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Effective Strategies for Winning Catering Service Contracts in the Facilities Sector

Posted on by John Hudson

In the highly competitive facilities management industry, winning catering service contracts requires a blend of strategic thinking, market awareness, and persuasive proposal writing. Whether you’re a seasoned provider or an emerging player, this blog outlines step-by-step strategies—ranging from market research and competitive positioning to technical proposal writing—that can boost your chances of securing contracts in both the public and private sectors.

This guide covers current industry trends and challenges, actionable strategies supported by real-world examples, and insights into future opportunities in the catering and facilities space.

Key Trends and Challenges in Facilities Catering Contracts

1. Sustainability and ESG Compliance

More facilities management contracts now include environmental, social, and governance (ESG) criteria. Clients increasingly expect caterers to demonstrate sustainable sourcing, reduce food waste, and adopt eco-friendly packaging solutions.

Technical terms to include:

  • Carbon footprint analysis
  • Farm-to-fork traceability
  • Net-zero roadmap

2. Labour Shortages and Skills Gaps

The catering sector faces labour shortages due to Brexit and post-pandemic workforce shifts. Skilled chefs, baristas, and service staff are in short supply, increasing the challenge of delivering quality services at scale.

3. Increased Emphasis on Health and Wellbeing

Corporate and institutional clients are demanding healthier, allergen-aware menu options to promote employee wellbeing. Bidders must now cater to diverse dietary needs and document compliance with food safety standards (e.g. HACCP, Natasha’s Law).

Actionable Strategies to Win Catering Service Contracts

To succeed, catering companies must demonstrate value, compliance, innovation, and reliability. Below are proven strategies, tools, and best practices:

Step 1: Conduct Deep-Dive Market Research

Analyse past tenders via platforms like Contracts Finder or Tenders Direct

  • Research competitors’ USPs and pricing models
  • Identify target sectors (corporate offices, schools, healthcare) and their needs
  • Visual idea: A flowchartshowing the research process from platform analysis → competitor benchmarking → sector targeting

Step 2: Tailor Your Bid Submission

  • Customisation is key. Avoid generic proposals. Instead:
  • Use the client’s terminology from the tender documents
  • Mirror their vision, values, and pain points
  • Include a compelling executive summary

Pro tip: Use the MEAT (Most Economically Advantageous Tender) framework to align with evaluation scoring.

Step 3: Demonstrate Operational Excellence

Include:

  • Sample menus with nutritional breakdowns
  • Staffing schedules and rota planning

Step 4: Use Visuals and Tools for Engagement

  • Add a Gantt chartshowing mobilisation timelines
  • Include infographicson food sustainability
  • Use testimonials with before/after photos

Step 5: Highlight Innovation and Added Value

  • Offer digital menu boards, app-based ordering, or AI-powered stock control
  • Suggest community initiativeslike food donations
  • Introduce zero-waste KPIsand sustainability dashboards

Innovation Checklist:

  • App integration
  • Compostable packaging
  • Energy-efficient kitchen appliances
  • Staff wellbeing programmes

Future Outlook and FAQs

Emerging Opportunities

With a growing focus on hybrid workplaces, NHS outsourcing, and smart facilities, catering providers can tap into lucrative, recurring contract opportunities. Integration with FM services (cleaning, security, vending) will also become a key differentiator.

Conclusion: Takeaways & Next Steps

Winning catering service contracts in the facilities sector isn’t just about serving good food—it’s about presenting your business as a strategic, innovative, and reliable partner. By investing time in research, tailoring your bids, showcasing your capabilities, and aligning with emerging trends, your catering company can stand out in a crowded market.

Frequently Asked Questions

  1. What makes a catering contract proposal stand out?

    Clear structure, tailored responses, real-world proof of performance, and visuals like menus and mobilisation plans make your bid more competitive.

  2. How long does a typical catering contract last?

    Most contracts span 3–5 years with annual performance reviews and extension options.

  3. Do I need accreditations to bid?

    Yes. ISO standards, HACCP compliance, and food hygiene certifications are often mandatory.

  4. Can small caterers compete with large FM firms?

    Absolutely. SMEs often win by demonstrating flexibility, personalised service, and local sourcing.

