Most tenders aren't lost because the bidder was the wrong company. They're lost because the written response didn't give the evaluator enough to award the marks. Evaluators score against a published framework, and they can only reward what's clearly written, evidenced and mapped to their criteria - not what you know in your head, and not your reputation.
Here are ten practical tips that make a real difference to your score. None of them require you to be a bigger business. They just require you to write for how bids are actually marked.
1. Answer the question that was asked
It sounds obvious, but the most common reason answers score poorly is that they don't fully address the question. Break each question into its parts and make sure every part has a visible answer. If a question asks about "recruitment, retention and training," give three clear answers - not one paragraph that blurs them together.
2. Read the scoring criteria before you write a word
The buyer has told you how they'll decide. The evaluation criteria and weightings reveal which questions carry the most marks. Spend your time where the marks are - a question worth 30% deserves far more effort than one worth 5%.
3. Mirror the buyer's language
If the specification uses a particular term, use that exact term in your answer - don't swap in your own preferred wording. Evaluators pattern-match your response to their criteria, and using their language signals that you understand their service.
4. Lead with a direct answer
Open each response by stating plainly what you will do, in the buyer's terms. Then explain how, then prove it. Don't bury the answer under a paragraph of introduction - evaluators read quickly, and the first hundred words matter most.
5. Replace claims with evidence
"We provide an excellent service" means nothing to an evaluator. "The service manager audits 10% of files monthly and closes any issue within ten working days" means something they can score. Every claim should be backed by a named role, a number, a timescale or a real example.
6. Name names - roles, not departments
"The Registered Manager signs off within 48 hours" is stronger than "this is signed off promptly." Named accountability and exact timeframes build evaluator confidence in a way that vague, passive language never does.
7. Use real, relevant examples
The best evidence is close to the buyer's own requirement - similar service, similar scale, similar location. Structure examples simply: the situation, what you did, and the measurable result. And make sure the example actually fits what's being asked; an impressive example from an unrelated context can still score poorly.
8. Say what the buyer gains
End each answer by connecting your method to a benefit for the buyer: less risk, better continuity, clearer reporting, fewer complaints. This turns a description of your process into a reason to award the marks.
9. Respect the rules exactly
Word counts, page limits, formats, required documents - these are pass/fail. A brilliant answer can still be excluded for breaching a formatting rule or missing an attachment. Build a checklist and tick off every requirement before you submit.
10. Get a fresh pair of eyes before submission
The single biggest improvement to most bids is an independent review by someone who didn't write it, checking the draft against the published criteria rather than just proofreading. If you can, leave enough time to fix what they find.
None of these tips is complicated. Together, they close the gap between "we're a good business" and "this bid clearly deserves top marks" - which is the only gap that decides the outcome.
Want a second opinion on a live bid? We review tender responses against the exact criteria they'll be scored on - it's part of how we've reached a 92% win rate in Ireland. Get in touch.