Avoiding Common Mistakes

Winning public sector contracts requires a clear, well-structured bid. Avoiding common mistakes can improve your chances of success. Here’s how:

1. Keep Your Bid Clear and Concise

One of the biggest mistakes in bidding is overcomplicating responses. Public sector buyers are often pressed for time and prefer bids that are easy to read and understand.

Answer questions directly – Keep responses clear and focused. Avoid unnecessary details or jargon.
Use bullet points and subheadings – Make it easy for evaluators to find key information quickly.
Be specific and tailored – Ensure every part of your bid aligns with the framework’s goals.
Provide evidence – Use case studies, statistics, or examples to back up your claims.

2. Meet Deadlines – No Exceptions

Missing a deadline, even by a few minutes, can disqualify your bid. Many procurement portals do not accept late submissions, even due to technical issues.

Set internal deadlines – Break down the bid process into clear stages (drafting, reviewing, document gathering) to stay on track.
Use bid management tools – Software can help track progress and keep your team aligned.
Submit early – Aim to submit at least 24 hours before the deadline to allow time for unexpected issues.

3. Use the Clarification Period

Most tenders allow a clarification period for bidders to ask questions. Ignoring this opportunity can lead to misunderstandings or weak responses.

Ask if unsure – If something isn’t clear, seek clarification rather than making assumptions.
Monitor responses – Buyers publish answers to all bidders. These responses may include critical details that improve your bid.

4. Customise Your Bid – No Copy-Pasting

Submitting a generic, copy-paste bid is one of the fastest ways to lose. Public sector buyers can tell when a bid hasn’t been tailored to their needs.

Personalise your response – Address the specific goals and challenges of the buyer.
Use relevant case studies – Choose examples that closely match the contract requirements.
Focus on the buyer’s needs – Instead of just listing your services, explain how they solve the buyer’s problems.
Highlight your value – Show why your company is the best fit. If the buyer values efficiency, demonstrate how you save time and reduce costs.

Final Thoughts

Bidding for public sector contracts is competitive, but avoiding these common mistakes can increase your chances of success. Keep your bid clear, on time, and tailored to the buyer’s needs. By focusing on clarity, compliance, and customisation, you stand out as a strong, reliable supplier.

1. Address Evaluation Criteria Directly

Every tender has specific evaluation criteria that determine how bids are scored. Failing to align your response with these criteria can cost you valuable points.

Understand the scoring weightings – Public tenders often assign different weights to sections like quality, pricing, and social value. Focus on the most heavily weighted areas.
Respond to each requirement clearly – Structure your answers so evaluators can easily see how your bid meets the criteria.
Back up claims with evidence – Use testimonials, case studies, certifications, or data to support your statements.

Demonstrate Social Value

Public sector buyers now prioritise social value, such as local employment, sustainability, and diversity. Demonstrate how your business contributes to these goals, as this can impact your overall score.

2. Review Your Bid Before Submission

A bid with typos, missing details, or formatting errors can weaken your credibility. Simple mistakes can result in lost marks or even disqualification.

Check for completeness – Ensure every question is fully answered and formatted correctly.
Verify compliance – Follow all tender requirements, including word limits, document formats, and mandatory attachments.
Ensure clarity – Avoid overly technical language and make sure your responses are easy to understand.

Get a Fresh Perspective

Have someone who wasn’t involved in writing the bid review it. A fresh pair of eyes can spot errors, unclear sections, or inconsistencies you might have missed.

Conclusion

By avoiding these common mistakes, you can strengthen your bids and improve your chances of winning public sector contracts. Focus on:

Clear, well-structured responses
Meeting deadlines and compliance requirements
Tailoring each bid to the buyer’s needs
Demonstrating social value
Conducting a thorough review before submission

With attention to detail and a strategic approach, you can confidently navigate the bidding process and secure valuable opportunities in the public sector.