Section 1
Purpose
An Expression of Interest (EOI) is the first formal step in a competitive procurement process. It invites consultants to signal their interest in a commission and demonstrate suitability before being shortlisted for a full tender stage.
Understanding how to respond to an EOI — and how to manage the internal process — is essential for any QS seeking new commissions and for demonstrating competence in business development under the RICS APC.
Section 2
Key Principles
- An EOI is a pre-qualification document. It establishes your firm's eligibility to proceed, not the final appointment.
- Clients use EOIs to check capacity, relevant experience, financial standing, and regulatory compliance before inviting full fee proposals.
- RICS Rule of Conduct 2 (Competence) requires that firms only offer services within their area of competence. Do not overstate experience in an EOI — this can constitute a misrepresentation.
- Key information typically requested: company structure, turnover, PII cover levels, relevant project examples, team CVs, quality assurance systems, and RICS regulation status.
- The RICS QS Scope of Services 2022 should be referenced when describing core and optional services your firm can provide.
- Conflicts of interest must be assessed before submitting an EOI. Disclose any actual or potential conflicts in your response if applicable (see GN-PA-00).
Section 3
Practical Application
Follow these steps when an EOI opportunity is identified:
Step 1
Review the EOI documentation carefully and note the submission deadline, required format, and evaluation criteria.
Step 2
Conduct a conflict of interest check against existing clients and projects (log this in your conflicts register).
Step 3
Carry out a Go/No-Go assessment — consider project type, location, fee potential, resource availability, and strategic fit.
Step 4
Gather supporting evidence: relevant project case studies (ideally 3–5), team CVs, PII certificate, RICS regulation certificate, and quality/environmental accreditations (e.g., ISO 9001, ISO 14001).
Step 5
Write a concise capability statement. Tailor content to the client's specific project requirements — avoid generic submissions.
Step 6
Obtain internal sign-off before submission and retain a copy on file for audit purposes.
Step 7
Record the outcome (shortlisted / not shortlisted) for CPD and business development tracking.
Section 4
Common Mistakes to Avoid
- Submitting a generic, non-tailored response — clients can tell when content has not been personalised to their project.
- Overstating capability, turnover, or PII limits. This may constitute a misrepresentation and could undermine the appointment later.
- Failing to check for conflicts of interest before submission.
- Missing the deadline. Late submissions are typically excluded automatically.
- Not keeping a copy of the submission for your audit file or CHP records.
Section 5
APC Competency & Quick Reference
This topic is relevant to: Business Development (Level 1–2), Client Care (Level 1–2), Diversity, Inclusion and Teamworking (Level 1), RICS Rules of Conduct.
What is the difference between an EOI and a fee proposal?
An EOI is a pre-qualification stage that assesses suitability and eligibility. A fee proposal is a detailed pricing and methodology submission made after shortlisting. Not all EOIs result in a fee proposal invitation.
What key regulatory checks should a firm complete before submitting an EOI?
The firm must confirm it is RICS-regulated, has adequate PII in place, has conducted a conflict of interest check, and that the services offered fall within its stated competencies.
What documentation should be retained after submitting an EOI?
A copy of the full submission, the Go/No-Go assessment record, the conflict of interest check log, and the outcome notification. These support ISO 9001 audit trails and APC evidence requirements.
Section 6
Pre-Appointment Checklist
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EOI documentation reviewed and submission deadline noted
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Go/No-Go assessment completed and signed off
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Conflict of interest check carried out and logged
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Relevant project case studies selected and tailored to the brief
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Team CVs checked for relevance and updated
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Current PII certificate confirmed and ready to attach
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RICS regulation confirmation included
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Submission reviewed and approved by a senior/director before despatch
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Copy of final submission saved to project file
Section 7
CPD Learning Outcomes
- Understand the purpose and structure of an EOI within the consultant procurement process.
- Apply a structured Go/No-Go assessment and conflict of interest check before submitting.
- Produce a compliant, tailored EOI response that meets RICS conduct requirements.
Section 8
Further Reading
- RICS Rules of Conduct (Global, October 2021)
- RICS QS Scope of Services 2022
- RICS Standard Form of Consultant's Appointment and Explanatory Notes (May 2022)
- RICS Conflicts of Interest Professional Statement (1st edition, January 2018)
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