Related blogs : Formal Catering Contracts: Everything You Need to Know

A 900% Increase in Catering Equipment Tenders means Huge Opportunities for Suppliers

Catering Tenders: A complete guide to finding and securing catering contracts

3 Types of Retail Tenders You Could Be Winning

Posted on by John Hudson

Make finding new retail tenders simple with Hospitality Tenders

Are you looking to source new retail tenders? Great, you’re in the right place!

Here at Hospitality Tenders, we source retail tenders from hundreds of buyers across the UK, all in one place. Basically, we make your search for new opportunities a breeze!

In this blog, we look at three types of retail tenders you can bid on and where to find them.

3 types of retail tenders you could bid on

Companies will issue retail tenders for a number of reasons, depending on what type of business they are. This could include those who require retail services within their organisation, or retailers that require additional services. Here are just three examples of the type of retail tenders you could bid for:

  1. Retail staff

Companies may have a retail space or concession and require an attendant to operate this for them. For example, a university could have stationery shops across multiple areas that need managers and staff members. Here is an example of this type of retail tender we have previously sourced on Hospitality Tenders:

Student Centre Retail Partner

Queen’s University Belfast – Northern Ireland – Budget: Undisclosed

  1. Concessions/kiosks

When a buyer is posting this type of retail tender, then they are looking to outsource retailers. This will be to either occupy an existing kiosk or to invite them to have a concession at their premises. You will usually find this within public areas, such as parks or for events. Here is an example we have previously sourced on this portal:

Christmas Tree Rental Concession Contract in Morden Park

London Borough of Merton – London – Budget: Undisclosed

  1. Consultants

Businesses may require the support of Retail Consultants. A Consultant could be brought in to help with training or to offer advice to improve the efficiency of services. Here’s an example of this type of tender that we’ve previously sourced on the portal:

The Provision of Specialist Retail Support for Town Centres

Knowsley Council – North West – Budget: Undisclosed

This tender was the result of the Covid-19 pandemic. Retailers needed support in adjusting to new safety measures that were being put into place. This contract, in particular, was to offer training to retail staff on how to effectively implement the changes.

In summary

If you are looking to source new retail tenders, then you are in the right place. Hospitality Tenders sources retail tenders from hundreds of buyers across the UK, all in one place. Just three types of retail tenders that you can find on our portal are:

  • Retail staff
  • Concessions/kiosks
  • Consultants

Below are some more examples of previous retail tenders we have sourced on Hospitality Tenders. This will give you a better understanding of the opportunities you could be bidding on:

Patient and Retail Snacks and Hydration NHS Wales Shared Services Partnership-Procurement Services 

Velindre University NHS Trust – Wales – Budget: £9,166,541

Supply and Distribution of Convenience Retail Products and Services

The University Caterers Organisation Ltd – North West – Budget: £49,600,000

Provision of Off-Trade Speaker’s Single Malt Whisky to the Retail Gift Shops of the House of Commons

Parliament UK – London – Budget: Undisclosed

Retail Consultancy 

Brighton and Sussex University Hospitals NHS Trust – South East – Budget: Undisclosed

Invitation to Tender for the Occupation and Operation of Retail Unit Concessions

NHS South West – Acutes – South West – Budget: Undisclosed

Market Operator

Scarborough Borough Council – Yorkshire – Budget: Undisclosed

Managed Stores Services

WHG – West Midlands – £50million

Victorian Fayre Market Concession Contract

Worcester City Council – London – Budget: Undisclosed

Are you ready to find new business opportunities? 

Here at Hospitality Tenders, we source new tenders daily by manually searching across the web. We recognise the importance of finding the right tender. We don’t rely on inaccurate CPV codes. Instead, our Opportunity Trackers manually upload new tenders every day. You’re able to filter the results by keyword, location, budget and more.

A subscription to Hospitality Tenders can offer your business:

  • Access to a wide range of exclusive, private, and public sector opportunities
  • A dedicated Account Manager that can answer any questions you may have about finding retail tenders
  • A daily email bulletin is sent straight to your inbox when new tenders are uploaded
  • Discounted support from Hudson Succeed, our bid writing division.

