Getting into the tendering business in Kenya can feel overwhelming at first. There’s a lot to learn—terms you’ve never heard, forms you’ve never seen, and stiff competition. But once you understand how the system works, tendering can become one of the best ways to grow your business, especially if you’re targeting government contracts or large organizations.

What is a Tender?

A tender is an official request made by an organization (often the government or a large company) inviting businesses to offer their goods or services. It’s a formal way of asking, “Who can deliver this service or product best, at the best value?”

Why Consider Tendering?

Tendering can offer steady income, open new business opportunities, and build your company’s credibility. Government institutions and large firms may take time to pay, but they are consistent, and securing just one contract can elevate your business to a new level.

Types of Tenders in Kenya

Open tenders are available to all eligible suppliers.
Restricted tenders are limited to invited or shortlisted businesses.
Prequalified tenders are only open to businesses that have already been pre-approved.
Special group tenders are reserved for youth, women, and persons with disabilities under the AGPO program.

How to Get Started with Tendering

Step 1: Register Your Business Properly
To bid for tenders, your business must be fully registered. You’ll need a business registration certificate or certificate of incorporation, a KRA PIN, a Tax Compliance Certificate, a valid business permit, and possibly NSSF and NHIF compliance documents for larger tenders. Make sure you also have a bank account in your company’s name.

Step 2: Register with AGPO (Optional but Recommended)
The Access to Government Procurement Opportunities (AGPO) program gives youth, women, and persons with disabilities the opportunity to bid for special tenders reserved specifically for them. If you qualify, register at agpo.go.ke to unlock this advantage.

Step 3: Look for Tender Opportunities
You can find tenders in newspapers such as the Daily Nation and The Standard, and on online portals like tenders.go.ke. Visit the websites of government ministries, parastatals, county governments, NGOs, and even corporate organizations that regularly issue tenders.

Step 4: Understand the Tender Document
This is the most important part. Read the entire document carefully. It will tell you what’s required, who is eligible, the documents you must submit, financial and technical requirements, and how and when to submit your bid. Missing any detail can lead to automatic disqualification.

Common Mistakes to Avoid

Many new bidders are disqualified for simple mistakes. These include failing to attach all the required documents, submitting the tender after the deadline, quoting too high or too low without justification, or not meeting compliance standards like tax clearance or registration requirements.

Pro Tips for Success

Keep your documents organized and up-to-date. Have a professional company profile ready. Stay informed by joining tender alert groups on WhatsApp or Telegram. Network with other businesses—many opportunities are shared informally. If you’re just starting out, consider partnering with more experienced businesses or working as a subcontractor to gain experience and build credibility.

Final Word

The tendering world may seem tough at first, but it’s very possible to break in and succeed—especially if your paperwork is in order and you’re consistent in your efforts. Every big supplier started somewhere, and with time, your company could be next in line to win that life-changing contract.