How a bidding war really starts at a charity auction

A great bidding war looks like luck. It is not. When two people push a lot far beyond its value, I have usually engineered the conditions for it well before the hammer. Here is what is actually going on.

It starts with the right lot

Wars happen over things people genuinely, emotionally want: access, experiences, one-of-a-kind moments. Part of my craft is knowing before the night which lots have that pull, and giving them the space and the story to matter. This is why I would rather help you source five to eight brilliant lots than run a list of thirty forgettable ones.

Open at the right number

Open too high and I kill it before it starts. Too low and I waste time crawling up. The right opening invites a lot of hands, then lets the room thin naturally to the two who really want it. Getting that first number right is half the battle.

Increments set the tempo

How I move the numbers controls the pace: bigger jumps early to build momentum, smaller ones near the top to keep both bidders in without scaring them off. Clumsy increments stall a war. Well-judged ones keep it alive.

Read the two who want it

Once it is down to two, the whole room is watching them. My job is to keep it warm and good-humoured, a smile, a nod, a bit of theatre, so it feels like fun rather than a duel. People will go a long way for a cause when they are enjoying themselves.

Remember it is for charity

The best part of a charity bidding war is that everyone wins: the charity, the winner, and the room that got the show. Keeping that spirit front and centre is what separates a great moment from an awkward one.

Want lots that create these moments? It usually starts with how the night is built. Let’s talk.