{"id":562,"date":"2022-11-30T00:00:00","date_gmt":"2022-11-30T00:00:00","guid":{"rendered":"https:\/\/www.commusoft.com\/why-youre-losing-tenders-field-service\/"},"modified":"2025-11-12T15:11:23","modified_gmt":"2025-11-12T15:11:23","slug":"why-your-business-is-losing-tenders","status":"publish","type":"post","link":"https:\/\/www.commusoft.com\/en-gb\/blog\/why-your-business-is-losing-tenders\/","title":{"rendered":"8 Reasons Why Your Business is Losing Tenders"},"content":{"rendered":"<p class=\"has-medium-font-size\"><span style=\"font-weight: 400;\"><em><strong><span style=\"font-weight: 400;\"><em><strong>Losing tenders and don&#8217;t know why?<\/strong><\/em><\/span><\/strong><\/em><\/span><\/p>\n\n\n\n<p class=\"has-medium-font-size\"><span style=\"font-weight: 400;\"><em><strong>It can be frustrating if your business has been tendering for service and maintenance contracts, but no luck winning them.<\/strong><\/em><\/span><\/p>\n\n\n\n<p class=\"has-medium-font-size\"><span style=\"font-weight: 400;\"><em><strong>What are your competitors doing that you aren\u2019t?<\/strong><\/em><\/span><\/p>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<p>We&#8217;ve talked with tender writing experts and did the research to uncover the most common reasons why you\u2019re losing tenders.<\/p>\n\n\n\n<p>To increase the chance of winning a tender submission, dive in below:<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<!--HubSpot Call-to-Action Code --><span class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-a2a1dc70-ba7e-4eea-9a46-e8b7afa8cf3b\"><span class=\"hs-cta-node hs-cta-a2a1dc70-ba7e-4eea-9a46-e8b7afa8cf3b\" id=\"hs-cta-a2a1dc70-ba7e-4eea-9a46-e8b7afa8cf3b\"><!--[if lte IE 8]><div id=\"hs-cta-ie-element\"><\/div><![endif]--><a href=\"https:\/\/cta-redirect.hubspot.com\/cta\/redirect\/530619\/a2a1dc70-ba7e-4eea-9a46-e8b7afa8cf3b\" ><img decoding=\"async\" class=\"hs-cta-img\" id=\"hs-cta-img-a2a1dc70-ba7e-4eea-9a46-e8b7afa8cf3b\" style=\"border-width:0px;\" src=\"https:\/\/no-cache.hubspot.com\/cta\/default\/530619\/a2a1dc70-ba7e-4eea-9a46-e8b7afa8cf3b.png\"  alt=\"subscribe to the commusoft newsletter\"\/><\/a><\/span><script charset=\"utf-8\" src=\"https:\/\/js.hscta.net\/cta\/current.js\"><\/script><script type=\"text\/javascript\"> hbspt.cta.load(530619, 'a2a1dc70-ba7e-4eea-9a46-e8b7afa8cf3b', {\"useNewLoader\":\"true\",\"region\":\"na1\"}); <\/script><\/span><!-- end HubSpot Call-to-Action Code -->\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h2 class=\"wp-block-heading\">Why is my business losing tenders?<\/h2>\n\n\n\n<p><span style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Here&#8217;s  why you&#8217;re losing tenders as well as some tips to help you write a successful tender:<\/span><\/span><\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>You missed the deadline.<\/li>\n\n\n\n<li>You\u2019re bidding for the wrong contracts.<\/li>\n\n\n\n<li>You\u2019re not backing up your claims.<\/li>\n\n\n\n<li>You\u2019re bidding on price.<\/li>\n\n\n\n<li>Your costings are inaccurate.<\/li>\n\n\n\n<li>You\u2019re too focused on your business.<\/li>\n\n\n\n<li>Your tender is full of typos and grammatical mistakes.<\/li>\n\n\n\n<li>You keep reusing old copy.<\/li>\n<\/ol>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc1\">1: You missed the deadline<\/h3>\n\n\n\n<p><span style=\"font-weight: 400;\">If you miss the tender deadline, the buyer may think that<\/span> you&#8217;ll <span style=\"font-weight: 400;\">miss project deadlines<\/span>, too.<\/p>\n\n\n\n<p><span style=\"font-weight: 400;\">It may sounds obvious, but too many field service businesses commit one or more of these blunders. They:<\/span><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>wait until the last minute to start writing their tender<\/li>\n\n\n\n<li>procrastinate on getting the certifications they need for a contract<\/li>\n\n\n\n<li>think: &#8220;when they see this tender they won\u2019t care that we missed the deadline!&#8221;<\/li>\n<\/ul>\n\n\n\n<p>These issues are a problem when it comes to winning tenders because:<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p><em>It shows a lack of respect for the process and makes it look like you can\u2019t\/won\u2019t achieve deadlines provided.