Jason Cooney is a director of Tsaks Consulting, a bid writing consultancy based in London, which helps pest control businesses across the UK write winning bids and tenders
Writing winning Pest Control bids to the government sector is always a challenge – even for pest control businesses that bid for public sector work on a monthly or fortnightly basis.
While the core principles of pest control remain consistent across the commercial, industrial and public sectors, writing to government brings a new set of challenges which often results in pest control businesses across the UK coming unstuck.
Challenge 1
One of the most significant hurdles is the increased emphasis on social value. Government agencies are increasingly seeking not just cost-effective pest control solutions but also those that contribute positively to local communities. Social value can often form up to 20% of the weighted criteria and can be a dealbreaker.
This necessitates a shift in approach, requiring bidders to articulate a clear and compelling social value proposition. You need to think broadly about how you will ensure (with evidenced and measurable targets) the downstream economic and social benefits of the bid will flow through to the local community.
Challenge 2
Another significant challenge lies in the detailed methodological approach and reporting requirements required for government tenders. While commercial clients may be satisfied with a general overview of proposed services with a simple scope of works, invoice and reporting system, government agencies demand a granular level of detail.
Bidders must outline specific strategies, timelines, and performance metrics – the technical work is generally the same – however the methodology and compliance is a lot more detailed.
Challenge 3
In addition, tailoring experience to the specific requirements of a government tender can be a delicate balancing act, especially for pest control businesses trying to secure their first government contract. Companies with a strong track record in the commercial sector may find it difficult to directly translate this experience to the public sector.
This is where strategic thinking and effective communication come into play. By highlighting the similarities between the two sectors, such as the need for reliable service delivery, adherence to strict quality standards, and comprehensive reporting, companies can position themselves as credible contenders.
Helping a small-medium pest control company win their first government contract
Our team recently worked with a small to medium-sized pest control company that had a strong reputation in the commercial sector, but lacked government experience.
To address this, we advised them to emphasise their robust systems and processes, which were essential for both commercial and government clients. By focusing on their ability to deliver consistent, high-quality service, maintain accurate records, and generate detailed reports, they could reassure the government agency of their capacity to meet the stringent requirements.
In particular, we helped them write about how their existing private sector clients had similar demands to the public sector and provided evidence and testimonials to support this.
In addition to technical competence, social value played a crucial role in the bid and was an area we put particular focus on. Luckily, the company was in the same local area as the proposed works and government department, so they were bidding with a strategic advantage.
We encouraged them to quantify their commitment to the local community by highlighting their use of local suppliers, their status as a local business, and their intention to create new jobs in the area if awarded the contract.
By presenting a clear and measurable social value proposition, they differentiated themselves from competitors and demonstrated their alignment with the government’s broader objectives.
Beyond the obstacles: Opportunities for growth
While the challenges are real, bidding for government pest control tenders also presents significant opportunities for growth and expansion.
By successfully navigating the complexities of the process, companies can secure long-term contracts, diversify their client base, and enhance their brand reputation.