Winning NEC Bids for Small Contractors: Planning Your Way to Procurement Success

For many small contractors in the UK construction industry, bidding on NEC3 or NEC4 contracts-particularly for public infrastructure or major frameworks-can feel like a high-stakes gamble. Winning work often seems skewed toward Tier 1 giants with expansive teams and in-house planners. But the truth is, with the right project controls, NEC-aligned planning, and a compelling tender programme, small and mid-sized contractors can win NEC bids-and win them profitably.

This article explores how specialist planning strategies, supported by tools like Primavera P6, can enhance your NEC bid submissions, make your organisation appear more capable and compliant, and ultimately help you win more work.

1. NEC Bidding Starts with the Right Programme

A common misconception among SMEs is that programme development is only required after contract award. Under NEC contracts, this thinking is outdated and dangerous.

Under both NEC3 and NEC4 ECC forms, the programme is a core part of the contract from day one. Tender evaluators, particularly in the public sector, now expect:

• A logic-driven, realistic tender programme

• Identification of key constraints, access dates, and milestones

• Early warning approach and risk allowances

• Evidence of planning tools (like Primavera P6)

• A clear understanding of Accepted Programme requirements

🔍 Academic insight: Turner and Simister (2001) argue that modern contract strategy favours transparency and proactive planning, particularly under relational contract models like NEC.

👉 Best practice: Create a baseline tender programme that meets NEC Clause 31.2-even at bid stage. This demonstrates contract readiness and differentiates your bid.

2. Why Small Contractors Lose Bids-And How to Fix It

Over the past decade, NEC Planning Solutions has reviewed dozens of failed NEC tender submissions. The pattern is consistent: lack of planning rigour and reactive tendering.

Top reasons small contractors lose NEC bids:

Issue	Result	Fix
No or weak programme	Bid rejected for non-compliance	Engage planner early to develop tender programme
No risk modelling	No confidence in mitigation strategy	Include Time Risk Allowances and Early Warnings
Boilerplate responses	Evaluators score low on methodology	Tailor sequence and approach to the scope of works
Unclear resource plan	Doubts over capacity	Load resource and labour data into P6
Generic Gantt charts	Non-compliant with NEC	Use CPM logic and show critical path

📚 Love et al. (2016) identified poor alignment between scheduling tools and contractual frameworks as a recurring reason for non-award, particularly in public NEC procurement.

3. Primavera P6: Your Secret Weapon in Tendering

Many SMEs see Primavera P6 as too complex or expensive-but the reality is different. Using P6 (either in-house or via a consultancy) demonstrates serious intent and contract maturity.

Benefits of using Primavera P6 at tender stage:

• Produces NEC-compliant logic-linked programme

• Supports visibility on critical path and time risk

• Builds the foundation for CE tracking and delay analysis

• Helps visualise and communicate methodology

• Aligns with NEC Client expectations (especially Tier 1 and public)

🛠️ Case study: A small civil contractor using NEC Planning Solutions secured a spot on a £25M highways framework after submitting a P6-based tender programme demonstrating staged delivery and access strategies. They ranked 3rd overall on planning/compliance.

4. Crafting the Tender Programme: 6 Essentials

To win NEC bids, your tender programme must go beyond a static bar chart. Here’s what evaluators are really looking for:

1. Logical Sequence of Activities

Use CPM logic-not just activity lists. Clearly show task dependencies and sequencing that reflect NEC scope of works.

2. Time Risk Allowances (TRAs)

Incorporate float or probabilistic analysis for access delays, approvals, or third-party dependencies.

3. Early Warning Awareness

Show how you will manage Early Warnings and risks through the programme. This demonstrates a proactive mindset.

4. Resources and Key Deliverables

If required, load key resource data. Even high-level resource histograms build trust with evaluators.

5. Milestone Alignment

Make sure your tender milestones match the NEC contract Data-especially Completion, Key Dates, and Sectional Completions.

6. Visuals and Commentary

Provide a simple PDF printout or visual report with commentary. This is where consultants can add major value.

📚 Aibinu & Jagboro (2002) highlighted that tender-stage planning with logic-based programmes led to increased cost and time predictability on contractor-led infrastructure projects.

5. Planning Adds Commercial Value to the Bid

The programme doesn’t just impress procurement panels-it also protects your commercial position post-award.

Benefits of a strong bid-stage programme:

• Forms the basis of your Accepted Programme (Clause 31)

• Provides evidence for resourcing strategy

• Allows rapid mobilisation post-award

• Strengthens CE valuation and time entitlement (Clause 63.5)

• Minimises LAD risk through better control

✅ Action tip: Use the tender programme to drive post-award planning continuity. Don't throw away what won the job-build on it.

6. Upskilling or Outsourcing? Make the Right Call

SMEs don’t need in-house P6 planners to win NEC work. But they do need access to NEC-savvy planning expertise.

Options:

• Partner with a consultancy like NEC Planning Solutions to:

  • Develop bid programmes

  • Attend tender interviews

  • Produce risk-adjusted scenarios

  • Support post-award mobilisation

• Upskill key staff with NEC and P6 training tailored to your sector

🎯 CITB (2021) identified a major gap in SME construction firms’ ability to integrate NEC planning requirements into tender responses, particularly in the utilities and civils sectors.

Conclusion: Bid Smart, Plan Early, Win More Work

NEC contracts reward early planning, collaboration, and transparency-all of which can be embedded into your bid. A well-structured, NEC-compliant tender programme shows evaluators you understand the rules, respect the process, and are prepared to deliver.

For small contractors looking to grow, win frameworks, and reduce bid risk, partnering with a specialist like NEC Planning Solutions is a strategic advantage-not a luxury.

📩 Need NEC Bid Support?Contact info@necplanningsolutions.co.uk to discuss how our tender programme services and bid strategy support can give you the edge.

References

• Aibinu, A.A., & Jagboro, G.O. (2002). The effects of construction delays on project delivery in Nigerian construction industry. International Journal of Project Management, 20(8), 593–599.

• Love, P.E.D., Simpson, I., & Hill, A. (2016). A retrospective analysis of planning processes in complex projects. Construction Management and Economics, 34(3), 157–171.

• Turner, J.R., & Simister, S.J. (2001). Project contract management and a theory of organization. International Journal of Project Management, 19(8), 457–464.

CITB (2021). Construction Skills Network: Labour Market Intelligence Report 2021–2025. Construction Industry Training Board.