Looking to take a step into the world of government tendering? Winning a government contract can be a huge deal, especially for a small or medium-sized enterprise (SME). Not only does it help you take a step up the corporate ladder and win new clients, but it also keeps a steady influx of cash coming in to help you expand your business.

Read on to improve your chances of winning a NSW government tender:

1. Research, research, research

The more you research the government department you’re looking to target, the more you’ll know about their specific challenges, goals and future growth. All of these can help you come up with innovative and creative ways to solve their problems, which can further your chances of winning a contract. You will also know more about the department’s core service offerings, high-level policy directions and what the department is looking for in the winning tender response.

2. Read and re-read everything

When the time to tender finally rolls around, don’t assume you know what the questions will be. You may have done ample research, but you are seeing the department from the lens of an outsider. Only people in the department know exactly what they’re looking for, which is why it is so important to read through the tender documents as thoroughly as possible to ensure you prepare a winning proposal.

It’s not just enough to read through the questions in the tender documents. You must also assess them against the evaluation criteria and prepare your answers accordingly. If the evaluation criteria have not been made available, feel free to contact the representatives and ask for them.

3. Make sure to answer what is asked

Be clear, succinct and concise in your answers, but make sure that each requirement of each question is answered. It is easy to go off on tangents when explaining your business, what you do and the services you provide, but can make your tender proposal wordy and tedious to read. Moreover, most government tender documents have strict word limits that you must follow, which is why it is very important to be precise and to the point in your answers.

4. Don’t assume the government knows about you

Sure, you may have registered your business and obtained an ABN from the government, but that doesn’t mean the government knows what your business does or keeps records on it. The evaluator panel may never have heard of you at all! Always aim to present a proposal that talks about your business, its strengths and capabilities and services as if your business is unknown to the person reviewing your proposal.

5. Now’s the time to contact previous clients

A major requirement for any tender, but especially for government tenders is to have a demonstrable experience of completing similar projects from the past 3 years. Ask your previous clients for references relating exactly to what is asked from the question.

6. Remember to answer every question

Even if it seems repetitive. Omitting a question from the document, copying and pasting from one answer to another, or giving incomplete answers are all poor practices that can jeopardise your chances of winning the tender. Even if the question is repeated, look at it as a chance to present your services in a different but consistent light.

7. Pay attention to the deadline

If there’s anything worse than missed questions or incomplete answers, it’s late submissions. Late responses are usually rejected on the spot and are a terrible look for your company. Unless there are valid reasons for missing the deadline, such as mishandling of the tender by the department or as a result of a major incident, late submissions are usually not entertained.

Following the steps above will put you one step closer to winning your very first NSW government tender.