Pull your head in son

Pull your head in son

On Tender

It’s hard not to be arrogant when you’re brilliant. People who work in IT know this. Because they're brilliant.

They can understand binary code (on off off on off on off on = 139, am I right?) and they can look at packets of blips, tell us where these mysterious dots are going, where they’ve come from and what they mean. IT people know about radio signals and routers; flat screens and pocket screens. They know how to talk to computers in a language that may as well be Klingon. Some of them probably do know Klingon.

Of course, not every brilliant IT person is arrogant. But if you try to claim you’re not arrogant after being accused of being arrogance, that is a form of arrogance itself. In short you’re stuck if someone points the stick at you. You are an arrogant sod and you now have to wear the badge until all those people around you drop dead of old age, or you move towns, whichever comes first.

I once asked a very senior sales dude if he knew of a tech I could talk to about boosting existing 3G signals from a high place to a low valley where there was scant coverage.

“A tech,” he exclaimed. “Don’t ask those dim-wits.”

The salesman went on to explain what I needed.

“Who do you think has been selling solutions for the past twenty years?" he added. "Techs are idiots.”

“Techs can’t soluce an opportunity if it’s not on Google,” he continued, using a term whose meaning eludes me to this day. “Sales people know what they are doing because they stuck with the problem and don’t any make any money if all goes pear-shaped.”

So maybe IT people are not absolutely brilliant at everything. If that includes responding to a tender, IT people may be bad because they think they are good. They assume that proposing a price for a product is easy and all you have to do is write some words on a few A4s and put it in the snail mail.

It’s this arrogance that makes tendering such a crappy part of an IT firm's business. It’s a well known fact that nobody likes doing it. It’s a pain in the arse, it takes too long, it’s boring and you have very little chance of success.

I had this conversation very recently with a specialist in the tendering business. He told me tendering was a very professional part of the marketing process for many industries, including construction and manufacturing. IT people, he said, are noted for how badly they do it. Maybe because they’re all left-brain thinkers. Maybe because they think they’re so great at everything that a simple marketing exercise manner is a doddle.

It should be but it’s not.

The building industry is also full of arrogant blokes. Those companies tender a lot for business. But they don’t naturally go near Microsoft Word. Paperwork is unnatural to these gruff types and they tend to leave it alone. Leave it to the pros, and as a result their tenders are slick, polished, deploy the relevant information in concise and clear formats and generally get the deals they’re intended for.

So maybe if you're in IT, you should consult with someone who does this for a living.

Because if you think know everything, you probably don’t.

Or as they used to say on the railways, “pull your head in son.”

Follow Us

Join the newsletter!


Sign up to gain exclusive access to email subscriptions, event invitations, competitions, giveaways, and much more.

Membership is free, and your security and privacy remain protected. View our privacy policy before signing up.

Error: Please check your email address.

Tags The Scrum



The making of an MSSP: a blueprint for growth in NZ

The making of an MSSP: a blueprint for growth in NZ

Partners are actively building out security practices and services to match, yet remain challenged by a lack of guidance in the market. This exclusive Reseller News Roundtable - in association with Sophos - assessed the making of an MSSP, outlining the blueprint for growth and how partners can differentiate in New Zealand.

The making of an MSSP: a blueprint for growth in NZ
Reseller News Platinum Club celebrates leading partners in 2018

Reseller News Platinum Club celebrates leading partners in 2018

The leading players of the New Zealand channel came together to celebrate a year of achievement at the inaugural Reseller News Platinum Club lunch in Auckland. Following the Reseller News Innovation Awards, Platinum Club provides a platform to showcase the top performing partners and start-ups of the past 12 months, with more than ​​50 organisations in the spotlight.​​​

Reseller News Platinum Club celebrates leading partners in 2018
Meet the top performing HP partners in NZ

Meet the top performing HP partners in NZ

HP has honoured its leading partners in New Zealand during 2018, following 12 months of growth through the local channel. Unveiled during the fourth running of the ceremony in Auckland, the awards recognise and celebrate excellence, growth, consistency and engagement of standout Kiwi partners.

Meet the top performing HP partners in NZ
Show Comments