How to Prepare Your Team for a Social Care Tender Interview

July 25, 2025

When your service is shortlisted for a contract, the tender interview is often the final hurdle. But it’s not just about what the manager says — it’s about how your whole team shows up. Commissioners want to see that your service is credible, cohesive, and ready to deliver.

🧠 Choose Your Team Carefully

Keep it lean: A smaller team of 2–3 well-briefed people is often more effective than a panel of 5 where no one speaks up.
Include operational insight: Bring someone who understands frontline delivery and can speak with authenticity.
Brief on roles: Assign speaking roles clearly — who opens, who takes clinical or care questions, who wraps up.

📋 Rehearse Without Over-Rehearsing

Use prompts, not scripts: Rehearse key points and likely questions, but don’t memorise full answers — it can sound robotic.
Mock interviews help: Simulate the environment, include tough questions, and practice handling nerves or confusion.
Film and review: Even a smartphone video can help your team improve tone, clarity, and body language.

🎯 Focus on What Matters to Commissioners

Know the spec: Revisit the service specification and your written bid. Make sure everyone understands the key commitments made.
Prepare examples: Use real stories and scenarios to demonstrate impact and problem-solving.
Practice Q&A: Most interviews involve questions — make sure your team can answer confidently and concisely.

🤝 Present as a Team, Not Individuals

Commissioners notice team dynamics. Are you respectful of each other’s input? Do you back up each other’s answers? Do your messages feel aligned?

A well-prepared team interview builds trust. It shows you’re already working together — and ready to work with them.

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