Executive Summary
Contract catering is more competitive than ever. Clients are demanding more than good food—they want partners who share their values, demonstrate measurable impact, and deliver transparent reporting.
Food waste data has become a powerful differentiator. Caterers who can demonstrate waste reduction, provide ESG-ready reporting, and show continuous improvement are winning more bids and retaining clients longer.
73%
of tenders now include sustainability criteria
2-3×
higher win rates with data-backed proposals
40%
longer client retention with transparent reporting
The Changing Tender Landscape
The contract catering tender process has evolved dramatically. Where price and menu quality once dominated, sustainability and social responsibility now command significant weighting.
Key Trends Reshaping Tender Evaluation
ESG requirements from clients
Corporate clients need their suppliers to support Scope 3 emissions reporting. Caterers without data can't meet this requirement.
Net zero commitments
Many organisations have made public net zero pledges. They need partners who can demonstrate measurable progress.
Transparency expectations
Clients want real data, not estimates. Monthly reporting with verified numbers is becoming a contract requirement.
Staff and stakeholder pressure
Employees and stakeholders are asking about sustainability. Visible food waste reduction programs demonstrate commitment.
What Clients Want
Based on analysis of recent tender documents and client feedback, here's what contract catering clients are looking for:
Must-haves
- • Measurable sustainability KPIs
- • Regular reporting cadence
- • Carbon footprint data
- • Waste reduction targets
- • Staff training programs
Differentiators
- • Real-time dashboards
- • Automated waste tracking
- • Proven case studies
- • Innovation roadmap
- • Industry benchmarking
What We Hear from Procurement Teams
"We've had caterers promise sustainability for years. Now we require proof. Show us the data, show us the reduction trend, show us you're serious."
— Procurement Director, FTSE 100 Company
The Data Advantage
Food waste data provides contract caterers with three distinct competitive advantages:
Credibility in tenders
Real data from existing sites proves capability. Numbers speak louder than promises. Case studies with verified results differentiate your bid.
Client reporting capability
Automated monthly reports that feed into client ESG disclosures. No manual data gathering. Professional, consistent, verifiable.
Continuous improvement story
Show month-over-month progress. Demonstrate that you're actively managing, not just monitoring. Build trust through transparency.
Winning New Business
Here's how to leverage food waste data throughout the tender process:
In the Written Proposal
- Include verified case studies with specific reduction percentages from comparable sites
- Commit to specific KPIs and reporting frequency
- Show sample dashboard and report formats
- Reference industry benchmarks to contextualise performance
In Presentations
- Demo live dashboards from existing sites (with client permission)
- Walk through the data journey: capture → analysis → action → results
- Bring site managers who can speak to real implementation experience
Retaining Existing Clients
Food waste data is equally powerful for client retention. Regular, transparent reporting builds trust and makes contract renewals smoother.
Monthly Client Reporting
A strong monthly report includes:
- • Total waste (kg and €)
- • Waste per cover trend
- • Top waste items
- • Month-on-month change
- • Actions taken
- • Savings delivered
- • Carbon avoided
- • Next month's focus
Quarterly Business Reviews
Use waste data to lead strategic conversations. Show cumulative impact, benchmark against other sites, and present the forward roadmap. This positions you as a partner, not just a supplier.
Case Studies
Major Contract Caterer — University Portfolio
A top-5 contract caterer implemented food waste monitoring across 15 university sites as part of their sustainability strategy.
Tender win rate before
28%
Tender win rate after
52%
The ability to show verified data from existing sites and commit to transparent reporting became a key differentiator.
Independent Caterer — Corporate Client Retention
A regional contract caterer used food waste reporting to defend a major corporate account against a competitive pitch.
Contract value
€1.2M/year
Demonstrated savings
€48,000/year
The waste reduction data, combined with transparent monthly reporting, convinced the client to renew without going to tender.
Implementation Guide
For contract caterers, the implementation strategy should consider portfolio scale and client requirements:
Start with flagship sites
Deploy at 2-3 key accounts to build case studies and refine your approach before scaling.
Document everything
Capture baseline, track progress, document actions taken. This becomes your evidence base for future tenders.
Involve the client
Share progress openly. Give clients dashboard access. Make it a joint success story.
Standardise reporting
Create consistent report templates that can be customised per client but maintain your brand.
Getting Started
Talk to Us About Contract Catering
We work with contract caterers of all sizes—from independents to multinationals. Let's discuss how food waste data can strengthen your competitive position.
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