02 Apr 5 Common Tendering Mistakes That Could Cost You the Contract
You’re not alone if you’ve ever put together a tender bid, only to be met with radio silence or a generic rejection. Many businesses feel like they’re wasting time, pouring effort into tenders that never seem to go anywhere.
Tender writing is a skill, and small mistakes can mean losing contracts to competitors. Here are five common mistakes businesses make and how to avoid them.
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1. Submitting a ‘Copy-Paste’ Response
The problem: Many businesses reuse old tender responses, changing a few details but not tailoring them properly. Buyers can tell when a bid is generic, and they’ll score it lower.
The fix: Personalise every response. Use the buyer’s own language and directly address their specific needs.
2. Failing to Provide Evidence
The problem: Saying “We are experienced” isn’t enough. Without solid proof, the buyer has no reason to trust your claims.
The fix: Always back up your statements with:
- Case studies
- Client testimonials
- Statistics or measurable outcomes
3. Rushing the Submission
The problem: Many businesses leave tenders until the last minute, leading to typos, missing documents, and weak answers.
The fix: Set internal deadlines and allow at least two days for a final review before submitting.
4. Not Understanding the Evaluation Criteria
The problem: Bidders often assume all sections carry equal weight, when some areas are more critical than others.
The fix: Prioritise high-scoring sections and ensure answers are detailed and well-structured.
5. Underpricing or Overpricing
The problem: Too many bidders either go too low (unsustainable) or too high (losing on cost).
The fix: Justify your pricing by explaining how your service delivers better long-term value.
Want to Stop Losing Tenders?
If these mistakes sound familiar, our online ‘How to Win Work Through Tenders’ course can help you avoid pitfalls and start winning contracts.
Enrol today and take control of your tender success!
