One of the most intelligent moves a bidding organisation can make in a high-value, intensely competitive bidding race (assuming the research and planning phase has started far enough in advance of the release of the client’s documentation to the market) is to select its client-facing “information gatherers” strategically.

Many bidders give both inadequate and inactive thought to how important it is to exercise keen listening skills during any communication opportunity with a potential customer or client.

However, a bidder can give itself a natural advantage in this regard by identifying and appointing people to the roles they most comfortably fit.

For example, a highly social, talkative person (often the conventional choice for “business development” roles) is not necessarily always the best-suited operative to send into a meeting in which a depth of questioning and retention of substantial amounts or detail of information is required.

An operative of a quieter, more deep-thinking and detail-observant disposition might be a more strategic appointee to the task.