Not every tender is worth your time.
We talk to SMEs across Europe who spend days preparing bids, only to find out they were never really eligible, or that the contract didn’t match their capacity. The result? Burned time, tired teams, and win rates that don’t reflect the effort.
The best-performing suppliers aren’t bidding on everything. They’re bidding smarter — starting with one question: Is this a good fit for us?
In this short guide, we’ll walk you through 6 simple but essential questions to ask before you commit to any tender. These checks can help you avoid wasted effort, reduce stress, and focus only on tenders that give you a real shot at winning.
Let’s start with the one mistake that disqualifies bids before they’re even opened.
1. Can we meet 100% of the mandatory requirements?
This is the deal-breaker question and the first one you should always ask.
Public tenders often include non-negotiable conditions:
- Legal registration in the buyer’s country or EU
- Minimum turnover or financial thresholds
- Technical certifications or insurances
- Specific licenses or team qualifications
Even if you can deliver the work perfectly, missing just one mandatory requirement can get your bid disqualified automatically, often without review.
Don’t assume anything. Double-check the eligibility criteria and required documents listed in the tender. If anything’s unclear, use the Q&A window to ask the buyer early.
Next up: how to assess if your experience is actually relevant, not just impressive. Ready to move on?
2. Do we have relevant project experience?
Buyers don’t just want to know you can do the job.They want proof you’ve done it before, in similar conditions.
That means:
- Projects of similar scope or complexity
- Experience in the same sector
- Work delivered for public buyers (if possible)
It’s not about showing everything you’ve done, it’s about showing the right examples. A great project in the wrong context might not carry much weight.
If your experience is close but not perfect, be honest about it, and explain how your team is still well-positioned to deliver.
Bonus tip: If you’re missing direct experience, consider partnering with another SME or supplier who can fill the gap. Many tenders allow joint bids or subcontracting.
Next: timelines, resources, and capacity, because sometimes the biggest risk isn’t winning the bid. It’s winning when you’re not ready. Shall we move on?
3. Can we deliver within the timeline and budget?
Winning a tender you can’t deliver is worse than losing one you weren’t ready for.
Every tender comes with a delivery schedule, milestones, and often a fixed budget. Before you commit, ask:
- Do we have the team and capacity available in that time frame?
- Can we meet the delivery expectations without overextending?
- Are the budget constraints realistic for how we operate?
If the answer to any of these is “maybe,” it’s worth reconsidering.
Pushing your team too hard to deliver underpriced, rushed work can affect future performance, and your reputation with public buyers.
Public procurement is a long game. Sometimes the smartest move is to skip one contract so you’re ready for the next.
Next: what if you’re not the cheapest bidder? Let’s talk about value.
4. Can we be competitive on value, not just price?
Many SMEs worry they can’t win tenders because they’re not the cheapest. But price isn’t everything, especially in EU public procurement.
Most contracts today use the MEAT framework: Most Economically Advantageous Tender.
That means tenders are scored on:
- Price
- Quality of your solution
- Delivery approach
- Sustainability and social impact
- Risk management
So the real question isn’t “Can we be the cheapest?”, it’s “Can we offer the best value?”
If you can show why your offer reduces risk, increases quality, or delivers long-term benefits, you’re already more competitive than you think.
Next: let’s look at strategic alignment. Because just because you can deliver a tender, doesn’t mean you should. Ready to move on?
5. Does this tender align with our business goals?
Just because a tender is available (or even winnable) doesn’t mean it fits.
Ask yourself:
- Is this the type of work we want more of?
- Does it help us grow in a target sector or region?
- Is this buyer part of our long-term strategy?
- Will this contract lead to repeat business or visibility?
Many SMEs burn time chasing contracts that stretch their capacity or pull them away from their core focus. Winning the wrong tender can actually slow your business down.
Your goal isn’t just to win tenders, it’s to win the right ones that move your business forward.
Next, let’s wrap with one last question, the one that brings it all together before you commit. Shall we move on?
6. Is this tender a distraction or an opportunity?
This is the gut-check.
You’ve looked at the requirements, timeline, budget, and fit. But one final question remains: Is this tender worth the time and energy it will take to prepare a quality bid?
- If the answer is a confident yes — go for it.
- If the answer is “maybe” or “it’s a stretch” — be honest with yourself.
For SMEs with limited resources, every bid comes at a cost. Time spent writing one proposal is time not spent improving another, or serving existing clients.
A good strategy isn’t about chasing more. It’s about choosing better.
Let’s wrap it all up.
Better bids start with better choices
Public tenders are full of opportunity, but not every opportunity is right for your business.
SMEs often waste time chasing tenders they’re not eligible for, can’t deliver, or don’t align with their goals. And the result? Low win rates, high stress, and a feeling that public procurement just isn’t built for smaller teams.
But it doesn’t have to be that way.
Asking the right questions early helps you focus on the tenders that matter and skip the ones that don’t. That’s where stronger bids begin.
And if you want to make this process even easier? Tendify helps you get there faster by matching your business with tenders that actually fit, so you spend less time guessing, and more time winning.
