Securing a contract as an SME can be a game-changer. Whether you’re bidding for a local authority project, a corporate partnership or a supply chain opportunity, your application needs to stand out, not just in what you offer, but in how you present it.
Contractors reviewing SME applications are often looking for clarity, reliability and alignment with their goals. Here’s how to make sure your application ticks all the right boxes.
What are contractors looking for?
1. Clear value proposition
Contractors want to know why you’re the right fit. Your application should clearly articulate:
- What you do
- How you do it differently or better
- The specific value you bring to their project or business
💡 Tip: Tailor your messaging to the contract’s objectives. Generic pitches rarely make the cut.
2. Relevant experience
Showcase past work that aligns with the contract’s scope. Contractors want confidence that you’ve done this before or something very similar. Include:
- Case studies or project summaries
- Outcomes and metrics (e.g. cost savings, delivery times, customer satisfaction)
- Testimonials or references
3. Compliance and credentials
Contractors need assurance that you meet legal, safety and industry standards. Make sure to include:
- Certifications (e.g. ISO, Cyber Essentials, Contractors Health and Safety Assessment Scheme (CHAS)
- Insurance details
- Policies (e.g. health & safety, environmental, equality & diversity)
4. Capacity and capability
Can you deliver what you’re promising? Contractors will assess whether your team, resources and infrastructure are sufficient. Demonstrate:
- Team structure and key personnel
- Tools, systems or technologies used
- Contingency plans for scaling or risk management
5. Pricing Transparency
Contractors appreciate clear, competitive and realistic pricing. Avoid vague or overly complex cost breakdowns. Best practice:
- Provide itemised quotes
- Explain any assumptions or variables
- Highlight cost efficiency without compromising quality
Do’s and Don’ts
✅ Tailor every application: Generic responses are easy to spot. Reference the contractor’s goals, language and priorities
✅ Keep it concise and professional: Use plain language, avoid jargon and format your application for easy reading
✅ Provide evidence: Back up claims with data, examples and third-party validation
❌ Overpromise: Ambitious claims without backing can raise red flags. Be honest about what you can deliver
❌ Ignore instructions: If the contractor asks for specific formats, documents or word counts, follow them exactly
❌ Submit last minute: Rushed applications often contain errors or omissions. Give yourself time to review and refine
Final Thoughts
Contractors reviewing SME applications are not just looking for the cheapest option, they’re looking for the right partner. By focusing on clarity, credibility and relevance, your application can rise above the competition and open doors to valuable opportunities.
If any of the challenges or requirements in this blog feel overwhelming, you’re not alone. Our business advisers on the Inclusive Supply Chain programme are here to help. Whether you need support refining your application, understanding compliance requirements or showcasing your value more effectively, we offer tailored guidance to help SMEs confidently navigate the bidding process. Register now and let us help you make your next contract application your strongest yet 👉🏼 https://go.newable.co.uk/InclusiveSupplyChain