What I Wish Providers Knew Before Writing a Tender Response
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After reviewing more than 300 tender submissions over the past decade — for local authorities, NHS frameworks, and direct clients — there are a few recurring patterns that I wish every provider knew before they begin writing a bid.
This isn’t about formatting or font size. It’s about mindset, storytelling, and strategy. Here’s what I wish providers understood:
1️⃣ You’re not being marked for effort — you’re being marked for evidence
Many providers spend hours crafting thoughtful, heartfelt responses… but forget to include actual examples, numbers, or outcomes. Commissioners want proof that what you’re saying is real. A good method statement or tender response shows not just what you do, but what happened when you did it.
2️⃣ If you sound like everyone else, you’ll score like everyone else
Using generic language like “person-centred”, “strengths-based”, or “empowering” doesn’t make you stand out — unless you show how those words translate into your day-to-day practice. Commissioners have read these words 50 times that week already. Make yours mean something.
3️⃣ Tone matters more than you think
I’ve seen brilliant services undersell themselves with language that’s timid, vague, or overly cautious. Equally, I’ve seen mediocre services present a confident, grounded tone that wins points. If your writing doesn’t believe in your service, why should the evaluator?
4️⃣ There’s a difference between a compliant bid and a compelling one
Most providers can tick the boxes. Far fewer can tell a story, link it to outcomes, and show how they made a difference. That difference — from compliant to compelling — is often where the top marks live.
5️⃣ You don’t have to be perfect — just clear, honest, and purposeful
Some of the strongest bids I’ve read openly acknowledge areas for improvement, but explain what’s being done about them. It shows maturity, self-awareness, and reflective practice — traits commissioners genuinely value. Don’t be afraid to be real.
Final thought: If you go into a tender thinking “What do they want us to say?”, you’ve already lost your voice. Ask instead, “What do we really do — and how can we show them it works?”
You’re not just writing a document. You’re building trust.
- Bid Writing for Social Care Providers
- Editable Method Statements (Tender-Ready)
- Social Care Strategy Downloads
Written by Mike Harrison, Founder of Impact Guru Ltd — specialists in bid writing and strategy for social care providers