You are a business owner in the Ribble Valley. You run a tight ship. You know your trade inside out, whether that’s civil engineering, commercial cleaning, or providing care services.
Then, you see it.
A contract opportunity that looks perfect for your firm. Maybe it’s with Lancashire County Council, or a large housing association, or a major local manufacturer. You open the document, ready to apply.
And you hit a wall.
“Please complete the SQ and return alongside your ITT response. Ensure all responses adhere to the MEAT criteria. Note: TUPE may apply.”
It looks like someone has spilled a bowl of alphabet soup on the page.
For many capable business owners, this is the moment they close the laptop and walk away. They assume that because they don’t understand the acronyms, they aren’t qualified to do the work.
This is a tragedy. These documents are not written in a secret code to keep you out; they are written in “Procurement Speak” to keep the buyer safe. Once you learn to translate this language, you realise that you are perfectly capable of winning these contracts.
As a member of the Association of Proposal Management Professionals (APMP), I speak this language fluently. Today, I am going to translate it into plain English for you.
Here is your no-nonsense Jargon Buster for the world of bidding.
The Big Three: ITT, RFP, and PQQ
These are the document types you will see most often. They are the instructions for the game.
1. ITT (Invitation to Tender)
The Definition: This is the “Big One.” It is a formal document inviting you to bid for a specific contract.
The Translation: “We know exactly what we want. Can you do it, and how much will it cost?”
The Ribble Valley Example:
A local school needs a new roof. They know the dimensions, the material (slate), and the deadline (August). They issue an ITT. You cannot suggest a tiled roof; they didn’t ask for that. You must answer their specific questions about safety, timeline, and price.
Mark’s Advice: An ITT is strict. Do not try to be “creative” here. Answer the questions exactly as they are asked. Compliance is key.
2. RFP (Request for Proposal)
The Definition: A request for you to propose a solution to a problem.
The Translation: “We have a problem, but we aren’t 100% sure how to fix it. Tell us your bright ideas.”
The Ribble Valley Example:
A local office building is too hot in summer. They issue an RFP for “Climate Control Solutions.”
One company might propose air conditioning. Another might propose solar shading. A third might propose a new ventilation system.
Mark’s Advice: This is your chance to shine. Unlike an ITT, an RFP wants your expertise. You need to persuade them that your method is the best one. This is where “Win Themes” (your unique selling points) are critical.
3. PQQ / SQ (Pre-Qualification Questionnaire / Selection Questionnaire)
The Definition: A filter stage before the main bid.
The Translation: “Are you financially stable enough to sit at the grown-ups’ table?”
The Reality: Before a Council reads your brilliant proposal, they need to check you aren’t going to go bust next week. The PQQ/SQ asks for:
- 3 years of accounts.
- Insurance certificates (e.g., £5m Public Liability).
- Health & Safety policies.
- References.
Mark’s Advice: Do not be intimidated. This is a tick-box exercise. If you have your paperwork in order, you will pass. If you don’t, I can help you build a “Tender Library” so you are ready next time.
The Scoring: MEAT and Weighting
How do they decide who wins? It isn’t always the cheapest price.
4. MEAT / MAT (Most Economically Advantageous Tender)
The Definition: The scoring method used by the public sector.
The Translation: “Value for Money.”
The Reality: In the old days, the cheapest price won. That led to disasters (buildings falling down, services failing). Now, buyers use MEAT.
They might score the bid: 60% Quality / 40% Price.
This means you can be more expensive than your competitor, but if your Quality score (your methodology, your staff, your safety record) is higher, you can still win.
Mark’s Advice: Never assume you have to slash your margins to the bone. If we write a brilliant Quality response, you can charge a fair price and still win.
5. Weighting
The Definition: How many points each question is worth.
The Translation: “Focus your effort here.”
The Reality: You will see a number next to each question, e.g., “(Weighting: 10%)” or “(Weighting: 2%)”.
Mark’s Advice: I see business owners spend three days writing a beautiful answer for a question worth 2%, and then rush the answer for a question worth 20%. As your Bid Writer, I force you to do the maths. We spend our time where the points are.
The Lists: DPS and Frameworks
Sometimes, you aren’t bidding for a specific job, but for a place on a “VIP List.”
6. Framework Agreement
The Definition: An agreement with suppliers to establish terms for contracts over a period (e.g., 4 years).
The Translation: “The VIP Club.”
The Reality: A Council might set up a “Construction Framework.” They choose 10 builders. For the next 4 years, only those 10 builders can bid for Council work. If you miss the deadline to get on the Framework, you are locked out for 4 years.
Mark’s Advice: Watch for Framework dates like a hawk. Getting on one is a “licence to print money” (or at least, a licence to bid) for years to come.
7. DPS (Dynamic Purchasing System)
The Definition: Similar to a Framework, but open to new entrants.
The Translation: “The Open Waiting Room.”
The Reality: Unlike a Framework, you can join a DPS at any time. If you meet the criteria (insurance, accreditations), you get on the list. When a job comes up, they email everyone on the list.
The Legal Stuff: TUPE and GDPR
8. TUPE (Transfer of Undertakings (Protection of Employment))
The Definition: Legislation that protects employees when a business changes hands.
The Translation: “You inherit the staff.”
The Ribble Valley Example:
You win a contract to clean the Council offices. The company that used to clean the offices has lost the contract. Under TUPE, their cleaning staff might legally transfer to you. You have to pay them the same wages and keep their terms.
Mark’s Advice: This affects your pricing massively. If TUPE applies, you need to know the staff costs before you bid.
9. GDPR (General Data Protection Regulation)
The Translation: “Don’t lose people’s data.”
The Reality: Every tender will ask how you protect data. You cannot just say “We have a password.” You need a policy.
The “Nice to Have”: Social Value
10. Social Value (The Social Value Act)
The Definition: A requirement for public sector buyers to consider the economic, social, and environmental well-being of the area.
The Translation: “What are you going to give back to Lancashire?”
The Reality: This is now worth 10-20% of the score in most public tenders. You cannot ignore it.
It isn’t just about charity. It includes:
- Apprenticeships for local kids.
- Using local suppliers (keeping the money in the Ribble Valley).
- Reducing carbon footprint.
- Volunteering days.
Mark’s Advice: Most local businesses do this anyway! You probably already support a local charity or hire apprentices. You just aren’t writing it down. I help you package your good deeds into points-scoring answers.
Why You Need a Translator
If you have read this far, you might be thinking: “This sounds like a headache.”
It is.
But it is a profitable headache. The companies that win these contracts aren’t always the biggest. They are just the ones who didn’t let the acronyms scare them off.
This is where I come in.
At Ribble Valley Marketing, I don’t just do SEO. I act as your Commercial Translator.
- I read the ITT.
- I check the PQQ.
- I calculate the MEAT.
- I draft the Social Value answers.
I take the “Alphabet Soup” and turn it into a clear, compliant, professional bid that represents your business properly.
Don’t let a three-letter acronym stand between you and a three-year contract.