Stepping into the Shoes of Government Procurement: Insights from the Other Side
To kick off 2025, I wanted to share with you something from ‘the other side’.
And by ‘other side’, I mean the actual procurement and tender-assessors whose work goes a long way to determining which business wins any Government contract.
Over the years I’ve gotten to know many Government and private sector tender assessors. I pick their brains at every opportunity, knowing that each new piece of knowledge could mean the difference to getting a Gov Ready client over the line, or not.
So, let’s take a few minutes to step into the actual shoes of a Government Procurement professional. Let’s see what makes them tick when considering a tender response from a business - maybe a business like yours…
The First Impression
Sifting through the stack of tenders on my desk reminds me of that iconic seen where Forrest Gump sits on that park bench with his box of chocolates—you just never know what you’re going to get!
Today, a submission from a small Brisbane business catches my eye. It’s neat, well-organized, and ticks all the boxes for the mandatory requirements: the right licenses, certifications, and every field in the form filled out (yes, even the tricky ones that many others tend to skip). A good start always sets the tone.
I dive into their Capability and Experience section, my personal litmus test. The question on my mind? “Can they deliver?” This business nailed it. They included detailed case studies—not just fluffy marketing pieces, but real stories of work they’d done before. They didn’t just say, “We’ve done this.” They proved it with data: timelines met, budgets managed, and happy clients who’d written glowing testimonials. It’s like they handed me the answers to the test.
Beyond the Basics
By now, I’m interested, and I know my Departmental bosses will be as well. But let’s be real—many potential Government suppliers look good on paper. I need to know what’s under the hood.
First up: Quality Assurance and Risk Management. I’m looking for red flags—vague promises, generic plans, or anything that screams “please, just trust us.” Instead, I get a detailed quality assurance framework with industry certifications, an amazing Capability Statement, regular audits, and a proactive risk management plan. They even anticipated a few potential hiccups and explained how they’d handle them. If they’re this prepared before getting the contract, imagine how they’ll perform once they’re on the job.
Then there’s ESG—a big one for government procurement these days. Sustainability isn’t just a buzzword; it can be a dealbreaker. These guys didn’t disappoint. From their solar-powered office to a program that employs and upskills local workers, their submission spoke volumes. They weren’t just checking a box; they were living their values. I catch myself nodding as I read.
The Final Verdict
By this point, I’ve got a pretty good sense of whether or not to progress this business to the final round. But there are two things left to look at: innovation and money.
Their Innovation and Value-Add Propositions section? Gold. They proposed a custom solution to the project’s unique challenges, one I hadn’t even thought of. They explained how it would save time and resources without compromising quality. This is the kind of thing that makes you sit up and say, “Now, that’s clever.”
Finally, I get to Pricing and Financial Viability. It’s not just about being the cheapest; it’s about delivering value. Their pricing was competitive but realistic, with a breakdown that made it easy to see exactly where the money would go. And they included financials that proved they were stable—no risk of them folding halfway through the contract.
As I close their submission, I can’t help but feel impressed. They’ve demonstrated compliance, capability, quality assurance, ESG values, innovation, and financial stability. But more than that, they’ve shown they’re not just a supplier—they’re a partner – and that’s exactly what we’re looking for!