Our team has helped hundreds of companies to write winning tenders to local government and local Councils. Our experience extends across Australia and New Zealand and we have helped organisations of all shapes and sizes from a range of industries including cleaning, construction and medical. When helping our clients win local government bids we employ a range of strategies to help them win. The overall theme that is interwoven with in all our strategies is to tailor the bid. Tailor it to local government. Tailor it to the local area. Tailor it to the Council or Shire’s plans. Tailor it your bid to the needs of the local community.
Strategy 1: Review Council’s own plans
It is important to gain a quick but thorough understanding of the Council’s strategic plans. Look at the contract you are bidding for and how they fit in with Council plans. For example, City of Melbourne have a 2030 transport plan, and the City of Sydney have a plan to limit car-parking. We recently assisted a ride sharing company to submit a bid the City of Melbourne. The majority of our bid incorporated the 2030 transport plan and they key locations within it.
When preparing your bid to a Council, shire or local government you should:
- Review the Council’s website for writing your bid or tender.
- Incorporate their plans into you bid to demonstrate that you have read, understood and applied them.
- Demonstrate that your proposal incorporates their plans.
- Align your response to any question about mission and values to the Council’s mission and values and demonstrate how you share their values.
- Read between the lines. What major issues are they tackling and what major concerns do they have? Is there a housing supply crisis for example? Ensure that you relate your proposal and solution to these issues if relevant.
For example, if there is a large problem with a specific pest in Council areas (for example rats), and there is community demand for a quick solution, make sure that your proposal talks about how your solution will quickly deal with the problem and how you will manage any community concerns as part of your bid.
This approach applies to any Council tenders from construction projects (such as the construction of a local new stadium) to writing a bid or proposal for a new toilet block.
Strategy 2: Focus on being local
Local government organisations love to procure from locally-based businesses. In order to secure a contract, you need to put forward a comprehensive argument about how you are a locally based supplier. This isn’t only about location. It’s about your integration with the community. Your workforce. The local community groups you support.
Some questions to ask yourself and address in your local government bids and tenders:
Are you based in the local government area? If so, detalocal il your location and the scope of your operation. If not, that’s fine but you need to find something to demonstrate your commitment. For example, if you are appointed to the contract will you lease premises in the local area?
Do you support local suppliers? This point is critical as local councils want to know where the downstream economic benefits of the contract are going. Provide a list of the local suppliers you use and how long you have been utilising them. If you don’t use local suppliers, it’s a great idea to provide a list of potential suppliers to Council and talk about in what capacity you propose to utilise them.
Do your employees live in the local government area? Another point that is well worth focusing on. It’s all about the community and supporting jobs is a major part of it. When completing a local council tender, ask your staff where they live, especially any apprentices and highlight this to the council. Again, if you are from out of the area trying to secure a contract, why not confirm to council that if you are appointed, you will employ an apprentice from the local area or something along those lines?
From a bid / no bid perspective, your locality is important when deciding whether or not to bid or tender for a contract. The reality is that companies have more chance winning contracts from local Councils when they are based in the local area, or at least located nearby. There is a lot more to talk about in terms of supporting local jobs and hiring locally when you are either in the local government area or located nearby.
Strategy 3: Put forward relevant experience
It’s important that where the tender asks for previous experience, you put forward experience that is highly relevant to Council. That means that sometimes your favourite, private-sector job may not be the right one to put forward. Governments generally prefer to award contracts to companies with previous government experience. Alternatively, if you put forward the private sector experience, you need to ensure that you highlight the similarities to the public sector.
For example, if you are putting forward a proposal to provide say electrical maintenance services to Council buildings, and you don’t have any previous government experience, you want to put forward experience for say servicing a University. It is also important to talk about how in servicing the University, you have had to adhere to similar requirements to that of the tender. Talk about how you communicate with the University project managers, provide regular reports, and work well and with minimal disruption in public. These are all traits and methodologies that the local council will appreciate.
Strategy 4: Demonstrate how the benefits of the contract will flow through to the local community
Most Councils will want to know that the economic benefits of their contracts through to their local communities. However, there are often social and sometimes environmental benefits. When bidding for a contract you need to show that the downstream economic, social and environmental benefits of the contract will through to the local community and not to another state or territory or community.
Call us for help
If you require any assistance winning local council tenders, call our team anytime 0410 448 770. We’ve written hundreds of tenders to local governments (Councils and Shires) across the country.