Guide
How to win tenders as a small business
To win tenders, bid only where you fit, read the scoring criteria first, answer every question with specific evidence, and submit early. Most wins come from choosing the right opportunities and giving clear, relevant, evidenced answers, not from writing more. Score yourself honestly against the criteria before you commit time.
Last updated 22 October 2026
Which tenders should you bid for?
Pick tenders where the work matches what you do, the size is one you can deliver, and you can show evidence. A smaller number of well-chosen bids beats a scattergun approach. Use a bid or no bid checklist and the idea of a win chance to decide.
How do you read the scoring criteria?
Every tender says how it will be marked. Questions are weighted, and the weights tell you where to spend your effort. A question worth a large share deserves more of your best evidence than one worth a small share.
Mirror the buyer's wording in your headings, and answer exactly what is asked. Marks come from covering what the evaluator is looking for.
How do you write answers that score?
- Open with a direct answer to the question.
- Give a specific example: what you did, for whom, and what happened.
- Include a measurable outcome wherever you honestly can.
- Say who will do the work and how it will be managed.
- Avoid claims you cannot back up. Evaluators notice.
How should you price?
Price to deliver the work well, not to be the cheapest. Check how the tender weights price against quality. If quality carries most of the marks, a sensible price with a strong answer wins more often than a rock-bottom one.
What should you do before you submit?
- Check every question is answered and every form is completed.
- Have someone not involved read it as if they were the evaluator.
- Check attachments, file names and any word limits.
- Submit well before the deadline, because portals can be slow.
What should you do after a decision?
Ask for feedback whether you win or lose. Buyers usually explain how you scored, and that is the most useful information you will get for the next bid.
How Opptix helps
Opptix does the part that comes before the writing: it finds and screens opportunities so you only spend time on those that fit. Drafting help is on its way. See AI bid writing for what to expect.
Everything stays under your control, and you pay only in credits.
Frequently asked questions
How do small businesses win tenders?
By choosing opportunities that match what they do, reading the scoring criteria, giving specific evidence and submitting early.
How long does a tender take to write?
It varies widely with the size of the contract and the number of questions. That is why choosing which tenders to bid for matters so much.
Can I win a council contract with no public sector experience?
Yes, but you need to show relevant evidence from private sector work and be clear on how you would deliver. Smaller lots and quotations are a good way in.
What if I lose?
Ask for feedback and keep a record of what you learn. Most successful bidders have lost several tenders first.
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