Government agencies and organisations - from the military forces to schools, local councils to hospitals, tax departments to legislative councils - are responsible for buying around 25% of all goods and services sold in Australia. The actual dollar amount is huge and ever- increasing. However, very often the processes that vendors and service providors are required to go through to secure government contracts can be complex and daunting. In many cases the race does not go to the swift (who may swiftly give up on the red tape) but the dogged, and as a result the pool of suppliers to the government is much less than it should be. Many, many Australian businesses are completely missing out on huge potential sales from the biggest customer of them all: the government. Winning Government Contracts takes the mystery out of the tendering processes that the government favours and shows how any business with suitable products or services can successfully bid for government contracts. The information in the book will also help any business improve its tendering capabilities, whether tendering for government or private contracts.
Maurice Downing is the founding director of Corfocus, a specialist consulting firm that works with companies to win government tenders. He has also served for many years on government TEPs (Tender Evaluation Panels), thus has the very rare knowledge and perspective that comes from having been on both sides of the fence
Preface: A Tender Awakening
Chapter 1: An Introduction
Chapter 2: From Whence They Come - The Origins of the Tender Documents
Chapter 3: Where Are You Now?
Chapter 4: Getting Tender Ready
Chapter 5: Battle Stations - Tenders Approaching
Chapter 6: Writing a Tender That Wins Business
Chapter 7: Surviving the Compliance Checks
Chapter 8: Inside the Heads of the Tender Evaluation Panel
Chapter 9: A Flys-Eye View on How They Make Decisions
Chapter 10: The Fact Lady Sings - Finalising the Process
Chapter 11: Hallelujah! - All Hail the Preferred Supplier
Chapter 12: Leveraging Your Experience for the Future
Chapter 13: The Upside-Down Tendering Book
Chapter 14: What Now?
Index
About the Author
Acknowledgements
Selling to government represents possibly the biggest market in Australia
Business opportunities are astounding
Winning Government Tenders is the first commercially published book on the subject
This book provides insights and advice to improve your tender and win more business