Winning a tender is only step one. In South Africa, the suppliers that win repeatedly are the ones who deliver cleanly, document performance, and protect margins after award.
Step 1: Formalize the contract start
- Confirm the official appointment letter and scope.
- Record start dates, KPIs, and acceptance criteria.
- Assign a contract owner responsible for compliance.
Step 2: Protect cashflow
- Negotiate realistic payment milestones.
- Track deliverables against invoices.
- Document variations and change orders immediately.
Step 3: Build the evidence file
Every contract should create evidence for the next bid:
- Completion letters and acceptance certificates
- Performance reports and KPIs
- Client references and satisfaction notes
Step 4: Convert one win into five
Use your new evidence file to strengthen functionality scoring in future bids. See the functionality scoring guide and align your pricing with the pricing strategy.
Step 5: Stay compliant post-award
Renew tax, B-BBEE, and CSD on time so you don’t lose contract extensions. If you’re unsure, review the due diligence checklist.
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