Tender for a contract

Before you start writing, make sure you’ve read the specification carefully and answered every section of the bid in full.

Write your summary last, but place it at the beginning of your tender. It should clearly explain how your bid meets the client’s needs.

Crucial rules for your tender documentation

Focus on the client

Talk about their needs and how you’ll solve their problems. When you write about your business, do it to show you have the skills, experience and structure to deliver what they’re asking for.

Offer useful ideas

Suggest alternative approaches, highlight ways to reduce future maintenance issues, and address any staffing concerns the client might have.

Cover all qualification requirements

If the client has provided a qualification document, make sure you respond to every point.

Emphasise value for money

Most contracts aren’t awarded on price alone. Highlight what sets you apart: business benefits, service improvements, risk reduction, low maintenance, quality, reliability, customer satisfaction, and lifetime cost savings.

Break down your costs

Analyse all pricing factors, including fixed costs like staff time that could be used elsewhere.

Protect sensitive information

Consider marking parts of your tender as commercially sensitive under the Freedom of Information Act. You might also want to include a non-disclosure agreement.

Show strong contract management

Demonstrate that you have the resources to deliver the work efficiently, meet deadlines, and adapt to changing needs.

Address potential risks

Explain how you’ll manage financial, commercial and legal risks that could affect contract delivery.

Highlight your team’s strengths

Include CVs or tailored bios that showcase relevant experience, qualifications and success with similar projects.