Why Tender Writing Is Critical To Winning Work.
In construction and infrastructure, the tender process is often the first and most important step in securing new projects. While pricing is a key factor, it’s not the only one that determines success. A well-written tender can be the difference between winning or losing the job, regardless of whether your price is competitive.
1. How tenders are weighted
Every industry and client approaches tender evaluation differently, but most use a weighted assessment matrix. This means the submission is scored across multiple categories, not just cost.
Typical weightings include:
Price and value for money (often 40–60%)
Technical capability and methodology (20–30%)
Past experience and case studies (10–20%)
Safety, quality, and compliance systems (5–10%)
Social and environmental outcomes (varies by project and client)
For example, in infrastructure, government clients often place heavy weighting on safety, sustainability, and local content. In commercial or residential builds, price may dominate, but the assessor still needs confidence in delivery, compliance, and past performance.
2. What assessors are looking for
Assessors aren’t just looking for the cheapest option, they’re looking for the lowest risk option. They want to see:
A clear methodology that shows how you’ll deliver the works on time and to specification.
Evidence of relevant past experience with similar projects.
Strong safety, quality, and compliance systems in place.
A transparent breakdown of pricing, showing how costs are structured.
A professional, well-structured document that reflects reliability and attention to detail.
Put simply: if your tender looks rushed or incomplete, assessors may assume your delivery will be the same.
3. How tenders are assessed
Most assessment panels score tenders using a points system. Submissions are reviewed by multiple people, each marking against the weighted criteria. Comments are then consolidated, and the highest-scoring tender, balancing price and non-price criteria, wins.
This means:
A slightly higher price can still win if your methodology, safety systems, or past performance score higher than competitors.
Weaknesses in one area (e.g., poor project methodology) can drag your entire score down, even if your price is attractive.
Consistency across sections matters, contradictions or vague statements will cost you points.
4. Why good tender writing is critical
Tender writing is more than filling out a form. It’s about positioning your business as the best choice by addressing all the evaluation criteria in a clear, compelling way.
A well-written tender:
Demonstrates professionalism and capability.
Reduces perceived risk for the assessor.
Highlights your strengths in areas beyond pricing.
Creates confidence that you can deliver without dispute, delay, or additional cost.
Final thoughts
Tendering isn’t just about having the right numbers, it’s about telling the right story. A strong, structured tender submission shows assessors that you understand the project, can deliver it safely and efficiently, and represent the lowest overall risk.
At PillarPoint, we help businesses prepare tenders that don’t just meet the requirements, but stand out from the competition. Whether you’re bidding for infrastructure, commercial, or residential projects, the right tender writing can mean the difference between being overlooked and being awarded the contract.
