How to Win Government Tenders

New to tendering? There's a whole world of Government tender opportunities out there, and although the process may seem a bit daunting, it's actually not tthat hard to navigate the process. And it's worth the effort, because securing a government contract can provide long-term stability and credibility for your business. This guide walks you through the tendering process step by step - from finding opportunities to submitting a winning bid.

What is Government tendering?

A government tender is an official request for businesses to bid on contracts for goods or services. It could be anything from construction projects and security services to cleaning contracts and IT support.

Tender opportunities come in many different forms including Request for Tender (RFT), Request for Proposal (RFP), often more flexible, Expression of Interest (EOI), Request for Quote (RFQ) and Invitation to Offer (ITO). If you're interested, you can find out more about the differences for these and more here.

Where can I find tender opportunities?

Government contracts are often advertised on platforms like:

• Australia’s AusTender (www.tenders.gov.au)
• State Government Tender Portals
• Local Council Websites

You can set up email alerts on most tender platforms for free so you never miss an opportunity.

Is it right for me and what's going to be involved?

When you find a tender opportunity read it thoroughly and confirm if it’s right for you. Before you launch into it, make sure that the opportunity matches your business capabilities, that you can you meet the deadlines and requirements, and that you're you financially and operationally ready for the contract.

Before starting your response, make sure you are very familiar with all of the tender documents and requirements. These include:

• Scope of work (SOW) - what the government agency needs.
• Selection criteria – what’s important to the tender issuer and how bids will be evaluated.
• Compliance requirements - licensing, certifications, or policies needed.
• Pricing and budget expectations - the expected cost breakdown.
• Response schedules – the information you’ll need to provide and the format it needs to be provided in.
• Supporting information - most tenders will ask for supporting information such as insurance certifications, licences, and WHS, Environmental and Quality certifications or manuals

It’s a good idea to make a checklist of all submission requirements to ensure nothing is missed.

How do I prepare my tender response?

Complete the tender response schedules with a particular focus on addressing the selection criteria. Government tenders often use weighted evaluation criteria, such as:

• Experience - you'll need to clearly demonstrate your relevant projects and success stories.
• Capability – your staffing structure and levels of expertise. It’s a good idea to include resumes for your senior team.
• Methodology – explain how you will deliver the project efficiently.
• HSEQ Management – how you will manage the health & safety, quality and environmental aspects of the contract
• Pricing – provide a competitive but realistic quote.
• Social and environmental impact – address sustainability, local jobs, and social benefits.
• Transition – how you will implement a smooth transition of service delivery

Use clear, concise, and persuasive language to make your proposal stand out and provide supporting documentation with your submission. This could include:

• Relevant certifications and licenses.
• Insurance certificates of currency.
• Written references.
• Business registration.
• WHS policies and risk management plans.
• Financial statements (if requested).
• Case studies of past successful projects.

How do I submit my tender response?

Follow the submission instructions and ensure you submit your response via the correct portal or email. But before you do this, double-check formatting and ensure you've saved the submission in the correct format (PDF, Word). Finally, make sure you meet the deadline as late submissions are usually not accepted (aim to submit at least 24 hours before the deadline to avoid last-minute issues). A word of warning here - if the tender deadline is 4:00 pm and you're still in the process of uploading your submission to the tender portal at that time, your submission will not complete its upload.

What happens next?

Government agencies review all bids based on pricing, quality, and compliance. They may ask for clarification or additional details, and some may require interviews or presentations with shortlisted tenderers.

If your bid is successful, you’ll receive a contract offer, but if you didn’t make it, always ask for feedback to improve future bids. Even if you don’t win, stay engaged as future opportunities may arise.

How can I increase my chances of winning?

Winning a tender requires a combination of experience, capability, methodology and strategy. Make sure you understand the tender issuer's needs and align your response accordingly. Additionally, focus on quality, compliance, and efficiency in your bid and seek professional help from a tender consultant, if you need a helping hand.

Winning a government contract takes practice, but with a structured approach, you can position your business for success.