Don’t Blow Your Bid! Top 5 Tender Submission Traps to Avoid
The UK public sector spends over £350 billion each year on procurement, roughly one in every three pounds of government spending, so there are significant tender opportunities for organizations that have a good strategy and maintain the right focus, yet even the most dedicated and experienced companies often make common mistakes. After almost 20 years of helping companies to win Public Sector Bids and reviewing submissions, we see the same mistakes time and time again. Here are the 5 most common mistakes that we come across, and some insights to help avoid these errors.
1.Not reading the tender submission documents fully
· Tender documents always specify mandatory eligibility requirements, certifications, or experience.
· Incorrect formats or missing documents: Failing to follow submission instructions exactly as required (e.g., not including forms, signatures, or attachments) can render a bid invalid.
By not reading the submission documents fully and completely, you can miss something essential, and you could waste weeks of hard work by spotting a key eligibility criteria too late.
Key Insight: Take time to read the submission documents fully before starting your submission. It seems obvious, but companies continuously fail to do this. Very commonly, the commissioner will provide a tender submission check -list, so always refer to this.
2.Not giving the submission enough time
Last-minute bid submissions often cause missing documents, errors, or incomplete sections.
Key Insight: Make a plan at the start of the submission with key milestones outlined for gathering information, drafts, reviewing etc. Take a look at our 7-Stage Process.
3.Generic Answers
Your response to a tender question is not a place for generic marketing blurb! It needs to be specific, detailed, and clearly answer the question. It is all too common for companies to wait until the last minute, before starting to draft responses and very often copying and pasting from previous bids or marketing materials is the quickest solution. Sound familiar?
Key Insights:
Acknowledge the question – showing that you understand what is being asked of you will help you structure your response and provide focus. Front load your big selling points
Your organisations experience brings credibility. Leverage this
Use examples related to the specifications, giving the client comfort that your organisation is skilled and experienced
Evidence & data gives the client peace of mind & provides proof
Demonstrate the benefits of your offer & why your organisation is different from others
4.Not Answering the Question
If you do not answer every part of the question, you cannot score maximum marks! Too often, companies answer with what they want to write, rather than what is actually being asked!
Key Insight: Structure your response to the key parts of the question. Very often, the commissioner will outline some bullet points that the answer should cover. Use these to guide your response.
5.Not using a Team
Tenders are complex, and it can be very hard for one individual in an organisation to manage them alone, no matter how experienced they are.
Key Insights:
There are multiple benefits to using your team:
· Leverages Expertise: Technical, financial, legal, and marketing knowledge combined.
· Reduces Errors: Multiple reviewers catch mistakes and omissions.
· Saves Time: Sections can be developed simultaneously.
· Boosts Persuasiveness: Team brainstorming sharpens key selling points.
· Strengthens Strategy: Anticipates client needs and risks.
· Ensures Accountability: Clear ownership of each section.
Conclusion
Winning tenders isn’t luck—it’s preparation, precision, and presentation. Avoiding simple yet costly mistakes gives you a real competitive edge. Every submission is an opportunity to learn, improve, and strengthen your approach. With the right focus and a little extra care, your next tender could be the one that sets your business apart.