South Africa Tourism Tenders: How To Find, Apply For, And Win Opportunities

Tourism is one of South Africa’s most opportunity-rich sectors, and tenders are your doorway in. From hosting destination events to refurbishing park lodges, “South Africa tourism tenders” span dozens of services and contract sizes. If you’re an SME or supplier, the good news is many of these bids are designed to include local businesses, if you know where to look and how to respond. This guide walks you through the full journey: finding live opportunities, meeting compliance requirements, reading the tender pack, pricing smartly, and delivering like a pro. You’ll get practical examples with South African context, recent trends shaping demand, and step-by-step advice you can act on today.

What Counts As A Tourism Tender In South Africa

Types Of Opportunities Across The Value Chain

Tourism tenders aren’t just for hotels. They span the entire visitor economy. Common categories you can target:

Events and conferencing: expo build-outs, AV and staging, delegate registration, catering, decor, temporary staffing, security, waste management.
Destination marketing: content production, social media, PR, media buying, research surveys, influencer campaigns, website updates, SEO, and analytics.
Visitor services: information desks, call centers, booking platforms, shuttle services, guiding, translation, signage, wayfinding.
Conservation and parks: lodge refurbishments, trail maintenance, invasive species clearing, fencing, camp stores, cleaning and laundry, solar installations, boreholes.
Cruise and aviation-linked services: meet-and-greet, baggage handling, onshore excursions, coach and shuttle ops, port-side logistics, fleet hire.
Skills and enterprise development: community training, SMME supplier development, tourism product packaging, township tourism route development.
Hospitality and facilities: laundry, linen supply, kitchen equipment, pest control, landscaping, greywater systems, HVAC maintenance, energy efficiency retrofits.

With travel rebounding and domestic trips holding steady, tenders increasingly include sustainability, inclusion of local SMMEs, and digital components.

Who Issues Tourism Tenders

You’ll see opportunities from:

National government: South African Tourism (SA Tourism), the Department of Tourism, Department of Forestry, Fisheries and the Environment (for protected areas projects), and National Treasury (frameworks and transversal contracts).
Provincial entities: Wesgro (Western Cape), Gauteng Tourism Authority, KwaZulu-Natal Tourism, Limpopo Tourism Agency, Eastern Cape Parks and Tourism Agency (ECPTA), Mpumalanga Tourism and Parks Agency (MTPA), Free State Tourism Authority, North West Tourism Board, Northern Cape Tourism.
Park boards and conservation authorities: SANParks, iSimangaliso Wetland Park Authority, Ezemvelo KZN Wildlife, CapeNature.
Municipalities and metros: City of Cape Town, City of Johannesburg, Tshwane, eThekwini, Nelson Mandela Bay, Mangaung, and district/local municipalities issuing events, facilities, and visitor services.
SOEs and venues: Airports Company South Africa (ACSA), Transnet (including TNPA for cruise terminals), PRASA, the Cape Town International Convention Centre (CTICC), Durban ICC, and sometimes university or TVET hospitality faculties.
Private and PPPs: hotel groups, malls, stadiums, and concession-operated attractions that run formal RFQs/RFPs.

Typical Contract Sizes And Durations

Micro/RFQ: R50,000–R500,000 for quick-turn items like printing, day-of-event staffing, shuttle services.
Standard bids: R500,000–R10 million for event management, destination marketing campaigns, park maintenance packages, or lodge upgrades.
Major projects/frameworks: R10m+ for multi-year marketing frameworks, infrastructure upgrades, concession operations, and master events.

Durations vary from one-off (a 3-day expo) to 12–36 months for frameworks and multi-phase capital works. Watch for extension options, which can double the opportunity value if you perform well.

Rules, Registrations, And Compliance You Must Have In Place

Central Supplier Database, Tax, And B-BBEE

Before you even download a bid pack, sort your basics:

CSD: Register on National Treasury’s Central Supplier Database (CSD). Keep bank, director, commodity codes, and contact details current.
SARS: Maintain a valid Tax Compliance Status (TCS) PIN. Buyers will verify it online.
B-BBEE: For most tourism tenders, you’ll submit a B-BBEE affidavit (for exempt micro enterprises under R10m turnover) or a SANAS-accredited certificate. Many buyers score “specific goals” linked to transformation. Don’t leave points on the table.
CIPC and CSD alignment: Company names, directors, and addresses must match across documents.
COIDA: Letter of Good Standing if you employ staff. UIF registration if applicable.

