1. Be realistic
It’s a common misconception that buyers only want large, well-known suppliers. In fact, many welcome smaller or local businesses if they can demonstrate the right experience, resources, and credentials.
Tenders that align with an organisation’s proven expertise and capacity are more likely to meet eligibility and evaluation requirements. In contrast, applying for contracts outside core competencies may make it more difficult to demonstrate relevant experience.
2. Utilise efficient quality checking systems
Quality of service is usually of paramount importance when it comes to winning a tender. Throughout the Tender Response Document (TRD), there will often be whole sections requiring detailed information about your quality of service(s), suitability as a supplier and proof of your success on similar-sized projects.
Employing a third-party proofreader or bid-writing specialist to review your bid before completing the application process is common practice in the tender application process.
Checking your own work is extremely difficult – even professional journalists use a sub-editor to ensure quality.
3. Continually improve
There’s a famous saying – you never lose when you learn – and your company may fail more frequently than it succeeds.
Conducting post-bid reviews and management meetings can be another step that helps your company understand the bidding process’s frailties and strengths.
Were all the facts present? Did management offer support in a timely fashion? Feedback from previous tenders can be useful for improving internal processes and refining future responses.
4. Be concise
When you are bidding, the key focus should be on the services you can provide for the customer.
A hallmark of successful tender applications is explaining your unique benefits in a simple and precise style, focusing on the outcomes that you could potentially create for the organisation running the tender. It may also be worth considering how they operate and what attributes they require in a supplier.
5. Use proven connections
Some businesses work in partnership with other suppliers to meet all contract requirements and cover any gaps, particularly where multidisciplinary expertise is needed. For example, firms in related fields – like architectural design and structural engineering – often team up to deliver a complete solution.
Working with reliable partners could enable you to provide the full range of services needed for the contract.
6. Sell yourself and your company
One of the oldest adages in business is that people buy from people. Getting in front of your potential customer during the bid process can dramatically increase your chances of winning the business.
Key decision-makers can evaluate you personally and will give you the opportunity to ask fact-finding questions that can shape the direction of the information you put forward in your bid.
7. Consider ISO certification
ISO certification is now so universally known that it may streamline responses to pre-qualification questionnaires, as ISO certification can address multiple quality and process-related criteria.
ISO 9001 is the international standard for Quality Management Systems (QMS), demonstrating that your organisation consistently provides products and services that meet customer and regulatory requirements. Achieving certification shows a commitment to continual improvement and customer satisfaction, which is often valued in public sector procurement processes.
In addition to ISO 9001, several other ISO management system standards may be relevant depending on the nature of your organisation and tender requirements: ISO 14001 certification demonstrates that your organisation has implemented an Environmental Management System (EMS) focused on minimising environmental impacts and meeting sustainability obligations. This can be particularly beneficial where public sector contracts emphasise environmental responsibility and sustainable procurement.
Certification to ISO/IEC 27001 is the international standard for Information Security Management Systems (ISMS), showing that your organisation systematically manages sensitive information and mitigates risks to data security. This is increasingly valued in tenders involving the handling of personal or confidential information.
ISO 45001 certification sets out the requirements for an Occupational Health and Safety Management System (OHSMS), helping organisations provide safe and healthy workplaces, reduce risks, and demonstrate compliance with statutory health and safety requirements. Public sector buyers may view this certification as evidence of robust worker protection practices.
Certification could be a significant differentiator in competitive public sector tenders by demonstrating structured management practices and compliance.
