Winning contracts through tendering can feel daunting for small businesses, but it is one of the most powerful growth routes available. The UK public sector spends over £300 billion annually on procurement, and more than a third of this is awarded to small and medium-sized enterprises. With the right approach, your business can successfully win more tenders and secure consistent revenue streams.
In this blog, we’ll share 5 proven ways to win more tenders and secure big contracts, drawing on practical strategies that help small businesses compete with much larger players.
1. Nail The Compliance Basics First
One of the biggest mistakes small businesses make in tendering is failing to meet basic compliance requirements. It’s frustratingly common to lose a bid simply because a key document was missing or a box wasn’t ticked.
To win more tenders, ensure you always have:
- Up-to-date insurance certificates (employers’, public liability, professional indemnity).
- Relevant health and safety policies.
- GDPR and data protection documentation.
- Financial accounts for the last 2-3 years.
Create a compliance library so that every time a tender opportunity comes up, you’re ready to submit instantly without scrambling for paperwork.
Resource:
7 Costly Tender Readiness Gaps That Could Sink Your Bid.
Crown Commercial Service Supplier Guidance.
2. Research The Buyer And Their Priorities
Tenders aren’t just about what you can offer; they’re about how well you align with what the buyer truly values. To win more tenders, research the organisation carefully:
- Read their strategic plans and annual reports.
- Identify their sustainability, equality and community objectives.
- Understand their pain points and challenges.
By referencing these in your bid, you show you understand the bigger picture – and that you’re a partner who can help them achieve long-term goals, not just deliver a service.
Resource:
3. Write With Clarity And Evidence
Strong writing is at the heart of tender success. Too many businesses lose points by submitting vague or generic answers. To win more tenders, every section of your bid should:
- Directly answer the question with no waffle.
- Use evidence and data to prove your claims (e.g. customer satisfaction scores, efficiency improvements).
- Showcase case studies that demonstrate past success.
For example, instead of saying “we provide high-quality customer service”, provide measurable results: “We achieved a 98% satisfaction rate across 120 client surveys in 2024.”
Learn more about our Aspire to Win consultancy support.
4. Highlight Value, Not Just Price
It’s tempting to believe the cheapest bid always wins, but that’s a myth. Buyers are looking for best value, which often includes innovation, quality, sustainability and social value.
To win more tenders, demonstrate:
- How your service is more reliable or innovative.
- The long-term savings of choosing you.
- Your commitment to environmental or social responsibility.
For example, if your business reduces waste or carbon footprint, highlight it. Public sector buyers in particular must show commitment to social value in their contracts.
Resource:
Social Value in Procurement – GOV.UK.
5. Learn From Every Tender Submission
Even unsuccessful bids are valuable. Always request feedback and use it to improve future submissions.
Ask:
- Which areas scored lowest?
- Were my answers detailed enough?
- Did I meet the buyer’s expectations?
Over time, this iterative approach builds stronger bids and helps you steadily win more tenders. Many small businesses go from frequent rejections to consistent success simply by refining their process.
Resource:
7 Costly Tender Readiness Gaps.
Conclusion
Tendering opens the door to transformative opportunities. By focusing on compliance, researching buyers, writing clearly, highlighting value and learning from feedback, your business can consistently win more tenders and secure contracts once thought out of reach.
The truth is, large companies don’t always have the advantage – small businesses that are agile, responsive and prepared often outperform them. With the right approach, your next big contract could be within reach.