<\/em><\/p>\n\n\n\n<p><em>If you\u2019ve made a mistake and missed the deadline, don\u2019t send in your response.<\/em><\/p>\n<cite><span style=\"font-weight: 400;\"><a href=\"https:\/\/www.creativetenders.co.uk\/common-mistakes-tendering\/\" target=\"_blank\" rel=\"noreferrer noopener\"><em>Creative Tenders<\/em><\/a><\/span><\/cite><\/blockquote>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc2\">2: You\u2019re bidding for the wrong contracts<\/h3>\n\n\n\n<p><span style=\"font-weight: 400;\">Are you bidding on every contract you come across? <\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400;\">If so, your success rate is probably low because many of these opportunities aren\u2019t the right fit for your field service business.<\/span><\/p>\n\n\n\n<p>Instead, <span style=\"font-weight: 400;\">be more selective about which contracts you&#8217;re trying to tender for and win.<\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400;\">Propeller Studios offers <\/span><a href=\"https:\/\/propeller-studios.co.uk\/bid-no-bid-assessment-checklist\/\" target=\"_blank\" rel=\"noreferrer noopener\">a free <span style=\"font-weight: 400;\">bid\/no-bid checklist<\/span><\/a><span style=\"font-weight: 400;\"> that can help you decide if an opportunity is worth going after.<\/span><\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc3\">3: You\u2019re not backing up your claims<\/h3>\n\n\n\n<p>Can you prove that you <span style=\"font-weight: 400;\">have the highest first-time fix rate in the region?<\/span><\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p><em>Not providing evidence to support your claims is a big mistake in tender writing.<\/em><\/p>\n\n\n\n<p><em>For example, if a question is &#8216;Can you show us how you add value?&#8217; and your answer is &#8216;Yes, we reduced costs by \u00a33,000&#8217;, that\u2019s not good enough.<\/em><\/p>\n\n\n\n<p><em>You\u2019ve got to back up your claims with evidence.<\/em><\/p>\n<cite>David Williams, Director of <a href=\"https:\/\/purplepatchconsultants.com\/services\/\" target=\"_blank\" rel=\"noreferrer noopener\">Purple Patch Marketing Consultants<\/a><\/cite><\/blockquote>\n\n\n\n<p>David puts it perfectly. <\/p>\n\n\n\n<p>Without evidence to back up claims, prospects aren&#8217;t going to consider your bid.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc4\">4: You\u2019re bidding on price<\/h3>\n\n\n\n<p><span style=\"font-weight: 400;\">Bids win on the <\/span><i><span style=\"font-weight: 400;\">value offered<\/span><\/i><span style=\"font-weight: 400;\">, not just price your charge.<\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400;\">Many plumbing, heating, HVAC, electrical, fire &amp; security, and property management businesses believe the final contract decision comes down to price. <\/span><\/p>\n\n\n\n<p>After all, <span style=\"font-weight: 400;\">the lowest price will always win, right?<\/span><\/p>\n\n\n\n<p>Wrong.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p><em>Commissioners buy value, not price.<\/em><\/p>\n\n\n\n<p><em>Everything you do that increases quality increases value\u2014so if you want to win a tender, win on quality.<\/em><\/p>\n\n\n\n<p><em>There will always be some guy cheaper than you.<\/em><\/p>\n<cite>Tony McKelvie, Director, <a href=\"https:\/\/www.tenders-uk.com\/bid-tender-writing\/\" target=\"_blank\" rel=\"noreferrer noopener\">Tenders UK<\/a><\/cite><\/blockquote>\n\n\n\n<p>You want your quality to be so far ahead of what your competitors are offering that price is irrelevant.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc5\">5: Your costings are inaccurate<\/h3>\n\n\n\n<p><span style=\"font-weight: 400;\">Errors in calculations may cause a buyer to toss your tender.<\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400;\">Whilst pricing isn&#8217;t everything, knowing <a href=\"https:\/\/www.commusoft.com\/en-gb\/blog\/how-much-should-i-charge-per-hour\">how much you should charge per hour<\/a> is important since it will still factor into whether or not you win a contract. <\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400;\">You now know <\/span>not to be the low-cost leader<span style=\"font-weight: 400;\">, so that\u2019s a plus for you\u2014but you also need to be scrupulous about calculating your costs, according to Designing Buildings in their post on common mistakes in construction tenders.