 We also source opportunities for services including:

If you would like to find new retail tenders on our portal, please get in touch for a free demo.

Want to save even more time?

Enter Discover Elite…

With our Discover Elite service, your Account Manager will ensure you never miss a tendering opportunity, even when you’re busy!

If this sounds like something you’d be interested in, get in touch to find out more today!

Looking for bid writing support?

You’ve finished our blog, but you may not be entirely confident with writing bids for retail tenders….

Don’t worry, we’ve got you covered.

You can outsource the role to our dedicated Hudson Succeed Team. They have 60 years of bid writing experience and an 87% success rate. Their team have secured direct contract wins totalling over £3billion for our clients. They offer four bid writing services to support you at each level of the bid writing process.

Tender Ready

Their Tender Ready programme is designed for those who have never tendered before. This 4-week programme works with you to ensure you have everything in place to tender successfully.

Tender Improvement

Tender Improvement can help if you’re already tendering but aren’t seeing success from your current efforts. Their Bid Writers will assess your previous submissions and supporting documents. They’ll give you feedback and guidance on how to improve, helping you to secure your next retail tender.

Tender Mentor

If you’ve written a tender and need someone to proofread it – Tender Mentor is for you. A Bid Writer will double-check it’s in line with the specification and free of any grammar or spelling mistakes.

Tender Writing

If you’ve found the perfect tender but don’t know where to start – they can help. Send the specification over to us and their Bid Team will do the rest. They’ll let you know what they need from you and provide you with a full breakdown. They’ll even submit it on your behalf, leaving you more time to focus on your business.

To get started with your next retail tender, get in touch with us today.

Looking To Source Hotel Tenders? Start Here…

Posted on by John Hudson

You may think you know all the types of hotel tenders you can bid on, but are you sure? Some might even surprise you…

If you are in the hospitality industry, you may be able to grow your business by winning hotel tenders.

This is because there are quite a few services that buyers look to outsource. There are the usual services linked to hotels, i.e., housekeeping, laundry, and restaurant services. But are you aware of all the services hotel tenders can fall into and why buyers seek these services?

In this blog, we take a look at these services, and the reasons why buyers are outsourcing them.

What type of hotel tenders can you bid on?

Firstly, hotel tenders can be split into two sections, front of house and back of house.

Back of house hotel tenders:

As you can imagine, this will include all services that hotels require to operate. This includes:

  • Cleaning/housekeeping services
  • Laundry services

Front of house hotel tenders:

These are the services that are seen by guests.

Why would buyers need to issue hotel tenders?

You may be thinking, surely hotels do not need to outsource for their services? However, it might surprise you that this is more common than you think. Whilst most will have in-house processes for the majority of their services, there will be some that they outsource for. This will be determined by business size, business operations, and unexpected occurrences. Such as when the Covid-19 pandemic hit, there was a sudden need for PPE and hygiene products. As markets change, so does the need for outsourcing.

Here are six reasons why buyers would issue hotel tenders to outsourced providers:

  1. Reduces overall operating costs

Hotels are always trying to improve the efficiency of costs. Therefore, they may find outsourcing certain services will provide better cost management. Overall, reducing their operating costs and increasing their return of investment.

  1. Specialised professionals can provide better services

Having external companies providing services that they specialise in will improve overall operations.

For example, they could outsource to cleaning companies, who are specialists in what they do. This will ensure that the hotel is cleaned to the highest standard. Rather than relying on in-house staff who may be inexperienced or work across different services. This feeds into point three…

  1. Increase efficiency on time-consuming tasks

Having specialists in place for certain operations will improve their overall efficiency. In some hotels, they will have staff that operate across more than one service. This could hinder overall performance. Whereas having providers in place, focusing on one service, will improve operations.

  1. Increase the company’s focus and its operational competitiveness

Not having to manage large numbers of staff and operations will mean hotel owners/management can focus on other areas. This is because the outsourced providers will be responsible for overseeing their services. Hotel management will only need to oversee the overall operations, reducing micro-management.

  1. Adds value to the organisation

If services are being provided to the highest quality, then guest satisfaction is likely to improve. This is of course the main focus for hotels to succeed.

