How to win a government tender: 12 practical tips

Most government bids are judged in stages: first, did you submit everything ("responsive")? Then, do you meet the functionality score, if there is one? Finally, price and preference points decide the winner. Many bids lose at the first stage, before price is even looked at.

Get past the first stage

• Read the whole tender, including the special conditions, before you start.
• Make a checklist of every document and form asked for, and tick them off.
• Sign every form where it says to sign, with the same name and date style.
• Check that your CSD, tax status, B-BBEE and CIDB are valid on the closing date.
• Attend the compulsory briefing and sign the register.
• Submit before the closing time, in the exact way asked (box, email or e-submission).

Score well

• If there is a functionality score, answer each criterion with proof: CVs, reference letters, photos of past work.
• Price carefully: too high loses on points, too low looks risky and may be rejected as "abnormally low".
• Claim your preference points with a valid B-BBEE certificate or affidavit.

Pick the right tenders

• Bid where you have done similar work before.
• Choose tenders with enough time to prepare properly.
• Start with smaller RFQs to build references.
• Track why you lost: ask the buyer for the outcome and scores.