What the Australian Government says about government tenders

The Australian Government’s advice to tender participants on how to respond to tenders, particularly questions about presenting your experience in government tenders, gives good information to help tenderers, whether you’re a first-timer or a seasoned tenderer.

It’s great to get insights from government about what they expect to see in responses to government requests for tender. The clarity provided gives assurance that you’re on the right track when you’re writing a tender, as responding to any tender – government or not – can be challenging at the best of times. It all helps to build you tender success.

Here’s the government’s advice.

Make your experience relevant to the government tender request

Only present experience that is relevant to the project, service or product that you are tendering to supply to the government. The first rule for tender writers is that there’s no point in listing projects or clients or including case studies that don’t reflect the experience, knowledge and skills that the government is seeking in its request for tender. Irrelevant experience will be disregarded by the government’s procurement assessment team and increases the likelihood that you won’t get past the first round assessment.

Explain the length of time you’ve been providing the relevant service, product or project

Include a brief description of how long you’ve been providing the service, product or type of project that you’re tendering to provide. You could include the time as a date range or the total time. For example, ‘since 2010’ or ‘from 2014 to 2019’. Make sure that the projects are recent – no more than three years ago. Sometimes government tenders ask for experience from a specific time period, such as the past two or three years. If this is the case, make sure that you adhere to this request.

Present examples of experience that your organisation has gained

As any professional, trusted provider of tender writing services knows, the examples you present must be of projects, products or services delivered by your organisation, not delivered by individuals from your organisations whilst at a different organisation. You can include examples of projects, services or products delivered by individuals before they joined your organisation in their CV or profiles.

When describing your organisation’s experience, give examples of particular projects that your organisation has undertaken. This is to demonstrate what you have achieved. Case studies are a great way to do this. Case studies are short stories describing a particular project. When writing case studies, explain the client’s objective, what your role was, how you delivered the solution (your process or methodology), and the outcome for your client. It’s very powerful to include the tangible outcomes you delivered – for example, percentages of the time or money that your solution saved them.

Avoid making general statements

Avoid making general statements like ‘a wide range of activities’ or ‘various activities over the year’. Always be specific. It’s much more impactful to be precise. For example, you could say:

“Since 2015, we have completed 3,456 of these projects / delivered 3,456 of the product to 57 local councils around Australia. These include…”


“Since 2015, this solution has been adopted by 3,456 companies in Australia, generating an average of $235,000 in savings per business.”

Maximise the relevant experience of your team members in their CVs or profiles

Sometimes requests for tenders ask for the key team members’ CVs, biographies or profiles to be included within the response schedules or appendiced to the tender response. Either way, only include team members and their experience relevant to the tender.

Don’t include colleagues on the team who won’t be involved in delivering the project. Some tenders include senior management in their team, even though these people will have nothing to do with project delivery. Including people in your team who are not relevant to the tender is a waste of your tender preparation time and wastes the time of the government procurement team that has to read the profiles of people who won’t be delivering the project.

Only include key team members’ experience most relevant to the tender. It doesn’t matter where they gained that experience. If it was at a different organisation, that’s fine. The CVs or profiles are about the individual’s experience, not the organisation’s.

Cover off the skills and the benefits they will bring, plus their qualifications and professional memberships relevant to the tender.

Make sure too that all the CVs are presented consistently. You’ll need to rewrite or edit existing CVs, bio or profiles so that they must follow the same layout and sequence of information. If you include a photo on each CV, they need to be professional and have the same ‘look’. For example, they should all have the same background.

Contact us

For help with writing case studies or presenting your experience in government tenders, or any tender, contact Tender Writers today or ring us on 02 8032 5536.

The professional tender writing services provided by our team of expert tender writers will help you to ensure that your tender is the best it can be.

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