The Bidding Landscape

You are entering into rough terrain, but we will help you navigate through it, and enjoy the ride.
In this section, we’ll give you the heads up on the key players – the Buyers, the Bidders and the language you need to know

The Buyers

These are the main types of buyers involved in tendering, you will already be working with at least one of the categories. It should be obvious to you that these four groupings cover pretty much all organizations – bidding really is that pervasive.If you are an organization that competes on differentiation, quality, innovation, and as well as price then read on. This book works at any value level or sector, it doesn’t have to be a million-dollar contract, as long as there is a buyer and a bid you will see the benefit.


(Central government departments, state and local agencies– e.g. defense, commerce, children’s services) Procurement is non-negotiable. By law agencies must put tenders over a certain value out to competition. Bidding to government and understanding their drivers requires additional insight – to learn more, download our eBooks detailed overleaf; How to Bid for Government Contracts in the USA and How to Bid for Government Contracts in the UK

Large Enterprise/Commercial

(Fortune 500’s, listed or privately owned large to mid-cap companies)
Procurement is non-negotiable. Corporate governance rules ensure tenders over a certain value go out to competition.

Non-Governmental Organization

(International aid agencies, arm’s length government funded bodies, non-profits)
Procurement is non-negotiable. Governance rules require contracts over a certain value must be put out to competition.

Other Commercial Organizations

(Listed or privately owned small-cap companies)
Procurement is non-negotiable for listed companies and is common practice for the rest.