  1. Knowledge and capability improvements

In some scenarios, hotel owners/management may not know how to do something. More so during the start-up process for the hotel. This usually lies within admin, legal and finance services. Therefore, outsourcing these will help improve their knowledge for development. It could also result in continued outsourcing, if they feel this is the easiest route to take.

Summary

To summarise, buyers seek hotel tenders for numerous reasons, and it is more common than you think. The seven most common reasons for hotels to outsource products and services are:

  1. Reduces overall operating costs
  2. Specialised professionals can provide better services
  3. Increase efficiency on time-consuming tasks
  4. Increase the company’s focus and its operational competitiveness
  5. Adds value to the organisation
  6. Knowledge and capability improvements.

Hotel tenders can be divided into two categories: front of house and back of house. You first need to establish where your services lie, from the following:

Back of house hotel tenders:

  • Cleaning/housekeeping services
  • Laundry services

Front of house hotel tenders:

  • Room facilities
  • Catering Services facilities
  • Reception services.

Once you know this, you can then begin to source new opportunities.

What can we do for you?

We source hospitality tenders daily, manually searching across the web. We recognise the importance of finding the right tender. Our Opportunity Trackers manually upload new tenders every day. You’re able to filter the results by keyword, location, budget and more. You no longer have to rely on inaccurate CPV codes to find the right opportunity for your business.

Below are examples of previous hotel tenders we have sourced on our portal:

Hotel Accommodation Services

UK Biocentre Limited – South East – Budget: £2,500,000

Nightly Paid Accommodation Framework Project

The Royal Borough of Kingston upon Thames – London – Budget: £4,000,000

Travel and Accommodation Management

AWG Group Ltd – Eastern – Budget: £4,500,000

Accommodation Services

Birmingham Organising Committee for the 2022 Commonwealth Games Limited – West Midlands – Budget: £550,000

Provision of Hotel Services at Cavendish Square

The Royal Marsden Hospital NHS Foundation Trust – London – Budget: Undisclosed

 

A subscription to Hospitality Tenders can offer your business:

  • Access to a wide range of exclusive, private, and public sector opportunities
  • A dedicated Account Manager that can answer any questions you may have about finding hotel tenders
  • A daily email bulletin sent straight to your inbox when new tenders are uploaded
  • Discounted support from Hudson Succeed, our bid writing division.

We also source opportunities for services including.

If you would like to see the hotel contracts on the portal, please get in touch for a free demo.

Want to save even more time?

Upgrading to Discover Elite will ensure you never miss a tendering opportunity, even when you’re busy!

Get in touch to find out more information.

Bid writing support

You’ve finished our blog, but you may not be entirely confident with writing bids for hotel contracts…

We’ve got you covered.

You can outsource the role to our dedicated Hudson Succeed Team. They have 60 years of bid writing experience and an 87% success rate. Their team have secured direct contract wins totalling over £3billion for our clients. They offer four services to support you at each level of the bid writing process.

Tender Ready

Their Tender Ready programme is designed for those who have never tendered before. This 4-week programme works with you to ensure you have everything in place to tender successfully.

Tender Improvement

Tender Improvement can help if you’re already tendering but aren’t seeing success from your current efforts. Their Bid Writers will assess your previous submissions and supporting documents. They’ll give you feedback and guidance on how to improve, helping you to secure your next hotel tender.

Tender Mentor

If you’ve written a tender and need someone to proofread it – Tender Mentor is for you. A Bid Writer will double-check it’s in line with the specification and free of any grammar or spelling mistakes.

Tender Writing

If you’ve found the perfect tender but don’t know where to start – they can help. Send the specification over to us and their Bid Team will do the rest. They’ll let you know what they need from you and provide you with a full breakdown. They’ll even submit it on your behalf, leaving you more time to focus on your business.

To get started with your next hotel tender, get in touch with us today.

A 900% Increase in Catering Equipment Tenders means Huge Opportunities for Suppliers

Posted on by John Hudson

How to ace catering equipment tenders

Catering equipment tenders are playing an important role in the recovery of the hospitality sector. Since January, our Opportunity Trackers have recorded a 900% increase in catering tenders. This means lucrative opportunities for suppliers with initiative. From weddings to proms, with this blog, you’ll be ready to tackle any event! We’ll dive into hospitality tenders and provide you with 13 tips for writing a winning bid.

