What Happens After You Win? Navigating Post-Tender Negotiations

July 25, 2025

You’ve received the good news — you’ve won the tender. But before the contract is signed, you’ll often face a second round: post-tender negotiation.

📌 What Are Post-Tender Negotiations?

Post-tender negotiations occur after you've been identified as the preferred provider. Commissioners may seek to clarify, adjust, or even renegotiate terms before finalising the contract. This could relate to:

Pricing and payment structures
Mobilisation timelines
Key performance indicators (KPIs)
Workforce arrangements

🧠 Why Preparation Still Matters

Just like the interview stage, this is where credibility and consistency count. You need to:

Know your offer inside out
Understand your financial bottom line
Have clear escalation routes for decisions

If something is agreed in the negotiation, make sure it’s reflected in the written contract. Verbal assurances aren’t enough.

💡 Top Tip: Clarify, Don’t Concede

It’s easy to feel pressure to accept changes, especially if you’re eager to start delivery. But remember:

Negotiation should be mutual, not one-sided
Any major changes may require formal variation
You can always request clarification in writing

🚨 Watch Out for These Red Flags

If the commissioner tries to:

Significantly reduce payment
Add responsibilities not in the original spec
Impose unrealistic start dates

— these may warrant escalation or legal advice. Never sign a contract that risks service safety or sustainability.

🤝 Make It the Start of a Positive Relationship

Handled well, post-tender negotiation can build trust and establish a collaborative tone. Be clear, respectful, and always keep your service users in mind.

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