When it comes to tendering, non-price criteria can often be the difference between winning and losing a bid. Price matters, but it’s usually the non-price aspects that give you the competitive edge.
Whether you’re tendering for professional services, construction services, or projects through state government, federal government, or private enterprise, it’s in the non-price criteria that you have the greatest opportunity to showcase your company’s capability, credibility, and expertise.
Why non-price criteria count
Tender assessors increasingly use a value-for-money or MEAT (Most Economically Advantageous Tender) approach, which means they assess submissions not just on cost, but on how well the bidder demonstrates quality, risk management, methodology, past performance, social and environmental value, and other non-price elements.
In other words: even if your price is competitive, tender evaluation panels are also trying to evaluate risk, delivery certainty, expertise, innovation, social impact and how bidders will deliver on non-financial commitments.
That’s why getting non-price criteria right is critical, especially in markets or sectors where risk is high, contract delivery is complex, or social or Indigenous engagement is a key requirement.
Evidence matters: claims vs credibility
One of the most important considerations when making claims in your non-price criteria is evidence. A common practice in tender assessment is a credibility check, where assessors verify whether the claims in your tender are supported by real, observable evidence.
If you claim something in your non-price criteria for instance, that your organisation has strong Indigenous engagement, or that you have a robust policy and track record in social value delivery, then you need to demonstrate that claim in other places:
On your website (policies, case studies, blog posts, project summaries)
In your capability statement (where those same claims are clearly stated and evidenced)
On LinkedIn or other social media channels where your track record, partnerships or community work is visible
In any downloadable documentation or PDF materials that align with what you’ve said in the tender
Without visible evidence, the tender panel may not take your non-price claim at face value. If there’s no public mention of your Indigenous participation, partnerships, or policy commitments, how can they be sure your claim is genuine?
