Many entrepreneurs in Kenya believe tenders are reserved for “connected” businesses. While it’s true that competition is tough, the reality is that small and medium enterprises (SMEs) can still win contracts fairly. With the right approach, even a startup with limited resources can secure consistent business through tenders.
If you’ve ever wondered how to succeed without relying on networks, this guide shares proven strategies.
Understand Tendering Rules and Requirements
Winning starts with compliance. Procuring entities only consider businesses that meet legal requirements. Every SME should:
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Have a valid KRA PIN and Tax Compliance Certificate.
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Register the business officially with the Business Registration Service (BRS).
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Understand AGPO (Access to Government Procurement Opportunities) — a program reserving 30% of government tenders for youth, women, and persons with disabilities (PWDs).
👉 Many SMEs lose opportunities because they ignore basic paperwork. Ensuring compliance positions you ahead of many competitors.
Write Competitive and Clear Bids
Tender documents can be intimidating, but your proposal doesn’t need to be complicated. Focus on:
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Clarity – answer every requirement directly.
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Pricing – avoid underquoting or overpricing; justify costs with market rates.
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Experience – showcase even small past jobs (supplying office stationery, cleaning contracts, uniforms, etc.).
đź“Ś Pro Tip: Keep templates of your past bids. Reusing and refining them saves time while maintaining professionalism.
Collaborate and Form Partnerships
You don’t need to do it alone. SMEs often miss out on big contracts because of limited capacity. Instead:
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Form joint ventures with other SMEs.
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Partner with established companies as subcontractors.
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Specialize in niches where larger firms don’t compete aggressively.
Example: a small printing company can partner with a logistics firm to deliver printed materials countrywide.
Where to Find Tender Opportunities
Many businesses only rely on newspaper adverts or government portals. Smart SMEs diversify their sources:
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Public Procurement Information Portal (tenders.go.ke)
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County government websites
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Private platforms like Tenders.co.ke — designed for SMEs to access opportunities quickly without the bureaucracy.
đź’ˇ By registering on Tenders.co.ke, you gain access to curated tenders, reminders, and simplified tools for bid preparation.
Build a Winning Track Record
Trust is everything in tendering. Start small and deliver beyond expectations. Over time:
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Clients will trust you for bigger contracts.
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Positive performance reports strengthen your bids.
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Repeat contracts become easier to secure.
Remember: consistency and reliability matter more than flashy presentations.
Final Thoughts
You don’t need political connections to win tenders. What you need is:
âś… Compliance with rules
âś… Competitive bidding skills
âś… Strategic partnerships
âś… A reliable source of opportunities
Instead of waiting for luck, take action today.
👉 Register on Tenders.co.ke and position your SME for real opportunities