1. Pre-qualification questionnaire procedure (PQQ)

PQQs include questions that ensure only the most suitable suppliers get to the next stage of the tendering process.

These questions could be around:

  • Experience
  • Geographic area of service
  • Economic detail (previous audited accounts)
  • Accountability insurance.

These questions will zero in on the best suppliers for the role. After this, shortlisted suppliers would be invited to tender for the agreement.

2. Invitation to tender (ITT)

After the PQQ, the buyer will usually generate a shortlist of caterers to submit a complete tender. Usually, four or five companies will submit full proposals.

The ITT could include:

  • General background of the corporation
  • An outline of the catering services
  • The motive for tendering the contract
  • Assessment criteria
  • Timetable
  • Details of the response format
  • Contract type
  • Service(s) specification
  • Up to date volumes
  • Expenses
  • A list of questions/supplies to respond to
  • Details of the proposed contract
  • The scope for a non-compliant/substitute proposal.

In some cases, this could be the first stage in a catering equipment tender.

3. Contractor’s visit to the customer site

The buyer invites all bidders to a briefing that outlines their catering objectives and comprises a tour of the premises.  However, it’s not guaranteed that you’ll get the opportunity for a site visit.

Site visits are one of, if not the most, important aspects of catering equipment tenders, as they allow you to:

  • Observe the facilities, equipment, and services
  • Examine your understanding of the tender document with a Q&A session
  • Get acquainted with the buyer’s ethos and culture.

4. Tender document

Tenders are frequently submitted in both hard and soft formats. Most buyers choose a procurement portal to help assess tenders. The contractor’s response usually include:

  • Explanations of support resources like marketing, training, development, H&S, etc
  • A mobilisation plan
  • Supply chain information
  • Details of who will deliver the contract: organogram, job descriptions and training
  • Company policies
  • Service innovation
  • Substitute proposal, if suitable
  • What differentiates the contractor and how to add value.

6 things to include in your catering equipment tender

The catering equipment tender must include a thorough section covering menu-related goods and other equipment that you’re accountable for.

1.     Outline of equipment

The equipment to be given by the supplier must be set out in complete detail in the contract. It’s imperative that everything is outlined, from large machinery to cutlery.

2.     Fees and payment schedule:

The catering equipment response must spell out the fees for equipment and services offered by the supplier.

3.     Fundamental contract information:

The contract must state relevant, basic information like:

  • Contact information of parties involved in the deal
  • The venue where the event is to take place/where the equipment is needed
  • The contract dates.

4.     Final date for any changes:

To evade potential conflicts, the tender must set out a final date for any alterations. For example, if more or less equipment is needed.

5.     Health and security necessities:

The supplier must take responsibility for complying with any health and security regulations. The Site Manager might also require the supplier to offer proof of any essential licenses or permits.

6.     Cancellation policy:

Cancellation policies must be declared clearly and include the amount that will be refunded. Refunded amounts are generally based on when abolition takes place. Violation of contract:

Contracts can be violated by one party or the other. The catering equipment response must include a clause dealing with the possibility of a violation. This could include requirements for matters like who is answerable for lawful fees if a violation does occur.

In summary

Now you know what’s needed to ace catering equipment tenders!

You‘re now aware of what to look out for in the tendering process. Alongside this, you know exactly what to include in your tender response and what the buyer should provide.

Bid writing support

You’ve finished our blog, but you may not be entirely confident with writing bids…

We’ve got you covered.

You can outsource the role to our dedicated Hudson Succeed  Team. They have 60 years of bid writing experience and an 87% success rate. Their team have secured contract wins totalling over £3billion for our clients. They offer four services aimed to support you at each level of the bid writing process.

Tender Ready

Their Tender Ready programme is designed for those who have never tendered before. This 4-week programme works with you to ensure you have everything in place to tender successfully.

Tender Improvement

Tender Improvement can help if you’re already tendering but aren’t seeing success from your current efforts. Their Bid Writers will assess your previous submissions and supporting documents. They’ll give you feedback and guidance on how to improve, helping you to secure your next catering equipment tender.

