Understanding organisational cultures in bid writing

Organisations have their own unique cultures that are shaped by factors such as their mission, values, history, and management style. Understanding and being sensitive to these organisational cultures is important when writing tenders, as it can help you to tailor your language, approach, and messaging to better align with the client organisation’s culture and increase your chances of winning the contract.

There are several different types of organisational cultures, here are a few recognised organisational cultures and some suggestions as to Australian companies that may exhibit these cultures.

Organisational culture of innovation

Organisations with an innovation culture tend to be focused on creativity, experimentation, and taking risks. They are open to new ideas and are willing to try new things. When writing tenders for organisations with an innovation culture, it is importance to emphasise your company’s creativity, flexibility, problem solving experience and innovative practices.

Google Australia, Atlassian, and BlueChilli are examples of Australian organisations that are known for their innovation culture. They are known for encouraging creativity, experimentation, and taking risks.

Organisational culture of performance

Organisations with a performance culture tend to be focused on achieving specific goals and achieving results. They are goal-oriented and results-driven. When writing tenders for organisations with a performance culture, it is important to emphasise your company’s track record of achieving results, and to provide specific, measurable data on the performance of the product or service. Demonstrating quality management processes, that is, how you guarantee the quality of your deliverables is a necessity.

Commonwealth Bank of Australia and BHP Billiton are examples of Australian organisations that have a strong performance culture. These organisations have a track record of delivering results and achieving specific goals.

Hierarchical organisational culture

Organisations with a hierarchical culture have a clear chain of command and decision-making is centralised. They are more traditional and rely on clear rules and regulations. When writing tenders for organisations with a hierarchical culture, it is important to emphasise your company’s stability, experience, and its ability to follow established procedures. Clear communication pathways between the client and your organisation are also a necessity.

National Australia Bank, Telstra, and Australia Post are examples of Australian organisations that have a more hierarchical culture. They tend to have a clear chain of command, decision-making is centralised, and they rely on clear rules and regulations.

Team-based organisations

Organisations with a team-based culture are more focused on collaboration, teamwork, and communication. They are more flexible and less formal than organisations with a hierarchical culture. When writing tenders for organisations with a team-based culture, it is important to emphasise your company’s ability to work well with others, to be responsive to feedback, and to be flexible and adaptable.

Australian Broadcasting Corporation (ABC), ING Bank, and Wollongong City Council are examples of Australian organisations that have a team-based culture. They are known for valuing collaboration, teamwork, and communication.

Beware of generalisations

Note that these examples are all generalisations and simplifications. When dealing with important contracts it is important to conduct your own research and understand the specific needs and expectations of each client. Mix and match your responses to respond to the culture of your client. Madrigal Communications have a strong focus on developing tender strategies.