Tenders for the supply and provision of goods and services are advertised daily across Kenya. Yet, many entrepreneurs feel disillusioned by the concept of tenderpreneurship — where they submit applications, but contracts seem to favor only those with the "right" connections.
The truth is: you can win tenders fairly and consistently if you approach the process strategically. Here are seven proven tips to increase your chances of success.
1. Acquire Proper Training
Tendering is technical. You need to understand financing, compliance requirements, and the full procurement cycle.
-
Get trained through reputable institutions.
-
Learn the dos and don’ts of tender applications.
With training, you’ll avoid costly mistakes and position your business as credible.
2. Understand Types of Tenders and Financing Methods
Knowing which tender to apply for is as important as how you apply.
-
Learn about open tenders, restricted tenders, and prequalification opportunities.
-
Understand financing solutions like bank guarantees, LPO financing, and invoice discounting.
Some institutions, such as Jamii Bora Bank, offer one-day training on pricing bids, identifying credible procuring entities, and financing tenders.
3. Use Trusted Tender Listing Sites
Tender listing sites save time by consolidating opportunities in one place.
-
Platforms like Tenders.co.ke provide updated listings daily.
-
Some institutions also offer business registration support, tax filing help, and financing advice.
This makes it easier to find opportunities that match your capacity.
4. Build Social Capital
In tendering, your network is your net worth.
-
Attend procurement trainings, networking events, and forums.
-
Build relationships with industry professionals and suppliers.
Strong connections can point you to valuable tenders before they are widely advertised.
5. Define Your Objectives
Ask yourself:
-
Why am I applying for this tender?
-
What value do I bring to the buyer?
-
Am I prepared to deliver if awarded the contract?
Clear objectives ensure you don’t waste time on bids that don’t align with your capacity or business goals.
6. Provide All Required Information
Incomplete documentation is one of the main reasons bidders are disqualified.
-
Always double-check tender requirements.
-
Include registration certificates, tax compliance, audited accounts, and references.
The goal is to make it easy for evaluators to trust your company.
7. Standardize Your Quotations
When preparing your quotation, ensure consistency in:
-
Price per quantity
-
Quality standards
-
Contract terms and conditions
Standardization makes it easier for buyers to compare and award fairly — giving you a stronger competitive edge.
Keep this in mind
Winning tenders is not about connections alone — it’s about preparation, compliance, and professionalism. By following these tips, you’ll boost your credibility, increase your visibility, and position yourself for more successful bids.
