First-Time Bidder Guide

Before you can bid, you need to be registered on the platforms where tenders are published. The essential portals for UK businesses are:

• Find a Tender (FTS): the UK's central platform for public sector contracts above threshold
• Contracts Finder: for lower-value opportunities across England
• Public Contracts Scotland: Scottish public sector tenders
• Sell2Wales: Welsh public sector procurement
• eTendersNI: Northern Ireland procurement
• Sector-specific portals: In-Tend, ProContract, Delta eSourcing, Bravo Solutions

Not every tender is worth pursuing. Focus your resources on opportunities where you have a realistic chance of winning. Consider:

• Does the contract match your core capabilities and track record?
• Can you meet the minimum requirements (turnover, insurance, accreditations)?
• Is the contract value proportionate to your business size?
• Do you have relevant case studies and references?
• Is the timeline realistic given your current workload?
• Is the geographic scope deliverable?

Thoroughly review every document in the tender pack. Pay particular attention to:

• The specification or scope of requirements: what exactly are they buying?
• Evaluation criteria and weightings: how will they score your bid?
• Mandatory requirements: what must you demonstrate to be considered?
• Terms and conditions: can you accept them or are there deal-breakers?
• Clarification deadlines: submit questions early if anything is unclear
• Submission requirements: format, word counts, portal instructions

Strong bids are built on strong evidence. Before writing, gather:

• Case studies with quantified outcomes (percentages, figures, timescales)
• Client testimonials and references (with permission to name them)
• Relevant accreditations, certifications, and memberships
• Company policies: health and safety, environmental, equality and diversity
• Financial statements: typically last 2 to 3 years of accounts
• Organisational charts, CVs of key personnel, and method statements

This is where most first-time bidders fall short. Follow these principles:

• Answer the question asked, not the question you wish they had asked
• Use the STAR method for case studies: Situation, Task, Action, Result
• Quantify everything: '15% cost reduction' is stronger than 'significant savings'
• Reference the buyer's priorities: mirror their language and objectives
• Include added value: what will you deliver beyond the minimum specification?
• Proofread meticulously: errors undermine credibility

The final stage is as important as the writing:

• Conduct a compliance check against the requirements matrix
• Have someone unfamiliar with the bid read it for clarity
• Submit at least 24 hours before the deadline (portals can fail)
• Keep a copy of your submission for future reference
• If unsuccessful, always request feedback and a debrief
• Build a content library from each submission to improve efficiency