By Jenny Bennett, Head of Specialist Solutions, Pipe Centre and Climate Centre
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In today’s tendering landscape, particularly within the mechanical and electrical (M&E) sector, we’re witnessing a major shift. Pre-qualification questionnaires (PQQs) have evolved far beyond their traditional focus on financial quotes, technical capabilities and system specifications. Increasingly, they now demand detailed responses to non-financial criteria – including Environmental, social and Governance (ESG) commitments, sustainability strategies, quality assurance, and legislative compliance.
For many small and medium-sized enterprises (SMEs), especially those without in-house expertise in sustainability or compliance, this new reality can feel like a steep uphill climb.
A changing procurement landscape
In the past, PQQs were often straightforward: can you do the job, how much will it cost, and can you provide the technical spec? Today, those questions still matter – but they sit alongside a growing list of non-financial considerations. The construction and building services sectors are under mounting pressure to meet Net Zero targets, reduce environmental impact, and ensure compliance with complex and evolving regulations.
I’ve seen first-hand how much this is impacting tender processes — especially for SMEs. Large contractors typically have entire departments dedicated to sustainability, health and safety, quality control and social value. Smaller firms often don’t have this luxury as they don’t normally have a sustainability lead or an ESG officer on the payroll. Some haven’t been asked to provide carbon calculations or diversity policies before but now they’re required to present that kind of data just to get onto a framework or tender list.
The rise of ESG in PQQs
Environmental targets are fast becoming the cornerstone of procurement documentation. It’s no longer enough to be compliant – companies are being asked to demonstrate leadership. From carbon reporting and sustainable sourcing to waste reduction and energy efficiency, clients want reassurance that every part of the supply chain is working towards a more sustainable future.
While this is a positive for both industry and plan, it does create challenges. Sustainability, like safety, is no longer a ‘nice to have’; it’s a must-have.
Real-world support from the ground up
As part of our offering, we now provide bid coordination support, working directly with customers to help them prepare comprehensive, compliant tender submissions – right from the first PQQ stage.
Whether it’s helping a customer articulate their approach to environmental management, assisting with quality assurance documentation, or guiding them through social value commitments, our team is on hand. We essentially act as an extension of their business –  helping to interpret what’s needed, gather the right information, and respond in a way that aligns with client expectations.
Where an SME might not have the time or internal expertise to calculate embodied carbon, for example, we can step in. Where there’s a lack of clarity on new regulations – such as those surrounding Scope 1, 2 and 3 emissions – we can help explain what’s required, and how to demonstrate it. And when PQQs ask about training, accreditations or ethical sourcing, we can help make sure nothing is left out.
Levelling the playing field
One of our key goals is to level the playing field for smaller firms. They often have the technical know-how and project delivery capability to match larger players – but without a strong PQQ submission, they can be overlooked. That’s a loss for them, and for the projects that could benefit from their expertise.
By helping SMEs respond effectively to the non-financial aspects of tenders, we’re not just ticking boxes – we’re helping them position themselves as future-ready businesses.
Looking ahead
We anticipate that the focus on sustainability and ESG will only intensify over the coming years. Building regulations are getting stricter. Carbon reporting is becoming mandatory in more contexts. Social value is no longer just a line on a form – it’s a measurable deliverable. And as clients become more discerning, suppliers will need to raise the bar across the board.
That’s why we’re investing in our people and our partnerships to stay ahead of these changes. We’re committed to ensuring that our customers – especially SMEs – aren’t left behind as the industry evolves.
We believe that sustainability should be accessible. Compliance shouldn’t be a barrier. And with the right support, every business has the potential to meet the challenges of modern procurement and contribute to a better built environment.
