Before You Bid: The 7 Steps That Define Success

Winning in the public sector isn’t just about writing a compelling bid - it’s about the groundwork you lay before the tender even drops. These 7 data-backed steps will help you target smarter, engage earlier, and bid more competitively - every single time.

1) 💼 Profile your Market

Before bidding, take a step back and look at the bigger picture. Gain clarity on:

• Key Buyers: Who’s buying in your niche? How much are they spending? Which suppliers are they using - and renewing?

• Top Suppliers: Who are your real competitors? What differentiates them? What kinds of contracts are they consistently winning?

• Trends & Contracts: Which markets are growing or declining? Where’s demand increasing? Where are the gaps?

🎯 Use this insight to build a strategic pipeline - targeting the right buyers at the right time.

2) ⏰ Engage Early

Your bid should never be your first interaction with a buyer. Instead:

• Identify pipeline notices, PINs, preliminary market engagements (PMEs), and renewals - often months or years in advance

• Attend PMEs to network and influence the spec - particularly on areas like contract scope, innovation, or social value

⚡ Early engagement gives you foresight, context, visibility - and sometimes influence.

3) 🏛️ Profile the Buyer

Know who you’re selling to - and what pressures they face. Before you bid:

• Find key stakeholders for outreach and marketing

• Spot overspend, over-reliance on certain suppliers, and specific buying habits

• Use anonymised FOI requests to discover insights like: Are they meeting relevant policy targets? What does their current setup look like? What KPIs or outcomes matter most?

🧠 The more you know about the buyer, the sharper and more relevant your bid will be.

 

 

4) 🔎 Find the Right Frameworks

Frameworks aren’t optional - they’re essential. Make sure you:

• Identify which frameworks your buyers favour

• Track upcoming frameworks in your space - and get on them before opportunities go live

• Spot which competitors are already on key frameworks - and plan how to differentiate against them

🔍 No framework access = no visibility = no chance. Don’t get left behind.

5) ⛏️ Dig into the Incumbent

Understand what - and who - you’re up against.

• Identify the incumbent supplier - including contract value, start/end dates, and actual spend

• Track if contracts are being extended, re-tendered early, or quietly renewed - a sign of buyer satisfaction (or dissatisfaction)

• Compare old vs new tender notices to detect shifts in procurement priorities or spec

• When relevant, find out whether KPIs are being met

📉 Spot weak incumbents. Find gaps. Position your offer accordingly.

6) 📜 Read the Tender Documentation Carefully

Yes, it sounds obvious - but even seasoned bidders miss the fine print.

Make sure you:

• Double-check the evaluation weighting, pricing model, and mandatory criteria

• Look for document inconsistencies across portals - sometimes key annexes are only posted in one place

📎 A single overlooked requirement can disqualify your bid. Be meticulous.

7) ⚖️ Decide: Bid or No Bid

With this prep complete, you’re ready to make the most important call:

• Can we meet the requirements competitively?

• Do we have a relationship with stakeholders?

• Do we have relevant evidence or case studies?

• Is this a strategic opportunity, or are our chances low?

✅ Bidding smart means knowing when to walk away - and when to go all in.

Ready to unlock public sector growth?

💡 Pro tip: Tussell makes every step faster, sharper, and more evidence-based - so you can focus on writing winning bids, not chasing fragmented intel.

Book a short 10/15-minute chat with the team to learn if Tussell is right for your business.