What Clients Really Want in Health and Safety Tenders
Health and safety can feel like just another box to tick on a tender form.
But for many clients — especially in construction, facilities, and public sector contracts — your H&S documents tell a bigger story.
They show whether your business actually lives its values, or just copies and pastes from the internet.
So what are clients really looking for when they review the health and safety section of your bid?
Here’s what matters — and how to show you’re the real deal.
Real Policies, Not Templates
Clients want to see that your health and safety policies reflect how your business actually operates.
If your documents are clearly downloaded templates with no adaptation to your team, processes, or risks, you risk losing credibility (and points).
"A client can spot a template from a mile away."
Show your policies are:
Relevant to your work environment
Approved by leadership
Reviewed regularly
Tip: Mention who in the business is responsible for updating and implementing them.
Evidence of Implementation
It’s not enough to say you have a risk assessment.
Clients want to understand how it actually works in practice — not just that it exists.
Examples to include:
How risk assessments are carried out (who does them, when, using what approach)
How findings are acted on (e.g. improvements, new controls, follow-up)
How results are communicated to staff (briefings, training updates, notices)
Bonus: Add a real example or anonymised case study — even something small — that shows your process in action
Real Life Example
During a recent internal review, the team identified a trip hazard in a warehouse loading area. Within 24 hours, floor markings and safety matting was introduced. The issue was logged, resolved, and highlighted at the next team safety briefing. It’s now part of the quarterly inspection checklist.
Roles, Responsibilities, and Oversight
Clients want to know that someone is accountable.
This doesn’t mean you need a full-time H&S manager — but it does mean you should be clear on who does what and how responsibilities are monitored.
Include:
Named person(s) responsible for health and safety
Oversight arrangements, like board reviews or external consultants
How often internal checks or audits take place
Tip: If you work with external consultants, or your leadership team reviews H&S at set intervals, say so. This builds confidence that it’s not just a one-person task.
Training That Matches the Job
Generic training certificates won’t cut it.
Clients want to see that your training is relevant to the actual risks your team faces — not just tick-box compliance.
Make sure to cover:
How staff are trained for their actual roles and risks
What refresher training is in place
How you track and record training completion
Tailored, role-specific training shows you're serious about safety — not just satisfying minimum requirements.
Near Miss Reporting and Lessons Learned
Modern clients look for a proactive safety culture.
That means being open about incidents — and showing how you respond to them.
Include examples of:
How staff are encouraged to report near misses or incidents
A time when an issue led to improvements
What you changed as a result, and how it was shared across the team
This doesn’t show weakness — it shows maturity and a real commitment to safety.
Tip: Highlight how lessons are captured and reviewed. Do you log them? Discuss them in toolbox talks? Update procedures?
Accreditation and Certification
If you have CHAS, SafeContractor, ISO 45001 or similar — great.
But don’t just list the logos and expect clients to be impressed.
Instead, explain:
What standards you follow
Why you chose them
How they influence your day-to-day work
A few lines here can show you're not just compliant — you're committed.
Tip: Include renewal dates or show that certifications are current and verifiable. That builds trust fast.
Fit-for-Purpose RAMS
Clients want RAMS that are job-specific and easy to understand — not a 40-page document no one reads.
Keep your RAMS:
Concise – only include what’s relevant to the job
Plain English – avoid unnecessary jargon
Tailored – address the specific site, tasks, and risks
Long, generic RAMS can actually undermine your submission by making it look like a copy-paste job.
Tip: If you’ve developed a clear RAMS template that works for your team, mention that — it shows consistency and clarity.
When a client reviews your health and safety submission, they’re asking themselves one thing:
“Can we trust this team to protect their people — and our reputation?”
If your H&S section feels like an afterthought, it undermines the rest of your bid. But when it’s clear, honest, and tailored, it builds confidence before you’ve even stepped on site.
Need help improving your health and safety documents for tender responses?
We help businesses present H&S in a way that’s simple, credible, and client-friendly.
