Social Value in Tenders: How to Actually Score Well
Social value is worth 10-30% of most public sector tender scores. Get it wrong and you've lost before they even read your methodology. Here's what evaluators actually look for, with examples you can adapt for your own bids.
Quick Facts
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What is Social Value?
Social value is the positive impact your work has beyond just delivering the contract. It's things like creating local jobs, supporting small businesses in the supply chain, reducing environmental impact, and contributing to community wellbeing.
For public sector contracts, it's not optional. The Social Value Act 2012 requires authorities to consider social value in procurement. Since 2021, central government must weight it at minimum 10% of the evaluation score. Many councils go higher.
Think of it this way: the authority is spending public money. They want to know that beyond getting the work done, some of that spend benefits local people and communities. Your job is to show them how.
Why SMEs Often Get This Wrong
Most SME bids fall into one of two traps.
Trap 1: Vague promises. "We are committed to supporting local communities." That scores nothing. Evaluators need specifics. How many jobs? Which communities? What measurable outcomes?
Trap 2: Irrelevant commitments. A cleaning company promising to fund a tech startup incubator. It doesn't connect to the contract or the local area. Evaluators see right through it.
The winning approach: specific, measurable commitments that connect to the contract you're bidding on and the local area you'll be working in.
The TOMs Framework (Simplified)
Most authorities use something called the National TOMs framework to evaluate social value. TOMs stands for Themes, Outcomes, and Measures.
You don't need to memorise the entire framework. What matters is understanding the five themes and making commitments under at least 2-3 of them.
1. Jobs
Creating employment and skills opportunities
Examples: Apprenticeships, work placements for school leavers, hiring from disadvantaged groups, training programmes
2. Growth
Supporting local businesses and the economy
Examples: Using local suppliers, paying promptly (within 30 days), supporting SME subcontractors, buying locally
3. Social
Building healthier, safer communities
Examples: Staff volunteering hours, donations to local charities, supporting community groups, mental health initiatives
4. Environment
Reducing environmental impact
Examples: Carbon reduction targets, electric vehicles, waste reduction, sustainable materials, energy efficiency
5. Innovation
New approaches and methods
Examples: New technologies, improved processes, knowledge sharing, collaboration with local institutions
Writing SMART Commitments
Every social value commitment should be SMART: Specific, Measurable, Achievable, Relevant, and Time-bound. Vague promises score poorly. Specific commitments with numbers score well.
"We will support local employment and provide training opportunities for young people in the community."
"We will create 2 apprenticeship positions for residents of [Borough] within 6 months of contract start, each lasting minimum 18 months with NVQ Level 2 qualification on completion."
See the difference? The strong version has specific numbers (2 apprenticeships), a geographic focus ([Borough]), a timeline (within 6 months, lasting 18 months), and a measurable outcome (NVQ Level 2).
Real Examples for SME Tradespeople
Here are examples you can adapt for your own bids. Replace the bracketed sections with your specific details.
Cleaning Company Example
"For this contract, [Company] commits to:
Jobs: Recruit 3 cleaning operatives from [Borough], prioritising candidates referred through [Local Job Centre/Employment Programme]. All positions will be permanent contracts with Living Wage rates.
Growth: Source 80% of cleaning supplies from UK manufacturers, with priority given to suppliers within 50 miles of the contract location.
Social: Provide 40 hours of staff volunteering time annually to [Local Charity], focusing on deep-cleaning community facilities.
Environment: Use only certified eco-friendly cleaning products. Replace all diesel vehicles with electric vans within 12 months of contract start."
Electrical Contractor Example
"Our social value commitment for this contract:
Jobs: Create 1 electrical apprenticeship for a [Borough] resident aged 16-24 within 3 months of contract award. The position will lead to Level 3 NVQ and full-time employment upon completion.
Growth: Subcontract minimum 20% of works value to local SME suppliers registered in [County]. Pay all subcontractors within 14 days of invoice.
Social: Deliver 2 electrical safety workshops at local community centres, reaching approximately 50 residents, covering home electrical safety and energy saving tips.
Environment: Achieve carbon-neutral delivery by offsetting all travel emissions through [Certified Scheme]. Recycle 95% of packaging and cable waste."
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Quantifying Your Social Value
Some authorities ask you to put a financial value on your social value commitments. This sounds complicated but there's a standard approach.
The TOMs framework assigns proxy values to different activities. For example:
| Activity | Proxy Value |
|---|---|
| Staff volunteering hour (standard) | £16.09 per hour |
| Expert volunteering hour | £101 per hour |
| Apprenticeship created | £6,551 per apprentice/year |
| Local employee hired | £25,000+ per job created |
| CO2 emissions saved | £70 per tonne |
Using these proxies, you can calculate the total social value of your commitments. For a £100,000 contract, you'd typically aim to generate £15,000-20,000 in social value (15-20% of contract value).
Tip: Don't inflate your numbers. Evaluators will check if your commitments are realistic for the contract size. Promising £50,000 of social value on a £30,000 contract looks like you don't understand the framework.
Common Mistakes That Kill Your Score
Frequently Asked Questions
How much should I commit to spending on social value?
A general guideline is 10-20% of the contract value. The TOMs framework expects around 20%. For a £100,000 contract, aim for £15,000-20,000 in quantified social value. Don't go lower than 10% or you'll look unambitious.
What if I'm a one-person business?
Focus on what you can realistically deliver. Local supply chain commitments, personal volunteering hours, and environmental measures are all achievable for sole traders. You don't need to create apprenticeships if that's not realistic for your business size.
Do authorities actually check these commitments?
Yes. Many contracts now include KPIs around social value delivery. You may need to report quarterly on progress. Under-delivery can affect future contract renewals and references. Only promise what you can genuinely deliver.
Is social value different for NHS contracts?
NHS organisations use the NHS Social Value Model rather than TOMs. The themes are similar but focus more on health outcomes. Check the tender documents for which framework applies and tailor your response accordingly.
Can I reuse social value responses across bids?
You can reuse the structure, but tailor the specifics. Replace location names, adjust numbers based on contract size, and reference local priorities mentioned in the tender documents. Generic responses are obvious and score poorly.
Score Higher on Social Value
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