Do you have Optimism Bias in the bid process?

Are you losing bids because of optimism bias — and not even realising it?

In this episode, Emma Orr explores how overconfidence can quietly derail your bid strategy. Optimism bias shows up when teams assume “we’re the perfect fit,” “the client loves us,” or “we can definitely win this” — without objective evidence. While it’s true that you can’t win if you don’t bid, chasing every opportunity without proper qualification can waste time, money, and resources.

Emma shares real-world examples of costly pursuits, including last-minute requests and expensive bid requirements that were never likely to convert. She discusses the common “power of three” scenario, where suppliers are invited to bid simply to make up the numbers, and explains why internal enthusiasm doesn’t always reflect the client’s true intentions.

You’ll learn why pursuing weak opportunities prevents you from focusing on stronger ones, how underpricing and overpromising can damage profitability, and why organizations need the courage to challenge assumptions. Sometimes the most valuable voice in the room is the skeptical one.

Emma also highlights the importance of a structured, evidence-based bid qualification process — including her free 36-question scoring matrix designed to help businesses assess opportunities objectively.

If your team tends to default to “let’s go for it,” this episode will help you pause, ask better questions, and make smarter bid decisions.

Do you have optimism bias in your bid process? It might be time to find out.

Why is writing still so undervalued in business? In this episode of Winning Business, Emma Orr explores why great writing is essential for winning bids—and why poor communication loses more deals than anything else. From jargon-heavy proposals to self-focused copy, Emma breaks down the biggest writing mistakes teams make and how to fix them. Learn how clear, customer-focused writing can elevate your bids, strengthen your message, and actually help you win more work.

Keywords: bid writing, communication, proposals, business development, sales strategy, persuasive writing

Not every opportunity is worth the bid. In this episode of Winning Business, host Emma Orr explains why chasing every tender can hurt your success rate—and how to decide which bids are truly worth your time. She shares her nine essential checks for smart bid/no-bid decisions, from strategic fit and client relationships to resource capacity and competitive edge. Learn how focus, preparation, and realism can boost your win rate and protect your team's time.

Keywords: bidding strategy, bid qualification, business development, tendering, sales focus