Can any business tender for government contracts?
Yes. UK public sector contracts are open to businesses of any size, from sole traders to large corporations. In fact, the government has a specific target to direct a significant proportion of public spending to small and medium-sized enterprises (SMEs). The process can feel complex at first, but it follows a consistent structure once you understand it.
Step 1: Understand what you are selling
Before you start searching for tenders, be clear about what your business offers and to whom. Write a short description of your services, the types of buyers who would need them, the contract values you are capable of delivering, and two or three examples of relevant past work. This clarity will help you filter opportunities and write more focused bids.
Step 2: Find your CPV codes
Every public sector tender is classified using CPV codes (Common Procurement Vocabulary). Knowing the 3 to 5 CPV codes most relevant to your services helps you set up effective search alerts and understand the scope of available work in your category.
Step 3: Set up tender monitoring
UK public sector tenders above the legal thresholds must be published on Find a Tender and Contracts Finder. Below-threshold contracts appear on a range of procurement portals. Checking these manually is time-consuming. Use TenderSignal to set up keyword and sector-based email alerts so you are notified as soon as a relevant contract is published. Sign up free to get started.
Step 4: Prepare your standard documents
Most tenders require similar background documents. Building a document library in advance saves significant time when a deadline is tight. Your library should include:
- Company registration certificate
- Most recent two years of audited accounts or management accounts
- Public liability, professional indemnity, and employers' liability insurance certificates
- Health and safety policy and a recent health and safety audit or assessment
- Equal opportunities policy
- Environmental policy
- Modern slavery statement (required for companies with turnover over £36m, often requested from smaller companies too)
- GDPR and data protection policy
- Three to five case studies with client contact details for references
Step 5: Assess each opportunity before committing
When a relevant tender appears, spend 30 minutes reviewing the documents before deciding to bid. Key questions: Do you meet the minimum financial and technical requirements? Is the contract a realistic fit for your team? Do you have strong case studies to evidence your capability? Is the deadline achievable? A quick assessment prevents wasted effort on bids you cannot win.
Step 6: Complete the Selection Questionnaire or PQQ
Many larger contracts begin with a Pre-Qualification Questionnaire (PQQ) or Selection Questionnaire (SQ) to shortlist suppliers. This stage is mostly pass/fail: you either meet the thresholds or you do not. Complete it accurately and attach all required documents.
Step 7: Write your bid
If invited to tender, read the evaluation criteria carefully and structure your response to address each point directly. Use specific evidence. Quantify outcomes wherever possible. Tailor your case studies to mirror the contract requirements. See our guide on how to win a tender for detailed tips on writing effective responses.
Step 8: Submit and follow up
Submit through the buyer's designated portal before the deadline. Keep a copy of everything you submitted. Whether you win or lose, request a debrief. Feedback from buyers is the fastest way to improve your submissions over time.
How long does it take?
Above-threshold public contracts typically run for 6 to 12 weeks from publication to award. Smaller contracts can move faster. Building a tender pipeline of 3 to 5 active bids at any given time is a sensible approach to maintaining a steady conversion rate.
The first step is spotting the right opportunities early. Free tender alerts deliver matching contracts to your inbox so nothing slips past.