Drone Tenders In South Africa: How To Find, Qualify, And Win

If you’ve been eyeing drone tenders in South Africa, you’re not alone. Demand for RPAS (remotely piloted aircraft systems) is exploding across agriculture, mining, security, infrastructure, and environmental monitoring. But landing these contracts takes more than a cool drone and a pilot’s license, you need the right compliance stack, a smart pricing model, tight data governance, and a bid that scores on functionality and price under South Africa’s public procurement rules. This guide breaks down where to find opportunities, how to qualify fast, and the practical steps to win (and deliver) consistently, whether you’re a startup operator or an established supplier looking to scale. You’ll also learn how to use industry cycles to your advantage and avoid the pitfalls that catch many first-time bidders. Ready to turn flight hours into bankable revenue? Let’s immerse.

The Growing Market For Drone Services

High-Demand Use Cases: Agriculture, Mining, Security, And Infrastructure

Across South Africa, drone demand is being driven by cost pressure, safety mandates, and the hunger for better data. Here’s where you’re most likely to see drone tenders, and what buyers want:

Agriculture: Multispectral mapping for crop health, spray verification, and counting. Co-ops and provincial departments issue RFPs for seasonal surveys, yield modeling, and disaster assessments (hail, flood, drought). Expect specs on resolution (GSD), coverage per day, and delivery in GIS-ready formats.
Mining: Volumetrics (stockpiles), pit wall monitoring, methane detection, and security patrols. Mines and their EPCM contractors want repeatability and traceability, your QA/QC plan matters as much as the drone.
Security: Estates, logistics hubs, and SOE perimeters (think substations, depots, and depots-to-port corridors) need deterrence patrols and incident response. Tenders often require PSIRA compliance and integration with VMS/VSS.
Infrastructure: Powerline, pipeline, and road corridor inspections: rail yard mapping: bridge inspections with high-res or thermal payloads. SANRAL, Transnet, Eskom, and municipal utilities, publish regular scopes.

Who Issues Drone Tenders: National, Provincial, Municipal, SOEs, And Private Sector

You’ll see opportunities from:

National departments (e.g., Agriculture, Forestry and Fisheries: Public Works & Infrastructure: Environmental Affairs) for surveys, conservation monitoring, or asset verification.
Provinces and municipalities for disaster risk, human settlements, roads, and utilities. Some municipalities seek multi-year panel appointments.
SOEs: Eskom (transmission/distribution), Transnet (rail/port security), SANRAL (roads), PRASA (rail), ACSA (airside perimeter work via specialized approvals). Agencies like SANParks and provincial conservation bodies also procure.
Private sector: Farmers’ associations, mines, solar/wind IPPs, logistics parks, insurance assessors, and security integrators.

Seasonality, Volumes, And Budget Cycles To Watch

Public sector cycles: Budgets reset in April (national/provincial), with spikes in Q1–Q2 for new work and Q4 for “use-it-or-lose-it” funds. Watch mini-budget adjustments and emergency procurement following floods or wildfires.
Agriculture is seasonal: Pre-planting baseline mapping, mid-season vigor surveys, and pre-harvest estimates. Build capacity for peak windows.
Infrastructure and utilities: Inspections cluster in dry months for line-of-sight and access. Weather buffers in schedules are common.
Panel appointments: Many entities issue panel/Framework tenders every 24–36 months, your fastest route into a predictable pipeline.

Regulatory And Compliance Requirements

SACAA Part 101 Essentials: ROC, RPL, Operations Manual, And ATOs

Commercial drone operations fall under SACAA Part 101. To bid and operate legally, you typically need:

ROC (RPAS Operator Certificate): The organization-level approval to conduct commercial RPAS operations. It’s your ticket to scaled work.
RPL (Remote Pilot License): All pilots must hold an RPL appropriate to the aircraft class: often paired with an AROC (restricted radiotelephony) for controlled airspace comms.
Operations Manual: Your SOPs, risk assessments, maintenance, and safety policies. Clients often request excerpts or a compliance statement.
Aircraft Registration and Maintenance Records: Each RPAS registered and airworthy per SACAA requirements.
ATOs (Approved Training Organizations): Use SACAA-approved ATOs for training and renewals: include proof of recency and medicals.

