By Deborah Mazoudier, Founder & Principal Tender Specialist

You have all seen it. A parent in the park sitting on one side of the see-saw bum on the ground while the child dangles their feet on the other side not so happily perched mid-air.

In tender context this metaphor applies in many ways. An imbalance of power. A win-lose financial or risk scenario. Or in my case recently, a non-alignment of organisational values.

So, do aligned organisational values really matter for a tender? Well, yes.

Just taking my recent experience of where values did not align, the impact on a successful tender would be significant.

• If one organisation takes a “bums on seats” approach to resourcing and the other has a completely flexible way of working, people are going to be confused, unproductive and frustrated.

• If one organisation does not value the skill set that the other business brings to the table, then some people are going to be deflated, unmotivated and at worst demoralised.

• If one organisation wants it done cheaper and quicker, and the other values time and quality, then the final product will never meet either parties expectations.

• If one organisation takes a completely linear approach, and the other recognises the need to be iterative and nimble, then the solution will suffer.

What is the answer then when values don’t align?

Well, hopefully you can acknowledge the non-alignment, define it and then agree the values that will drive everyone in the team.

In complex cases, for example, bringing together a JV or consortium, this often requires a professional understanding of organisational dynamics and facilitation.

And in my case managing the risk to small business and the wellbeing of my team? Well, sometimes the best answer is thanks for the offer but “no”.