Ok, I get it, we’re in a recession so CSR and all those promises you made in the glory days of 2007 regarding the environment and the local charities you were going to help have been put on hold.  You haven’t forgotten, you’re just tightening your belt, weathering the storm, playing the long game, ready to lavish your time, effort and money once the future looks a bit brighter. 

The logic is there, albeit flawed: but consider this.  In many industries the hard times have encouraged businesses to look for lucrative public sector contracts where budgets have yet to be cut and are looking the most secure.  Of course public sector work demands the public money and there is no hiding from that boss, they’re everywhere, know everything and will have a tantrum to end all tantrums if they don’t feel they’re being kept in the loop.

Enter the tender process: long, laborious and sometimes disappointing, companies will spend hours making sure they are shown in the most favourable light.  You’re often competing like against like too, similar size, experience and cost structures.  So how do you differentiate yourself and generate that all important competitive advantage?

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