Tender Bidding FAQs: Expert Answers to Common Questions
Tender bidding can be complex, especially if you’re new to it or looking to improve your results. Here, we’ve answered the most common questions we receive about tender bidding, providing clear guidance, practical advice, and specific recommendations based on Thornton & Lowe's extensive experience.
What exactly is tender bidding?
Tender bidding is the formal process of submitting a detailed proposal in response to a tender notice published by a buyer seeking suppliers for goods, services, or works. The buyer evaluates submissions based on predetermined criteria such as price, quality, social value, and compliance.
How do I find suitable tenders?
Tenders are published on dedicated portals such as Find a Tender, Contracts Finder, Public Contracts Scotland, and Sell2Wales. Thornton & Lowe offers a Search & Selection service that identifies tenders tailored specifically to your business’s capabilities, ensuring you only bid for opportunities you can realistically win.
How do I decide if a tender is worth bidding for?
A ‘bid/no-bid’ assessment is crucial. Factors to consider include:
- Alignment with your core services and strategic goals
- Capacity and resources to deliver
- Competitive landscape and likelihood of winning
- Financial viability and potential profitability
We support clients through rigorous bid/no-bid assessments, ensuring resources are allocated efficiently and strategically.
What makes a tender response stand out?
A winning tender clearly demonstrates:
- Direct alignment with buyer objectives
- Compelling evidence (case studies, performance metrics, testimonials)
- Clarity and compliance with all bid instructions
- Strong, realistic pricing strategies
- Value-added elements like innovation and social value
Our bid writing team at Thornton & Lowe specialises in developing these compelling, evidence-rich responses tailored precisely to buyer expectations.
How long does it take to write a tender?
Tender preparation varies widely - from a few days for simpler opportunities, to several weeks or months for complex, high-value contracts. At Thornton & Lowe, we typically recommend starting the process as soon as the tender notice is released, maximising your planning, research, and review time.
Can I reuse previous tender responses?
While it’s beneficial to have a bid library, always customise responses to each tender’s unique requirements. Generic responses rarely win bids. Thornton & Lowe can help you develop and manage a comprehensive bid library that ensures your content remains both efficient and highly targeted.
What is social value in tender bidding?
Social value refers to the wider economic, social, and environmental benefits your contract delivers. Buyers increasingly score bids on these benefits. Effective responses detail specific, measurable initiatives such as local job creation, apprenticeship schemes, environmental sustainability plans, and community engagement activities. Thornton & Lowe provides dedicated support in developing robust, tailored social value strategies.
How do I demonstrate value for money?
Value for money isn’t just about price - it’s the balance of cost, quality, and added value. Your bid should clearly articulate how your solution achieves efficiency, enhances quality, and offers innovation. Providing transparent cost breakdowns, efficiency examples, and measurable outcomes greatly strengthens your value-for-money narrative.
Can I subcontract or submit joint proposals?
Yes, subcontracting and joint proposals are generally permitted, provided there are no conflicts of interest. You must clearly identify all subcontractors and their roles, and indicate your willingness to take full responsibility for their performance. In joint proposals, one party must be designated as the lead, legally responsible entity.
Do I need to describe my company's experience every time?
Absolutely. Each tender must stand alone, clearly presenting your experience, capabilities, and qualifications. Previous interactions or work completed for a buyer do not exempt you from detailing your experience thoroughly.
What happens if my proposal is submitted late?
Late proposals are typically not accepted under any circumstances, making it crucial to meet the specified closing date and time precisely.
Will my bid costs be reimbursed?
No, bid preparation expenses are the bidder’s responsibility and are not reimbursed by the buyer.
Can I submit proposals electronically or via post?
Electronic submission via dedicated portals is standard practice. However, postal submissions are generally not accepted unless explicitly stated in the tender documentation. We see it now and again....
How are proposals evaluated?
Proposals are evaluated against published criteria only, including clear scoring methods to balance price and quality. Evaluation teams carefully assess each submission, assigning scores based on the degree to which each criterion is met.
What should I do if I keep losing tenders?
Seek professional feedback on previous submissions to identify consistent weaknesses or areas for improvement. Thornton & Lowe provides detailed bid reviews and targeted recommendations to improve your responses, increasing your chances of future success.
Ready to improve your tender bids?
Thornton & Lowe has over a decade of proven experience in bid management, with a consistent success rate above industry averages. Contact us today for a no-obligation discussion and tailored quotation to start winning more tenders.
