You’ve won - now what?
A few weeks ago I got a call from a very excited Gov Ready client who had just landed a large government contract. They were pumped. I was pumped. It was the kind of win that puts your business on the map.
But once the virtual high-fives were done, I had to shift the tone:
“Winning’s one thing. Delivering well enough to win again - that’s the real game.”
Government buyers notice delivery! And the way you manage your first (or next) project can shape your reputation, references, and rehire potential across the entire public sector.
So, I gave them the same advice I’ll share with you here.
Deliver Like a Government Supplier - Not Just a Business
Procurement teams expect project updates, clean communication, and structured reporting. Even if they don’t ask for it - do it anyway. It builds trust.
Use templates for reporting
Anticipate delays and communicate early
Keep everything professional, especially the emails
Capture Evidence as You Go
Don’t wait until the project ends to think about case studies.
Take photos (with permission)
Collect testimonials (not all will agree, but no harm in asking!)
Record outcomes in measurable terms (cost savings, community impact, etc.)
This becomes marketing gold when bidding for the next opportunity.
Think Beyond the Project - Strategically
Your current contract is a door opener. Who else in government might need what you do?
Ask for introductions across departments
Review similar tenders across agencies
Position yourself as a long-term, multi-sector partner
BiiG 2025
Backing Small Business to Be Seen
Last week, Gov Ready sponsored the Startup Space at the BiiG 2025 Conference - Queensland’s flagship public sector innovation event.
We helped 10 standout Queensland businesses attend and connect with government buyers, including AcuDocX, Aqua Ubique, Beyond the Clinic, Bloom Cycle, Chatstat, Cool Beans Underwear, Klean Technologies, QuickSafety, Way We Do and GIS People.
For many, it was their first time in the room with procurement leads and decision-makers. One founder summed it up perfectly:
“I’m finally beginning to understand what government buyers actually care about – and how to speak their language!”
Gold.
Two key takeaways from BiiG 2025:
Value-led procurement is gaining ground - agencies are prioritising suppliers with impact, innovation and delivery confidence over lowest-cost bids.
Being in the room matters - real-time conversations with decision-makers builds trust and credibility faster than any online application ever could.
We’ll keep opening these doors - because we know that when small businesses show up, big things happen. Let’s make sure your next win becomes the start of something bigger.
Until next time!
Tom Pollock
Gov Ready
Developing Your Government Engagement Strategy
Discover how to position your business for success in the government sector with our free upcoming webinar, Building Your Government Engagement Strategy.
This session will guide you through a step-by-step approach to winning government business, helping you gain the clarity and confidence needed to engage effectively with government clients.
Who Should Attend:
Businesses looking to grow with government opportunities.
Business leaders seeking to enhance their growth strategies.
Sales and marketing leaders looking to expand into the government sector.
Based on our proven strategies for winning government business, this webinar will offer actionable insights and practical guidance to help your business thrive.
Date: Wednesday, June 11, 2025
Time: 10:00 AM - 11:00 AM (AEST)
Seats are limited. Register Here
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Start winning government business
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.