Top tips for working with government

Chris Browne Senior Consultant World Bank. Photo: supplied

Bidding for a government contract

Generally, public procurement is an ordered, structured, logical, and fair process, and should be highly transparent.

This means bidders can have a great deal of confidence in how they will be treated, assessed and incentivised.

Suppliers considering bidding for government contracts should:

1. Prepare quality and competitive proposals. Tailor your bid to meet the Government’s needs. Balance cost with quality and highlight relevant experience. A well-prepared proposal that addresses the specific requirements of the contract will set you apart from the competition.
2. Offer innovation. Provide solutions that improve efficiency, sustainability, or value. Innovation is highly valued in public procurement and offering creative solutions can give you a competitive advantage.
3. Understand the public procurement process. Familiarise yourself with procurement rules and keep an eye on opportunities. Knowing the ins and outs of the procurement process will give you a competitive edge and help you navigate the system more effectively.
4. Network and build relationships. Attend events, seek partnerships, and connect with relevant agencies. Building strong relationships within the procurement community can open doors to new opportunities and collaborations.
5. Be transparent. Be realistic about your capabilities and openly address any risks. Transparency builds trust and shows that you are a reliable partner who can deliver on your promises.
6. Demonstrate financial stability. Ensure you can handle large projects financially and manage cash flow. Financial stability is a key factor in winning government contracts. It reassures the client that you can complete the project successfully.
7. Meet deadlines. Submit your bid on time and follow up to confirm receipt. Timeliness is essential in procurement, and meeting deadlines shows you are organised and dependable.
8. Stay organised: Track your bids, be prepared for audits, and learn from feedback after rejections. Staying organised will help you manage multiple bids and improve your chances of success in future opportunities. Public procurement is often scrutinised and audited, and in some instances attracts media attention, so it’s essential to keep good records.
9. Be persistent: Keep refining your approach based on feedback, and don't get discouraged by rejections. Persistence is key in procurement, and learning from each experience will help you grow and succeed in the long run.

By following this approach, suppliers can increase their chances of winning government contracts and make a positive impact through their work.

Public procurement is not just about winning contracts; it's about contributing to the greater good and making a difference in society.

Already a supplier on a government panel

If you're already on a government AoG panel, you have a unique opportunity to make a significant impact.

Here are some ways to maximise your potential and inspire confidence in your capabilities:

1. Build strong relationships. Stay engaged with government contacts and build trust by consistently delivering high-quality work. Strong relationships are the foundation of successful collaborations and can lead to more opportunities.
2. Understand government needs. Stay updated on their priorities and offer proactive solutions aligned with their goals. By understanding their needs, you can position yourself as a valuable partner who can help them achieve their objectives.
3. Showcase your performance. Highlight past successes and provide case studies or testimonials to demonstrate reliability. Sharing your achievements not only builds credibility, but also inspires confidence in your ability to deliver.
4. Maintain compliance and quality. Always meet compliance requirements and deliver on contract terms. Consistently meeting these standards shows you are a dependable partner who can be trusted to fulfil commitments.
5. Be responsive. Respond quickly and professionally to requests for information or proposals. Timely and professional communication demonstrates your dedication and reliability.
6. Offer fair pricing. Balance cost with value and consider offering flexible terms. High-quality service combined with fair pricing, makes you an attractive option for government contracts.
7. Leverage your AoG panel status. Emphasise your pre-approved status to make the procurement process easier. Highlighting this can streamline the decision-making process and showcase your established credibility.
8. Highlight capacity and scalability. Show you can handle both small and large projects with the necessary resources. Demonstrating your capacity and scalability reassures clients you can meet their needs, regardless of project size.
9. Request feedback. Ask for feedback on past bids to improve future proposals. Constructive feedback helps you refine your approach and continuously improve your offerings.
10. Anticipate future opportunities. Stay proactive by forecasting government needs and submitting tailored proposals. Being forward-thinking and proactive positions you as a strategic partner who is always ready to meet evolving demands.