How to win your first council maintenance contract
Last reviewed 25 October 2026
Councils, housing associations, schools and the NHS spend billions every year on repairs and maintenance, and a good share of that work is small enough for a local firm. Winning the first contract is the hardest part. Here is a realistic way in.
1. Start with the right size of job
Your first public contract doesn't need to be a big one. Look for jobs a little above your usual private work, for example £25,000 to £150,000, and close to where you already operate. Public bodies must advertise contracts once they pass a set value: £30,000 including VAT for councils and most other public bodies, and £12,000 for central government. Below those values, many buyers simply ask a few local firms for quotes, so it's also worth introducing yourself to your council's procurement team.
2. Get the basics in place before you need them
Most tenders ask for the same things. Having them ready means you can bid in days, not weeks:
- Insurance: employer's liability (a legal requirement if you employ staff) and public liability, often £5m or £10m for building work. Check what level the notices you're interested in ask for.
- Health and safety: a written policy, risk assessments and method statements. Many buyers also accept or ask for an SSIP-recognised accreditation such as CHAS or SafeContractor.
- Evidence of similar work: two or three short case studies with photos, values and a reference contact, ideally including any work for landlords, schools or businesses.
- Company details: recent accounts, your Companies House and VAT numbers, and any trade registrations (for example Gas Safe or NICEIC).
3. Register once, then watch for the right notices
Register your business on Find a Tender, the government's central platform. It's free, and since the Procurement Act 2023 buyers increasingly expect suppliers to be registered there. Then keep an eye out for tenders in your trade and area, either by searching yourself or with an alert service like Toolbox Tenders.
4. Read the notice properly before deciding to bid
Check the deadline, the contract length, the location, and above all the conditions of participation: the minimum insurance, accreditations, turnover or experience you need. If you can't meet one of them, move on; there will be other tenders. Our 5-minute notice checklist covers what to look for.
5. Answer the question that's actually asked
Tenders are scored against published criteria, usually a mix of price and quality, sometimes with social value (for example local jobs or apprenticeships). Answer each quality question directly, using the buyer's own headings, with specific examples from your own jobs. Keep within the word limits. If something is unclear, ask a clarification question before the clarification deadline; the answer is usually shared with all bidders.
6. Price to make a profit
Public buyers look for value, not always the lowest price, and an unrealistically low price can be rejected. Price the work you'll really have to do, including travel, access, out-of-hours work and any reporting the contract asks for. Public contracts carry 30-day payment terms, which helps your cash flow.
7. Learn from every result
Win or lose, you'll be told how your bid was assessed. Read it carefully, because the scores show exactly where to improve. Many firms win on their third or fourth attempt with the same buyer.
Another route in is working as a subcontractor for a main contractor that already holds council work. It builds the track record that makes your own bids stronger.
General information for small businesses, not legal advice. Always check the official notice and the buyer's documents for the rules that apply to a particular contract.
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