A $50,000 change that could open doors for your business
Welcome to our February newsletter! In our last issue we described the Queensland Government’s 2026 Procurement Policy as the biggest procurement shift in years. The increase in the Business as Usual (BAU) spend threshold to $50,000, up more than 300%, is a clear example of why.
That shift gives buyers greater flexibility to engage suppliers directly for everyday work without running a full tender process.
For many businesses, this is how government relationships begin. Smaller jobs delivered well often lead to repeat work and stronger positioning over time.
It also increases the importance of visibility. If a buyer can commit up to $50,000 without a tender, they need to already know who you are and be confident in your capability.
Always remember that government work is not only won through tenders. A lot of it is won well before them.
Hope you enjoy this edition! Until next time.
Tom
QUICK STORY: Capability in Action
Every now and then I meet a business at exactly the right point in its journey.
In late 2024 I met Erica Eurell, a Traditional Owner from the Yugambeh, Tweed River and Wollumbin families, who runs Dreamtime Artistry, an Aboriginal-owned arts and cultural business on the Gold Coast. They had wanted to step into government procurement for some time. Like many small businesses, they had the capability, but not a clear sense of where to begin.
They came along to a few of our workshops through DESBT and Indigenous Business Connect, asked direct questions, and later booked a one-on-one session. Most importantly, they followed through.
At one point Erica said:
“We just had no idea where to start. Your advice helped us understand what government actually looks for in small business partners.”
That’s a common experience.
It’s rarely a capability issue. More often, it’s orientation. Businesses are busy, capable, and experienced in their own markets, but government operates differently. The expectations are different. The way risk is assessed is different. The way value is judged is different.
Once Erica understood that landscape, things moved quickly. The work they were already capable of doing simply needed to be framed and positioned in a way government buyers could assess with confidence.
Since then, Dreamtime Artistry has secured government contracts. No shortcuts. No special treatment. Just clarity, preparation and consistent follow-through.
Full credit to Erica and her team. It’s always good to see a business realise it’s closer to government-ready than it first thought.
Event - Opportunities - News
IN-PERSON EVENT AT THE BRISBANE BUSINESS HUB
If you’re looking for an in-person procurement workshop in Brisbane’s CBD that’s genuinely practical, this one is worth attending.
On 5 March at 9:30am, I will be delivering a hands-on session at the Brisbane Business Hub exploring how Tier 1, Prime and government supply chains operate, and what larger organisations look for in credible suppliers.
For more information and to register, head here.
FREE GOV READY WEBINAR
If you can't make it on March 5, then make sure you jump online and join us for our next free webinar on Wednesday 11 March, 10–11am (AEST). You will be guided through practical steps to build readiness, target the right buyers, and win government work.
Head here to register.
WHERE TO LOOK FOR OPEN TENDERS
Looking for open tenders? Just note that Queensland is phasing out the old QTenders system and shifting agencies onto VendorPanel, so many state tenders in South East Queensland now require suppliers to register on VendorPanel to download documents and lodge responses.
Make sure your VendorPanel profile is complete and up to date so buyers in your category can find you, even before a tender goes live. You can keep using QTenders to spot opportunities, but expect more links that redirect you to VendorPanel for the actual documentation and submission.
DID YOU KNOW?
The Queensland Government has set a target that at least 30% of its total procurement spend is directed to small and medium enterprises, with a strong focus on local and regional Queensland businesses.
Opportunities like this tend to favour businesses that are clear, credible and prepared to work with government. It highlights why being Gov Ready matters.
Ready to take the next step?
We know from experience exactly what government decision-makers are looking for, and are eager to share this knowledge with you to give your business the best chance of success. If you're serious about winning government business, but you're not sure where to start, we can help. Contact us.