I am a new business. I want to tender for government contracts but don’t know where to start?
1. Be the Hunter!
Think of yourself as the hunter, like a lion. A lion does not chase every animal it sees. It is very strategic when it hunts. Use the same principles.
As a new business it is easy to get excited when you see an advertised tender opportunity in your industry and apply for it. However, stop!
To increase your chance of winning the contract, get to know your customer. People buy from people they know and trust.
Identify which government department/s you want to work with and follow them on LinkedIn. Do a search on LinkedIn to find people who work at this department and follow them as well. Read the department’s:
Annual Report
Strategic Plan
Recent Media Releases and
do a Google search about the government department.
Photo Credit: Avel Chuklanov - Unsplashed
2. Where can I find information on government tenders?
In Australia, all three levels of government advertise their current tenders on government portals. As I'm in Western Australia, I will provide local examples.
Visit all three sites to get a feel for the type of tenders advertised for your industry.
3. Where can I find current and future government tenders?
For this Blog, I will concentrate on the Western Australian government tenders.
On the TendersWA website, if you click on the tenders tab (appears on the left), a drop down menu appears with a tab for early tender advice.
This section is particularly useful as it provides advance notice of upcoming government contracts. For ease of use, it is listed in government agency order. When you click on the agency, a drop down menu lists contracts to be advertised. While some tenders are several weeks away from advertising, others can be several months out from advertising.
This advance notice is extremely useful because it allows you time for planning and connecting with your WA Government customer.
While waiting for the government tender to be advertised, start getting your documents ready. Here is a list to get you started.
Your company’s Capability Statement
Resumes of Key Personnel (1-2 pages long; tailored to this opportunity)
Organisation Chart
Previous experience like this tender opportunity
Insurance policy details
Photos of completed work (if possible)
Testimonials and so on.
Good luck and don’t forget, be the hunter, not the hunted!