What the evaluator is really deciding
Whoever assesses your tender has their own name on the outcome. Their questions are simple. Will this contractor start on time? Will they cause me problems? Have they done this exact kind of work before? A low price answers none of those. Clear evidence does.
Before the tender
- Be on the list. A lot of good work is never publicly tendered. It goes to the contractors a client already knows. Being known is a marketing job, and it starts long before the request arrives.
- Be easy to check. The first thing a new client does is look you up. If your website is thin or out of date, you start behind. Projects, people, plant, safety record and credentials should be there in plain view.
- Be known for something. "Civil contractor" is a category. "The team you call for difficult drainage in live traffic" is a reason to be chosen. Specific beats general.
In the tender
- Answer the criteria directly. Do not make the panel hunt. Mirror their headings and answer each one.
- Show similar work. Relevant projects with scope, value, dates and a referee beat a long list of everything you have ever done.
- Explain the price. If you are not the cheapest, say what the client gets for the difference: less risk, fewer variations, a known crew.
- Look like the standard you deliver. A consistent, professional document signals a consistent, professional job. That starts with the capability statement.
After the tender
Ask for feedback whether you win or lose, and keep in contact with the people who assessed you. The next invitation often comes from this one.
Where ORYX fits
ORYX helps civil, engineering and manufacturing businesses build the brand, website and business development that put them on the shortlist before the price is opened. Dan Hardy, one of our partners, is a civil engineer. Start with the free Brand Health Check or read about our work with civil contractors. No approach guarantees a tender result.
Common questions
Is the lowest price always chosen in a tender?
No. Many clients assess value, capability and risk alongside price. Price still matters, so the aim is to be competitive and clearly the safer choice, not to ignore price.
How do I get invited to tender more often?
Be known to the people who write the list. That means a credible website, visible senior people, regular contact with past clients and a clear specialty they can remember you for.
Does a better looking tender document make a difference?
Presentation does not rescue a weak offer, but a clear, consistent, well organised document makes a strong offer easier to score and signals how you run a job.