Sector-Specific Licenses And Standards

Tourist guides: Must be registered with the Provincial Registrar under the Tourism Act and carry valid guide cards.
Transport/shuttle: Operating licenses through the Provincial Regulatory Entity (PRE), roadworthy COFs, PDPs for drivers, and adequate passenger liability insurance.
Catering and events: Certificates of Acceptability (food premises), municipal temporary event permits, and waste plans if required.
Environmental: For work in protected areas, expect environmental method statements or basic compliance with the NEM: Protected Areas Act and associated park rules.
Data and marketing: POPIA compliance for handling personal data from visitors: usage rights for content and images.

Construction And Infrastructure Requirements

If the tender involves works (e.g., lodge refurbishment, trail building):

CIDB: Ensure correct CIDB grading by class (e.g., GB for building, CE for civil). Even sub-contractors may need relevant grades.
NHBRC: For residential-type structures. Some park accommodation refurbishments may trigger NHBRC requirements.
OHS Act compliance: Safety file, appointments (e.g., 16(2)), competencies, and method statements.
SANS standards: Electrical (SANS 10142), fire safety, glazing, gas installations.

Mandatory Briefings, Site Visits, And Local Content

Briefings/site visits: Many tourism tenders are location-driven, lodges, venues, ports. If the advert says “compulsory,” you must attend and sign the register.
Local content/designations: Certain products (e.g., steel components, furniture, textiles) may be subject to designated local content thresholds. Use SABS LC templates, supplier declarations, and calculation schedules. If there’s a designation, incomplete LC documents are a fatal flaw.
Subcontracting requirements: Some bids require a portion to be subcontracted to EMEs/QSEs, women- or youth-owned businesses, or local enterprises within the host municipality.

Where To Find Live Tourism Tenders

National And Provincial Government Portals

National Treasury eTender Portal (etenders.gov.za): Central listing for national, provincial, and many municipal opportunities.
Department of Tourism and SA Tourism websites: Frequently post RFPs for research, marketing, trade shows, and events.
Provincial portals: Check Western Cape, Gauteng, KwaZulu-Natal, Limpopo, Eastern Cape, Mpumalanga, Free State, North West, and Northern Cape procurement pages. Provincial tourism authorities often publish directly on their sites.

Agency And SOE Portals

SANParks: Facilities upgrades, retail concessions, and services across parks.
iSimangaliso, Ezemvelo KZN Wildlife, CapeNature: Conservation and visitor projects.
ACSA: Airport retail, cleaning, maintenance, parking operations, and advertising.
Transnet (including TNPA): Cruise terminal operations, port logistics, and precinct services.
Convention centers: CTICC, Durban ICC issue event and facility tenders.

Municipalities, Park Boards, And Convention Bureaus

Municipal metros and local municipalities advertise for:

Destination events (tourism month activations), visitor information desks, city branding, and precinct cleaning.
Convention bureaus (e.g., Wesgro’s Convention Bureau, Durban KZN Convention Bureau) commission bid support services, content, and research.

Setting Up Alerts And Watchlists

Use eTender SA to set keyword alerts for “tourism,” “events,” “marketing,” “lodge,” “park,” “shuttle,” and your provinces.
Track contract cycles: Expos, travel trade shows (Indaba, Meetings Africa) and seasonal projects tend to recur annually.
Build a watchlist of frequent issuers: SA Tourism, SANParks, provincial tourism agencies, and your metro. Monitoring saves hours and catches brief windows on RFQs.

Reading The Tender Pack Like A Pro

Scope Of Work, TOR, And Deliverables

Start with the Terms of Reference (TOR) or Scope of Work. Extract a deliverables checklist, what, where, when, and how many. Note milestones, KPIs, and whether outputs are ad hoc or fixed (e.g., “produce 20 destination videos” vs “on-demand content over 12 months”).

Map dependencies: permits, park access, equipment, and inputs supplied by the buyer vs by you. If they supply the venue but not power backup, budget generators or lithium systems.

