Handling a Tough Leadership Review of Your Bid
Updated September 2026: in 2018 I wrote about a bid deck that leadership questioned heavily in review, with many changes requested before it could be submitted. I have rewritten it into advice on handling a tough leadership review.
After making the small changes the delivery expert suggested, I shared the deck with leadership as she recommended. She had been reluctant to spend even a few minutes on the bid. The review call was the next day and I expected it to go smoothly. Instead, leadership questioned the solution from every angle. The delivery expert tried to manage the discussion, and a long list of changes was requested. Leadership finally gave approval to share the deck with the account team, and after making the changes and confirming them with the expert, I submitted it.
Why do leaders ask so many questions?
Because they carry the risk if the deal is won at the wrong price or with the wrong solution. Tough questions are part of their job, and a heavy review often means they care about the deal.
How do you handle a review that goes badly?
- Listen and write down every point: do not argue each one on the call.
- Answer what you know: and take the rest as actions with a date.
- Let the owner answer: solution questions go to the delivery expert, commercial ones to the account team.
- Send a summary after the call: changes, owners and the new date.
What prevents a rough review?
A short pre-review with one senior person, a clear summary slide, and an expert who has actually engaged with the solution. A reluctant reviewer is a warning sign worth raising before leadership sees the deck.
Should you re-review after changes?
Yes. Many changes interact: a new team structure can change the price, and a new assumption can change the risk section. A quick check with the expert avoids new errors.
Is approval after many changes a good outcome?
It is a normal one. What matters is that the final deck is better than the first, and that you learn the questions to answer earlier next time.