<\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400;\">There\u2019s a lot to consider in your costs, <\/span>from supplier evaluation audits to <a href=\"https:\/\/www.commusoft.com\/en-gb\/features\/Inventory-management\">inventory management<\/a><span style=\"font-weight: 400;\">, and down to the specific tools and hardware. Any mistakes in your calculations can cause the buyer to discard your tender, so calculate carefully! <\/span><\/p>\n\n\n\n<p>We&#8217;ve got our own advice on <a href=\"https:\/\/www.commusoft.com\/en-gb\/blog\/how-to-write-a-quote-for-a-job\">how to write a quote for a job<\/a> to help you win more work.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc6\">6: You\u2019re too focused on your business<\/h3>\n\n\n\n<p><span style=\"font-weight: 400;\">It\u2019s about what you can do for the client, not how amazing your business is.<\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400;\">You offer the most value, have the best engineers, your pricing is perfect, and your listed on the <a href=\"https:\/\/www.commusoft.com\/en-gb\/blog\/best-review-websites-field-service\">best websites for company reviews<\/a>!<\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400;\">Those are all things to shout about in your tender. However, when it\u2019s all about <\/span><i><span style=\"font-weight: 400;\">you<\/span><\/i><span style=\"font-weight: 400;\">, you\u2019re failing to put the focus where it belongs: on the client. <\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400;\">Search through your tender for the word \u201cwe\u201d vs. mentions of your business name. <\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400;\">If the tender is packed with them, think about how to rephrase them. After all, the question the client will be asking as they read your tender is \u201cWhat\u2019s in it for me?\u201d. <\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400;\">Make sure to use <em>we-centric<\/em> phrases: &#8220;we&#8221;, &#8220;us&#8221;, &#8220;together&#8221;. These will indicate that you&#8217;re entering into a partnership and give the buyer confidence you&#8217;re putting them at the heart of your approach.<\/span><\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc7\">7: Your tender is full of typos and grammatical mistakes<\/h3>\n\n\n\n<p><span style=\"font-weight: 400;\">Spelling and grammar matter.<\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400;\">Even if you pick just the right contract opportunities and offer tons of value in your tender, if the tender is riddled with spelling and grammar issues, your business will come off as unprofessional.<\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400;\">Grammar and spell check tools can help, like <a href=\"https:\/\/www.grammarly.com\/business\" target=\"_blank\" rel=\"noreferrer noopener\">Grammarly<\/a>, but they don\u2019t always pick up on every problem. <\/span><\/p>\n\n\n\n<p>However, <span style=\"font-weight: 400;\">in our post on <a href=\"https:\/\/www.commusoft.com\/en-gb\/blog\/how-to-get-property-maintenance-contracts\">how to get property maintenance contracts<\/a>, we share three different ways to help catch every mistake in your document.<\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400;\">Here are a few more:<\/span><\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Print out the tender.<\/strong>\u00a0You\u2019ll catch errors you didn\u2019t notice while proofreading on the screen.<\/li>\n\n\n\n<li><strong>Ask someone else to take a look.<\/strong>\u00a0Getting a different perspective is helpful in uncovering awkward phrasing, run-on sentences, bad transitions, and other issues.<\/li>\n\n\n\n<li><strong>Hire a professional proofreader.<\/strong>\u00a0If you\u2019re writing the tender yourself instead of using a tender-writing company, hiring a proofreader to give your document a final going-over will be money well spent.<\/li>\n<\/ol>\n\n\n\n<p><span style=\"background-color: transparent;\">Remember, your tender is a reflection of your business\u2014so it needs to be clean and error-free.