Eligibility, Prequalification, And Subcontracting

Identify gatekeepers: minimum experience (e.g., 3 similar projects), professional registrations (e.g., registered tourist guides), CIDB grades, and mandatory proof (CVs, licenses, letters of good standing). If the bid compels subcontracting a percentage to local EMEs/QSEs, design the team early and include signed intent letters.

Functionality Scoring And The 80/20 Or 90/10 System

Most organs of state use functionality (quality) as a threshold or weighted component. Typical flow:

Responsiveness check: Did you submit all returnables on time?
Functionality evaluation: Score your methodology, team CVs, relevant experience, and risk plan. Many tenders require a minimum (e.g., 70/100) to progress.
Price and specific goals: Under the Preferential Procurement Regulations, 80/20 or 90/10 often applies. Price points plus points for specific goals (e.g., supplier development, locality, women/youth ownership). Verify the exact split in the bid document, as organs of state define goals and evidence required.

Know your band: 80/20 is commonly used for lower-value bids: 90/10 for higher-value ones. Your strategy must balance competitive pricing with maximum points on specific goals.

Compulsory Forms, Returnables, And Submission Rules

Don’t lose on a technicality. Common must-haves include:

SBD forms (declaration of interest, past SCM practices, price). Municipalities may use MBD forms.
CSD report, Tax PIN, B-BBEE affidavit/certificate, COIDA letter.
Certificates: guide registrations, transport permits, CIDB, safety file commitments.
Local content annexures where designated.
Pricing schedule in the exact template (no edits). Some require formulas or all-inclusive rates.
Submission format: sealed hard copy vs e-submission. Follow file naming, PDF vs Excel, and max size rules. Late = disqualified.

Step-By-Step: Preparing A Compliant Bid

Bid/No-Bid Decision And Team Setup

Fit: Do you have at least 70% of the required capability in-house or via partners? If not, consider a joint venture (JV) or subcontracting.
Timing: Reverse-plan from the closing date. Work backward to lock pricing 3–5 days before submission.
Win themes: Identify 2–3 strengths (e.g., local footprint in the host municipality, proven park projects, bilingual guides) and echo them throughout.

Site Visits, Questions, And Clarifications

Attend compulsory briefings. Photograph noticeboards, sign registers, and collect any addenda.
Submit RFIs by the deadline. Keep your questions precise: “Please confirm if generators are buyer-supplied at Venue A: if not, specify minimum kVA.”
Track addenda on the portal and acknowledge them in your submission if requested.

Technical Proposal Structure

A clean, evaluable structure helps you score functionality points:

Executive summary: Your understanding of the destination, visitor flows, and objectives.
Methodology: Step-by-step plan, schedule, and resource allocation. Include logistics plans for remote parks or peak cruise days.
Management and team: Org chart, key CVs with directly relevant projects and contactable references.
Risk and quality: H&S plan, crowd control, environmental measures, load shedding contingencies, backup suppliers.
Local development: How you’ll onboard and train local SMMEs, targets, and reporting.
Work examples: Case studies with outcomes and visuals (if allowed).

Pricing, Cash Flow, And Value-Add

Follow the pricing schedule exactly. If they request unit rates, give them. If they ask all-inclusive, build in logistics, overtime, and contingencies.
Cash flow: Many public entities pay within 30 days of valid invoice, but delays happen. Negotiate deposits only if permitted (events sometimes allow mobilization). Otherwise, add payment milestones in your method statement.
Price to win: Benchmark market rates, factor fuel and inflation, and avoid margin suicide. Use optional value-add lines, e.g., add a sustainability package (LED tower lights, reusable signage) priced separately if allowed.

Packaging, Delivery, And Digital Submissions

Hard copy: Bind neatly, index tabs matching the evaluation criteria, and label the envelope per instructions. Include a USB if required.
Digital: Combine PDFs, avoid locked files unless required, and keep filenames short and descriptive. Submit early, portals sometimes buckle in the last hour.
Final check: Use a compliance checklist mirroring the returnables list. Have one person read the TOR against your response as if they’re the evaluator.

