The technical proposal accounts for 50–70% of the score in most public contracts for intellectual services and architecture and engineering. It is what separates a firm that wins contracts regularly from one that sends bids into the void. Here is the method used by professionals with a success rate above 25%.
A poorly written technical proposal is immediately obvious to a panel used to reading dozens of them. A proposal copied and pasted from a previous tender, with the previous client's name still visible in a corner, or a generic answer that could have applied to any contract: these are real, frequent cases, and they lead to mediocre scores even when the firm is technically competent.
The golden rule: always tailor
The first thing a panel checks is that you have read their documents. Not just the contract notice: the brief, the technical specifications, the appendices. Your proposal must mention elements specific to the project: the name of the municipality, the precise nature of the building, the constraints explicitly mentioned in the brief, the client's timetable.
"Our firm has solid experience in delivering construction and refurbishment projects for public clients."
"The thermal refurbishment of Pasteur School involves specific constraints to keep teaching going on an occupied site, which we have already managed at Jules Ferry School in Martigues (2024) by working exclusively in summer and in half-day slots."
The optimal structure of a technical proposal (service contracts)
Understanding of the commission and its challenges
Restate the client's objectives. Identify the specific challenges: site, timetable, budget, technical constraints. Show that you understand what makes this project special. This section immediately reassures the panel that you are serious.
Methodology and organisation of the commission
This is the heart of the proposal. Describe your approach phase by phase, your methods, your tools, your quality checkpoints. Be precise and concrete. Avoid generalities. If you use specific methods or tools (BIM, calculation software, quality protocol…), name them and explain why they suit this project.
Team and organisation
Who does what? An organisation chart with names, roles and time commitment is always easier to read than blocks of text. CVs should be short (1 page max per person) and focused on experience relevant to this contract, not an exhaustive CV "to add bulk".
Similar references
3 to 5 project sheets, chosen for their closeness to the contract in question. Recommended format: project name + client + value + completion date + your precise role + results achieved. A photo or a simple plan adds impact. Quality always beats quantity.
Checklist before submitting
The 6 mistakes that bring down the technical score
A generic, untailored proposal
A text that doesn't mention the specific project systematically gets a low score, even with real skills. Panels spot copy-and-paste immediately.
Exceeding the maximum page count
If the tender regulations say "20 pages maximum", a 35-page proposal may be rejected or cut short by the panel. Stick strictly to the limits.
Off-topic references
Listing prestigious references unrelated to the contract weakens the bid. A panel for a school refurbishment contract wants school refurbishment references, not large office projects.
No schedule
Not including a schedule for the commission is seen as a lack of structure. Even a simple one-page Gantt chart is enough.
Vague wording and empty superlatives
"Our firm is renowned for its high-level expertise" means nothing to a panel. Replace it with concrete facts: client satisfaction rates, awards won, certifications, key figures.
Neglecting the layout
A readable document with clear headings, tables, illustrations and correct page numbering makes the panel's job easier. A dense, poorly laid-out document tires the reader and hurts the score.
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