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How to Win Government Contracts in Australia

An Introductory Guide for International Businesses Selling to the Australian Government

Australian government contracts present a compelling opportunity for international businesses looking to expand into a stable, transparent and well-regulated market.  Australia is one of the most accessible public markets in the world.  It is also competitive and requires preparation, local knowledge, strategic relationship building and commitment.

This guide introduces government procurement in Australia, outlines the procurement landscape and methods of procurement and offers practical tips for finding and winning tenders for contracts across all levels of government.

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Why International Businesses Should Consider Australian Government Contracts

Australian government contracts present an accessible entry point for international businesses. The procurement process is open to international companies that meet eligibility and compliance criteria, offering opportunities across a wide range of sectors including infrastructure, technology, healthcare, defence, education and professional services.  

Australia has been active in digital transformation and has been an early adopter of innovations and technologies across Commonwealth and state governments.  Government also actively encourages competition and innovation which can benefit international businesses with specialised expertise, innovative technologies or scalable solutions. 

Growth in procurement spending is being driven by major infrastructure projects, renewable energy initiatives and increased defence commitments. Emerging sectors such as green hydrogen, electric vehicle infrastructure and smart technology offer new opportunities for international businesses to engage with government projects.

Winning a government contract also enhances credibility, helping international businesses establish a trusted presence in the Australian market and opens doors to broader commercial opportunities.

Introduction to Australian Government Procurement

Government procurement in Australia is a significant driver of economic activity and is conducted across three levels: 

  • The Australian Government, also referred to as the federal government or Commonwealth government
  • State and territory governments consisting of six states and two self-governing territories
  • Local governments 

Australia's government procurement framework is highly structured and well-regulated, creating a level playing field for both local and international suppliers. This approach is designed to ensure public funds are used efficiently while fostering innovation and market diversity through fair and open competition.

Government Canberra

Australian Government Procurement Methods

Australia’s three levels of government make thousands of tender requests every year to the private sector to supply goods and services.  Each level of government has its own responsibilities and autonomy which may overlap in some cases. Each level has its own procurement policies, tender portals and areas of spending. The tender portals advertise and provide information on tenders.  

The main methods of government procurement in Australia are: 

  • Open tender - Public invitation to all suppliers.  Open Approach to Market (ATM) advertised on AusTender or other tender websites (listed below) and open to all potential suppliers.
  • Limited Tender- One or more potential suppliers invited to submit bids.  Limited procurement used when specific conditions or circumstances apply.  
  • Standing Offers or Panel Arrangements - Pre-established arrangements with suppliers.
  • Unsolicited proposals – some state and territory governments accept such proposals. 

Procurement Opportunities

The following table provides a summary of government procurement and tender portals in Australia. 

 
 
Australian Federal (Commonwealth) Government
 
State and Territory Governments
 
Local Governments (Councils)  

DESCRIPTION 

The national government of Australia, based in Canberra, Australian Capital Territory (ACT).

Sets broad policy, manages national services and projects and funds many state-level services.

Regional governments covering six states and two territories. Each has its own parliament and agencies.

Over 530 local governments (councils) across cities and regions responsible for providing services and managing local affairs.

KEY AREAS OF RESPONSIBILITY
  • Health and hospitals
  • Education (schools, TAFE)
  • Transport and roads
  • Public housing
  • Police and emergency services
  • Energy and water
  • Infrastructure and planning
  • Local roads & footpaths
  • Waste management
  • Parks & recreation
  • Libraries
  • Building permits & local planning
  • Community services
  • Minor infrastructure

WEBSITES

Commonwealth (Australian Government)

  • AusTender is the federal government’s procurement platform. Register on the AusTender website to receive notifications of relevant current federal tenders. You can also search the website for upcoming planned procurements.

New South Wales (NSW)

Victoria (VIC)

Queensland (QLD)

South Australia (SA)

Western Australia (WA)

Tasmania (TAS)

Australian Capital Territory (ACT)

Local Government (All States)

  • Each local council usually operates its own procurement and tendering process. LGP is a shared resource and procurement body mainly serving NSW councils, but the site contains general guidance and links.

 

Building Relationships with Government

Individual departments and agencies within Government make decisions on suppliers.   Therefore, in addition to tender registration and prequalification (below), it is imperative to build relationships with relevant government buyers.  

Government may, at times, seek limited quotes from known suppliers, directly negotiate with a single supplier or accept proposals for non-tendered projects.   It is therefore important to build relationships to raise awareness and profile your capabilities to deliver on a government contract.  This requires identification of relevant government departments and agencies at Federal, State or local levels of Government.

There are numerous ways to engage with government. Industry or government-focused conferences, forums or events are important. Government are regular attendees at industry events and forums to gain information and are also willing to share insights into their activities, priorities and challenges. Trade agencies, bilateral business chambers, industry associations or chambers of commerce often provide opportunities to engage with government stakeholders.

Many agencies use pre-approved supplier panels for regular procurement. Apply to be on these panels during open registration periods.

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Preparing to Respond to a Government Tender

For a foreign entity, it is important to be aware of all regulatory requirements, conditions, pre-qualifications, licences, registrations etc that you might need to supply to government and have these in place.   Registrations and licences may take longer than expected particularly if a local entity or a local bank account is required to be set up.  As such, it is recommended that professional advice be sought early in the process.  Governments may take a long time to make decisions given their requirement to comply with internal procurement procedures and approvals however, once this has been completed, things may then move quickly.

Selling to government in Australia can be a highly rewarding path for international companies. Success comes from localising your approach, understanding procurement culture and building trust with the right stakeholders.  Investing in preparation, relationships and compliance will put your business in a strong position to win Australian government work across federal, state and local levels.

Tips for Winning Government Contracts in Australia

Engage Early and Build Relationships

Consistent engagement helps build trust and raise your profile in the Australian market. Leverage government trade agencies, industry associations and events to connect with public sector stakeholders and decision-makers. Major National Events in Australia. 

Demonstrate Long-Term Commitment to Australia

Government buyers value suppliers with a credible local presence and commitment. This can include establishing a local subsidiary, partnering with Australian firms and employing dedicated in-market business development or delivery staff. Local or relevant case studies and references are also important to build trust and demonstrate capability. 

Comply with Legal, Regulatory, and Technical Standards

Ensure your business understands and complies with Australian laws and standards, including work health and safety (WHS), insurance, ethical sourcing and environmental obligations. Necessary registrations and licenses must be secured well in advance, as they are often mandatory before a contract can be awarded or commenced. 

Understand Government Procurement Frameworks

Australian federal, state and local governments operate under structured procurement rules focused on transparency, value for money and integrity. Requirements may vary by jurisdiction and project, but commonly include financial stability, social and environmental responsibility, compliance with local laws and usually a local presence or representation. 

Localise Your Offering and Communication

Tailor your product or service offering, proposal materials and tender responses to align with Australian government expectations, terminology and cultural context. Use clear, culturally appropriate language and demonstrate how your solution delivers outcomes aligned with local policy goals and public value. Australian Business Culture Guide 

Useful Government and government-supported Resources

How we can help

Beachhead helps international businesses understand, access and deliver on public sector opportunities. We support clients with:

  • Understanding government frameworks and procurement.
  • Identifying procurement opportunities and finding local partners.
  • Establishing a local entity and supporting the building of local staff and teams. 
  • Navigating registrations, compliance and tender requirements and localising responses.

We guide you from strategy through to winning business and delivery. Contact us to explore how we can support your success in the Australian government market.

You can contact us via the contact form or email  info@beachheadmgt.com or telephone +61 (0)2 9045 8851.