How to Handle Difficult Questions in Tender Interviews

July 25, 2025

Commissioners ask tough questions for a reason. They want to know if you’ve really thought through the challenges — and whether you’re honest, accountable, and solution-focused.

Here’s how to approach difficult questions in tender interviews with confidence and professionalism.

❓ Expect (and Welcome) the Challenge

It’s part of the process: Don’t be surprised by critical or probing questions. They’re not a sign you’re failing — just that commissioners are testing confidence.
Stay open and calm: Listen fully before answering. Don’t rush to defend — seek to clarify and then respond.

🗣️ Use the Question to Show Strength

Acknowledge limitations: If something went wrong in the past, own it and show what changed.
Demonstrate insight: Use tough questions to show how you learn, improve, and reflect in practice.
Bridge to your strengths: Redirect the conversation to what you’re doing well — but do it genuinely.

🔍 Rehearse Realistic Scenarios

In your mock interviews, include difficult but plausible questions. For example:

“You’ve had high staff turnover — what’s changed?”
“How do you manage complaints about missed visits?”
“You’re a small provider — how will you cope with scale?”

Work through real answers, not defensive ones. Commissioners respect transparency paired with action.

🎯 Answer with Purpose

Even tough questions are an opportunity to reinforce your values and readiness. Stay composed. Focus on solutions. And always come back to how you keep people safe, respected, and well-supported.

Written by Mike Harrison, Founder of Impact Guru Ltd — specialists in bid writing and strategy for social care providers