The One Thing Most Providers Forget in Tender Interviews

July 25, 2025

You’ve rehearsed answers, memorised KPIs, and briefed your team. But there’s one crucial element many providers still forget in tender interviews:

💬 The Human Connection

👥 Commissioners Want to See the Real You

Tender interviews aren’t just about checking what’s in your written bid. They’re about getting a feel for who you are as a provider — your culture, leadership, and care ethos.

Commissioners ask themselves: “Would I trust this team with our service users?”

🤝 Show Emotion, Not Just Data

Don’t hide behind the bid: Speak from experience, not from the page.
Share your motivation: Why do you care about this work? Why this service?
Bring real examples to life: Let commissioners see the people behind the process.

🎯 It’s Not About Being Polished — It’s About Being Genuine

Panels remember passion, clarity, and warmth more than flawless delivery. If your service is about dignity, empowerment, or inclusion, make that visible in how you speak and behave.

Let your values speak through your tone, not just your words.

📝 Final Tip: End on a Human Note

If you're invited to give a closing statement, finish with something real and personal — a short story, a principle that guides you, or a reason you care deeply about the work. It’s your final chance to leave a lasting impression.

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