The tendering process is long and sometimes quite complex. If you’re unsure where to start, the best place is at the beginning, with understanding an Expression Of Interest (EOI).
What is an Expression of Interest (EOI)?
An Expression of Interest (EOI) is one of the earliest documents shared between a buyer (often a government agency or large organisation) and a potential supplier during the procurement process. It’s a formal request used to gauge market interest and identify capable providers before moving to a full tender process.
An EOI allows suppliers to showcase their capabilities and express genuine interest in delivering goods or services. Think of it like submitting your CV and cover letter when applying for a job, it’s your first chance to make a strong impression without yet submitting a price.
Why are EOIs used in procurement?
EOIs are commonly used across Australian government contracts and private sector tenders to:
- Secure leases for commercial property
- Select operators for cafes, canteens, or retail outlets
- Register contractors or subcontractors for future tenders
- To form a panel of pre-qualified contractors for subsequent works
- Used for the procurement of goods and services of a low value where a formal tender process is not required
- Identify qualified vendors for large-scale projects
- Gather information to refine tender requirements
- Build a shortlist of suppliers to invite to a Request for Tender (RFT)
EOIs are widely used by local councils, state governments, and federal agencies to streamline the procurement process and reduce risk by filtering out unsuitable providers early on.
EOI or Request For Tender (RFT)? What’s the difference?
The key difference between an EOI and an RFT, except for lease agreements, is that there is typically no requirement for you to submit a price for the scope works. The Buyer may offer information about their available budget for the goods/services and ask for indicative pricing from the Supplier. The general intent in issuing an Expression of Interest is not to immediately enter into a contract with the successful respondent/s but rather enter some form of negotiation or process with the prospect of leading into a tender.
Key distinctions:
| Feature | EOI | RFT |
|---|---|---|
| Purpose | Gauge interest & shortlist suppliers | Invite competitive bids |
| Pricing | Not usually required | Pricing essential |
| Legal Obligation | Generally non-binding | Can lead to a binding contract |
| Document Length | Short and focused | Detailed scope and requirements |
Tip: Always read the EOI conditions carefully, as some EOIs may include legal obligations that resemble those in tenders.
What’s Typically Included in an EOI Response?
When preparing an EOI submission in Australia, include the following:
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ABN or Business Registration Number
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Company profile and background
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Capability statement highlighting expertise
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Details of any subcontractors
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Relevant experience or case studies
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Key deliverables and timelines
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Any potential pricing conditions or assumptions
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Copyright or IP declarations
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Any additional info specifically requested in the EOI documentation
Make your submission clear, concise, and tailored to the buyer’s needs. Focus on how you add value and why you're suited to the project.
First impressions count
An EOI is your first opportunity to stand out. If you make the shortlist, you’ll be invited to participate in the full tender process. That’s why it’s important to:
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Showcase relevant industry experience
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Highlight your technical and financial capacity
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Emphasise value for money, innovation, and problem-solving
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Use clear examples to back up your claims
Many Buyers use EOIs to assess whether suppliers can meet the demands of the project, so use this chance to put your best foot forward.
Ready to Learn More About Tendering in Australia?
Expressions of Interest are just one part of the procurement process in Australia. If you're looking to understand tenders, quotes, proposals, and everything in between, check out our full guide to tender terminology.
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