How to Win Government Business

Winning government business is less mysterious when you separate two activities: building awareness before an opportunity arises, and competing properly when a procurement process begins. Both matter.

The opportunity is significant. In 2024–25, Commonwealth entities published 86,926 contracts on AusTender with a combined reported value of $104.9 billion – around three-quarters of it for services. (Values are maximum contract values over the contract life, not annual spend.)

1. Choose the part of government you can genuinely serve

Don't start with 'all government'. Identify the jurisdictions, portfolios and agencies with a clear need for your offer, and research their responsibilities, corporate plans and current programs. State and territory governments run their own procurement policies, thresholds and tender portals, so don't assume Commonwealth rules apply.

2. Understand the current Commonwealth rules

The Commonwealth Procurement Rules (CPRs) set the framework: value for money, competition, ethics, accountability and transparency. The current version took effect on 17 November 2025. The threshold that triggers an open approach to market for non-construction procurement by non-corporate Commonwealth entities rose from $80,000 to $125,000 – the first increase in about 20 years. For construction it remains $7.5 million, and for certain other prescribed corporate entities $400,000. All thresholds include GST.

3. Get known before the request for quote

Below the threshold, agencies have more flexibility – and under the current CPRs, non-corporate Commonwealth entities must first invite only Australian businesses to quote for procurements from $10,000 up to the threshold (excluding standing offers). For Management Advisory Services, People Panel and Digital Transformation Agency panel procurements under $125,000, only SMEs are to be invited.

Many of these lower-value procurements are never advertised publicly. If officials don't know your business exists, you won't be invited. Build legitimate awareness early – understand the agency, attend industry briefings, monitor planned procurements and have relevant capability conversations. This isn't about inside information; it's about making sure buyers understand the market.

4. Compete on value for money, not price alone

Value for money is the core rule. It covers fitness for purpose, quality, whole-of-life cost, delivery risk, support, broader economic benefits and a supplier's ethical conduct – not just the lowest price. Address the evaluation criteria directly and back every claim with evidence.

5. Make your business easy to assess

Keep capability statements, insurances, policies, references, security and financial information current, and make sure named personnel are available and case studies are directly relevant.

6. Use tender portals – and build a contact strategy

Register on AusTender and each relevant state portal. Tender alerts are essential, but they aren't a business-development strategy. A-ZGovBIZ covers 1,526 federal, 5,871 state and territory and 3,854 local government decision makers – including 327 purchasing and procurement managers – researched by people and searchable in Discovery Online, so you can build relationships across the right agencies before opportunities are released.

7. Learn from every outcome

Unsuccessful Commonwealth tenderers can request a debriefing. Use it. Reviewing evaluation feedback, pricing, evidence and compliance improves the next response.

Winning government business comes from consistency: choose the right market, understand the rules, build relationships, respond precisely and keep your data and capability material current.

Visit www.azgovbiz.com.au or contact our team at to discuss how A-ZGovBIZ can help you identify the right government agencies, connect with key decision-makers and build a stronger public sector business development strategy.