Strategies To Win Tourism Tenders As An SME

Niching, Partnerships, And Joint Ventures

Niche down: Instead of “events,” own “nature-based festival logistics,” “cruise passenger shuttles,” or “township tour content.” Specialists score higher on relevance.
Partner smart: Team up with licensed guides, local transport operators, or conservation contractors. Use formal MOUs and align branding so evaluators see one cohesive team.
JV for scale: For larger works, a JV with a CIDB-graded contractor gets you in the game while you manage community engagement and visitor experience.

Demonstrating Local Benefits And Transformation

Specific goals: Many bids award points for local spend, youth/women ownership, and SMME inclusion. Present a concrete plan with targets and monthly reporting templates.
Local hiring: Commit to recruiting from the ward/municipality: include training modules (first aid, customer service, waste sorting) and budget for it.

Past Performance, References, And Proof

Build a “tourism portfolio” pack: 1-pagers for each past project with scope, value, dates, KPIs, and reference contacts. Add photos and links to media coverage.
Use measurable outcomes: “Handled 3,200 delegates with 98% on-time shuttle departures” beats “Provided shuttles.”
Third-party proof: Letters from park managers, hotel GMs, or event organizers carry weight.

Managing Seasonality And Capacity

Seasonality: Tourism demand spikes over school holidays, summer, and cruise windows. Plan flexible staffing and supplier rosters.
Inventory: Pre-arrange rentals (coaches, AV, generators) with priority clauses for peak dates.
Contingency: Maintain a second transport operator or equipment vendor in case of breakdowns or load shedding.

Practical Examples And Costing Scenarios

Note: Figures below are indicative ballparks to help you frame bids. Always verify current market rates, distances, and exact scopes.

Event Management For A Provincial Tourism Expo

Scope: 2-day expo in a provincial capital: 100 exhibitors, 2,000 attendees, stage program, registration, shell schemes, security, cleaning, and waste.

Shell scheme and expo build (100 stands @ 3x3m): R1.2m–R1.8m depending on spec.
AV, staging, lighting: R350k–R650k.
Registration system and staffing: R150k–R300k.
Security and cleaning (48 hours, multiple shifts): R180k–R300k.
Decor and branding (gantries, wayfinding): R200k–R400k.
Project management, contingency, and markup: 10%–15%.

Total range: R2.3m–R3.8m. Value-adds you can propose: green waste separation, LED lighting, and SMME pavilion discounts.

Lodge Refurbishment In A National Park

Scope: Renovate 10 chalets, flooring, paint, bathroom fixtures, solar geysers, minor carpentry. Remote site 150 km from nearest town.

CIDB grading likely 3–5 GB.
Materials and fixtures: R1.0m–R1.6m depending on finishes.
Labor (skilled + semi-skilled, 8–10 weeks): R900k–R1.4m.
Solar geysers and plumbing: R500k–R800k.
Transport/logistics and site establishment: R250k–R450k.
OHS, environmental protection, waste: R120k–R220k.
Preliminaries and general + margin: 12%–20%.

Total range: R3.0m–R4.8m. Pitch local training (painting, basic carpentry) and a maintenance plan as a differentiator.

Destination Marketing And Content Production

Scope: 6-month campaign for a province, content plan, 20 short-form videos, 60 photos, influencer trip, paid social, monthly analytics.

Strategy and project management: R150k–R250k.
Production (20x 30–60s edits + stills): R300k–R600k (travel-heavy itineraries push costs up).
Influencer trip (3 creators, 4 days, rights): R150k–R300k.
Paid media (meta/YouTube/TikTok): R200k–R500k.
Reporting and community management: R120k–R240k.

Total range: R920k–R1.9m. Add-ons: accessibility content (SA Sign Language inserts), multilingual captions, and user-generated content contests.

Shuttle And Guide Services For Cruise Arrivals

Scope: Meet-and-greet at port: 6 coaches, 4 midi-buses, licensed guides for shore excursions over 8 peak days.

Coach daily hire (6 units): R24k–R36k per day total, depending on distance and hours.
Midi-bus daily hire (4 units): R10k–R16k per day total.
Licensed guides (10 guides @ R2,000–R3,000/day): R20k–R30k per day.
Onsite management, radios, signage: R8k–R15k per day.
Insurance, contingencies, standby vehicle: R5k–R12k per day.

Total per peak day: R67k–R109k. For 8 days: R536k–R872k. Pro tip: Secure standby capacity with a second operator and include it in your method statement to score on risk management.

