Why it matters
Tendering is one of the most important ways regional businesses can access work with government, councils, and major private sector projects. With more than $30 billion in investment planned across South Australia, tenders are the gateway to supplying goods, services, and expertise.
However, small and medium businesses often find the process confusing, time consuming, and difficult to navigate. Many miss out—not due to lack of capability—but because they are unfamiliar with what is required or how to demonstrate their value.
Improving your understanding of how to tender, and being better prepared, can increase your chances of winning work and securing long-term partnerships.
Steps to tender successfully
Start early
- Open tender documents as soon as possible
- Read all the requirements and note the submission deadline
Understand the opportunity
- Make sure the tender aligns with your capabilities and capacity
- Research the buyer’s priorities (e.g. safety, community benefit, ESG)
Prepare a strong submission
- Tailor your capability statement to the specific project
- Clearly address each evaluation criterion
- Use plain English and keep it professional
Include key documents
- Relevant licences and insurances
- Compliance with WHS, modern slavery, and local content requirements
Be honest and competitive
- Don’t underquote just to win
- Outline assumptions, exclusions, and payment expectations clearly
Use available support
- Engage with programs like “Ready to Tender” (Office of the Industry Advocate)
- Register with platforms like ICN Gateway and C-Res (for BHP projects)
- Consider joint ventures if the job is too big for your business alone
Tips
- Attend “Meet the Buyer” or local supplier forums to understand upcoming opportunities
- Build relationships with project managers before tenders are released
- Keep your profiles on ICN and Local Buying Program up to date
- Review each tender carefully and seek advice if unsure
- Keep records of past projects to showcase your experience