Issue Date: 
Tuesday, September 20, 2016

10 Principles When Pricing Your Tender

We are often asked how to work out a tender price? But there is no straight answer because every tender is different. The fact is that a tender for the supply of furniture will have a different pricing structure to that of the supply of food for a government function. So to provide individual pricing techniques would be very difficult.

In general, there are ten points that must be considered when calculating price. These are:

  • Price is king – ensure that you price your product or service as low as possible in order to stand a chance of winning a tender.
  • Be precise; when the product supplied is R101-26 then state it in the tender response as R101-26 and not as R101-00 or even R102-00. Small differences like these can result in large amounts that can be lost, depending on the size of the tender.
  • Ensure that all the costs of delivering the product is taken into consideration; double check your pricing – omitting something small can come back and bite you later on.
  • Confirm prices of goods with your suppliers – prices can change very quickly due to increases in fuel prices or exchange rate fluctuations.
  • Always remember to add Value Added Tax (VAT) at 14% to your price especially when it relates to Government tenders. Most tenders state that the price must include VAT.
  • Ensure that all other applicable taxes are included in the tender price.
  • The most important piece of advice on Pricing: never bid too low or too high;
    • Bid Evaluation Committees are well informed and they will know if a bid is too low or too high;
    • Bidding too low or too high might lead to a tender response being disqualified or marked as non-responsive;
  • Pricing can be influenced by law as well – there are several industries in South Africa, such as the cleaning industry, which has minimum wages payable to employees;
  • 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.
  • 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 less than R1 million and 90 out of 100 points for tenders with a value of more than R1 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 www.how2tender.com.

Learn to earn

Title Closing Date Tender No.
Supply: 114 each x padlock; long shackle 2018-02-23 12:00 GG11800675
Supply: Hardware items 2018-02-27 14:00 GG11800676
Supply and delivery of Traffic Uniform in the North West Province (Ngaka Modiri Molema District, Dr Ruth Segomotsi Mompati district, Dr Kenneth Kaunda District and Bojanala district for a period of three (03) years. 2018-03-16 11:00 CS & TM 14/17/18
Repairs Handpump at eWela under Nkonjeni RWSS 2018-02-21 12:00 ZDMQ0058/02/2018
Supply: 2 each x chipboard 2018-02-23 12:00 GG11800678
Usuthu Rwss: Reticulation: Singangeni 2018-03-19 12:00 ZDM034/2017
Supply fluid setite adhesive 2018-02-23 12:00 GG11800677
Usuthu Rwss: Reticulation: Kwadlabe 2018-03-19 12:00 ZDM035/2017
Supply solid SA pine timber 2018-02-27 12:00 GG11800679
Usuthu Rwss: Reticulation: Duma 2018-03-19 12:00 ZDM036/2017
Supply: Hardware items 2018-02-23 12:00 GG11800701
Usuthu Rwss: Reticulation: Ophalule Phase 1 2018-03-19 12:00 ZDM037/2017
Supply polypropylene twine 2018-02-23 12:00 GG11800700
Supply grade 304 stainless steel strapping 2018-02-23 12:00 GG11800702
Usuthu Rwss: Reticulation: Ethokoza 2018-03-19 12:00 ZDM038/2017
Usuthu Rwss: Reticulation: Sgodiphola 2018-03-19 12:00 ZDM039/2017
Esikhumbeni Sawss: Project R11 Water Supply 2018-03-08 12:00 ZDM010/2018
Professionally registered engineer to mentor graduates on their road to registration with the Engineering Council of South Africa (ECSA) 2018-02-26 12:00 SK11800239
Construction of Usuthu Water Reticulation Network – Phase 1 – Primary & Secondary Reticulation Mains 2018-03-09 12:00 ZDM011/2018
Supply 2 each x chipboard 2018-02-21 12:00 GG11800670

Pages

Tender adjudication process

The SBD/WCBD6.1 document must form part of all bids invited.  It contains general information and serves as a claim form for preference points for Broad -Based Black Economic Empowerment (B -BBEE) Status Level of Contribution, and explains how tenders or bids are decided.

The document says:

  • The bidder obtaining the highest number of points will be awarded the contract.
  • Preference points shall be calculated after prices have been brought to a comparative basis.
  • Points scored will be rounded off to two decimal places... Read More
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