From Curious to Contract-Ready Webinar

Q&A's From the Session

• "I’m starting as a new IT contractor. what will count towards experience in my case?" addremove

  In most tenders, experience is required to be shown as contracts you have worked on that are similar to the one you are bidding for.

  The tendering entity is the one that needs to show the experience.

  As a new IT Contractor as a sole trader, for example,you could draw on previous IT roles, projects you’ve delivered as a subcontractor, and client-facing work. Education, certifications, and references also strengthen your case. The key is to show outcomes, what you delivered, how you solved problems, and the results achieved.  

• "Do buyers ever come back and say the price is too high, asking you to revise it with more time? Or would that mean you immediately lose points and not progress further?" addremove

  The price you submit in your tender is the one you’re committing to, once it’s lodged, it goes into the evaluation process alongside all other submissions. Generally, buyers use those prices to assess and compare offers. In some cases, if you’re selected as the preferred supplier, there may be a negotiation phase before the contract is formally awarded. That’s when they might ask about adjustments. However, in most instances, what you submit upfront is the price you’ll be expected to stand by.

• "What sort of writing skills do I need to be able to write a top scoring and compliant tender?" addremove

  To write a top-scoring and compliant tender, you don’t need to be a professional writer, in fact, most tenders are written by subject matter experts rather than trained writers. What matters is clarity. The goal is to communicate your offer as simply and directly as possible. Always focus on answering the question being asked, backing it up with evidence of your business’s experience, capability, and results. Good tender writing means:
  
  Clear, simple language: avoid jargon and make sure your meaning is easy to follow.
  
  Structured responses: follow the question order, use headings and bullet points, and make it easy for assessors to score.
  
  Evidence and outcomes: highlight projects, results, and case studies that prove you can deliver.
  
  Compliance: make sure every requirement is addressed, nothing is left blank, and all requested documents are attached.
  
  In short: strong tender writing is about clear communication, answering exactly what’s asked, and presenting your strengths in a structured, evidence-based way.

• "Kate, can you help a small business operator with how to evaluate the risk in submitting a tender?" addremove

  The risk assessment should be done once you have read and thoroughly understood the tender and the requirements you need to deliver if you are successful. Also look at each of the questions and the evaluation criteria in the tender to see if you have the information the client is looking for. 

  
  Then, consider if you can win the tender and deliver the contract successfully. You may consider is it worth your time and effort to proceed with the tender based on your ability to score a top mark and service the contract. 

• "What are the differences between Request for Information, Request for Tender and Expression of Interest?" addremove

  A Request for Information (RFI) is used early on when buyers are exploring the market. It’s a way to gather knowledge about what solutions, capabilities, or pricing models exist before they define their requirements.
  
  A Request for Tender (RFT) is the tender you see advertised. It is one of the methods of requesting offers in the form of price and non-price information to supply goods and/or services. An RFT will include documentation detailing what the buyer requires from the supplier as outlined in the contract and scope of works.  In most cases, if your bid wins the RFT, then a contract will be signed by both parties.
  
  An Expression of Interest (EOI) is about prequalifying suppliers. Buyers use it to shortlist who has the right experience, capacity, and compliance to move forward. It usually doesn’t include pricing but focuses on proving your capability.
  
  For more terms check out the article on All the tender terms you need to know!

• "Is it possible for SME’s to produce a winning tender with only one or two people writing and putting together the tender?" addremove

  Yes, absolutely! Many SMEs win tenders with only one or two people handling the bid. What matters most is how organised and strategic you are, not the size of your team. With a small team, the key is to:
  
  Plan ahead: start collecting standard documents (ABN, insurance, licences, CVs, case studies) so you’re not scrambling each time.
  
  Divide roles: even between two people, split responsibilities. E.g. one focuses on writing and compliance, the other on pricing and reviewing.
  
  Reuse and adapt: build a content library of past answers and boilerplate info you can quickly tailor to each tender.
  
  Be selective: choose tenders you realistically have the capacity to deliver and a strong chance of winning, rather than chasing everything.
  
  Focus on quality over volume: a clear, well-structured, and compliant response often beats longer, resource-heavy submissions.
  
  Governments and large buyers increasingly want SME participation, so a small, focused team can absolutely produce winning tenders if they’re prepared and systematic.

• "Do you have any trial program for Australian Tenders or discounts to the portal?" addremove

  Yes! Everyone here today will receive a discount on all Australian Tenders subscriptions. While we don’t offer a free trial, all plans are completely flexible with no lock-in contracts. That means if you find a tender that’s right for you, or if you decide the service isn’t the right fit, you can cancel at any time.

• "Are there benchmarks or data sources available to help estimators align with industry-standard rates in Australia?" addremove

  You can go onto any government website (local, state and federal) and review contracts awarded. This will give you the price of the winning tender.  

• "We noted a point that we need to stick to the budget. During the tender stage, the budget is not provided in most of the tender documents. So, if a budget is provided, we can stick to it during pricing" addremove

  *This point in the slides referred to if you win the contract, then stick to the price/budget you submitted so that you don’t lose money in the contract delivery.
  
  In most tenders, buyers don’t disclose their budget, which is why suppliers are expected to submit their best possible pricing based on scope, market rates, and their value proposition. However, if a budget is provided in the tender documents, it’s generally a strong indication of what the buyer is willing (or able) to pay. In that case, your pricing should be designed to fit within that budget while still demonstrating value for money.