For a long time, the bid profession has treated burnout as an occupational hazard. Late nights, the impossible deadlines, pushing through because the submission must go out. We call it dedication. It is a resourcing failure.

How do I win more work? Business owners ask me this constantly. When I partner with an organisation, I help them build APMP aligned bid processes that support them to bid less and win more. This article dives into Capture, a topic that I am enthusiastic about.

Being the incumbent feels like an advantage. You know the client. You know the contract. You know what works and what doesn’t. Surely that has to count for something when the retender lands?

There is a pattern I often see. A CEO looks at win rates and feels something is off, but the symptoms hide inside the business. Some bids are strong, others fall apart, and no one can confidently explain why. The truth is usually simple. The organisation is carrying capability gaps into every pursuit, and those gaps cost real revenue

If you’re anything like most bid and proposal teams, January disappeared in a blur of back-to-work catch-ups, planning meetings, and probably at least one urgent tender that landed on your desk before you’d even sorted out your 2026 goals.

When a tender drops, most organisations ask, “When’s it due?” The better question is “Are we ready?”