UK-wide

Prepare a winning tender response

How to write compelling bid documents that score well in public sector evaluations.

Guide summary

Structure your bid to match the buyer's criteria. Respond within 25 calendar days (10 if an early notice was published). Pass the selection questionnaire first, then show quality with specific examples. Include at least 10% social value for central government contracts from October 2025. Price sustainably and avoid common mistakes like missing requirements.

  • Respond within 25 calendar days (10 days if early notice published)
  • Pass selection questionnaire: registration, finances, insurance, experience
  • Answer quality questions with examples and match the evaluation criteria
  • Include 10% social value for central government contracts from Oct 2025
  • Follow the exact pricing format and include all costs
  • Avoid common mistakes: missing requirements, generic answers, late submission
  • Request feedback from the buyer if your bid is unsuccessful
  • Standstill period is minimum 8 working days – time to challenge the decision
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Public sector tenders are evaluated against published criteria. Understanding how to structure your response and demonstrate value is key to winning contracts.

Selection questionnaire

Before your technical bid is evaluated, you must pass the selection questionnaire. This confirms you meet basic requirements:

  • Company registration and legal status
  • Financial standing (typically 2-3 years of accounts)
  • Relevant experience and capability
  • Insurance and certifications required for the contract
  • Declarations about criminal convictions and professional misconduct

Under the Procurement Act 2023, you only need to show you will have required insurance in place at contract award, not at bid stage. This reduces upfront costs for SMEs.

Quality submission

The quality section is where you differentiate yourself. Answer method statement questions clearly and directly:

  • Structure answers to match the evaluation criteria
  • Use specific examples from relevant experience
  • Quantify benefits and outcomes where possible
  • Demonstrate understanding of the buyer's needs
  • Explain your approach, not just what you've done before
  • Include relevant qualifications and accreditations

Pricing submission

Public sector pricing must be sustainable - abnormally low prices may be rejected. Consider:

  • Follow the exact pricing format required
  • Include all costs - hidden extras damage relationships
  • Price realistically for the contract term
  • Factor in inflation for multi-year contracts
  • Consider the cost of mobilisation and exit

Common mistakes to avoid

  • Missing mandatory requirements (automatic rejection)
  • Generic answers not tailored to the specification
  • Exceeding word or page limits
  • Late submission (never accepted)
  • Inconsistency between quality claims and pricing
  • Failing to demonstrate understanding of the requirement

If you're unsuccessful

Public sector buyers must provide feedback on unsuccessful bids. Use this to improve future submissions. You can request:

  • Your scores against each criterion
  • The reasons your bid wasn't successful
  • The characteristics of the winning bid (not the identity)

The standstill period gives you time to challenge the decision if you believe the process was flawed.

Bid writing resources