those without it, and it must be built somewhere.
WHAT TO OBTAIN AFTER EVERY CONTRACT
Completion evidence and a reference.
WHAT TO MAINTAIN
A record of every contract delivered.
WHAT TO INVEST IN
Certifications that open categories Financial statements that meet thresholds Personnel with required qualifications Equipment where ownership is required
WHAT TO ESTABLISH
Which requirements repeatedly exclude you.
WHY
They indicate where investment produces access.
WHAT TO BUILD INTERNALLY
A process for bidding: who does what, and a checklist
A library of reusable content, adapted each time A record of prices and outcomes
WHY A LIBRARY
It reduces preparation time substantially, provided it is adapted.
WHAT TO AVOID
Submitting unadapted content.
WHAT TO MEASURE
Bids submitted, won and lost Reasons for loss Cost of bidding Margin achieved on delivery
WHY MARGIN ON DELIVERY
Contracts won at unviable prices are worse than losses.
WHAT TO REVIEW
Whether this route is profitable overall.
WHAT TO ESTABLISH
Selectivity: bidding where you can genuinely win and deliver.
WHY
It raises the success rate and it lowers the cost.
