Most bidders obsess over price. But in many South African tenders, you can lose even with the lowest price if your functionality score is weak.
Functionality is the technical evaluation stage. If the threshold is 70% and you score 68%, your price is never opened.
How functionality scoring works
- Criteria are weighted (e.g., methodology 30%, experience 25%, capacity 20%).
- Each criterion has a scoring rubric—usually 0–5 or 0–10.
- A minimum threshold must be reached before price and B-BBEE points count.
Step 1: Build a response matrix
Create a table that maps each requirement to a response section. If you miss a single criterion, you lose points. Start with this document reading guide to extract all criteria fast.
Step 2: Prove, don’t claim
- Include completion certificates and reference letters.
- Show quantifiable results (time saved, cost reduced, uptime achieved).
- Attach CVs that match the required roles.
Step 3: Align your price with your score
High functionality means you can price more sustainably without losing overall points. Pair this with competitive pricing tactics.
Step 4: Avoid technical disqualifiers
Many bids are rejected before evaluation because of admin mistakes. Use the compliance checklist to protect your submission.
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