Part 3: How To Choose the Right Tenders in South Africa

In South Africa, tenders can look like golden opportunities. Big contracts, steady income, new clients. The temptation is to apply for everything but this scattergun approach is one of the main reasons businesses waste money and burn out.

The truth is, not every tender is worth pursuing. Winning starts with the courage to say no to the wrong opportunities and yes to the right ones. That’s where the Go/No-Go decision comes in.

How To Choosing the Right Tenders: Why the Go/No-Go Decision Matters

Tendering isn’t free. By the time you’ve attended a compulsory briefing, compiled compliance documents, drafted proposals and packaged the submission, you’ve already invested real money and hours of your team’s time.

Without a clear Go/No-Go decision, many businesses pour resources into bids they had little chance of winning from the start. A structured decision-making framework saves time, reduces costs and improves win rates.

How To Choosing the Right Tenders: Three Questions to Guide Your Decision

Before committing to a tender, ask these three filters:

1. Do we have the resources?

Every tender comes with delivery expectations : people, equipment, and cash flow. Can your business realistically meet them? For example, in construction, do you have the right CIDB grading and team capacity? For services, do you have staff available within the project timelines?

If you don’t have the resources, you risk reputational damage by bidding and failing to deliver.

2. Does it fit our strategy?

Winning work that isn’t aligned to your core business can hurt more than it helps. A catering company that stretches to apply for a cleaning tender may spread itself too thin. Always ask: Does this contract strengthen our portfolio, or does it distract from what we do best?

Strategic fit ensures you’re building credibility in the areas where you want to grow.

3. What are our chances of winning?

Look at the competition. Are you bidding against well-established firms with stronger track records, or is this an opportunity where your unique experience gives you an edge? No company wins 100% of tenders, but focusing on those where you have a real advantage dramatically increases success.

The Compliance Factor in South African Tenders

Even if a tender looks like the perfect fit, compliance is often the silent dealbreaker. In South Africa, evaluators screen bids for mandatory documents before even reading the proposal. Missing one certificate can mean automatic disqualification.

Always confirm that your compliance pack is updated and valid:

• ✅ SARS tax clearance certificate / PIN

• ✅ B-BBEE certificate or sworn affidavit

• ✅ CSD registration (Central Supplier Database)

• ✅ COIDA letter of good standing

• ✅ CIDB grading (for construction tenders)

• ✅ Industry-specific accreditation where required

  
  

A strong Go/No-Go decision must include checking compliance upfront. If you can’t provide these documents, your bid will not move forward.

Why Saying No is Sometimes a Win

Walking away from a tender can feel counterintuitive. But in reality, saying no protects your business. It frees up your resources to focus on tenders where you can put forward a complete, compliant, and competitive bid.

The companies that win consistently in South Africa aren’t the ones who apply for every tender. They’re the ones who apply for the right tenders.

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The Takeaway

A clear Go/No-Go decision is the difference between running a reactive, exhausting tendering process and building a smart, sustainable one. Combine that discipline with always-updated compliance documents, and you’ll position your business as a credible, reliable bidder.

Check out:

Part 1: Why South African Businesses Fail at Tendering (and How to Fix It)

Part 2: Spot the Right Tender Opportunities in South Africa

Part 4: Why Tender Compliance in South Africa Can Make or Break Your Application

Part 5: How to Prepare For a Tender

These week, we’ll be unpacking the 10-step tender process that every South African business can follow to improve their success rate.