How to Write a Winning Technical Proposal for ICT Government Contracts in Kenya (2026)

Kenya's government spends billions on ICT every year. IFMIS. The Integrated Financial Management System. GHRIS. eCitizen upgrades. County government ERP systems. Digital identity infrastructure. Cybersecurity frameworks. The Competitiveness and AI Readiness Program.

And behind every one of those contracts is a procurement process — one that most small and mid-sized ICT companies in Kenya are leaving on the table.

Why? Not because of price. Not because of experience. Because their technical proposals are weak.

This guide walks you through exactly how to write a technical proposal that evaluates well — covering the structure evaluators actually want to see, the scoring criteria that determine who wins, and the specific mistakes that send otherwise qualified companies to the "non-responsive" pile.

Most government ICT tenders in Kenya use a merit-based evaluation where the technical proposal is scored separately from the financial bid. Common split: - Technical: 70 – 80 marks - Financial: 20 – 30 marks

Only firms that score above the technical threshold (typically 75 marks out of 100) proceed to the financial evaluation. This means: if your technical proposal is weak, your price doesn't matter. You're out.