In Nigeria’s government contracting space, your track record is your currency. It’s what separates bidders who get shortlisted from those who get ignored even before their proposals are read.
If you’re wondering how to build a solid portfolio without previous government contracts, the good news is: it’s very possible. Here’s how to do it, step by step.
1. Start Small, Start Anywhere
Don’t wait for million-naira tenders. Your track record doesn’t have to start with government jobs.
Begin with:
• Private contracts in your sector
• Community-based projects
• NGO partnerships
• Subcontracting roles under larger firms
What matters is successful delivery and documented proof. Those small wins become your first portfolio entries.
2. Document Every Job Like a Government Project
Treat every project as if you’ll use it to bid for a government contract because you will.
Make sure you:
• Get letters of award or engagement
• Request completion certificates
• Take before-and-after photos
• Keep receipts, invoices, and signed reports
Your documentation tells your story when you’re not in the room.
3. Collaborate Through Joint Ventures and Subcontracts
If you lack capacity for a full government contract, consider:
• Partnering with a more experienced firm
• Acting as a subcontractor for parts of larger projects
Ensure you:
• Sign a formal agreement
• Get official acknowledgment of your role
• Collect performance references after project execution
This builds credibility and connects you with industry players.
4. Create a Professional Company Profile
Your track record is also in how you present your company.
Your profile should include:
• Company history
• Core services
• Past projects (with dates, locations, values, clients)
• Compliance certifications
• Contact information
Add photos, testimonials, and certificates to back it up. Think of it as your procurement résumé.
5. Secure Compliance Certificates Early
Many SMEs lose bids not for lack of ability, but for lack of legal and regulatory readiness.
To look serious and ready:
• Register with CAC
• Obtain TIN & Tax Clearance
• Get PENCOM, NSITF, ITF, and BPP registration (if applicable)
• Enroll in relevant state procurement portals
These documents prove your business is credible and compliant two key procurement metrics.
6. Ask for Testimonials & References
After every successful job, ask the client for a written testimonial. This adds authenticity to your profile and builds trust with evaluators.
Bonus tip: Always keep your clients informed that you may use their project as a reference in your bids (with consent).
7. Share Your Results Publicly
Your online presence matters. Share:
• Completed projects on LinkedIn
• Photos and progress on Instagram or Facebook (where appropriate)
• Testimonials on your website or Google Business profile
Visibility builds reputation and reputation builds trust.
8. Network Where Opportunities Happen
Attend:
• Procurement briefings
• Vendor registration workshops
• Sector specific expos
• BPP and state government stakeholder meetings
Relationships and face time help buyers remember your name when contracts come up. That’s part of your “unwritten” track record.
9. Bid Consistently
The more bids you submit (correctly), the more experience and feedback you gain.
Even if you lose a bid, request the evaluation report. Learn from it. Improve. Apply again. Persistence wins.
10. Invest in Proposal Writing & Strategy
Great delivery is one part great bidding is another. Learn how to:
• Read bid documents critically
• Highlight relevant past work
• Tailor your proposals to match evaluation criteria
Better bids = more wins = better track record.
Conclusion
Your track record isn’t built overnight but with the right strategy, it can be built deliberately. By delivering well documented projects, collaborating smartly, and staying professionally visible, you’ll be seen as credible, capable, and contract ready.