Tender Mentor

If you’ve written a tender and need someone to proofread it   – Tender Mentor is for you. A Bid Writer will double-check it’s in line with the specification and free of any grammar or spelling mistakes.

Tender Writing

If you’ve found the perfect tender but don’t know where to start – they can help. Send the specification over to us and their Bid Team will do the rest.   They’ll let you know what they need from you and provide you with a full breakdown. They’ll even submit it on your behalf, leaving you more time to focus on your business.

What can we do for you?

We source hospitality tenders daily, manually searching across the web. We recognise the importance of finding the right tender. Our Opportunity Trackers manually upload new tenders every day. You’re able to filter the results by keyword, location, budget and more. You no longer have to rely on inaccurate CPV codes to find the right opportunity for your business.

Where can I find a catering equipment tender for my business?

Below are previous catering equipment tenders sourced on our portal:

Catering Equipment
New College Durham – North East – Budget: £25,000

PAPI 310.3 – Keg Filling Machine & Cooling System
University of York – Yorkshire and Humber – Budget: £28,500

Contract for the Maintenance & Repair of Catering Equipment
Cheshire East Borough Council – North West – Budget: £200,000

Framework Agreement for the Supply of Catering Disposables
HCC – Resources – Eastern – Budget: £862,400

Supply & Install of Milk Vending Machines & Pasteurisation Equipment
Pure Pastures Dairy Ltd – Republic of Ireland – Budget: Undisclosed

A subscription to Hospitality Tenders can offer your business:

  • Access to all unique, private and public sector opportunities.
  • A dedicated Account Manager that can answer any questions you may have about finding catering equipment tenders.
  • A daily email bulletin sent straight to your inbox when new tenders are uploaded.
  • Discounted support from Hudson Succeed, our bid writing division.

We also source opportunities for services including;

If you would like to see the catering contracts on the portal, please get in touch for a free demo.

Want to save even more time?

Upgrading to Discover Elite  will ensure you never miss a tendering opportunity, even when you’re busy!

Get in touch to find out more information.

£780M Investment Announced for East Coast Transportation

Posted on by John Hudson

North East cash injection announced!

The North East will be “better connected than ever” Prime Minister Theresa May announced earlier this week. The plans to upgrade East Coast transportation will require investment in the region of £780 million with the aim of increasing both capacity and travel speed.

So, what does this mean for us and the wider procurement industry?

Improved connectivity means that more effective business partnerships will be formed, and a gap between traders, buyers and suppliers in the North and South might thus be bridged. This will offer both buyers and suppliers the chance to inter-trade nationally by establishing contracts with parties based outside of their immediate region. In our tendering and procurement endeavours, we have noted this to be a common concern for potential suppliers.

This investment comes as part of a region-wide goal to build a more prosperous future for the North East. The Prime Minister said, “We have set out major policies and investments as part of our Modern Industrial Strategy to unlock the potential in the North”.

The tendering process will become more accessible as the volume of feasible opportunities increases due to more efficient transport systems. Internally, we will be able to provide more contact support to our clients based in South East regions of the UK.

Our Tender Consultants are looking forward to utilising the improved transport services, as a result of the North East cash injection, to deliver connect business relationships with our clients. We offer a range of Bid Writing and Management services, dedicated to your business growth efforts.

GET IN TOUCH TODAY to arrange a free demo!

If you would like to book a free Demo of Hospitality Tenders feel free to get in touch and browse through the current opportunities we have in various sub-sectors including:

Golf Club Catering Tenders

laundry Tenders

Catering Tenders 

Catering Contracts

 

We’re here to help you DISCOVER, SUCCEED, PROCURE and INVEST!

We Had To Google The Vision Of Our Own Company

Posted on by John Hudson

Here at Hospitality Tenders we believe that  mission and vision are standard and critical elements of a company’s organisational strategy. Most established companies develop organisational mission statements and vision statements, which serve as foundational guides in the establishment of company objectives. From this the company can then develop strategic and tactical plans for objectives.

So why do so many of us not know our company’s vision?

With the vision being so relatable to the objectives that structure your company’s strategy and everyday activities, not knowing is pretty much saying you don’t know why you’re there.

