Getting a federal government project in Nigeria is often seen as hitting the jackpot. From supply contracts to massive infrastructural developments, these opportunities can significantly boost a business’s reputation and revenue. But beyond the official guidelines and public procurement laws lies a set of unspoken rules the practical realities that every serious contractor should know.
Here’s a candid look into what really moves the needle when chasing federal contracts in Nigeria.
1. Compliance is Just the Starting Point
Yes, you need your CAC certificate, tax clearance, PENCOM, NSITF, and the usual suspects. These are non negotiable. But the real game begins after you tick those boxes.
Too many bidders assume that compliance alone guarantees selection. In reality, it’s just your entry ticket. What determines who wins is often what happens outside the paperwork.
2. Relationships Still Matter
Let’s be honest who you know still plays a major role. We’re not talking about bribery or shady deals, but about networks. If procurement officers or MDA directors know your company’s track record, your name carries weight during bid evaluations.
Pro Tip: Attend industry events, build connections with technical directors and procurement officers, and let your brand be seen and heard even before the bid is published.
3. Never Underestimate the Power of Presentation
Your bid must look professional. From the way your proposal is organized to the branding of your company profile, aesthetics matter.
• Use clear formatting and language
• Include visuals like past project photos and timelines
• Bind your documents properly
• Ensure signatures and stamps are consistent
A well-packaged bid gives off competence. A shabby one raises doubts even if your figures are perfect.
4. Timing is Everything
Many companies miss out on projects simply because they wait for advertisements. By the time it’s public, the process is already halfway done internally.
To stay ahead:
• Monitor procurement plans released early in the year
• Connect with insiders to know what’s coming
• Position your company in advance
Being proactive means you can start preparing long before the official tender drops.
5. Pricing Strategy: Not Too Low, Not Too High
Going in with the lowest bid doesn’t always win. In fact, it can backfire. Evaluation teams often reject suspiciously low bids that could imply poor quality or inexperience.
On the flip side, overpriced bids are dead on arrival.
Smart contractors know how to price competitively while showcasing value especially in technical execution, project timelines, and warranty offers.
6. Reputation Travels Faster Than You Think
Every job you do or fail to do leaves a trail. Word spreads within MDAs, and if you’re known for delayed delivery, poor quality, or contract abandonment, you may get blacklisted informally even before it’s official.
Tip: Focus on delivering excellence, even on small contracts. They are often tests for bigger deals down the line.
7. Follow-Up is Not Harassment
Once you submit a bid, don’t just sit back. Politely follow up with the procurement unit to confirm:
• That your documents were received
• That you passed the technical stage (if applicable)
• When next steps will happen
Staying on their radar shows seriousness and professionalism not desperation.
8. Have a Legal Backup Plan
Sometimes, the most qualified bidder doesn’t win. If you suspect foul play or undue favoritism, the law gives you options.
You can:
• File a complaint with the MDA
• Escalate to the Bureau of Public Procurement (BPP)
• Seek legal redress in a Procurement Tribunal
But only if your documents are tight and your grounds are legitimate.
Conclusion
Winning federal government projects in Nigeria is part compliance, part strategy, and part reputation. The unspoken rules aren’t found in any procurement handbook but they shape outcomes in powerful ways. If you want to play in this space, learn the game, build your network, and always deliver excellence.
