Issue Date: 
Tuesday, September 20, 2016

10 Principles When Pricing Your Tender

Many people ask the question "how must we work out our tender price?", but there is no simple answer, because every tender is different, e.g. a tender for the supply of furniture will have a different pricing structure than a tender for the supply of food for a government function. So, to provide individual pricing techniques would be very difficult.

In general, there are these ten points that must be dealt with when calculating price:

  1. Price is king - ensure you price your product/service as low as possible, to stand a chance at winning a tender.
  2. Be precise, when the product supplied is R 101,26 then state it in the tender response as that and not as R 101,00 or even R 102,00. Slight differences like these can amount to large amounts that can be lost, depending on the size of the tender.
  3. Ensure that all the costs of delivering the product/service are taken into consideration; double check your pricing - something small not included can be to your disadvantage.
  4. Confirm prices of goods with your suppliers. Prices can change very quickly due to increases in fuel prices or exchange rate fluctuations.
  5. Always remember to add Value Added Tax (VAT) at 15% to your price, especially when it relates to Government tenders. Most tenders state that the price must include VAT.
  6. Ensure that all other applicable taxes are included in the tender price.
  7. Most importantly, never bid too low or too high;
    • Bid Evaluation Committees are well informed and they will know if a is bid too low or too high;
    • "    Bidding too low or too high might lead to a tender response being disqualified or marked as non-responsive;
  8. Pricing can be influenced by law as well. Several industries in South Africa, such as the cleaning industry, has minimum wages payable to employees;
  9. A suggestion is that if your usual mark-up is 25% then tender perhaps at 18% to 20%. Remember that you are going to save on direct costs as well as on other expenses such as advertising, telephone costs and much more. Use these savings to lower your price.
  10. Remember that in Government tenders you are going to be scored on your price, and currently price counts for 80 out of 100 points for tenders for less than R50 million, and 90 out of 100 points for tenders with a value of more than R50 million. The bidder with the lowest price receives the most points.

To learn more about this and many other tender conditions please attend one of our How-to-Tender workshops. Tender Workshop dates are published on our website at For more information on the tender courses please email Werner at

This article was written by Werner van Rooyen, Director of HowToTender (Pty) Ltd. which specializes in tender consulting and tender training.

Title Closing Date Tender No.
Supply and Delivery of Transformer Doors 2018-11-23 11:00 11105660
Tender for the appointment of electrical contractors for maintenance and repair of medium and low voltage equipment in the Waste Water Treatment section of City of Tshwane, as and when required: three year period. 2018-12-18 10:00 USD WS 05-2018/19
Suspension Assembly Assembly Abc (6531) 2018-11-26 11:00 No refference
Tender for the water meter connections, maintenance and related works within the boundries of the City of Tshwane, as and when required: three year period. 2018-12-18 10:00 USD WS 09-2018/19
Clamp U Steel ,16mm (6282) 2018-11-26 11:00 No refference
Assessment of Agricultural Potential of Soils at Aerorand South 2018-11-29 12:00 Q23.11.18
Supply of newspapers 2018-11-26 12:00 B357/2018/19
Legislative Drafting 2018-11-26 12:00 B359/2018/19
Supply and Replace a Middle Differential Centre Portion and Axle Housing for an Isuzu Fvz 1400 Truck 2018-11-29 12:00 Q21.11.18
Remove and Re-install Biometric Scanner 2018-11-23 12:00 B351/2018/19
Amendment of Steve Tshwete Local Municipality Noise By-Laws 2018-11-23 12:00 Q17.11.18
Supply and Delivery of Pipes and Fittings for Standby Material During December Holidays. 2018-11-27 12:00 Q19.11.18
Re-Advertisement: Upgrade of Call Manager System 2018-12-06 12:00 BS01/11/2018
Supply and delivery of Road signs 2018-11-23 12:00 B352/2018/19
Rental of Caravan for Buffelskop Caravan Park 2018-11-26 12:00 B353/2018/19
Re-Advertisement: Provision of ICT Services Back end Support for a period of 36 months as and when required. 2018-12-18 12:00 BS02/11/2018
Supply and Delivery of First Aid equipment for chainsaw operators and herbicide applicators. 2018-11-23 12:00 B354/2018/19
Panel of a Maximum of 10 Service Providers to Provide Skills Development Training for the period of 12 months 2018-12-06 12:00 BS16/09/2018
Supply and delivery of Chainsaw equipment 2018-11-23 12:00 B355/2018/19
Supply and delivery of Car Wash Products 2018-11-23 12:00 B356/2018/19


Advantages and disadvantages of Consortiums

Consortiums are often considered as entities to use when responding to tenders in South Africa. The question that arises is whether to use a Consortium or a Joint Venture when responding to a tender. To help you with this we have compiled a list of advantages and disadvantages for both Consortiums as well as Joint Ventures. In this article we list the advantages and disadvantages of Consortiums. Look out for the same article on Joint Ventures.

Consortiums Advantages:

  • Easy to establish as there are no formal procedures... Read More
Free Keyword search

Search all tender notices for FREE!

No subscription or registration required!

You can also search by the reference of the the tender.

Advanced search

Search by Issuer, Region or Sector, individually, or using any combination of the three.