Winning a government tender in Kenya can be a game-changer for your business. However, many companies—especially SMEs—miss out due to common and avoidable mistakes during the tendering process. In this article, we highlight the top 5 pitfalls and how your business can steer clear of them to increase your chances of success.
- Ignoring Tender Instructions
Each tender comes with a unique set of requirements. Failing to follow these to the letter can lead to automatic disqualification.
✅ Tip: Always read and understand the tender document thoroughly before preparing your submission.
2. Submitting Expired or Invalid Documents
Tendering authorities require valid, up-to-date certifications such as CR12, KRA PIN, Tax Compliance, and AGPO.
✅ Tip: Keep a checklist and calendar reminders to renew your documents on time.
3. Poor Presentation and Organization
A cluttered or disorganized tender submission signals unprofessionalism.
✅ Tip: Organize your documents in clear sections – technical, financial, and statutory – and label them properly.
4. Underquoting or Overquoting
Quoting too low can seem unrealistic; too high, uncompetitive.
✅ Tip: Research market prices and justify your costing with breakdowns.
5. Lack of Proof of Past Performance
Tender evaluators want assurance that you can deliver.
✅ Tip: Include references, past LPOs, completion certificates, or similar contracts successfully handled.
Avoiding these mistakes can significantly boost your chances of winning tenders. Tendering is not just about filling forms—it’s a strategic process that rewards preparation, accuracy, and compliance.
