When you find tenders that might be right for you, how do you proceed to the next stage? The answer requires strategic thinking. We've created a few questions and a simple chart to help guide your decision.
Whether you’ve spent hours combing through government portals, browsed the Australian Tenders database, or received an alert about a new opportunity, your search has led you to a tender that looks like a good match. Now you’re asking the all-important question: "should I respond to this tender?"
Approaching tender opportunities with your business strategies and goals in mind will help you make the right decision on whether or not you should focus your energy and time on responding to the tender. This guide combines frequently asked questions and strategic decision-making tips to help you decide whether you should respond to a specific tender opportunity.
Is This Tender Right for Your Business
Responding to a tender typically requires significant time and resources and you should focus your efforts on those tenders which you have a good chance of winning. A common strategy is to bid for every tender and hope to win one. Hope is not a good strategy. We suggest you tender less often with the objective of winning those that you do tender for. This may mean you have to pass on what looks like some good opportunities. This requires discipline.
When considering responding to a tender, ask yourself the following questions:
| Question | Yes/No |
| Do we meet all the compliance criteria? | |
| Can we comply with all the technical and contractual requirements? | |
| Is the scope of work within our core area of business? | |
| Have we successfully completed work of this nature previously? | |
| Have we met the customer previously? | |
| Can we respond to the tender in the timeframe requested? | |
| Can we deliver the work in the time frame requested? | |
| Can we make a reasonable profit margin on the base contract? | |
| Do we know who else will likely be competing for the work? | |
| Do we have a competitive advantage over these companies? | |
| Do we have a good chance of winning? |
If the answer to any of these questions is No, you probably should not tender and wait for the next opportunity. Spend your time and effort on positioning yourself for the next tender.
Additional Considerations When Deciding to Tender
To make a sound decision, also consider:
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Resource availability: Do you have enough time, staff, and expertise to prepare a quality submission?
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Tender complexity: Is the response process manageable for your team, or does it require highly specialised legal, technical, or financial input?
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Long-term value: Will winning this contract support your broader business goals, including future work, reputation, and partnerships?
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Relationship building: Even if you don’t win, will the submission help you build a relationship with the buyer for future opportunities?
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Cost vs. ROI: Weigh up the cost of preparing the tender against the potential revenue and reputational benefits.
Being honest about these elements will help you avoid wasted effort and improve your focus on tenders that truly fit your capabilities and ambitions.
Smart Tendering = Strategic Tendering
Submitting fewer, higher-quality responses is often more effective than chasing every opportunity. Being selective saves resources, reduces stress, and improves your win rate.
Tender Decision Chart
Successful tenders need careful planning and resources. Limit your stress and focus on the right tender opportunities to save time and money and increase your chances of winning. See our Tender Decision Chart below.
So, are you ready to tender? Start searching our database to see just how many opportunities there are in your industry. For help getting started contact us on 1800 934 117 or by email at support@australiantenders.com.au.
