If you’ve bid on a council or NHS cleaning contract in the last few years, you’ll have seen the social value section. It’s usually worth 10-20% of the total score, sometimes more. And it trips up more cleaning companies than almost any other part of the tender not because it’s technically difficult, but because most bids answer it with vague, feel-good language that scores badly.
Here’s what social value actually means to an evaluator, and how to write something that earns points instead of losing them.
What social value actually covers
Social value isn’t a CSR statement. It’s a specific, scored requirement asking what wider benefit your company will bring to the local area beyond just cleaning the building. In practice, buyers are usually looking for commitments in a handful of areas:
- Local employment — hiring staff who live in the borough or county, rather than bussing in a workforce from elsewhere
- Apprenticeships and training — offering entry-level roles, cleaning NVQs, or supervisor progression paths
- Fair employment practices — real living wage commitments, guaranteed hours, sick pay
- Environmental commitments — reduced chemical use, electric vehicles for site visits, waste reduction targets
- Community engagement — supporting local schools, food banks, or charities in the contract area
Why vague statements score badly
Most social value sections that lose marks say something like: “We are committed to our community and take our environmental responsibilities seriously.” An evaluator reading that has nothing to score. It’s not measurable, not specific to the contract, and could have been written for any bid, anywhere.
Evaluators are looking for commitments that are concrete enough to hold you to. A statement needs a number, a timeframe, or a named action something that would show up as a failure if you didn’t deliver it.
Weak versus strong: a side-by-side example
Weak: “We support the local community and aim to reduce our environmental impact wherever possible.”
Strong: “We will recruit at least 60% of on-site cleaning staff from within 5 miles of the contract location, and will offer two Level 2 cleaning apprenticeships in year one, delivered through [named local training provider]. We commit to a 15% reduction in chemical cleaning product use over the contract term, verified through supplier invoices reported at each contract review.”
Before you submit, check your social value section against this
- Does every claim have a number, a name, or a deadline attached to it?
- Could this exact paragraph be copied into a bid for a different council with no changes? If yes, it’s too generic.
- Have you tied your commitments to something you can actually measure and report on during the contract?
- Does it reflect the specific priorities named in that authority’s social value policy, rather than a generic list?
If you’re not sure whether your last submission would pass this check, it’s worth having someone look at it before the next one goes in.
Need a second pair of eyes on a live tender? Book a free consultation and we’ll tell you honestly where your social value section stands.