Now more than ever, when bidding for security tenders is becoming extremely competitive, it’s important to understand that not every security tender opportunity is a good one.
If you don’t take the time to consider the tender requirements and specifics, you risk:
- Wasting time and effort (and money, if using an external bid writer)
- Ignoring other contracts that are better suited to your company
- Stretching internal resources too thin, leading to lower performance elsewhere
- Being awarded a contract that isn’t suited to you, and leads to issues further down the line
So – how do you know which UK security tenders are worth your time, and which to walk away from?
In this blog, we will break down exactly how to assess a security tender and decide whether it’s the right fit for your business.
Key Criteria for Assessing Security Tender Opportunities
There are several key criteria that you should be considering when assessing your security tender opportunities.
#1 Scope and Technical Requirements
You need to conduct a full, in-depth review of all tender documentation – for example, any ITTs, specifications, appendices, etc. As you read through them, you should make a note of:
- Contract Timelines: Are the proposed start and end dates realistic for your team? Are you likely to face any issues with delivering the contract within the allotted timeframe?
- Technical and Compliance Requirements: Are there any specific accreditations, certifications, or qualifications required? If you don’t have them, can you obtain them before contract start?
- Location: Is the contract based in an area where you already operate? Are you familiar with the location?
- Social Value: If there are specific commitments you need to make (e.g. 5 apprenticeships per year), can you successfully deliver this? (Great article on security social value here…)
This security tender review checklist will help ensure you don’t miss any critical detail.
#2 Capability and Capacity
You need to decide whether your company can realistically deliver this contract, taking into consideration the number of staff you currently have, and how many the contract would require. It’s also worth thinking about whether you have successfully delivered a similar security contract before, to decide if your team have necessary, relevant experience.
#3 Financial Situation
More often than not, you will need to complete a pricing schedule as part of your security tender submission. This document will ask you to outline your proposed price, which will be evaluated by the buyer.
When deciding whether to bid, it’s essential to identify all direct and indirect costs associated with delivering the contract. These may include:
- Staff wages and benefits, including holiday cover and shift premiums
- Training and onboarding costs, especially for new or specialist personnel
- Uniforms, equipment, and technology (e.g., radios, patrol tracking systems, CCTV)
- Insurance, licensing, and certifications required for compliance
- Travel, accommodation, or fuel expenses for remote or multi-site contracts
- Initial mobilisation costs, including site setup and transition planning
Once you have all the costs worked out, you can assess whether the projected profit margin is realistic and sustainable. If it doesn’t offer financial return – or worse, it might become a cost burden – it’s usually better to walk away.
Questions to Ask Yourself Before Bidding
Before committing valuable time and resources to a tender submission, ask yourself these questions:
Can we meet all the requirements?
If you’re uncertain on whether you meet the requirements – whether they be technical, operational or legal – you risk being disqualified from the tender process.
Do we have the internal capacity and resources to deliver this?
Stretching your team too thin – or hiring staff you might not be able to afford – can not only hurt your service quality, but might put you in a worse financial position.
Is it financially viable for us?
Will it generate a healthy return after all costs and risks are factored in? If the answer is no (or you’re unsure), it’s usually best to deem it a no-bid.
What is our chance of winning?
If you know you’re up against a lot of companies, you’ll need to clearly define and communicate your USPs.
Ask yourself: What makes our offer stand out?
Whether it’s specialised expertise, innovative technology, or a strong track record – your differentiators must be compelling enough to give you a real edge. This is a crucial part of how to win security tenders.
Final Steps Before Making Your Security Bid Decision
Once you have thoroughly reviewed the security tender documents, follow these steps to reach a well-informed decision:
1. Hold a Bid/No-Bid Review Meeting
Bring together key stakeholders – such as operations, finance, legal, and senior leadership – to review findings and determine alignment across departments.
2. Summarise Risks and Mitigations
Outline all potential challenges and how you plan to address them.
3. Check Submission Timelines
Confirm whether your team has the time, tools and people to prepare a high-quality tender submission within the given deadline.
4. Assess Opportunity Value
Consider whether the contract could lead to future opportunities, strengthen your portfolio or expand your market presence.
Bid Smart, Not Often
In the highly competitive world of security tenders, success isn’t just about bidding as much as possible, it’s about bidding smarter. Every tender requires time and resources, so chasing every opportunity will do nothing but drain your team and deliver minimal return.
REMEMBER: walking away from the wrong tender is just as important as winning the right one.
Not Sure Which Security Tenders to Go For?
Deciding which security tender to go for can be difficult. Luckily, each week we put together a collection of our favourite security tenders here…
Or have a security tender submission coming up? Why not utilise our expert security tender writers? Contact us at michael.baron@bidwritingservice.com or lauren.moorhouse@bidwritingservice.com to discuss your needs, or, fill out the form below!
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