What are my chances of winning a tender in Kenya?

There is no fixed percentage chance of winning a tender. Your chances depend on several factors including the number of competitors, your industry, compliance with tender requirements, and your pricing strategy.

Does attending a tender briefing session increase my chances of winning?

Yes, attending a briefing session gives you valuable information and insights. However, simply attending does not guarantee success. On average, only about 50% of attendees actually submit a bid.

Is having a Level One B-BBEE score enough to win a tender?

A Level One B-BBEE score is advantageous, but it is not enough on its own. Many other bidders may also have the same score. Compliance and competitive pricing play a much bigger role in the final award decision.

What role does pricing play in winning tenders?

Pricing is one of the most critical factors. The procuring entity looks for value for money, so bids that are competitively priced while maintaining quality often have the best chance of success.

How can I improve my chances of winning tenders?

You can improve your chances by choosing tenders strategically, ensuring 100% compliance with documentation, attending training sessions, building networks, and offering competitive but sustainable pricing.

What is my chance of winning a tender?

If you’ve ever asked yourself, “What are my chances of winning a tender?”, you’re not alone. This is one of the most common questions business owners and aspiring entrepreneurs have. Sadly, the answer isn’t as simple as 50% or 60%. Winning a tender depends on a mix of factors — competition, compliance, pricing, and even your industry.

The good news? By understanding how tenders are evaluated, you can boost your chances significantly. Let’s break it down.

1. Competition at Briefing Sessions

Tender briefing sessions (or site meetings) are where many businesses size each other up. The number of attendees alone can tell you how tough the race will be:

Some sessions attract 300+ businesses, creating stiff competition.
Others are much smaller, with only 3–5 attendees, giving you much higher odds.
In extreme cases, large government projects have drawn 2,000 to 8,000 participants!

Here’s an interesting fact: on average, only about 50% of businesses that attend briefing sessions actually submit a tender response. That means showing up is just the first step — but it also highlights how preparation and follow-through give you an advantage.

2. The Industry You Operate In

Not all industries offer the same chances of success.

High-competition industries like cleaning or catering usually have hundreds of applicants.
On the other hand, specialized industries like pharmaceuticals, ICT, or engineering services often have fewer competitors.

The rarer or more specialized your product or service, the better your chances. If you’re in a crowded industry, your strategy has to be sharper.

3. Don’t Over-Rely on B-BBEE Scores

Many entrepreneurs believe that having a Level One B-BBEE score almost guarantees a win. While it’s true that this score is important, it’s not a magic key. Why? Because many other businesses will also have the same score.

At the end of the day, the evaluation committee will always weigh pricing and compliance heavily. Your B-BBEE status helps, but it won’t seal the deal by itself.

4. Compliance is the First Gatekeeper

Before evaluators even look at your price or score, they check compliance. This is where many businesses lose out.

Missing a single required document? ❌ Disqualified immediately.
Failing the functionality test? ❌ Out of the running.

Compliance is non-negotiable. Treat it as your ticket to the game. Only after clearing this stage do factors like pricing and B-BBEE come into play.

5. Pricing: The Deciding Factor

Let’s be honest — at the end of the process, pricing is king. The institution or government agency wants value for money.

A winning bid is not just about being the cheapest; it’s about offering competitive pricing without compromising quality. That’s where many businesses either win big or lose out.

✅ A solid pricing strategy shows evaluators that you’re reliable, sustainable, and serious about delivering.

6. How to Maximize Your Chances

While you can’t control how many competitors show up, you can control your preparation. Here’s what to focus on:

Choose tenders strategically — go for those aligned with your strengths.
Attend training — learn the dos and don’ts of tendering.
Leverage networks — social capital can open doors and guide you to the right opportunities.
Perfect your documentation — compliance gives you a fighting chance.
Sharpen your pricing — balance affordability with professionalism.

Keep This in Mind

Your odds depend on your industry, competition, compliance, and pricing strategy. The answer isn’t a simple percentage.

Think of tendering like climbing a mountain: some routes are crowded and competitive, others are steep but rewarding. The key is preparation, persistence, and positioning your business smartly.