LESSONS FROM THE WIN ROOM · EPISODE 04

The bid starts before

you start writing.

Rory Lipington, Head of Training Sales UK and Europe at TWI, joins Sam Singh to talk about what really goes into winning a major tender.

From deciding whether to bid at all to building the team, managing the pressure and learning from the ones you don't win.

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Sam Singh, Managing Partner at Shipleywins and host of Lessons from the Win Room

Hosted bySam SinghManaging Partner, Shipleywins

The guest

Rory Lipington

Head of Training Sales UK and Europe, TWI Training and Examination Services

Rory started his career as an apprentice engineer before moving through operations, business development and senior leadership. That means he's spent plenty of time on both sides of the equation: winning the work and delivering it. He joins Sam to talk candidly about major tenders, bid teams, losses, AI and what actually helps when the pressure is on.

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A moment from the Win Room

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“You think, actually, yeah, we've got a chance of this one.” — Rory Lipington

Episode 04 · Featured moment

What does it feel like to lose the bid you thought you might win?

You can get the team right. The response can look strong. The price can feel competitive. And you can still lose.

Rory talks about the reality of getting a team behind a major opportunity, starting to believe you've got a real chance — and then getting the bad news.

Because not every good bid ends with a win.

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Five lessons from the Win Room