Before a tender is released, the shortlist is often already taking shape. In this episode of Chasing The Win, Deb speaks with Susan Mercer, Business Development Manager at ADCO Construction, about pre-tender positioning and what it really takes to be “in the game” before probity tightens and the tender process becomes formal.

Susan breaks down why business development in construction tendering is not surface-level sales. It’s about building trusted client relationships early, understanding what matters to the client, and asking the questions that uncover real priorities, risk concerns, and what’s keeping stakeholders awake at night.

She also unpacks why your first interaction is a preview of delivery, and why introducing the right delivery team early can be a competitive advantage. When capability is similar across contractors, culture fit, communication style, and the personalities a client will work with for the next one to three years can be the deciding factor in winning tenders.

If you’re trying to improve your pursuit strategy, strengthen your bid and tender pipeline, and stop wasting time on opportunities that were never real, this conversation is a practical guide. You’ll hear how to share pursuit intelligence with bid teams, shape the opportunity before the tender drops, and make smarter bid/no-bid decisions in a competitive market.

CHAPTER MARKERS

00:00 Introduction

01:37 Trust and values alignment with clients

03:00 Introducing delivery teams early

06:17 Why relationships beat open tenders

08:47 Client fit personalities and culture

10:10 Building consultant trade partner trust

12:15 Reliability over cheapest price

14:23 Shaping the opportunity before probity

18:11 Guardrails for client-safe innovation

21:51 Ask better questions avoid assumptions

22:42 When to walk away bid no-bid

26:25 Breaking into new markets

27:42 Seven touchpoints to build trust

30:39 The thrill of the chase in pursuit

Connect with Susan Mercer

Linkedin: https://au.linkedin.com/in/susan-mercer-gaicd-1366bb2a

Connect with Deb at Tender Plus

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

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