Debbie Roberts_Winning Government Tenders

Winning Government Tenders

Government contracting can be a lucrative opportunity for businesses of all sizes, significantly increasing work, revenue, and profits. In addition, government contracts typically have long timelines, which can provide a company with some stability.

Winning Government Tenders, you’ll need to know the ins and outs of the bidding process. This process can be complex and requires adherence to specific criteria to increase your chances of success, so it’s important to understand what you need to do to increase your chances of being selected.

What is a government contract?


A government contract is a formal agreement between a government entity and a company. The government entity may be local, state, or federal. The terms of the government contract specify the goods or services to be provided, the price, and the duration of the agreement. 

How to find government contracts?

If you’re a small business owner, you may wonder how to find government contracts relevant to your business. Government contracts are posted on online databases such as the Aus Tender, Australian Tenders, Buy NSW, and Tenders.Net to find current tenders relevant to your business. Register your interest in the industry you are an expert in and receive email notifications delivered to your inbox.

Another option is to attend government contracting events, where you can meet potential customers and partners face-to-face. With a little effort, you can ensure that your small business is well-positioned to take advantage of government contracting opportunities.

The Process of Bidding For and Winning a Government Contract

The process of government tendering can be lengthy, with multiple steps that must be followed to receive the contract. It is important to note that the competition for these contracts can be fierce, as the scope and size of these contracts make them highly desirable. Consequently, it is necessary to prepare thoroughly before submitting a bid.

To win a government contract, businesses need to put in a tender. A tender is an offer to supply goods or services at a set price and under specified conditions. The government evaluates all the tenders received and awards the contract to the business that offers the best value for money. 

The government has strict rules around how tenders are prepared and submitted. Your business must understand these rules before you start the process. 

There are also some things that businesses can do to increase their chances of winning government contracts, such as:

  • Having a pre prepared capability statement that includes a lot of the basic information required for a tender (making it easier to complete a tender document).
  • Forming a consortium with other businesses.
  • Partnering with an experienced prime contractor.
  • Attending government events.

By following the proper procedures and taking extra steps, your business can increase its chances of winning government contracts.

Common Mistakes that Organisations Make When Tendering

Legal Counsel Presenting Contract

Tendering too low

When tendering for a contract, it is important to consider not only the price of the tender but also the skill set required to complete the project, the timeframes involved and the potential contractor’s reputation. It is also important to remember that you are not just competing on price – quality, service, and track record are all important factors. Tendering too low may result in undercutting yourself and other contractors, which can lead to a loss of money, time and reputation.

Not Reading the Tender Document Thoroughly

The procurement tendering process is designed to ensure that the best value for money is achieved. However, it is important to note that not all tenders are identical. Each tender will have different requirements, and it is vital that you read the tender document thoroughly before submitting a bid to avoid non-conformance and disqualification.

Not Including all Required Information in your Bid

An important part is the inclusion of all required information in your tender. If even a single detail is omitted, it could lead to disqualification from the competition and, thus, a waste of time and money invested into the proposal process. To avoid this, make sure that you have carefully read through the tender criteria and requirements.

Failing to Meet Deadlines

Not meeting deadlines is a very easy way to lose out on a tender – always submit your bid on time in the requested format, and ensure you can complete the project within the given timeframe.

The aim of the procurement process is to ensure that Tenderers are treated fairly and equally and that public money is spent properly. The key elements of the procurement process are:

  • Advertising period 
  • Tender close 
  • Evaluation of tender
  • Awarding of the contract  
  • Monitoring and review of the successful contractor 

Tips for Maintaining Compliance with Government Regulations

Government Building

Government compliance is one of the most important things to remember when running a small business. Depending on the industry you are in, there may be different government regulations that you need to comply with.

For example, if you are in the construction industry, you will need to comply with extensive work, health and safety regulations. You must also comply with the government tendering process when bidding for government contracts. 

Top tips to stay compliant with government regulations:

  • Subscribing to newsletters or alerts from government agencies
  • Ensure that your employees are properly trained and kept up to date on the latest changes in compliance issues. This includes ensuring that they know about any changes in government regulations that may affect their work
  • Good management of risk and work,health and safety 
  • Have good business systems and record keeping
  • Have a system in place for reporting compliance breaches. This will help you to quickly address any problems and prevent them from happening again in the future.

By following the above tips, you can help to ensure that your business stays compliant with government regulations.

The Importance of Post-award Contract Management

After a business has won a government tender and has been awarded the contract, it is vital to have systems and processes in place for post-award contract management. This is essential to ensure that the business meets its contractual obligations and does not fall foul of any government regulations. There are several critical elements to effective post-award contract management, including maintaining accurate records, managing risk, monitoring milestones and deliverables, and managing costs.

By putting systems and processes in place for post-award contract management, businesses can safeguard themselves against potential issues and ensure a successful outcome for all involved.


The government contracting process can be daunting, but learning about and bidding on relevant contracts is worth the effort. By understanding the benefits of government contracts and following the proper procedures, you can increase your business’s revenue and maintain compliance with government regulations. Remember that post-award contract management is critical to a successful government contracting relationship.

Contact me today if you want more information or assistance with bidding on or winning a government contract, or if you are wanting to tender for a non-government tender or grant.