After The Award: Delivering, Invoicing, And Growing

Contract Kickoff, SLAs, And Reporting

Kickoff: Confirm scope, finalize the project plan, and align on communication protocols. Share a contact list with escalation paths.
SLAs: Lock service levels (e.g., shuttle on-time %, response to incidents) and reporting cadence (weekly status, monthly KPI reports). Use dashboards for transparency.
Mobilization: Get insurances, permits, and site access done early. Pre-book accommodation for remote park work.

Risk, Insurance, And Health And Safety

Insurance: Public liability (events/visitor services), professional indemnity (marketing/consulting), and contractor’s all-risk (works).
H&S: Submit the safety file, toolbox talks schedule, and incident reporting process. For events, add crowd management and emergency evacuation plans.
Environmental: Waste minimization, spill kits, and protected-species protocols where relevant.

Invoicing, Payment Terms, And Dispute Handling

Invoicing: Follow the buyer’s template and attach proofs (timesheets, delivery notes, completion certificates). Incorrect invoices stall payments.
Payment terms: Public entities aim for 30 days post a valid invoice. Track aging weekly and escalate politely but firmly when overdue.
Disputes: Keep a written issues log, propose remedies quickly, and escalate per the contract. Stay factual, performance records matter for future bids.

Using Feedback To Scale And Repeat

Post-mortem: Within 2 weeks of completion, assess what worked and what didn’t. Convert that into a “learning log.”
References: Request written references while goodwill is high.
Scale: Productize your offer (e.g., a “Cruise Day Pack” or “Eco-Event Kit”), standardize SOPs, and prepare template responses that map to frequent evaluation criteria.
Pipeline: Track re-issue cycles and frameworks. Aim to be incumbent by performing reliably and presenting innovation options annually.

Conclusion

Tourism is growing back with new flavors, sustainable events, digital storytelling, inclusive supply chains, and the steady rise of cruise and domestic travel. If you put your compliance in order, niche down, and present crisp, low-risk delivery plans, you can win your share of South Africa tourism tenders.

Start today: set alerts, shortlist your best-fit issuers, and build a lean proposal toolkit you can adapt fast. When you’re ready to find live, verified opportunities across government, parks, agencies, and venues, visit eTender SA and get your alerts set up. Your next contract might already be listed.

Frequently Asked Questions

What services fall under South Africa tourism tenders?

South Africa tourism tenders span the entire visitor economy: events and conferencing, destination marketing, visitor services, conservation and parks work, cruise and aviation-linked logistics, skills and enterprise development, and hospitality/facilities. Recent bids often emphasize sustainability, digital components, and inclusion of local SMMEs, creating opportunities for niche specialists and agile SMEs across provinces.

Where can I find live South Africa tourism tenders and set alerts?

Start with the National Treasury eTender Portal (etenders.gov.za). Check SA Tourism and Department of Tourism sites, provincial agencies (e.g., Wesgro, Gauteng, KZN), SANParks and other park authorities, ACSA and Transnet, and convention centers like CTICC/Durban ICC. Use keyword alerts (tourism, events, lodge, shuttle) and track recurring seasonal opportunities.

What compliance documents do I need to bid on tourism tenders in South Africa?

Register on the Central Supplier Database (CSD), maintain a valid SARS Tax Compliance Status PIN, and submit a B-BBEE affidavit or SANAS certificate. Align CIPC/CSD details, and have COIDA and UIF if employing staff. Sector permits may be required (e.g., tourist guide cards, transport operating licenses, food safety, CIDB/OHS for works).

How are bids evaluated under the 80/20 or 90/10 system?

Most tenders first check responsiveness, then assess functionality (methodology, team CVs, experience, risk). Only bidders meeting the functionality threshold proceed to price and specific goals scoring under 80/20 or 90/10. Lower-value bids usually use 80/20. Maximize points by balancing competitive pricing with evidence for defined transformation and locality goals.

Can foreign companies bid on South Africa tourism tenders?

Yes, but you’ll typically need CSD registration, valid tax status (often via a local representative), and to comply with B-BBEE and local content/subcontracting rules in the specific bid. Many overseas firms partner or form JVs with South African SMMEs to meet licensing, locality, and transformation requirements and to strengthen functionality scoring.