Tender

Also called RFP, ITT, Bid, PQQ, Framework agreement

A formal competitive process for winning work, especially in the public sector. Rules-bound, and the rules matter more than the pitch.

What it means

A tender is a structured competition. An invitation to tender or request for proposal sets out requirements and the evaluation criteria; suppliers respond in a prescribed format and are scored.

A framework agreement pre-approves a set of suppliers, who then compete for individual call-offs.

Why it matters

Public sector procurement is governed by law — the Procurement Act 2023 regime in the UK — which constrains what buyers can consider. That is a protection for bidders and it also means the scoring is genuinely mechanical.

The practical consequence is that a better proposal scored against the wrong criteria loses to a worse one scored against the right ones.

What it looks like in practice

Read the evaluation criteria first and answer them literally, in the order given, using their words.

Qualify out early. Bids are expensive, and a bid you cannot win is pure cost. Check the mandatory requirements — turnover thresholds, insurance levels, Cyber Essentials, certifications — before writing anything.

Build a reusable library of standard answers: policies, accounts, insurance certificates, case studies, method statements.

Ask for feedback whether you win or lose. In public procurement you are usually entitled to it.

What to watch out for

Deadlines that are absolute. Portals close, and late is not accepted.

Questions to the buyer, which are usually published to all bidders — useful, and a reason to ask early.

Winning at a price you cannot deliver. A framework place on unprofitable rates is a long commitment.

Where to get proper advice

Find a Tender and Contracts Finder for UK public opportunities. Your local Growth Hub often runs free bid-writing support.