Why ESG criteria now shape procurement decisions
In 2025, Environmental Social Governance (ESG) in tenders is becoming a decisive factor for winning contracts. In UK central government procurements, social value (which includes environmental outcomes) carries a minimum 10% weighting, and in practice, some authorities are already weighting ESG higher, raising the bar for suppliers
Procurement teams are also putting greater emphasis on ESG overall: 78% of professionals say ESG is considered important within their organisation.
Bottom line for leaders: ESG answers now influence revenue, risk and position in the market.
Why this matters for leaders
- Revenue impact: In the UK and Ireland, public tenders for mid-to-large contracts often allocate around 10% of total scoring to ESG criteria. That weighting could be the deciding factor in a close bid between two businesses.
- Risk mitigation: Weak ESG responses can remove you from shortlists, even with a competitive price.
- Market positioning: Strong ESG performance signals you’re a low-risk, high-value partner, making renewals easier to secure.
The ESG questions appearing most in 2025 tenders
1. Can you show verified carbon reduction in the past 12 months?
Buyers want current proof, not historic wins. Annual certification with Planet Mark verifies your data.
2. How will you engage your supply chain?
Supply-chain (Scope 3) emissions are, on average, 26× operational emissions, so buyers are more often expecting upstream action.
3. What improvements will you deliver during the contract?
Buyers reward clear and contracted plans for continuous improvement, an expectation rising with frameworks like the EU’s CSRD.
Members leading the way
Charles Tyrwhitt — Achieved 18.1% absolute carbon reduction (Scope 1 & 2) and increased renewable energy use to 51%. Certification now features on packaging and marketing, boosting trust and tender performance.
Hillier Nurseries — Cut emissions by 11.6% and saved £35k in water costs in one year by targeting cost-linked carbon hotspots.
Tender-ready checklist
- Verified ESG data that’s <12 months old.
- Time-bound reduction targets tied to recognised frameworks.
- A concrete plan to engage suppliers on Scope 3.
- Evidence of continuous improvement during contracts.
The takeaway
ESG in tenders isn’t extra admin, it’s a growth lever.
Clear, verified answers help buyers hit their own targets, and help you win and retain contracts.
Want to stress-test your ESG comms? Read: How to avoid greenhushing and win business
Ready to put this into practice? Speak to our team about getting tender-ready with independent certification.
