I recently lost a bid for a project that felt like such a natural fit. We had just wrapped up a successful engagement with a similar company, and the prospect had even heard about our work from that client. The excitement was there on both sides, so I thought this was going to be a smooth win.
But when it came time to submit my proposal, I overdid it. I wanted to impress them by not only addressing their immediate request, but also anticipating what I thought they would need down the road. In my mind, I was offering them the most comprehensive, future-proof solution. In reality, I may have priced myself right out of the running.
What stung even more was learning that, in the end, they struggled to find a vendor with the experience to deliver. I still believe we could have done something truly great together.
This experience has me reflecting on a tough truth: in competitive bidding, the lowest price often wins, even when a more complete solution could deliver far greater long-term value. On the flip side, I recognize that I can sometimes overanalyze and try to “future-proof” everything. That tendency to anticipate every possible need doesn’t always serve me—or the client.
As a buyer, I imagine it’s just as challenging. Budgets are real, and balancing costs against expertise and quality isn’t easy.
So here’s where I’d love your perspective:
If you review bids, what makes a proposal stand out to you beyond price?
If you’re a fellow vendor, how do you highlight the real value you bring without overwhelming or overshooting expectations?
I’d love to learn how others navigate this balance.