In many tenders, the winner is determined based on Best Price-Quality Ratio (BPQR). This means the lowest price doesn’t automatically win, but rather the submission with the best balance between price and quality. How do you optimize your submission for this?

How BPQR Works

With BPQR, each submission receives a total score, composed of:

Price score — How your price compares to other bidders
Quality score — Assessment of your approach, team, methodology, etc.

The weighting differs per tender. Typical ratios are:

Price	Quality
40%	60%
30%	70%
50%	50%

Understanding the Math

Let’s work through an example with a 40-60 price-quality ratio:

Bidder	Price	Quality Score	Price Score	Total Score
A	€100,000	80	100	88
B	€90,000	75	111	89
C	€110,000	90	91	90

Bidder C wins despite the highest price, because the quality score weighs more heavily and is significantly higher.

Strategy 1: Analyze the Weighting

Before you start, fully understand the weighting:

With high quality weighting (60%+):

Invest maximally in the qualitative components
A higher price is justifiable with better quality
Differentiate on approach, not on price

With high price weighting (50%+):

Sharp pricing is essential
Keep quality good, but don’t seek perfection
Efficiency in your approach is crucial

Strategy 2: Understand the Scoring Mechanism

Many contracting authorities use formulas to convert prices into scores:

Linear formula:

Score = (Lowest price / Your price) × Maximum points

Relative formula:

Score = Maximum points - ((Your price - Lowest price) / Lowest price) × X

Know the formula and calculate scenarios. Sometimes €5,000 higher or lower makes barely any difference to your score.

Strategy 3: Maximize Your Quality Score

The quality assessment is often more subjective than the price score. Tips:

Answer Exactly What Is Asked

Read the evaluation criteria literally. If it says “describe your approach in maximum 2 A4 pages,” deliver exactly that.

Be Concrete and Specific

Not: “We ensure good communication.”

Instead: “Our project manager sends a weekly status report every Monday at 9:00 AM with progress, risks, and action items.”

Show Demonstrable Added Value

Use concrete examples from comparable contracts. Numbers and results convince more than promises.

Visualize Where Possible

Planning, organization charts, process diagrams — visual elements are easier to evaluate and stick better in memory.

Strategy 4: Pricing as Tactics

The “Just Under” Strategy

If you suspect prices will be close together, €500 lower can make the difference. This works especially with high price weighting.

The “Invest in Quality” Strategy

With high quality weighting, a higher price can give you room to truly excel. The extra points on quality compensate for the lower price score.

The “Game Theory” Approach

Estimate what competitors will bid. If everyone goes low on price, differentiate on quality. If competitors focus on quality, a sharp price can win.

Strategy 5: Risk Analysis

Make scenarios in advance:

Scenario	Your Price	Expected Competitor Prices	Win Chance
Low	€85,000	€90,000-€100,000	High if quality is good
Medium	€95,000	€90,000-€100,000	Average, depends on quality
High	€105,000	€90,000-€100,000	Only with excellent quality

Common Mistakes

Only focusing on price — With BPQR, this is rarely the winning strategy
Underestimating quality components — This is often where the most differentiation potential lies
Ignoring the formula — Calculating prevents surprises
Writing too vaguely — Evaluators need concrete evidence

Bid Smarter with TenderWolf

TenderWolf helps you find tenders that match your expertise. This way, you can focus on contracts where you can truly excel on quality.

Start free with TenderWolf and increase your win rate in BPQR tenders.

Price-Quality Ratio: How to Score Optimally in Best Value Tenders