The One Section That Will Make or Break Your Tender (And It’s Not What You Think)
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When people ask, “What’s the most important section in a tender?” they usually expect one of these:
- Safeguarding
- Quality Assurance
- Mobilisation
- Workforce
But after reviewing hundreds of social care bids, I can tell you — the section that makes or breaks your tender is the one most providers treat as an afterthought: your understanding of the service.
🧠 Why It Matters More Than You Think
This is often one of the first scored questions. And it’s where commissioners get their first sense of:
- Do you really get what they need?
- Have you read the spec… or just skimmed it?
- Do you know the people, the challenges, the gaps?
Commissioners want to feel understood. Not sold to.
🚨 Common Mistakes
- Copy-pasting generic phrases: “We will deliver high-quality, person-centred care…”
- Repeating the spec: “The service must support people with LD and autism…”
- Jumping to delivery too soon: “Our team will use outcomes-based planning…”
These answers don’t show insight. They show assumption.
✅ What Great Answers Look Like
- Locally rooted: “We understand that in [borough], transitions from inpatient settings are a key challenge…”
- Person-centred: “Adults with autism in this area have told us they want more structured social activities.”
- Gap-aware: “The current service model focuses on crisis response — we believe a proactive approach is needed.”
This is the section where you prove you’ve listened, thought deeply, and planned with empathy.
💬 A Real Commissioner Said:
“If they don’t understand the people and the context, how can I trust them to deliver?”
That’s it. That’s the game.
✍️ How to Improve This Section
- Read the spec — slowly, more than once.
- Look at JSNA data, local strategies, service reviews.
- Include real voices — what do people actually want?
- Write it before your delivery section. Let understanding shape your model.
This section is more than a warm-up. It’s the moment you earn the reader’s trust.