Why Post-Tender Negotiation Is the Moment Most Providers Lose Leverage
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Winning a tender feels like the finish line — but it’s actually where many providers lose control.
Post-tender negotiation is where commissioners may push for added value, faster mobilisation, or unclear KPIs. Providers — relieved to have won — too often agree without realising the cost.
🎯 Why Leverage Disappears
Once the letter of intent lands, many providers:
- Stop asking questions
- Feel unable to challenge any terms
- Rush to mobilise before contracts are finalised
But this is exactly when you still have leverage — and commissioners know it. They want to keep momentum, and they’ve chosen you for a reason.
🛑 Things to Push Back On
- Deliverables that weren’t in the original spec
- Expectations that go beyond your written bid
- Requests that carry safeguarding or regulatory risk
Say: “We’d be happy to explore this if it forms part of a formal variation with appropriate funding.”
🔐 What Control Looks Like
- Clarifying your scope in writing
- Requesting all final documents before mobilisation
- Pausing implementation until key risks are resolved
You’ve earned this contract — but don’t let eagerness undo what your team worked so hard to win.
💡 Final Thought
Commissioners respect confidence. If you approach negotiation with professionalism, transparency, and fairness — you’ll keep their trust and safeguard your delivery.