Winning tenders is all about fine margins. Contracts are not awarded on effort alone; they are awarded on scores, and in competitive procurement, those scores matter.
In our experience, very few contracts are won with a score below 70%, and the majority of winning submissions hit above 80%. Put simply, if you’re submitting ten responses, you’ll need to consistently hit at least 7/10 across the board to stay in the running. Drop to a 5/10 in one section, and suddenly you need a 9/10 elsewhere just to balance things back out. One weak response can drag down an otherwise strong bid.
This is why consistency is everything. Without it, even the best ideas and examples won’t deliver results.
Why consistency matters in tenders
Consistency is about applying the same winning methodology across every question, every section and every submission. With a clear, structured approach (for example, through strong Standard Operating Procedures), you can replicate success time and time again.
When consistency slips, each tender feels like starting again from scratch. Instead of building on a proven formula, you’re reinventing the wheel, and the risks quickly multiply.
The cost of inconsistency
Here’s what can happen if you don’t maintain consistency across your tender responses:
Loss of credibility
Contradictions in delivery timelines, staffing numbers or costs can make your organisation look unreliable. If you’re inconsistent in your written submission, evaluators may wonder how consistent you’ll be in delivery.
Non-compliance
Conflicting or incomplete answers can render a submission non-compliant, which in many tenders is an automatic disqualification.
Scoring penalties
Tender evaluations are usually scored against strict matrices. Discrepancies in technical details, pricing or methodology can lead to lost marks, even if the rest of your bid is strong.
Legal and financial risks
Misaligned pricing or terms across sections could legally bind you to the least favourable option. Imagine quoting a lower figure in one section and being held to it, regardless of what you intended elsewhere.
Brand and reputation damage
A poorly aligned tender doesn’t just impact that single submission; it leaves a lasting impression (albeit sub-consciously) with evaluators, reducing your chances in future competitions.
Evaluation delays or rejection
In strict government or regulated sectors, inconsistencies may trigger clarification requests, delays or outright rejection.
Consistency enables growth
A consistent approach to tendering isn’t just about protecting against risk; it also sets you up for long-term success. With documented SOPs and a clear methodology, you can:
1. Manage timescales and resources more effectively
2. Allow multiple writers to work on a bid with the same high-quality standard
3. Reduce pressure on individuals by sharing the workload
4. Deliver faster without sacrificing quality
5. Scale up to run multiple bids at once, with multiple teams all following the same winning strategy
Consistency is what turns tendering from a one-off effort into a repeatable, scalable process for winning contracts.
In tendering, inconsistency is costly. From lost marks to lost contracts, the risks are simply too high. But with a structured approach, clear SOPs, and a commitment to replicating what works, you can maintain quality across every response - and give your business the best chance of consistent wins.
For help preparing and submitting your next bid, get in touch.
