If You Don’t Believe in Your Own Tender, Why Should They?

July 25, 2025

Too many providers write tenders like they’re apologising for existing.

They hedge their answers, pad everything with jargon, or dilute bold ideas until nothing stands out. But if you don’t believe in your own service — your people, your values, your approach — then why should a commissioner?

💡 Quiet Confidence Beats Loud Claims

Commissioners aren’t looking for arrogance — but they are looking for belief. They want to see that you know:

What makes your service different
Why your model works for this client group
How your team lives your values, not just recites them

Too often, services water down their strengths for fear of sounding boastful. But clarity isn’t arrogance — it’s professionalism.

🛑 What Undermines Your Tender?

Watch out for these common patterns that signal doubt rather than strength:

“Where possible, we will try to…”
“We hope to support individuals by…”
“We aim to provide high quality care…”

This kind of language sounds uncertain. Instead, say what you do, not what you hope to do.

✅ Replace Tentative Phrasing With Certainty

Say this:

“Our team delivers consistent outcomes by…”
“Each support plan is built in partnership with…”
“We embed dignity and independence by…”

Strong statements show you know your impact — and you can back it up with real examples.

🎯 Your Mindset Shapes the Response

Every sentence in a tender carries your mindset. If you write like you're on the back foot, it shows. If you write like a trusted partner — not a desperate bidder — you stand out.

You don’t need to shout. But you do need to speak with calm, assured conviction.

📌 Final Thought

Commissioners aren’t just buying your service — they’re buying your belief in it.

Make sure your bid reflects that.

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