How to Find Government Contracts in Australia
Every year, the Australian Government spends billions on procurement across sectors like defence, construction, manufacturing, and IT.
In the 2023–24 financial year, it published over 80,000 contracts worth a total of $99.6 billion AUD.
Winning a government contract gives businesses access to this high-value market. Even one contract can boost revenue, grow your client base, and build brand credibility. It also opens the door to long-term relationships with government buyers.
This article offers a step-by-step guide to finding and winning Australian government contracts. Learn the key terms, how to become a supplier, and practical tips for success.
Where to Find Government Contracts
AusTender is the Australian Government’s central procurement platform. It lists all federal business opportunities in one place.
Anyone can search AusTender. You can browse open tenders from federal agencies or use ‘Advanced Search’ to filter by keywords, agency, category, and more. This helps you find opportunities that best match your business.
Registering for a free AusTender profile is highly recommended. You can set your business interests and receive email alerts when relevant opportunities are published. A profile also lets you download tender documents and submit responses directly through the platform.
- State and Territory Platforms
State, territory, and local governments also have their own tendering platforms. You can find a link to the main state and territory portals on AusTender.
- Industry-Specific Portals
Some industries have dedicated platforms for government business opportunities. For example, the BuyICT portal helps digital service suppliers find contract opportunities with federal, state, and local governments.
Four Key Government Terms You Should Understand
- Approach to Market (ATM)
An Approach to Market (ATM) is how the government invites suppliers to bid for work. It can take several forms, including:
- Request for Quote (RFQ)
- Request for Tender (RFT)
- Expression of Interest (EOI)
- Request for Information (RFI)
- Request for Proposal (RFP)
Each type signals a different stage in the buying process and helps the government assess potential suppliers.
- Commonwealth Procurement Rules (CPRs)
The Commonwealth Procurement Rules, or ‘CPRs’ s are the key guidelines that shape how the Australian Government buys goods and services. Published by the Department of Finance, these rules apply to all non-corporate Commonwealth entities and are designed to ensure procurement is fair, efficient, and delivers value for money.
The CPRs are built on 12 key principles, including:
- Value for Money: This is the core rule. It means considering price alongside quality, risk, sustainability, and whole-of-life costs.
- Competition: Government buyers must encourage competition to get the best outcomes.
- Accountability and Transparency: All decisions must be well-documented and able to withstand scrutiny.
- Ethical Behaviour: Buyers must act with integrity and avoid conflicts of interest.
- Efficient Use of Resources: Procurement should support streamlined, effective processes.
Understanding the CPRs helps businesses align their bids with government expectations. Compliant proposals are more likely to be taken seriously and succeed.
- Standing Offer
A standing offer is a pre-arranged agreement that lets government agencies buy goods or services as needed, without going through a full tender process each time.
It sets out fixed terms—such as pricing, delivery, and scope—for a set period. When the agency needs the goods or services, they simply place an order under the standing offer.
Standing offers can be established with one supplier or multiple suppliers, depending on the agency’s needs. This makes procurement faster, easier, and more cost-effective for regular purchases.
- Government Buyers
Government buyers are the departments, agencies, and public bodies that purchase goods and services from external suppliers.
At the federal level, these buyers must follow the Commonwealth Procurement Rules (CPRs). The CPRs ensure that all purchasing decisions are fair, transparent, and deliver value for money.
Understanding how government buyers operate—and what rules they follow—can help suppliers tailor their bids and increase their chances of winning contracts.
Three Steps to Becoming a Government Supplier
Step One: Register on AusTender
When you register on AusTender, you can:
- Receive email alerts for new tender opportunities.
- Set up a personalised watchlist.
- Track updates on tenders that match your business interests.
This gives you real-time visibility of relevant government contracts.
Step Two: Prepare your Business Profile
As part of registration, provide key business details including:
- Business name
- ABN
- Contact information
- Industry category and areas of interest
Some tenders may require proof of compliance with Australian or international standards (e.g. ISO certifications). Ensure your profile is complete, accurate, and up to date. This improves your credibility and increases your chances of being shortlisted.
Step 3: Respond to a Tender Opportunity
Once you find a relevant tender:
- Download the tender documents via AusTender.
- Read them carefully to understand requirements and eligibility criteria.
- Submit your response through the platform.
Make sure your bid follows the buyer’s instructions and addresses all evaluation criteria. A clear, compliant response improves your chances of success.
Tips for Winning Government Contracts in Australia
1. Know the Government Financial Year
The Australian Government’s financial year runs from 1 July to 30 June. Many tenders are released or awarded around these dates. Understanding this cycle helps you plan your resources and bidding strategy accordingly.
2. Request Feedback on Unsuccessful Bids
Didn’t win a tender? Ask for feedback. Government buyers often provide detailed reasons why a bid was unsuccessful. Use this insight to strengthen future responses.
3. Build Strategic Relationships
Government buyers are more likely to engage suppliers they know and trust. Here’s how to build visibility:
- Attend Industry Events: Research which government agencies are attending and plan who you want to meet.
- Present or Moderate Panels: Offering to speak can boost your profile and showcase your expertise.
- Join Supplier Briefings: These meetings are often held before or during a tender process. They give valuable insights into government priorities and procurement expectations. Ask smart questions to show your interest and understanding.
Start Selling to the Australian Government
Securing a government contract places your business on the pathway to more growth, more clients and wider brand recognition. It puts you on the path to creating enduring business relationships. You can find more resources for suppliers and tips on selling to the Australian government here.
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