Meet our Connectors: Ionela Eșanu, from opportunity to strategy
Before the first line of code, before the kickoff, and before a project truly begins to take shape, there is a less visible yet essential stage. This is the moment when an opportunity becomes a clear direction, and to make that happen, within the Connections team, behind the scenes, is Ionela Eșanu, Head of Public Bid & Presales.
With over 20 years of experience in public procurement, Ionela leads the department that sets projects in motion from their earliest stages. The BID team is the first step: they analyze, structure, and coordinate the entire bidding process. From the initial review of documentation to the final submission, everything follows a rigorous process that brings together technical teams, project management, finance, legal, and external partners. Within this complex ecosystem, the BID team acts as the binding force that ensures coherence and direction, transforming an opportunity into a solid proposal.
More than an offer: a commitment
For Ionela, an offer means more than just compliance: “A compliant offer keeps you in the race, but a strong offer puts you in first place.” The difference lies in the depth of understanding and the courage to build more for clients than the bare minimum required. In this sense, a well-crafted offer is not just a set of documents, but a benchmark for the stages that follow in a project’s lifecycle. It guides the implementation team, sets the beneficiary’s expectations, and forms the foundation of the contractual relationship. As such, alignment between what is proposed and what will be delivered becomes essential because responsibility for the outcome is shared.
The preparation and submission of a bid in public procurement is a structured and intensive process, strictly dependent on complying with the requirements and deadlines set out in the tender documentation. It is not a linear activity, but one carried out in parallel, with multiple teams contributing simultaneously to building a complex and comprehensive proposal.
The process begins with a detailed analysis of the procurement documentation. At this stage, key requirements are identified, such as technical, commercial, financial, legal, and eligibility criteria, and their correct interpretation is critical. As Ionela’s practical experience highlights: “A missed detail, a missing document, or an unmet requirement can eliminate a bid, no matter how strong the technical solution may be.”
Based on this analysis, the working team is formed, bringing together specialists from multiple areas: technical, project management, finance, legal, and human resources, along with partners or subcontractors when the project requires it. Coordinating these efforts is essential to ensure the overall coherence of the bid dossier. At the same time, activities are carried out under the pressure of a fixed deadline, with no flexibility, which requires rigorous organization and continuous prioritization of tasks.
Challenges of working under time pressure and regulatory constraints
The real challenges arise in keeping the team focused on the end result during moments when the workload suddenly increases and deadlines become critical. In these situations, very clear communication, an efficient distribution of responsibilities, and constant alignment on priorities are essential, ensuring that efforts are directed toward activities with a direct impact on delivering the bid.
At the same time, it is important to maintain a balance between speed and accuracy, as any compromise in terms of quality or compliance can have direct consequences on the final outcome. This rigorous approach means that every intermediate stage is treated with the same level of seriousness as the final delivery, as Ionela also states: “We work with zero tolerance for error. Every detail matters. It is a constant exercise in precision and discipline.”
The deadline is absolute. A bid submitted even with a minimal delay is automatically rejected, without exception. This makes time management a critical element throughout the entire process. At the same time, the legislative framework directly shapes how the bid is built. Public procurement law, European directives, and the guidelines of relevant authorities establish the rules that must be followed at every stage.
“It is essential to stay constantly up to date with legislative changes and to understand not only the letter of the law, but also the reasoning behind it. A technically flawless bid that is legally incorrect will still lose. That is why, within our team, legal and technical expertise must work hand in hand”, says Ionela Eșanu, Head of Public Bid & Presales in the Connections team.
From the outside, the bidding process may seem like a punctual administrative activity, but in reality, it is the result of weeks of intensive work, hundreds of pages of documentation, and numerous decisions made under pressure. It is a process that involves interpreting requirements, coordinating teams, and integrating multiple efforts into a coherent bid dossier, often under conditions where requirements can be ambiguous or difficult to interpret.
In this context, one of the key strategic decisions is whether to participate in or withdraw from a bidding process. The decision not to submit a bid, although difficult, is sometimes necessary when the requirements are not aligned with the company’s profile or resources. Such a decision protects the team and reduces the operational and reputational risks associated with unsuitable participation. Ionela summarizes this aspect in a simple and well-articulated conclusion:
“Knowing when to stop is just as important as knowing when to move forward. That is called strategy, not giving up.”
The role of a Head of Public Bid & Presales involves simultaneously managing multiple streams of activity: coordinating teams, meeting deadlines, consolidating documentation, and ensuring the final compliance of the bid. It is a role that requires strong organizational skills, attention to detail, and the ability to work effectively under constant pressure.
Over time, as Ionela has also learned through her 20 years of experience in this field, experience builds resilience, discipline, and a clear understanding of the balance between speed, rigor, and quality. “The pressure of deadlines does not block the process; it structures and defines it”, she says.
A project delivered by a company as part of a public procurement process actually originates in the office of the BID team. This stage precedes the signing of the contract and forms the foundation on which the project becomes possible. The BID team, therefore, plays an essential role, even though it is often invisible in the later stages, contributing decisively to the company’s ability to win the right to implement the project.