I’ve lost count of the number of times estimators have told me they ‘just want a few CVs’ to accompany a tender. Without exception, they have been surprised at my reluctance to provide stock or archive CVs, because they think it’s all about the price.
But it’s not just about the price: It can’t be. Think about it. Why would a prospective client want to see CVs?
Because, when faced with several competitive prices, they are the deal clincher.
Approach every tender as you would a job application, and you’ll start to treat CVs far more seriously. It’s surprising how many CVs don’t effectively capture people’s skills and experiences. Yet it can be the difference between winning and losing valuable work.
I have seen bids containing CVs that are out of date (sometimes by years) or that only cover the individual’s time with their current employer. Some are cut and pasted from older versions. Others are quickly written by the individual and left unedited. Most of them are generic with poorly worded content.
Staff profiles/CVs should capture each individual’s key experiences, activities, and achievements. They should be relevant to the specific project being bid.
Imagine yourself as the client, and write something that would excite you. Make sure you write consistently across the team, too. There’s nothing worse than reading CVs for a team who have worked together on the same project, only to see different values, timescales, and scope on each CV.
Creating killer CVs takes time, patience, face-to-face discussion, and even (in some cases) experiencing colleagues’ work first-hand. It’s probably one of the most important investments you’ll make in developing your business.
I can add value by helping to capture all the amazing things that you didn’t know about the people who work with you. Even better, your colleagues will gain a better understanding of your business, your aspirations, what’s in it for them, and the ways in which they can help you to grow.
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