Government contracts can be a game-changer for businesses, offering stable revenue, long-term partnerships, and enhanced credibility. However, the public sector procurement process can be complex, with strict compliance requirements and fierce competition.
This guide will walk you through how to find the right tenders, avoid common mistakes, and craft winning bids that stand out to government decision-makers.
1. Finding the Right Government Contracts
The first step is identifying opportunities that align with your business. Here’s where to look:
A. Use Australian Government Tender Portals
- AusTender – The primary platform for federal government contracts.
- Queensland Government QTenders
- NSW eTendering
- Victorian Tenders Portal
- WA Tenders
B. Set Up Tender Alerts
Avoid missing opportunities by subscribing to:
- Email notifications on AusTender and state portals.
- Third-party tender alert services like TenderSearch or Australian Tenders.
C. Research Past Contracts
Look at previously awarded tenders to understand:
- Who won? (Competitor insights)
- What were the key requirements?
- What pricing structures were used?
This helps you refine your bidding strategy.
2. Common Mistakes to Avoid When Bidding
Many businesses lose out due to avoidable errors. Here’s what to watch for:
A. Missing Submission Deadlines
Government tenders have strict cutoffs—late submissions are almost always rejected.
✅ Tip: Start early and set internal deadlines at least 3 days before the official closing date.
B. Failing Compliance Requirements
Australian government contracts often require:
- Valid ABN & business registrations
- Insurance certificates (e.g., Public Liability, Professional Indemnity)
- Workplace health & safety (WHS) compliance
- Indigenous procurement policies (if applicable)
✅ Tip: Create a bid compliance checklist for every submission.
C. Overpromising & Underdelivering
Winning is just the first step—failure to deliver can damage your reputation and disqualify you from future tenders.
✅ Tip: Only bid on contracts where you can confidently meet all requirements.
3. How to Write a Winning Government Tender
To beat competitors, your proposal must be clear, compliant, and compelling.
A. Follow the RFT (Request for Tender) Structure Exactly
- Answer every question – Missing sections can disqualify you.
- Use clear, concise language – Avoid jargon.
- Provide evidence (case studies, testimonials, past performance).
B. Focus on Value, Not Just Price
Governments look for best value for money, not just the lowest cost. Highlight:
- Cost savings (e.g., efficiency improvements)
- Quality & reliability
- Local economic benefits (e.g., job creation)
C. Leverage Small Business & Indigenous Procurement Policies
The Australian government prioritises:
- Small and medium enterprises (SMEs)
- Indigenous businesses (via the Indigenous Procurement Policy)
- Local suppliers (some contracts favour regional businesses)
Check if you qualify for set-aside tenders to reduce competition.
4. Building Relationships with Government Buyers
Networking can give you an edge:
- Attend industry briefings & supplier workshops (often listed on AusTender).
- Engage in pre-tender meetings (if allowed).
- Follow up professionally after submitting a bid.
5. Scaling Up in Government Contracting
Once you win your first contract:
✔ Deliver exceptional service – Opens doors for repeat business.
✔ Request feedback on unsuccessful bids to improve future submissions.
✔ Consider joint ventures with larger firms for bigger opportunities.
Final Tips for Success
Winning government contracts takes strategy, preparation, and persistence. By:
✅ Finding the right tenders (AusTender, state portals)
✅ Avoiding compliance mistakes (deadlines, documentation)
✅ Writing compelling bids (value-driven, evidence-based)
✅ Leveraging SME & Indigenous procurement policies
…you can secure lucrative public sector contracts and grow your business sustainably.
LYVIX 