Tendering Tips - Top 10

Tendering is a great way to increase your bottom line and get new work. The process can be daunting but following these tried and tested tips will help you in your quest to win.

1. Plan and Prepare Early

• Start a Capability Statement that states what your business can do and what makes your business stand out from others (your competitors). The SA Govt has a great downloadable document explaining the ins and outs of a capability statement.
  
  
• It’s also important to know your work capacity. Do you have the staff, resources, and systems to deliver the project? Tools like the Business Model Canvas and Value Proposition Canvas can help you define your unique value.
  
  
• Finally, ensure you’re finding the right tender opportunities. A trusted tender notification service like Australian Tenders consolidates government and private tenders from across Australia into one platform, delivering relevant opportunities straight to your inbox. This saves you time searching through hundreds of sources and ensures you never miss out on a potential contract.
  

2. Read the Tender in Full

A tender might look perfect in the summary, but the details matter. Read the entire document carefully, making notes as you go. Check if you need to register your ABN to access documents. Conduct a Bid or No-Bid Assessment to ensure you're able to deliver the contract requirements. Essentially, don’t waste valuable time on opportunities that aren’t the right fit.

3. Register Your Interest

Once you’ve reviewed the tender, register with the tender issuer. Lodging an Expression of Interest (EOI) ensures you’re notified of any updates or clarifications. Mark key dates in your calendar,  submitting even a day late means automatic disqualification. Attend any briefings or site inspections, as they often provide critical insights.

4. Understand the Tender Inside Out

Before writing your response, make sure you fully understand:

• Any pre-qualification requirements
• The evaluation criteria
• Compliance obligations
• Whether the opportunity aligns with your business plan

A strong Capability Statement will make this step easier.

5. Know Your Pricing Structure

Pricing is one of the most scrutinised areas in any tender submission. Research awarded tenders to understand competitive pricing in your industry. Ensure you understand whether the buyer requires a schedule of rates, lump sum, or staged pricing. Highlight what makes your pricing competitive beyond cost such as reliability, local delivery, or sustainability.

6. Define the Scope of Works

Clearly identify what’s being asked and how your business will deliver. Ask yourself:

• Do we have the capability in-house, or will we need subcontractors?
• Can we demonstrate relevant past projects?
• Do we need expert help with preparing our tender response?

Showing a clear and achievable plan reassures evaluators that you can meet project expectations.

7. Review Contract Terms and Conditions

Some contracts allow negotiation; others don’t. Either way, you need to understand the risks and obligations before signing. Where negotiation is possible, aim to secure terms that support your business. Where it isn’t, put appropriate risk management processes in place.

8. Tender to Win

9. Meet the Evaluation Criteria

Evaluation criteria are the buyer’s scorecard. Make sure you:

• Include all requested details
• Offer proactive solutions to potential challenges
• Remove irrelevant information
• Assess how your business compares to competitors

10. Use a Second Pair of Eyes

Tendering in Australia is competitive, but with preparation, strategy, and the right resources, your business can stand out. Using a dedicated service like Australian Tenders helps you access all relevant tenders in one place, while following these tips will ensure your submissions are professional, compliant, and competitive.