“In business, the competition will bite you if you keep running; if you stand still, they will swallow you.” – Victor Kiam
In Kenya’s bustling construction industry, competition is fierce. Securing a construction tender can make or break your company’s growth. But here’s the good news: winning tenders isn’t about luck. It’s about strategy, preparation, and persistence. Let’s break down how you can navigate the tender process like a pro—and improve your chances of coming out on top.
Step 1: Stay Informed – Hunt for Opportunities
You can’t win if you don’t know what’s out there. Regularly check government websites like the Public Procurement Information Portal (PPIP). This is where most public tenders are listed. You’ll also find opportunities in newspapers and specialized tender websites. Pro tip: Sign up for email alerts from these platforms. It’s an easy way to stay ahead of your competition without having to scour the internet daily.
Networking also plays a vital role. Attend industry events, join construction associations, and keep in touch with key players. Sometimes, knowing someone on the inside gives you a head start—an edge others might not have.
Step 2: Understand the Requirements – Know What’s Needed
Tender requirements can be tricky. They vary from project to project, and missing just one detail can cost you the bid. Carefully read through the tender documents. Highlight critical details like deadlines, specific documents required, and project specifications. Your application needs to check all these boxes—no exceptions.
Prepare a checklist. Make sure you’ve got your business registration certificate, tax compliance certificate, past project references, and financial statements ready. These are non-negotiable. Missing a single document? That’s a one-way ticket to disqualification. Double-check everything. Then check it again.
Step 3: Write a Winning Bid – Tell Your Story, Show Your Value
Your bid isn’t just about numbers and paperwork. It’s your chance to showcase your expertise, reliability, and unique value. Think of it as your sales pitch. You’re telling the selection committee why you’re the best fit for this job.
Start with a strong executive summary. Grab their attention from the get-go. Explain who you are, what you do, and why you’re the ideal candidate—all in a few compelling sentences. Then, get into the details. How will you handle the project? What’s your timeline? What’s your approach to quality control? Be specific. Vague promises won’t cut it.
Next, outline your budget. It needs to be competitive but realistic. Don’t lowball just to win the tender. You’ll end up regretting it when costs overrun, and your profit margins vanish. Be transparent about what your budget includes. Avoid surprises down the line. Highlight any extra value you bring to the table—maybe you specialize in sustainable construction or have a proven track record of finishing ahead of schedule. Make it count.
Step 4: Submit and Follow Up – Stay on Their Radar
Submitting your bid is just the beginning. After you hit send or hand in that envelope, follow up. A polite call or email can make sure your submission was received and that it’s in the right hands. It also shows that you’re proactive and serious about the tender.
After the deadline, inquire about the evaluation process timeline. This will give you an idea of when to expect feedback. Don’t be pushy, but staying informed keeps you on their radar.
Step 5: Learn from Every Tender – Win or Lose, Always Improve
So, you’ve done all the right things, but what if you don’t win? Don’t get discouraged. Every tender, whether you win or lose, is a learning opportunity. Request feedback. Most procurement offices are willing to tell you why your bid was unsuccessful. Was it the price? The presentation? Missing details? Use that information to refine your next submission.
Winning tenders consistently is about evolution. Every bid should be better than the last. At MitlaPhase Construction, we’ve perfected our tendering process over time, learning from each bid—successful or not. You can do the same.
What Are Your Next Steps
Securing construction tenders in Kenya is tough, no doubt. But it’s also a game you can win with the right approach. Stay informed. Be meticulous with your application. Write a compelling bid. Follow up. And always, always learn from the experience.
Want a partner who understands the tender process inside and out? Reach out to us at MitlaPhase Construction. We’ve been there, and we’re ready to help you navigate this journey with confidence.