Winning a public or private sector tender can unlock game-changing opportunities for your business – but only if you avoid the most common tendering mistakes.
At Tendle, we’ve seen countless small businesses lose out on lucrative contracts due to simple, preventable errors in the bidding process. These mistakes are not just technical missteps – they signal a lack of preparation or understanding, which evaluators pick up on immediately.
In this article, we’ll walk you through the five most common tendering mistakes and show you how to avoid them so your next bid has the best chance of success.
1. Ignoring the Tender Specification
One of the most frequent tendering mistakes is failing to closely follow the tender specification. These documents contain detailed instructions, evaluation criteria, and technical requirements for a reason – buyers want suppliers who meet their exact needs.
Avoid this by:
- Reading the entire tender specification thoroughly – more than once.
- Creating a checklist or compliance matrix to ensure every point is addressed.
- Tailoring your responses directly to what’s asked – avoid vague or generic answers.
Pro Tip: Treat the specification like a blueprint. If your bid doesn’t clearly align with the outlined requirements, your score will suffer – or worse, your bid could be excluded entirely.
2. Missing the Tender Deadline
It sounds obvious, but another major tendering mistake is submitting late. Deadlines are fixed. No matter how strong your bid is, a late submission will be rejected outright – even if the delay was due to a technical issue.
To stay on track:
- Work backwards from the deadline to create a submission timeline.
- Build in time for internal reviews, sign-offs, and technical submission checks.
- Aim to submit at least 24 hours in advance to avoid last-minute issues.
Use shared calendars or project tools to track progress and ensure alignment across your team.
3. Underpricing or Overpromising
Trying to win by quoting the lowest price or making unrealistic claims is one of the riskiest tendering mistakes. While cost is a factor, most buyers are focused on best value, not just the lowest number.
Instead, focus on:
- Submitting pricing that reflects your true delivery costs.
- Highlighting your unique value proposition – what makes your offer different?
- Demonstrating how your solution delivers long-term value and outcomes.
Unrealistic bids often trigger additional scrutiny – or instant disqualification.
4. Poorly Presented Bids
The quality of your bid presentation reflects the professionalism of your business. Sloppy formatting, typos, or confusing language create doubt in the evaluator’s mind.
To ensure clarity and professionalism:
- Use well-structured layouts with consistent branding.
- Break down content with bullet points, subheadings, and concise language.
- Proofread thoroughly – have someone else review it with fresh eyes.
Remember: A well-presented bid builds confidence and demonstrates attention to detail.
5. Lack of Evidence or Proof
Perhaps the most damaging of all tendering mistakes is making bold claims without backing them up. Procurement teams are looking for hard evidence – not just promises.
Always include:
- Case studies that showcase similar projects or outcomes.
- Testimonials from satisfied clients.
- Relevant certifications, performance data, and KPIs.
Buyers want proof that you can deliver – not just words saying you can.
How Tendle Helps You Avoid Tendering Mistakes
At Tendle, we specialise in helping small businesses navigate complex bidding processes with clarity and confidence. Whether you’re targeting local government contracts, framework agreements, or private sector projects, we can support you at every step.
Our services include:
- Expert bid reviews and constructive feedback.
- Professionally designed templates for consistency and impact.
- 1:1 coaching to build your bid writing skills.
- Compliance checks to ensure every requirement is covered.
Got a live tender opportunity? Book a discovery call with Tendle today.
Further Reading: Crown Commercial Service (CCS)
Looking to explore public sector procurement? The Crown Commercial Service (CCS) is a great place to start – offering frameworks, guides, and tender opportunities for small businesses.
Final Thoughts: Avoid Tendering Mistakes and Improve Your Win Rate
Avoiding these five key tendering mistakes can dramatically increase your bid success rate. With the right preparation, clear evidence, and professional presentation, your business can stand out in a competitive field.
At Tendle and Aspire to Grow, we’re here to help you build a strong, sustainable tendering strategy – one that wins contracts and supports long-term growth.
Ready to improve your bidding approach? Let’s talk.