Small note: Some low-risk work can be proposed under a ROC-holder subcontract, but the prime must still meet tender compliance. If you’re pre-ROC, partner with a compliant operator while you build hours.

Authorizations: Airspace, EVLOS/BVLOS, Night Ops, And Payload Restrictions

Airspace permissions: Prior approvals in controlled or restricted airspace, NOTAMs where applicable, and ATNS coordination near aerodromes. Many tenders need a documented airspace plan.
EVLOS/BVLOS: Extended or beyond visual line of sight operations require specific approvals and additional mitigations (observers, tracking, comms). Don’t propose BVLOS unless you can prove it.
Night ops: Additional procedures, lighting, and risk controls. Some security scopes demand this, make sure your ROC includes it.
Payload restrictions: Dropping objects and certain payloads require explicit authorization. Thermal, LiDAR, or high-zoom sensors may trigger added controls in sensitive areas.

Insurance, HSE, POPIA/Data Governance, And Security Clearances (PSIRA Where Applicable)

Insurance: Aviation hull and third-party liability (often R5–R20 million, check the tender). Some clients require professional indemnity for data products.
HSE: Site-specific method statements, Job Safety Analyses, and incident reporting aligned to client frameworks (e.g., ISO 45001). Bring your own PPE and emergency response plan.
POPIA & data governance: Define chain of custody, encryption, storage location (ideally in-country), retention periods, and access controls. Sensitive sites may require offline transfer.
PSIRA: If you’re rendering a security service (surveillance, patrol, monitoring), PSIRA registration and vetted staff may be mandatory. Clarify roles if you’re a data provider vs guarding.

Core Business Compliance: CSD, Tax Compliance Status, B-BBEE, COIDA, And UIF

CSD: Register on National Treasury’s Central Supplier Database: keep details current (banking, directors, commodities).
SARS: Maintain a valid Tax Compliance Status (TCS PIN) that evaluators can verify.
B-BBEE: Present a valid certificate or affidavit (turnover threshold dependent). B-BBEE points influence 80/20 and 90/10 scoring.
COIDA: Letter of Good Standing for compensation cover.
UIF: Proof of registration and compliance. Depending on scope, add CIDB (for construction-related works) and relevant OEM warranties.

Where To Find Drone Tenders

Government Portals: National eTender, Provincial Portals, And Municipal Websites

National eTender: The primary aggregator of public opportunities. Use filters for “drone,” “RPAS,” “aerial survey,” “LiDAR,” “photogrammetry,” “thermal inspection,” and “security patrol.”
Provincial portals: Gauteng eServices, KZN Provincial Treasury, Western Cape eProcurement, each posts departmental and entity bids.
Municipal websites: Tenders or SCM pages often publish RFQs and panel appointments. Smaller RFQs may only appear on the notice board or weekly newsletters.

Tip: Set calendar reminders for closing dates, and subscribe to email alerts where available. For broad coverage and less noise, pair your monitoring with a specialized aggregator.

State-Owned Entities And Agencies: Typical Portals And Notice Boards

Eskom, Transnet, SANRAL, PRASA, ACSA, and SANParks publish on their portals and sometimes on National eTender too. Sign up for vendor portals and watch regular “Request for Information (RFI)” notices that signal upcoming tenders.
Water boards and conservation agencies (e.g., Rand Water, Umgeni Water, provincial parks) post aerial survey and inspection work periodically.

Private RFPs: Vendor Registration, Procurement Emails, And Industry Platforms

Vendor portals: Many mines and IPPs use procurement platforms (e.g., Ariba/SAP, Coupa, Oracle). Complete your vendor profiles with your ROC/RPLs, insurance, and HSE docs.
Direct outreach: Email procurement teams with a one-page capability statement and sample outputs. Offer a low-risk pilot.
Industry platforms: Security integrators, GIS forums, and agri-tech networks often post RFPs. Keep a curated LinkedIn presence showcasing case studies.

