Would Your Frontline Staff Recognise Themselves in Your Bid?
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Let’s imagine your frontline care staff were handed your last tender submission.
Would they say:
- “Yes — that’s exactly how we support people.”
- Or, “This sounds nothing like what we actually do.”
It might sound obvious, but the best tenders reflect your real service. Not an idealised, policy-heavy, jargon-filled version of it.
🧍 Why This Disconnect Happens
Tender writing often lives in a different world from service delivery:
- Senior staff write it, frontline staff don’t see it
- Corporate language replaces everyday actions
- We write what sounds impressive, not what’s real
The risk? You promise things that don’t align with reality. That’s how tenders unravel.
🔍 Commissioners Notice Inconsistencies
They’ll spot it when your “comprehensive training programme” isn’t backed up by clear detail.
They’ll question the claim of “daily outcome tracking” if no system or process is explained.
And they’ll see through phrases like “robust governance” if there’s no lived example.
Remember, commissioners aren’t just looking for ambition. They want to see evidence, culture, and authenticity.
✅ How to Reconnect with Reality
- Speak to your staff. Ask: “What do we do well that you’d want commissioners to know?”
- Include real examples. “One support worker noticed a tenant’s sleep pattern was changing…”
- Cut the buzzwords. If it sounds like a brochure, start again.
- Use the word “we.” It’s a small shift that creates a more honest, team-based tone.
🧠 This Isn’t Just About Style
This is about credibility. If your staff wouldn’t recognise the service in your bid, why should commissioners?
Writing tenders that reflect real practice is harder — but it’s also what wins.
Written by Mike Harrison, Founder of Impact Guru Ltd — specialists in bid writing and strategy for social care providers
Visit impact-guru.co.uk to browse downloadable strategies, method statements, or get in touch about tender support.