Turn bureaucratic barriers into business opportunities

Government agencies like to buy through panels because, they say, it’s faster and cheaper (at least for them) than individual procurement processes. The truth of the matter is that quality assurance and risk aversion plays into the equation as well, meaning it’s not always about picking the cheapest or fastest option. The trick to winning business is understanding that behind every complex framework agreement is a procurement team trying to solve real problems with limited time and budget, all while being terrified of project failure or budget overrun.

We’re familiar with and have worked on most government contracting frameworks in Australia. Whether it be Commonwealth Digital Sourcing Contract Templates (formerly SourceIT), Digital Transformation Agency Panel Agreements, State Government procurement frameworks (such as Core& for NSW, formerly ProcureIT, QITC for Queensland etc.) or new and emerging templates; we’ve likely done it before.

Decode what they actually want

Panel documentation is written by lawyers for lawyers, but procurement decisions are made by program managers with deadlines. We can help you translate between these two worlds, showing procurement teams that you understand both their technical needs and their administrative constraints.

Navigate the real approval process

Winning a panel spot is just the beginning. We can unpack how government agencies are using their panel agreements to actually make purchasing decisions within panel frameworks. This lets you position your services for repeat business by making it as easy as possible to buy from you. Don’t just sit idly by while the other panel members absorb all the winnings when your proposals could be garnering signatures.

Turn compliance awareness into a strength

Private sector tenders aren’t necessarily about finding the best vendor. They’re sometimes about finding a vendor willing to accept liability for problems the buyer can’t solve internally. This can change how you should approach tender-driven procurement, and how you can structure your responses to show the purchaser that you’re the best fit.

Spot the liability trap before you fall in

When commercial buyers use tenders to transfer risk they can’t manage themselves, the winning strategy isn’t just to accept all the risk. It’s usually to demonstrate you understand the real problems better than competitors who just say yes to everything, and have a considered plan to manage risk. We can help you identify which risks are deal-breakers and which ones are negotiation theatre, so you don’t waste time at the negotiating table arguing over indemnity and limitation clauses.

Turn compliance requirements into competitive weapons

Regulated industries use procurement to outsource their compliance headaches. Instead of seeing this as a burden, smart vendors use compliance capability as a differentiator. We can help you demonstrate compliance competence without sounding like every other vendor claiming to be “fully compliant with all applicable regulations.” We infuse our responses with plain-English breakdowns of complex technologies, their risks, benefits and the trends of the market. By the end of it your purchaser might be wondering why they even went to tender in the first place.

Price for profit, not just to win

Commercial tenders often involve liability that has to be factored into pricing decisions and insurance risk. We can help you understand what you’re really signing up for, so you can price appropriately and structure your insurance to match your actual exposure. After all, winning a contract that you’d rather not have isn’t really winning at all.

Beat bigger competitors

Larger firms win tenders by making buyers feel safe, not by offering better service. After all, they’re hiring from the same graduate pool as you are. We can help smaller, more agile businesses compete by demonstrating superior understanding of the buyer’s real needs while showing you can handle the same risks as bigger competitors – just more efficiently and cost-effectively. We’ve seen many tenders won by smaller competitors – don’t miss out just because of your headcount.

Whip your standard suite into shape

The customers of today expect the industries of the future to use the latest technology to do business. That’s why we offer a technology-first approach to contract execution and management that can transform how you handle sales processes. Achieve high-volume sales with reduced per-transaction overhead, all while building a playbook of contract positions to keep for those times when you really need to win business.

Need a full review? No problem

Whether you need to digitise existing contracts or conduct a full review of your standard documentation, we can help modernise the positions you take in line with industry expectations. You can present as a modern digital business while ensuring your contract terms reflect current best practices and regulatory requirements.

Vendor Agnostic Approach

We’re vendor agnostic and we come prepared with recommended options based on our experience of successful implementations. Popular choices include deployment of digital contracts via a Content Management System (CMS), integrated with an E-Signature platform like DocuSign. That said, there are many emerging options that provide source code availability or fit better into workflows that are increasingly adopting the use of Large Language AI models. Give us an overview of your business system architecture and objectives and we’ll be able to recommend the optimal setup for your enterprise.

Integrate with Any system

It’s the key part of any business process digital transformation, but integrations are still presenting as the largest barrier to adoption of new systems. We can scope and design connections between your contracting platform and existing CRM, project management, and billing systems thoroughly before proceeding. Developers and technical managers love the detail we put into our solution architecture documentation and you’ll have no trouble getting the project approved by senior management. Ask us how we’re different from competitors in our approach to solution documentation.