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How to win NHS contracts as a small business

The NHS buys a lot of what small firms do, from cleaning and grounds to training and repairs. Its open tenders also draw fewer bids than most public tenders. Here is what's different about bidding for one.

The short version: NHS tenders draw fewer bids than most public tenders (a median of three, against five across the public sector, and more than a third get two or fewer). Every one carries at least 10% of the marks for net zero and social value, and you'll usually need a carbon reduction plan or net zero commitment. Clinical services follow different rules from everything else.

1. Where NHS tenders are advertised

NHS trusts, health boards, integrated care boards and NHS England publish their open tenders on Find a Tender and Contracts Finder, like other public bodies. Every NHS tender open now is listed here, by trade and of any size, because many aren't marked as suitable for small firms and so don't show up in a small-firm search.

A lot of NHS buying, especially of goods, goes through national and regional frameworks instead (NHS Supply Chain, NHS Shared Business Services and the regional procurement hubs). If you supply products, getting onto the right framework when it reopens matters more than any single tender. Many trusts run their tenders through a portal such as Atamis: see which portal each buyer uses.

2. Fewer firms bid

Across 395 NHS open competitions with awards published June to October 2026, the median drew three bids, and 37% drew two or fewer. Across the whole public sector the median was five. A small firm with a focused, well-evidenced bid has a real chance. The figures and the method.

3. At least 10% of the marks are for net zero and social value

Since April 2022, every NHS procurement has given at least 10% of the total score to net zero and social value. That is often the difference between first and second. Answer it with specific, measurable commitments for this contract (local jobs, apprenticeships, lower-emission vehicles, local suppliers), not a general company statement. How to answer social value questions.

4. You'll usually need a carbon reduction plan

Since April 2024, NHS England has asked suppliers on all new procurements for a carbon reduction plan or, for smaller contracts, a net zero commitment, published on your website and committing you to net zero by 2050 at the latest. The requirements tighten again from April 2027, so check NHS England's current supplier guidance before you bid. A short, honest plan written now saves a rushed one during a tender.

5. Clinical services follow different rules

Since 1 January 2024, healthcare services bought by NHS commissioners follow the Provider Selection Regime, not the usual procurement rules. Under it, a commissioner can sometimes award a contract directly, without a competition, and publishes an "intention to award" notice first. There is then a standstill period of eight working days. If you provide clinical services, watch for those notices: they may be your only warning. Goods and non-clinical services (cleaning, catering, estates, IT) follow the normal procurement rules.

6. What NHS buyers look for

Evidence from similar settings. Work in hospitals, care homes or other clinical or 24-hour sites counts for a lot. Say how you work around patients, infection control and out-of-hours access.
Compliance up front. Expect questions on insurance, health and safety, staff vetting (DBS checks where relevant), data protection and business continuity. Missing one can fail the bid before the quality marks are read.
A price you can hold. NHS contracts often run for several years. Price in wage rises and inflation clauses. How to price a tender.

Found an NHS tender that might suit you? Send me the link. I'll tell you what it asks for, who holds the work now and whether it's worth your time. It's free. How bid help works.

Email [email protected] · NHS tenders open now · Go/no-go checklist

This guide is general information, not legal advice. Rules change: always read the tender documents and NHS England's current guidance.