Winning a public or private sector tender can open up game-changing opportunities for your business, but only if you get your bid right.
At Tendle, we’ve seen countless small businesses lose out on lucrative contracts due to simple, avoidable mistakes.
In this article, we explore the top five tendering pitfalls and explain how to avoid them so your next bid has the best possible chance of success.
1. Ignoring the Tender Specification
Failing to follow the specification is one of the most common reasons bids are disqualified. Buyers provide detailed instructions, evaluation criteria, and technical requirements for a reason – they want to ensure suppliers can meet their specific needs.
What to do instead:
- Read the entire specification thoroughly, more than once.
- Create a compliance matrix or checklist to track each requirement.
- Tailor every response to directly address what the buyer is asking for – no generic answers.
Pro Tip: Use the specification as your roadmap. If your bid doesn’t answer every point clearly, evaluators will mark you down – or out entirely.
2. Missing the Tender Deadline
Tender deadlines are non-negotiable. No matter how good your submission is, late bids are automatically rejected. Even technical glitches at the final hour can cost you the opportunity.
How to avoid it:
- Work backwards from the submission deadline to create a detailed timeline.
- Factor in internal reviews, approvals, and time for uploading documents.
- Submit at least 24 hours in advance to reduce risk.
Tip: Use shared calendars and project management tools to keep everyone on track.
3. Under-pricing or Overpromising to Win
While it’s tempting to submit the lowest price or make big promises, doing so can harm your credibility and delivery capability. Most buyers are looking for best value – not just low cost.
Instead, focus on:
- Offering realistic pricing that aligns with your actual delivery costs.
- Demonstrating your unique selling points – what makes you different?
- Clearly showing how your solution provides measurable value.
Note: Unrealistic bids often trigger further scrutiny – or disqualification.
4. Poorly Presented Bids
Presentation matters. A tender filled with typos, unclear formatting, or vague responses will create doubt in the evaluator’s mind. They want to trust that your business is competent and reliable – and your submission should reflect that.
Make sure to:
- Use professional layouts and consistent branding.
- Write clearly and concisely, using bullet points and headings.
- Review, review, review – get a fresh pair of eyes to check your work.
First impressions can make or break your bid. Invest time in polish.
5. Lack of Evidence and Proof
Unsubstantiated claims won’t convince a buyer. You need to back up everything with hard evidence. Tenders are assessed on proof of performance – not just good intentions.
Always include:
- Relevant case studies or project summaries.
- Testimonials from satisfied clients.
- Certifications, accreditations, and performance metrics.
Don’t just say you’re great – show them why they should believe it.
How Tendle Helps You Submit Stronger Tenders
At Tendle, we specialise in helping small businesses navigate the complexities of tendering. Whether you’re bidding for local government contracts, framework agreements, or private sector opportunities, we support you every step of the way.
Our services include:
- Bid review and feedback to strengthen your responses.
- Professional templates designed for clarity and impact.
- One-to-one coaching to help you build confidence and capability.
- Compliance checks to ensure you’re meeting every requirement.
Need help with an upcoming tender? Contact – Tendle to book a discovery call.
External Resource: Crown Commercial Service (CCS)
If you’re looking to explore government procurement further, the Crown Commercial Service (CCS) provides frameworks, procurement guides, and information on upcoming tenders. It’s a useful starting point for businesses aiming to work with the public sector.
Final Thoughts: Tendering Success Comes Down to Preparation
Avoiding these five common tendering mistakes can significantly improve your win rate. With the right planning, clarity, and support, your business can compete confidently and win high-value contracts.
At Tendle and Aspire to Grow we’re here to help you develop a strong, sustainable approach to bidding – giving you the tools, guidance, and support you need to succeed.
Looking for tailored support?
Let’s talk about how we can help you win your next tender. Get in Contact – Tendle.
