The Secret to Winning Tenders Without Being the Cheapest | I’m The Gaffer

Welcome to a solo episode of I’m The Gaffer
Gavin Coyle finally answers the #1 question he gets asked every single week:
“How the hell do I win tenders without being the cheapest bidder?”
If you’re a small-to-medium contractor sick of losing work, getting undercut, or telling yourself “it’s all backhanders and who you know,” this 53-minute masterclass will change everything.
This is the exact playbook Gavin uses (and teaches his clients) to win multi-million dollar tenders while still making a proper margin.

Episode Highlights
00:00 Intro + Hustro sponsor
00:21 The question Gavin gets asked more than any other
01:20 Why “brown envelopes” is the loser’s excuse (and the truth)
02:16 Find clients who actually value you (they exist!)
03:13 Sub-contractor model vs direct labour – the hidden reason you keep losing
05:38 Professional tender writers – worth every penny?
06:04 ISO / accredited systems – when you NEED them (and when you don’t)
08:23 The €5M+ tender rule nobody talks about
09:21 Sub-contractor vetting – get this wrong, and you’re instantly disqualified
10:20 ALWAYS ask for the scorecard feedback (and what to do with it)
12:14 It’s not price – it’s TRUST
19:44 Tell a STORY in your tender (most submissions read like a robot wrote them)
22:33 Build your tender library NOW (central folder = game changer)
25:28 Commercial profiles & photos of your key people (huge differentiator)
29:24 Modern slavery & supply-chain risk – clients are terrified of this
33:37 Clients care more about things NOT going wrong than saving €10k
34:36 De-risk the project for them = become the safe pair of hands
36:31 Add unasked-for innovations (toolbox talks, leadership walks, off-site fab)
41:13 Treat every tender like your company’s most important sales pitch
44:32 The team you promise MUST be the team that turns up
45:59 Build relationships BEFORE the tender drops
47:57 The follow-up email that saves tenders from the spam folder
50:19 Shift the conversation from COST to VALUE & TRUST

Sponsored by Hustro.com – the simplest construction management software on the planet.

I'm The Gaffer, hosted by industry expert Gavin Coyle, is the essential podcast for construction people, offering insider insights, expert interviews, and actionable strategies to blueprint unprecedented success in the dynamic world of construction. Whether you are still ‘on the tools’, just getting started, a seasoned site manager focused on large-scale project management, or a fast-growth building industry entrepreneur/developer, this podcast is for you.

Gavin's guests, ranging from influential thought leaders to boots-on-the-ground practitioners, share their stories, successes, and failures, and offer invaluable lessons and tips, allowing you to have a 360-degree view of the construction landscape. This podcast is a must-have shared learning space for any person looking to achieve success in the building industry.

As a construction person, this podcast is your go-to source for navigating the complexities of the construction industry, where success is not just built; it's crafted with precision, passion, and the right knowledge.

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