Compulsory Briefings, Supplier Open Days, And Industry Networks

Compulsory briefings: Attendance is often mandatory, sign the register and ask focused questions. Photograph the attendance sheet if permitted to verify signatures.
Supplier open days: Entities preview their pipeline. Take notes on budget timing and preferred contracting models.
Networks: Join UAS associations, chamber events, and OEM user groups (DJI, Skydio, Autel). Referrals still win deals.

How To Read The Tender Pack

Scope And Deliverables: Flight Hours, Coverage, Resolution, And Output Formats

Start with the scope and technical specs. Translate them into measurable tasks:

Coverage: hectares or corridor kilometers per day/week.
Resolution: GSD in cm/pixel: for LiDAR, point density (pts/m²) and accuracy (RMSE).
Outputs: Orthomosaics, DSM/DTM, contours, thermal reports, defect logs, video evidence. Confirm formats (GeoTIFF, DWG, LAS/LAZ, PDF) and coordinate systems (Hartebeesthoek94, WGS84).
Service levels: Turnaround times (e.g., 72 hours), re-fly conditions, and acceptance criteria.

Mandatory Versus Weighted Criteria And How Scoring Works

Public tenders typically use:

Functionality: Minimum threshold (e.g., 70%) on experience, methodology, team, and equipment. Fail here and you’re out.
Price and B-BBEE: Then 80/20 (for <R50m) or 90/10 (for ≥R50m) preference points under PPPFA. Your B-BBEE status can swing close calls.
Mandatory documents: CSD summary, TCS PIN, ROC/RPL copies, signed SBD forms, and any specific certifications. Missing one = non-responsive.

Site Meetings, Addenda, And Submission Formats (Hardcopy Vs Electronic)

Site meetings: Capture constraints, RF interference, take-off/landing zones, access permits. Update your risk register.
Addenda: Check daily: addenda can change scopes, closing dates, or mandatory forms. Acknowledge them in your submission.
Submission: Some entities still want hardcopies with indexed files and USBs for data. Others use e-procurement portals, test uploads early.

Build A Compliance Matrix And Clarification Log

Create a matrix mapping every requirement to your response page/tab. Keep a clarification log with deadlines for queries. This protects you from scope creep and helps during internal QA.

Pricing And Costing Strategy For Drone Bids

Cost Drivers: Aircraft, Sensors, Crew, Permissions, Travel, And Data Processing

Break your unit costs down:

Aircraft/sensors: Depreciation per flight hour for airframes and payloads (RGB, thermal, LiDAR, multispectral). Include spares.
Crew: Pilot, observer, data processor. Factor overtime and per diems for remote sites.
Permissions: Airspace approvals, landing permits, security clearances, and escort fees where required.
Travel & logistics: Vehicle, fuel, flights, accommodation, site access fees.
Data: Processing licenses (Pix4D/Metashape), storage, backup, QA time, and report compilation.
Overheads: Insurance, admin, ROC maintenance, calibration, and training.

Pricing Models: Per Hectare/Km, Per Flight/Hour, Lump Sum, And Retainers

Per hectare/km: Best for mapping and corridor work (e.g., R/ha or R/km with minimum call-out).
Per flight/hour: Common for security patrols and inspections where hours vary.
Lump sum: Fixed scope projects with defined deliverables and timelines, build in weather buffers.
Retainers/panels: Monthly standby plus call-off rates: great for utilities and estates.

Margin, Contingencies, And Fuel/Weather Risk

Margin: Target a sustainable gross margin that accounts for downtime. Don’t undercut to win: it backfires on delivery.
Contingency: 5–15% for weather delays, re-flights, and access issues. For windy provinces, go higher.
Escalation: Include a fuel escalation mechanism or tie pricing to a public index for multi-year contracts.