When it comes to tendering for business, clients like to work with firms who have relatable qualities in the way they conduct themselves and their culture. Therefore having an understanding of this for your own business is imperative before you even get started. You need to have an offering that sets you apart from your competitors, everyone might be able to fill the contract but why should they specifically choose you? Your vision, values and mission.

We might let you off with having to double check what it is to begin with, but after that you aren’t going to get anywhere without a clear understanding!

If you would like to book a free Demo of Hospitality Tenders feel free to get in touch and browse through the current opportunities we have in various sub-sectors including:

Golf Club Catering Tenders

laundry Tenders

Catering Tenders 

Catering Contracts

 

7 Questions To Ask Before Tendering for Catering Contracts

Posted on by John Hudson

Tendering for Catering Contracts

We all know the term ‘busy fools’!  The term definitely comes into play when tendering for new business.  Seeing all those tenders coming through, is like candy in a sweet shop.  But, knowing that you could deliver the work well is one thing, on paper you have to sound great too.

The best tip we can give you is to create a Tender Checklist before Tendering for Catering Contracts.  This Tender Checklist will keep you on track when bidding for new catering contracts and should include a set of questions which are essential to knowing what to tender for, and what to walk away from.

Here are some sample questions that our Growth Director, Jill asks before submitting tenders on behalf of her clients.

  1. DO YOU HAVE 3 STRONG CASE STUDIES FROM THE INDUSTRY YOU WANT TO WORK IN? 

Most tenders require sector specific experience, and usually require a minimum of three case studies.  Think carefully before submitting a response if you’re struggling to get the right level of experience from your bank of case studies.

  1. DO YOU HAVE A SOLID FOUNDATION OF EXPERIENCE, DEVELOPING SYSTEMS OR CREATING VISUALS THAT ARE SIMILAR TO THOSE IN THE INVITATION TO TENDER?

Look at the work you’ve done in the last three years and ask yourself, ‘is it relevant to the business project?’  If it isn’t it’s unlikely you’ll be successful, as another bidding organisation will specialise in this area and will be able to produce a winning submission.

  1. IS THE TENDER MORE THAN HALF OF YOUR ANNUAL TURNOVER?

It’s hard to know the cut off point for organisations when bidding for work, but the general rule of thumb is that you are unlikely to win any projects as an SME that are more than 50% of your turnover.

  1. DO YOU MEET THE TERMS OF THE TENDER I.E. THREE YEARS REQUIRED ACCOUNTS?

If you’ve only been trading for 2 years but it is an essential requirement of the tender to have a minimum of 3 years.  Disregard the tender and don’t give it another thought.

  1. HOW STRONG IS YOUR TEAMS EXPERIENCE AGAINST WHAT THEY’RE ASKING FOR?

Think of your current and previous experience, if the management team are strong, with a proven track record, you could have a strong chance of winning the work.

  1. CAN YOU MEET THE DEADLINES REQUIRED FOR THE PROJECT? 

Think about the size of your team and the number of man hours needed to complete the work.  If it looks like 100% of your team will be working on the project 100% of the time, you’re unlikely to win it, it’s too risky for the client to give you the work.

  1. IS IT POSSIBLE TO MAKE A PROFIT, BASED ON THE BUDGET ALLOCATED?

Many organisations bid for work not thinking of the profit margins should they win the work.  Look at the man hours needed for the project, and add 20%.  If you’re still making a decent profit, go ahead and submit the response.

If you would like to book a free Demo of Hospitality Tenders feel free to get in touch and browse through the current opportunities we have in various sub-sectors including:

Golf Club Catering Tenders

laundry Tenders

Catering Tenders 

Catering Contracts

Below are some catering contracts sourced on our portal:

Secondary School Catering Services – Cressex Community School

Cressex Community School- South East- Budget: £190,000

GB-Kettering: Takeaway Meals for Staff

Kettering General Hospital NHS Foundation Trust- East Midlands- Budget: £100,000

Estuaries MAT Catering

Estuaries Multi Academy Trust- South West- Budget: £2,300,000

Catering Service Contract

Hanover (Scotland) Housing Association- Scotland- Budget: £65,000

School Meals Catering Contract Project

The Royal Borough of Kingston Upon Thames- London- Budget: £2,000,000

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