Why knock outs matter more than good writing
Buyers usually check compliance before anyone scores the answers. A response that fails a mandatory requirement may be set aside without being read. That is why weeks of work can be lost on one line.
The common knock outs
| Type | Examples |
|---|---|
| Timing | Lodged after the closing time; a mandatory briefing or site inspection missed; questions sent after the cut off |
| Format | Lodged by email when the portal was required; not on the buyer's tender form; price not in their spreadsheet |
| Proof | Insurance below the level asked; a licence, registration or certification missing; no referees |
| Conduct | Your own conditions added; unsigned declarations; contacting staff outside the stated contact person |
Where they hide
- The conditions of tender, not the questions
- The returnable schedules and their instructions
- Addenda, often the last one
- Deep inside the specification
- The draft contract, for insurance and security requirements
How to find every one
- Search every document for: must, mandatory, shall, required, will not be considered, may be excluded, non conforming.
- Copy each hit into one list with the page number.
- Mark each as met, can be met by closing, or cannot be met.
- Any cannot be met is a no go, unless the buyer clarifies it.
- Recheck the list after every addendum.
A real world example
A grounds maintenance tender has a 112 page pack. On page 47, the conditions of tender say a site inspection on a set date is mandatory and tenders from suppliers who do not attend will not be considered. A business that reads only the questions misses it, writes a strong response, and is excluded before scoring. Ten minutes of searching on day one would have found it.
Example, made up.
Knock outs that are easy to miss
- A required format for file names or a single combined PDF
- A signed acknowledgement of each addendum
- Registration on a supplier register before the closing time
- A minimum number of referees or past projects
- A specific certificate, such as a quality system certification
Find them in seconds with the free knock out finder
Paste the conditions of tender, or drop in the PDF or Word file, and our free knock out finder highlights every must, mandatory and will not be considered, with dates, insurance levels, forms and page numbers. It runs in your browser and nothing is uploaded. Then read every flagged line in full.
Questions
What is a mandatory requirement in a tender?
A must have set by the buyer. If a response does not meet it, the buyer may exclude it before scoring.
Can a buyer accept a late tender?
Some conditions of tender give the buyer discretion in limited cases, but you should never rely on it. Treat the closing time as fixed.
Do addenda add knock outs?
They can. An addendum can change the closing time, add a form or change a requirement, so recheck your list each time one is issued.
Is a knock out the same as a mandatory requirement?
Mostly. A knock out is any condition that excludes a response if it is not met, which includes mandatory requirements, timing and format rules.