The short answerChoose past projects that match the buyer's scope, size and type of client. Describe each with the client, location, scope, value, dates, your role and the result. Ask referees for permission first, brief them on the tender, and make sure their contact details are current.
How to describe a past project
| Field | Example |
|---|---|
| Client | A metropolitan council |
| Scope | Grounds maintenance of 120 parks |
| Value and term | $1.2M a year, 2021 to 2024 |
| Your role | Head contractor, 14 staff |
| Result | Contract extended for two years |
Example, made up.
Prepare your referees
- Ask permission before naming anyone.
- Tell them which tender and what the buyer cares about.
- Check their phone number and email.
- Use referees who saw your work directly.
Choosing the right projects
| Match on | Why |
|---|---|
| Type of work | Shows you have done the same thing |
| Size and value | Shows you can handle the scale |
| Type of client | Shows you know their rules |
| Recency | Recent work is more convincing |
| Location | Shows local knowledge |
How to choose which projects to show
- Similar scope. Pick work that matches the services in this tender.
- Similar scale. Value, duration and crew size close to what the buyer needs.
- Recent. Buyers often ask for work in the last three to five years. Check the wording.
- Similar client. Council work for a council tender, government for government.
- A willing referee. If no one will vouch for the job, leave it out.
Preparing your referees
Call each referee before you name them. Tell them the tender, the buyer and which project you listed. Ask if they are happy to be contacted, and confirm their current phone number and email. A referee who does not remember the job, or does not answer, can cost you marks.
Questions
How many past projects should I include?
The number the buyer asks for. If none is set, three strong, relevant projects usually beat many weak ones.
What if I have no similar projects?
Show the closest relevant work and explain how it transfers, or consider partnering with a business that has the experience.
Can I list a project I did as a subcontractor?
Yes, if you say so clearly and describe your part of the work.
Can I use projects done as a subcontractor?
Usually yes, if you say plainly what your business delivered and who the head contractor was. Do not describe the whole project as your own.