What it takes to win government tenders

GM Proof Communications, Chrissy Crust had the pleasure of interviewing Roy Wakelin-King, Government Strategic Advisor for IMAB2B, focusing on the importance of getting tender submissions just right to win government business. His answers proved most enlightening!

Chrissy: Roy, you have spent 30+ years in senior leadership positions in the Australian Army, the NSW Government and other major industry associations.What are some typical mistakes companies make when submitting bids for government work?

Roy: Most tenders fail because the tenderer does not answer the questions properly. Answers either contain insufficient information or do not respond to what the question is asking.

No matter the size of the tender, you must read the question, understand it, then provide a full and concise response within the word count if applicable.

If you were going for a job interview, you wouldn’t give half-baked answers.  Bidding for government work is no different.

Do the homework, work out what is required, prepare properly and then respond. If you can’t do that, then reconsider whether you should be bidding for the work.

Your skills and capabilities need to align with what you are bidding for and if you can’t meet the requirements, don’t try and bluff your way through.

Chrissy: Any tips on how businesses can address other issues with the government rules and regulations for tendering for contracts?

Roy: Governments are spending taxpayers’ money when they procure goods and services.  Tendering is therefore governed by rules that ensure transparency, fairness, equitable competition and accountability.

Government contracts require commitment, professionalism and a good dose of humility.  You’re delivering for the public, not yourself!

Getting that cultural approach right at starting point for any government tender is vital to success.

Businesses need to understand that this type of procurement is not just a transaction between two companies. Businesses that try and work around these rules and regulations will fail.

If you want to be successful in bidding for government work, understand the rules that govern public procurement.  These will be clearly set out in the tender documents.

Make sure you follow them.

Chrissy: What are the benefits of having a professional writer assist with the response?

Roy: Using a professional tender writing service like Proof Communications can be of great benefit to businesses wanting to bid for government work.  They are experienced, professional and understand the language of government tendering. It’s not just about answering the question. An expert tender writer ensures each response directly addresses the evaluation criteria, demonstrates value, and contributes to a cohesive, compliant submission. This can make a significant difference to your overall tender score.

No matter the size of the procurement, expert advice on putting together a proper tender document is invaluable.

It is important to remember however that you (the business) need to own the answers.  Tender writing businesses take your information and help you put together a tender document together.

It’s a partnership approach.  Proof Communications can’t get inside your head, and nor can they price your offering.  A business must own this information and make sure that they clearly convey it to the tender .

What Proof Communications can do is take this information and translate it in a professional and coherent way so that it can help elevate your chances of success.

Using a professional tender writing service will also help you save time and money as bidding for government work can be resource intensive.

Use these services wisely.

Chrissy: If businesses want to be ‘government ready’ where can they get more information?

Roy: There is an abundance of publicly available information on tendering for government work.

Aside from the tender documents themselves, governments at all levels provide substantial information on procurement policies and practices.

Government agencies also hold public information sessions and courses on government procurement.  A simple search on the web for information on government procurement policies and guidelines will yield an extensive list of information on this topic.

Remember, it’s in the government’s interest to secure good contractors.  If you win a government contract, they want you to succeed.

A failed government contract helps no one, as the goods and services still need to be provided for the public.

I would encourage any business that it seeking to secure government work to invest the time in understanding the process and get themselves ready accordingly.

Chrissy: Is there anything you think should definitely be on Australian businesses’ radars right now?

Roy: Governments across Australia spend in excess of $500 billion per annum on goods and services.  It’s one of the biggest markets in the country.

Being aware of these opportunities is critical to getting access to these markets.

There are a number of tender alert services available in the marketplace, and you can also subscribe to specific government procurement pipeline notices, particularly for infrastructure projects.

Mega projects that come along that provide significant opportunities for businesses.  These include infrastructure, such as Western Sydney Airport, Snowy Hydro 2.0, Inland Rail and major transport projects such WestConnex in Sydney.

There are also major events, and none are bigger than the Olympic Games.  Australia is fortunate to be hosting the Olympic Games in Brisbane in 2032, and this will see the Australian and QLD Governments spend approximately $200 billion to ensure that this premier international event is a success.

There are already over 400 tenders in the market for the Brisbane Olympic Games, and this is going to increase over the coming years.

There is plenty of public information available on these opportunities and I would strongly encourage businesses who are interested to get active on this now and not wait.

Planning for the Olympics is a lengthy and complex journey, and procurement of goods and services is a key part of this process.  If you want to compete for this work, then get yourself games ready now.

Tenders are complex but they’re part of the Proof DNA. If you have a tender and would like it reviewed, need an audit of a previous tender or need help with writing part of or a full tender, get in touch at 1300 776 637 or complete our contact form.