If you’re thinking about bidding for public sector contracts, understanding how tenders are scored is absolutely crucial. The process might feel daunting at first, but once you know what buyers are looking for, and how your answers will be marked, you’ll be in a much stronger position to put together a winning response.
This blog explains the tender scoring process, what evaluation criteria are used, and how you can maximise your score when bidding for public sector contracts.
How does tender scoring work?
Tenders are not judged subjectively. Every public sector buyer must follow a transparent, structured process for evaluating bids. This ensures fairness and gives all suppliers a clear understanding of how to succeed.
Here’s what you need to know:
-- Evaluation criteria: The buyer will set out the marking criteria in advance, often split into three main areas:
1. Quality (sometimes called “Technical” or “Method”) - this is how well you meet the requirements.
2. Price - the amount you will charge.
3. Social value - how your business contributes to broader objectives, like community benefit, sustainability or economic impact.
-- Weighting: Each section is given a weighting, which tells you how important it is. For example, a tender might be scored 60% on quality, 30% on price and 10% on social value.
Further weighting may apply within each section. For example, the quality section might contain 8 questions, but they may not all have the same weighting - some may be considered more important to the buyer and therefore carry a higher weighting (often associated with a higher character count too). Price and social value can also have sub-weightings.
-- Scoring system: Your answers are marked out of a set number of points or as a percentage. The criteria for each score will be provided in the tender documents, often in the form of a “scoring matrix” or “evaluation grid”. This will show what is needed for a score of 0 (poor), up to the top score (excellent).
What do buyers look for?
Buyers want confidence that you can deliver what they need, at a fair price, and in a way that adds value beyond the basics. When scoring your tender, assessors are looking for:
1. Clear, direct answers to each question.
2. Evidence to back up your claims (for example, case studies, statistics, testimonials).
3. An understanding of the specific contract and the buyer’s needs.
4. Innovation, efficiency and social value where relevant.
5. Pricing that is transparent, competitive and fully explained.
Typical marking process
1. Compliance check
First, the buyer checks your bid meets all mandatory requirements and passes any pass/fail questions (such as insurance or accreditations).
2. Scoring each section
Assessors review each section (quality, price and social value) and score them according to the published criteria.
3. Moderation
Scores are compared and discussed, with final marks agreed. The scores are then weighted according to the tender’s structure (e.g. if quality is worth 60%, your quality score is multiplied accordingly).
4. Final score and ranking
Your overall score is calculated and all bids are ranked from highest to lowest. The highest scoring supplier is usually awarded the contract.
It’s also worth noting that some tenders include a presentation stage before the final award decision. This usually happens once the written submissions have been scored, with the top few bidders (for example, the top three or five) invited to present. A proportion of the marks may be allocated to this stage, so it can influence your final score. The presentation is your chance to reinforce the strengths of your written bid, clarify any points, and build confidence with the evaluators.
Top tips for maximising your tender score
1. Read the evaluation criteria carefully: always check the marking scheme and understand what the buyer is looking for before you start writing.
2. Answer every question directly: don’t waffle or go off-topic, address the question head-on.
3. Provide evidence: use real examples, data and case studies to show you can deliver.
4. Address the buyer’s needs: Align your response to the specification and the buyer’s specific needs
5. Be clear on price: make sure your pricing is easy to follow, competitive and meets any requirements (e.g. payment of London Living Wage).
6. Clearly articulate your social value offer: demonstrate how your business benefits the community or environment.
7. Follow the instructions: stick to word limits, formatting and submission guidelines. Marks can be lost on technicalities!
Understanding how tenders are scored helps you focus your efforts and put together a compelling, compliant bid. Public sector buyers are transparent about their process, so use the published criteria and scoring system to guide your answers. By being clear, relevant, and providing strong evidence, you give yourself the best chance of achieving a top score – and winning the contract.
If you’d like expert support with your next tender, or want to improve your scoring, get in touch. We’re here to help you win - get in touch today!.