Value Adds: Analytics, Turnaround Times, Training, And ESG Reporting

Analytics: Offer AI-assisted defect detection, crop vigor dashboards, or change detection reports.
Speed: Guaranteed TAT (e.g., 48–72 hours) wins points when clients need rapid response.
Training: Upskill client teams on basic interpretation, great differentiator.
ESG: Provide environmental and social metrics (wildlife sightings logs, disturbance minimization) that support client reporting.

Building A Competitive Bid

Team Credentials: RPLs, Flight Hours, OEM Trainings, And Past Performance

Pilot roster: List RPL numbers, hours by mission type (BVLOS, night, thermal, LiDAR), and recency.
OEM trainings: DJI/Skydio manufacturer training, payload certifications, and maintenance competencies.
Past performance: Two to four short case studies with dates, client type, scope, flight hours, and outcomes. Include client references with permission.

Methodology, Safety, And QA/QC: Checklists, SOPs, And Data QA

Methodology: Step-by-step, from pre-site approvals to data delivery. Show how you manage obstacles, sun angle, GCPs/PPK workflows, and calibration.
Safety: HSE plan, daily briefings, hazard registers, and emergency protocols. Mention human factors and fatigue management.
QA/QC: Control points, accuracy verification (RMSE), and peer review of outputs before client release.

Project Plan: Gantt, Resourcing, Permits Timeline, And Risk Register

Gantt chart: Mobilization, permits, flights, processing, reviews, and handover.
Resourcing: Who flies, who processes, who signs off. Include backups.
Permits: Lead times for airspace, landowner access, induction, and security vetting.
Risks: Weather, wildlife, RF interference, and community engagement. Present mitigations.

Localisation And Partnerships: SMME/Subcontracting Plans And Joint Ventures

Public buyers value local impact:

SMME participation: Commit to local hiring or subcontracting for access control, ground control point placement, or community liaison.
Joint ventures: If you’re pre-ROC, partner with a compliant ROC holder: clarify roles and revenue split.
Skills transfer: Include mentorship or training components, this often boosts functionality scores.

Technical Annexes: Sample Outputs, Sensor Specs, ROC/RPL Proofs, And Insurance

Annex neatly tabbed:

Sample outputs: Orthos, DSMs, defect logs, thermal maps, keep file sizes reasonable.
Sensor specs: Data sheets for cameras/LiDAR with key performance parameters.
Proofs: ROC certificate, RPLs, aircraft registrations, insurance, COIDA, and letters of good standing.
Compliance statements: POPIA, HSE, and security (PSIRA) where relevant.

From Award To Delivery: Mobilization And Compliance

Kickoff And Onboarding: SLA, Communication Plan, And Deliverable Baselines

SLA: Confirm scope, TATs, acceptance criteria, and penalties/incentives.
RACI/contacts: Who signs permits, who approves flights, who receives data.
Baselines: Lock the coverage, resolution, and formats to prevent scope creep.

Operational Control: HSE, Flight Authorizations, Logs, And Incident Reporting

Permits: Secure airspace approvals and site inductions before mobilization.
Daily control: Pre-flight checklists, battery management, geofencing settings, and observer briefs.
Logs: Flight logs, maintenance, and incident registers accessible to the client on request.
Reporting: Near-miss and incident reporting within agreed timeframes.

Data Management: Chain Of Custody, Security, And Client Access

Storage: Encrypted drives, mirrored backup, and retention policy.
Transfer: Use secure portals: watermark previews: hash deliverables for integrity.
Access: Role-based permissions: revoke access on contract closeout.

Commercials: Invoicing, Change Orders, And Performance Reviews

Invoicing: Align milestones with deliverables (mobilization, acquisition, processing, acceptance).
Variations: Use written change orders for extra flights or re-scans outside weather clauses.
Reviews: Hold monthly performance reviews: present KPIs like coverage/day, defects found, TAT, and incidents.