<\/span><\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc8\">8: You keep reusing old copy<\/h3>\n\n\n\n<p><span style=\"font-weight: 400;\">If you\u2019re committing Tender Mistake #2 (bidding for the wrong contracts), you may also be guilty of this one.<\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400;\">Copying and pasting information from old tenders into new ones is a bad idea, reports this Executive Compass article on <\/span><a href=\"https:\/\/www.executivecompass.co.uk\/blog\/top-tips\/7-common-proposal-writing-mistakes\/\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"font-weight: 400;\">7 common proposal writing mistakes<\/span><\/a><span style=\"font-weight: 400;\">.<\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400;\">If you do want to reuse copy, statistics, or data from old tenders, it should be rewritten and updated. Every buyer is different, and evaluators can tell when you\u2019re using a generic template.<\/span><\/p>\n\n\n\n<p><span style=\"background-color: transparent;\">Copy and pasting is a sign of low effort. Also, if you&#8217;re reusing copy that\u2019s currently not getting you the results you want, keeping at it is hardly going to help.<\/span><\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h2 class=\"wp-block-heading\">Create a winning tender and find success:<\/h2>\n\n\n\n<p><span style=\"font-weight: 400;\">Ready to stop losing and get started writing winning tenders?<\/span> <\/p>\n\n\n\n<p>Investing in <a href=\"https:\/\/www.commusoft.com\/en-gb\/industries\/field-service-management-software\">field service management software<\/a> should be the first step on your path to a successful business.<\/p>\n\n\n\n<p>If you found this advice useful, sign up to our fortnightly newsletter. <\/p>\n\n\n\n<p>You&#8217;ll get insights into Commusoft&#8217;s tools, as well as valuable resources designed to help your business find even more success!<\/p>\n\n\n\n<!--HubSpot Call-to-Action Code --><span class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-a2a1dc70-ba7e-4eea-9a46-e8b7afa8cf3b\"><span class=\"hs-cta-node hs-cta-a2a1dc70-ba7e-4eea-9a46-e8b7afa8cf3b\" id=\"hs-cta-a2a1dc70-ba7e-4eea-9a46-e8b7afa8cf3b\"><!--[if lte IE 8]><div id=\"hs-cta-ie-element\"><\/div><![endif]--><a href=\"https:\/\/cta-redirect.hubspot.com\/cta\/redirect\/530619\/a2a1dc70-ba7e-4eea-9a46-e8b7afa8cf3b\" ><img decoding=\"async\" class=\"hs-cta-img\" id=\"hs-cta-img-a2a1dc70-ba7e-4eea-9a46-e8b7afa8cf3b\" style=\"border-width:0px;\" src=\"https:\/\/no-cache.hubspot.com\/cta\/default\/530619\/a2a1dc70-ba7e-4eea-9a46-e8b7afa8cf3b.png\"  alt=\"subscribe to the commusoft newsletter\"\/><\/a><\/span><script charset=\"utf-8\" src=\"https:\/\/js.hscta.net\/cta\/current.js\"><\/script><script type=\"text\/javascript\"> hbspt.cta.load(530619, 'a2a1dc70-ba7e-4eea-9a46-e8b7afa8cf3b', {\"useNewLoader\":\"true\",\"region\":\"na1\"}); <\/script><\/span><!-- end HubSpot Call-to-Action Code -->","protected":false},"excerpt":{"rendered":"<p>Losing tenders and don&#8217;t know why? It can be frustrating if your business has been tendering for service and maintenance contracts, but no luck winning them. What are your competitors doing that you aren\u2019t? We&#8217;ve talked with tender writing experts and did the research to uncover the most common reasons why you\u2019re losing tenders. To&hellip;<\/p>","protected":false},"author":6,"featured_media":3799,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[17],"tags":[],"class_list":["post-562","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-selling"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Losing tenders? Here&#039;s how to start winning more!<\/title>\n<meta name=\"description\" content=\"Have you been losing tenders to your competitors? Explore to see if any of these 8 reasons could explain why you&#039;re losing out on tenders!\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.commusoft.com\/en-gb\/blog\/why-your-business-is-losing-tenders\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Losing tenders? Here&#039;s how to start winning more!\" \/>\n<meta property=\"og:description\" content=\"Have you been losing tenders to your competitors? 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