Why are so many capable contractors losing work—despite bidding more than ever?

In this episode of The Hard Hat Talks, host Kenneth Martin sits down with Pamala Cunningham of' Growth & Performance Solutions' to uncover a hard truth across the UK construction industry: more tendering doesn’t mean more success.

From procurement bias and misaligned frameworks to poor bid strategy and positioning, Pamala breaks down why contractors are chasing work that was never truly winnable - and what it’s really costing them in time, margin, and growth.

This is a conversation that goes beyond tendering tactics. It exposes the deeper commercial behaviours shaping today’s construction market, and why many SMEs are stuck in a cycle of reactive bidding instead of strategic growth.

You’ll hear:

• Why “tendering for everything” is quietly damaging contractor performance
• How procurement structures can unintentionally exclude strong local businesses
• The hidden cost of poorly targeted bids on cashflow, resource and morale
• Why positioning, relationships and clarity often win over price
• What smarter, more selective bidding actually looks like in practice

Pamala also challenges the industry to rethink how work is won - not just how bids are written.

From mindset to methodology, this episode offers a clear shift in thinking for contractors, developers, and consultants alike.

If you’re bidding more but winning less... this episode will make you rethink your entire approach.

🎧 Listen now on Spotify, YouTube, Apple Podcasts and Amazon Music

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