How to Win More Tenders: A Practical Guide

Tendering is one of the fastest ways to grow a business — if you know how to do it right. With over 15 years of tender writing experience and an 80% success rate, here's what we've learned about what separates winning bids from the rest.

1. Only Bid for Work You Can Actually Deliver

This sounds obvious, but it's the number one mistake we see. Businesses bid for everything, hoping something sticks. The result? Weak, generic submissions that evaluators see straight through. Focus on contracts where you have genuine experience, the right certifications, and the capacity to deliver. Quality over quantity wins every time.

2. Answer the Question — Exactly

Tender evaluators score against specific criteria. If they ask for your approach to quality management, they want to hear about your quality management — not a general overview of your company. Read every question carefully, structure your answer to match what they're asking, and use their language back to them.

3. Show Evidence, Not Claims

Anyone can say they deliver “excellent service.” Winning bids prove it. Include case studies, client testimonials, performance data, and specific examples. If you hold ISO 9001, reference it. If you have a 100% audit pass rate, state it. Evaluators want confidence that you can deliver — evidence gives them that confidence.

4. Get Your Accreditations in Order

Many tenders have mandatory requirements — ISO certifications, CHAS, Constructionline, SIA ACS, or sector-specific accreditations. If you don't have them, you're automatically excluded. Getting certified before you start tendering opens doors that are otherwise permanently closed.

5. Invest in Professional Presentation

First impressions matter. A well-structured, clearly written, professionally formatted bid stands out against rushed, poorly organised submissions. Use clear headings, bullet points, and a logical flow. Make it easy for the evaluator to find what they need and score you highly.

6. Price Competitively, Not Cheaply

The cheapest bid rarely wins. Evaluators look for value — the best combination of quality and price. If your price is too low, it raises questions about whether you can actually deliver. Price fairly, justify your costs, and demonstrate the value you bring.

7. Submit Early

Don't leave it to the last minute. Technical issues, missing documents, or last-minute questions can derail a submission. Aim to have your bid ready at least 48 hours before the deadline. This gives you time to review, proofread, and make sure everything is included.