Common Pitfalls And How To Avoid Them

Non-Responsive Bids: Missing Forms, Signatures, Or Mandatory Proofs

Even strong teams get disqualified on admin:

Build a bid checklist: SBD forms, CSD report, TCS PIN, ROC/RPLs, insurance, signed declarations, and addenda acknowledgments.
Use a two-person QA pass: One assembles: one cross-checks against the compliance matrix.

Underestimating Permissions, Lead Times, And Weather Windows

Buffer your schedule: Add 10–30% time for approvals and weather. Inland winds and coastal fog can kill a week.
Pre-flight recon: Confirm take-off/landing sites and RF risks. Have alternates.

Data Privacy And Confidentiality Gaps In Sensitive Sectors

POPIA compliance: Redact personal info in reports: lock down access to surveillance footage.
NDAs: Sign early. Treat all data as confidential unless told otherwise.

Overpromising Flight Plans, Endurance, Or Sensor Capabilities

Be conservative: Quote realistic flight endurance and coverage rates based on past logs.
Validate sensors: Don’t claim LiDAR-grade accuracy from RGB point clouds: explain limits and your QA.

Conclusion

Drone tenders in South Africa are growing fast, but winning them takes rigor: proper SACAA compliance, clear methods, realistic pricing, airtight data governance, and a bid that speaks to functionality and value. If you build a repeatable playbook, scanning the right portals, preparing your compliance pack, standardizing your methodology, and setting smart commercial terms, you’ll put daylight between you and competitors still guessing.

Your next step is simple: line up verified opportunities and move quickly. Visit eTender SA to find verified tenders, set alerts, and turn your drone capability into signed contracts.

Frequently Asked Questions

What are the most common scopes in drone tenders in South Africa?

Buyers most often seek agriculture mapping (multispectral crop health, yield estimates), mining volumetrics and pit monitoring, security patrols, and infrastructure inspections for powerlines, pipelines, roads, bridges, and rail yards. Expect specs on coverage per day, resolution (GSD), accuracy, and GIS-ready outputs like orthomosaics, DSM/DTM, contours, thermal reports, and defect logs.

What compliance do I need to qualify for drone tenders South Africa?

You’ll typically need a SACAA Part 101 ROC, pilot RPLs (plus AROC), registered aircraft with maintenance records, an Operations Manual, appropriate airspace approvals, and insurance. Depending on scope, add HSE documentation, POPIA-compliant data governance, PSIRA (for security services), plus CSD registration, valid TCS PIN, B-BBEE, COIDA, and UIF.

How are public drone tenders evaluated and scored?

Most use a functionality gate (e.g., methodology, team experience, equipment, QA/QC) with a minimum threshold. Responsive bids then score on price and B-BBEE under PPPFA: 80/20 for contracts under R50m and 90/10 for R50m or more. Missing mandatory documents renders your bid non-responsive regardless of technical strength.

Where can I find drone tenders in South Africa?

Start with the National eTender portal and provincial platforms (Gauteng eServices, KZN Treasury, Western Cape eProcurement), plus municipal SCM pages. Monitor SOE portals for Eskom, Transnet, SANRAL, PRASA, ACSA, and SANParks. In the private sector, register on vendor systems (Ariba/SAP, Coupa, Oracle) and watch industry networks and RFP boards.

How long does it take to get a ROC, and can I bid without one?

ROC timelines vary but commonly take several months; many operators plan for 6–12 months including documentation, audits, and approvals. You can sometimes bid while partnering under a compliant ROC holder, but the prime contractor must still meet tender compliance. Be transparent about roles and attach the partner’s approvals and insurances.

Can foreign drone companies deliver drone tenders in South Africa?

Yes, but you must operate under a South African ROC or partner with a local ROC holder. Ensure pilot licensing equivalence, work permits/visas, customs/import clearance for RPAS, and POPIA-compliant data handling. For security surveillance scopes, PSIRA requirements may apply. Local B-BBEE participation and SMME subcontracting can improve competitiveness.