Most SMEs spend all their energy writing the bid, and very little thinking about how it will be scored.
That’s where things go wrong.
You might have a great offer. Strong experience. A competitive price. But if your response isn’t aligned with the buyer’s evaluation criteria, you’ll lose to a weaker competitor who understood the scoring system better.
Public tenders aren’t judged subjectively. They’re evaluated using a predefined scoring matrix, often by a committee. It’s not about being impressive. It’s about matching what’s being asked.
In this article, we’ll break down how tenders are typically scored across Europe, what criteria really matter, and how to write bids that hit the mark, not just fill the page.
Let’s start with a simple question: what exactly is tender evaluation and why does it matter more than you think?
What is tender evaluation and why it matters?
Public buyers don’t flip through bids looking for the most impressive offer. They score responses using a structured evaluation process, usually based on a scoring matrix or weighted criteria.
That means your bid isn’t judged by how good it feels. It’s judged by how well it aligns with specific requirements.
Here’s how it works:
- Each tender includes clear evaluation criteria (sometimes hidden deep in the documents)
- Each criterion is weighted, for example, 40% price, 30% technical quality, 30% delivery plan
- Every section of your bid is scored separately, and often by multiple reviewers
- The top-scoring bid wins, even if it’s not the cheapest
This is why good bids can lose. And average ones, written to fit the criteria perfectly, can win.
Understanding the rules of scoring is what turns a decent bid into a winning one.
Next, let’s look at the most common scoring models used across EU tenders.
Key evaluation models in EU public procurement
Not all tenders are scored the same way, but most fall into one of three common models. Understanding which one you’re responding to helps you focus your time and structure your proposal accordingly.
MEAT: Most Economically Advantageous Tender
The most widely used model in EU public procurement.
Tenders are scored based on a mix of price and quality, usually with predefined weightings. For example:
- Price: 40%
- Quality of solution: 35%
- Delivery/risk plan: 15%
- Sustainability: 10%
This is where you can win without being the cheapest — if your technical proposal scores high.
Learn more about the MEAT model here.
Price-only evaluation
Used for straightforward products or services where quality differences are minimal.
Lowest price wins but compliance must still be perfect.
Quality-based evaluation
Rare, but used in innovation tenders or specialised services.
Price plays a smaller role — buyers focus more on approach, expertise, and outcomes.
Typical evaluation criteria to watch for
Every tender will list its own criteria, but certain elements show up again and again. Understanding these helps you write a proposal that speaks directly to the scorecard, not just the buyer.
Here are the most common areas where points are awarded:
- Technical approach & methodology - how will you deliver the work? Is your plan realistic, efficient, and tailored to the buyer’s needs?
- Relevant experience - have you delivered similar work before — in scale, complexity, or sector? Include short case studies or references.
- Team qualifications - who will be doing the work? Highlight key personnel, their roles, and their relevant expertise.
- Delivery or risk plan - show that you understand the risks — and how you’ll manage them. Confidence and clarity matter here.
- Sustainability & social value - increasingly important across EU tenders. Buyers want to know: are you aligned with their green or social goals?
- Price - usually scored as a weighted percentage — not just low vs high. The right balance matters.
Next: let’s talk about how to turn all of this into a bid that’s structured to score higher.
How to tailor your proposal for higher scores?
Most losing bids don’t fail on content… they fail on structure.
You might be saying all the right things, but if you’re not saying them in the right place, you’re not getting the points.
Here’s how to write with the evaluation panel in mind:
- Match the criteria section by section - don’t freestyle. Use the buyer’s headings or scoring breakdown as your outline. If they score “Project Management – 20 points,” then your response should have a clear “Project Management” section.
- Mirror the language - use the same terminology the buyer uses. If they mention “carbon reduction,” don’t just say “sustainability.” Speak their language.
- Be clear and evidence-based - avoid vague claims like “We are highly experienced.” Instead, write: “We delivered a similar €250K project for [Client] in Q1 2024 — on time and 5% under budget.”
- Cut the fluff - no one scores creativity. Keep your answers focused, specific, and results-driven.
Let’s wrap this up.
You’re not writing for a person, you’re writing for a scorecard
In public procurement, it’s not enough to write a good bid, you need to write a scorable one.
Understanding how tenders are evaluated helps you shift from “hoping we said the right thing” to strategically answering what’s being asked. That’s how winning SMEs write: with purpose, not guesswork.
You don’t need to overpromise. You don’t need to be the cheapest. But you do need to align your answers with the criteria buyers care about, and back them up with real evidence.
And the first step? Choosing tenders where your strengths actually match what the buyer is scoring.
That’s where Tendify helps, by surfacing opportunities that fit your profile, so you spend less time guessing and more time submitting bids that are built to score.
