『Chasing The Win』のカバーアート

Chasing The Win

Chasing The Win

著者： Deborah Mazoudier
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Chasing The Win is for people in the pursuit world who know this work is about far more than deadlines, documents and compliance. Behind every bid, there is strategy, judgement, communication, trust and a whole lot of human effort. There is the challenge of bringing clarity to complexity, staying steady under pressure and creating something that genuinely deserves to be chosen. I created this show because I believe more of this knowledge should be shared. Tendering shapes so much of the world around us. It influences who delivers vital services, who builds important infrastructure, who supports communities and who gets the opportunity to make a real impact. And yet, so much of the insight behind this work stays tucked away inside busy teams, hard deadlines and long bid days. I wanted to create a space where we could bring more of that thinking into the open and have more honest conversations about what it really takes to do this work well. Through this podcast, I will explore pursuit strategy, win themes, persuasive writing, client relationships, team dynamics and the lived reality of bid work. Some conversations will be practical and focused. Others will explore the more human side of the work, the pressure, the collaboration, the tension, the resilience and the small shifts that can make a big difference. At its heart, Chasing The Win is for the people behind the submissions. The bid managers, writers, strategists, subject matter experts, sales leads and everyone else who cares deeply about creating something thoughtful, credible and worth selecting. I want this show to feel generous, grounded and useful. A place where we can learn from one another, strengthen the craft and bring more clarity, confidence and humanity to the pursuit process.Copyright 2026 Deborah Mazoudier マネジメント マネジメント・リーダーシップ 出世 就職活動 経済学
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  • Supporting the Adoption of AI with Leadership and Governance with April Shields

    Supporting the Adoption of AI with Leadership and Governance with April Shields
    2026/06/24

    Two teams can buy the same AI tool and get totally different results. One gets faster and sharper. The other ends up with more noise, more rework, and generic words that do not sound like them. When I spoke with April Shields, Head of Submissions at Built, she made it clear why. AI adoption in bid teams is not a software problem. It is a leadership and governance problem.

    April shares how she was told to “go and get AI” and why she refused to start with features. She started with the real problem: how do you equip a flat-out team to deliver fewer bids that are far more complex and far higher impact? That shift changes everything, including what “success” even looks like.

    We talk about what makes AI genuinely useful in a bid environment, including tools that link safely to your libraries so you can find and pull together relevant content fast. But the bigger win is what you do with the time you get back: more judgement, more time with SMEs, and better strategic decisions.

    And we get blunt about quality and risk. Garbage in, garbage out still applies, and governance is what stops AI turning into sludge. April also raises the long-term question the industry cannot dodge: if AI takes the junior work, how do we train the next generation of bid leaders?

    CHAPTER MARKERS

    00:00 Meet April Shields and Built

    01:41 Why AI adoption varies in bid teams

    02:44 Define the real AI problem to solve

    04:33 The content search time sink

    05:14 Team trial and adoption buy in

    07:08 Garbage in garbage out and libraries

    08:50 Judgement over automation in bids

    10:20 AI and better SME collaboration

    13:32 AI governance and rules of use

    14:42 Tone of voice and quality control

    15:58 Asking better why questions

    16:25 Getting senior stakeholder buy in

    16:37 Training junior bid writers with AI

    18:33 Clarity under bid pressure

    19:51 Better SME conversations and strategy

    22:01 From blank page to first draft

    23:34 Predictable leadership cuts rework

    25:03 Culture and behaviours before tools

    27:42 Governing AI long term in tendering

    29:10 The human edge in competitive bids

    30:05 Closing thoughts and thanks

    April Shields - https://au.linkedin.com/in/april-shields-9aa22434

    Web: https://www.tenderplusconsulting.com.au/

    LinkedIn: https://www.linkedin.com/company/tender-plus/
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    30 分
  • Long Hours Aren't A Badge Of Honour In Tendering: They Are A Red Flag

    Long Hours Aren't A Badge Of Honour In Tendering: They Are A Red Flag
    2026/06/10

    In the tendering world, time is our most precious resource. Yet, there is a pervasive culture that treats sleeplessness, late-night bid submissions, and running on pure caffeine as a status symbol. In this episode, Deborah challenges a long-standing industry norm and explains why treating long hours in tendering like a badge of honour is not a sign of commitment; it is a major operational red flag.

