Prepare a winning tender response

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

UK-wide
Guide summary

To win public sector contracts, you must pass a selection questionnaire, then show how your bid meets the buyer's needs with clear answers and realistic pricing. Include social value benefits like jobs or environmental impact. Feedback is available if you're unsuccessful.

  • Complete the selection questionnaire before submitting your bid
  • Match your answers to the evaluation criteria
  • Include social value benefits worth at least 10% of central government bids
  • Show relevant experience with specific examples
  • Provide realistic pricing covering all costs
  • Avoid late submissions as they are never accepted
  • Request feedback if your bid is unsuccessful
  • Challenge decisions during the 8-day standstill period
  • Check if your contract needs a standstill period (threshold £663,540)
  • Ensure required insurance will be in place at contract award
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UK-wide

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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