What Commissioners Want to Hear in Tender Interviews (And What They Don’t)

July 25, 2025

When you’re invited to a tender interview, it’s not a victory lap — it’s a final test. Commissioners want to be confident that the service you described on paper is the service they’ll actually get. What you say — and how you say it — matters.

🎯 What Commissioners Want to Hear

Confidence, not arrogance: Speak clearly and with assurance, but stay humble. Commissioners want capable partners, not overpromisers.
Clarity on delivery: Talk about how your service works in real life — not just policy. Use examples that show day-to-day practice, not just aspirations.
Alignment with their outcomes: Reference their service specification and local priorities. Make it clear you understand their goals and how you’ll meet them.
Team awareness: If you bring staff with you, make sure they know the bid. Commissioners notice when staff seem out of the loop — or worse, contradict the written tender.
Openness about challenges: You don’t have to pretend everything is perfect. Acknowledge risks and how you’ll manage them. This shows realism and resilience.

🚫 What Commissioners Don’t Want

Scripted jargon: If you sound like you’re reading from the bid or using buzzwords, it can feel disingenuous.
Blame or negativity: Even if you’ve had tough experiences with past commissioners or partners, don’t bring complaints into the room.
Overlong answers: Keep your answers concise and focused. Rambling is often interpreted as a lack of clarity or confidence.
Defensiveness when challenged: Stay calm if asked tough questions. View them as a chance to clarify, not as criticism.

🗝️ Remember: It’s a People Conversation

Yes, it’s a formal interview — but it’s also a human exchange. Show that you care about outcomes, that your values align, and that your service will be easy to work with.

Because in the end, they’re not just evaluating your bid — they’re evaluating *you*.

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