    Stretching your bid team into 18-hour days does not produce better work. In high-stakes tender submissions, extreme fatigue triggers a law of diminishing returns, resulting in a drop in quality that can easily cost you the win.

    Chronic overwork is a diagnostic symptom of a deeper problem. Persistent late nights point directly to structural issues within a business: internal bottlenecks, poor resource management, onerous governance, or a failure to respect the bidding process. If a company wouldn't run its core operations in a constant state of emergency, it shouldn't allow its tender management and proposal teams to operate that way either.

    This is a vital conversation for anyone involved in competitive bidding, whether you are a bid manager, tender coordinator, proposal writer, graphic designer, or executive stakeholder. Winning work requires strategic clarity, sharp decision-making, and care. None of which can be delivered by an exhausted mind. It’s time to stop rewarding the martyrdom of the all-nighter, respect the craft, and build a framework that allows your team to win well-rested.

    CHAPTER MARKERS

    0:00 - The "Long Hours as a Badge of Honour" Club

    0:50 - Sleeping Under Desks: A True PPP Tender Story

    1:25 - Why Burnout Culture is Ruining the Tendering Industry

    1:52 - The Law of Diminishing Returns in Bid Management

    2:25 - How Exhaustion Lowers Your Tender Submission Quality

    2:48 - Why Long Hours in Tendering Are an Operational Red Flag

    3:27 - Diagnosing Bottlenecks, Poor Resourcing, and Broken Governance

    3:53 - Choosing Strategy Over Exhaustion: How to Win Rested

    LINKS:

    Web: https://www.tenderplusconsulting.com.au/

    LinkedIn: https://www.linkedin.com/company/tender-plus/
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    4 分
  • A Data-Driven Approach to Winning Major Tenders with Carla Garvie

    A Data-Driven Approach to Winning Major Tenders with Carla Garvie
    2026/05/27

    In this episode of Chasing the Win, Deborah from Tender Plus speaks with Carla Garvie, Commercial Director (Australia and New Zealand) at Alstom, about what actually creates an edge in high-stakes bids. If you work in tendering, major projects, government procurement, or competitive bids, this is a practical look at how winning teams think and lead when the pressure is on.

    We discuss why major tenders are won or lost early, often before the submission is even drafted. Carla shares what preparation really means in bid management, including getting the right people in the room, creating role clarity, and aligning the team on what “good” looks like. If you are a bid manager, tender manager, proposal manager, or part of a pursuit team, you will recognise how quickly assumptions and unclear roles can derail a tender response.

    Carla also explains why communication is a system. We talk about the discipline of capturing information, running regular reviews, and keeping submission work, governance, and interactives aligned. Interactives are now a major part of many tender evaluations, and the teams need to use them to test solutions and build trust and collaboration.

    Finally, we take a look at what “data-driven tendering” actually looks like in major bids. From pricing risk and departures, to modelling lifecycle cost, reliability and availability, data analytics shifts a tender from intuition to evidence. If you want to improve your approach to tendering this conversation is one to listen to.

    CHAPTER MARKERS

    00:00 Introduction to major tenders and tendering strategy

    01:21 Carla Garvie career journey in rail and mobility

    02:08 Early tender strategy and role clarity

    04:23 Left shifting and pre tender preparation

    05:30 Aligning submission, governance and interactives

    07:06 Strategy before win themes

    09:13 Data driven bidding and tender analytics

    12:41 Leading diverse bid teams

    14:50 Keeping the bid on strategy

    18:39 Transport sector tender challenges

    21:34 Winning tender interactives

    23:33 Leadership under pressure in major tenders

    24:49 Mentoring and wrap up

    LINKS:

    Carla Garvie LinkedIn: http://linkedin.com/in/carla-garvie-12896533/

    Web: https://www.tenderplusconsulting.com.au/

    LinkedIn: https://www.linkedin.com/company/tender-plus/
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    26 分
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