Panels have rapidly increased in popularity in 2025 and 2026 as government departments across federal, state and local government increasingly adopt panels as a chosen form of procurement. That means that there are less open RFT opportunities and a shift towards panel-first buying by procurement teams. It also means that for any small, medium or large business across Australia, being appointed to panels has been become absolutely critical.
Our team of bid and tender writers has helped over 127 businesses get appointed to key long term panels.
Why are there less open tenders available to bid for?
Open RFTs are expensive, complex, time consuming and involve a lot of compliance review. Many of them include the same procurement and compliance related questions for every bid, and they usually take a minimum of four weeks to run. There is also substantial due diligence that has to be undertaken each time.
State, local and federal government are now leaning towards purchasing from panels. For example, the Buy NSW and Buying for Victoria platforms are now generally geared towards panel tenders. When government procurement teams put a panel together, they know they can quickly and easily procure from that panel for mini / specific tenders, and don’t need to go through the entire RFP process.
This also means of course that businesses must win panel appointments and tenders when they are released and put the required resources, effort and focus into the bid.
How to win work once you are appointed to the panel
The reality is that being appointed to the panel is only the first step. It’s also a dealbreaker and the most important step. Once you are appointed to the panel you will have access to closed RFQs where only a small number of pre-approved businesses are invited to bid.
This is a distinct advantage. For example, we had a roofing and maintenance client who won a critical panel appointment for a large educational institution in NSW. They were appointed along with three other providers, all of whom were national businesses. Our client was a relatively small local contractor. There were concerns by the procurement team about capacity – i.e. the national providers being at capacity and comprising on quality. As a result, our client tendered for work at the University and over a number of months slowly grew in terms of revenue, size and personnel. Being appointed to the panel gave him access to this opportunity which he wouldn’t have had if they were all open tenders.
The difference between always open panels and fixed terms panels. Why it’s important go get access to both.
Some panels are open panels which means that they always remain open and you can put in a submission for them at any time. We generally recommend submitting when these panels first open as it’s sometimes easier to be appointed. However, you can put forward a submission at any time and be appointed. This is excellent, particularly if you are looking to service a client who requires you to be on a certain government panel and you are able to make a submission to be appointed and win the work.
Fixed term panels are different and are a lot more of a dealbreaker. They open for a specific period of time, such as a month or six weeks, similar to an open tender, and then they are fixed usually for 3 – 5 years. Regardless of if you are a legal firm in Perth or a Plumber in Victoria, these are must-win panels and you need to put all of your resources and effort into ensuring you are successful so you can secure work for the next 3 – 5 years.
Different writing strategies for panel bids compared to project bids
Here at The Tender Team, we recommend taking a different approach depending on if you are bidding for a panel or specific project. It all starts with your mindset, strategy and approach. Pan
Panel Bids:
- You are not bidding for one specific project. But rather, a number of different projects. Your bid needs to demonstrate your capacity, capability and compliance.
- You need to show that you can deliver a consistent service over the long term and can grow with the contract. I.e. you have processes to grow your business and hire new personnel in a sustainable manner. Imagine a small maintenance business that is appointed to a panel with a lot of work. Your business will naturally grow and you need to show that you can maintain response times and service larger volumes at the same time. You will also need to have a capital expenditure plan for tools and equipment.
- You need to put forward flexible pricing options. As you are not aware of the type of projects that will come up.
Project Bids:
- You need to put forward a strong methodology for the specific project. Show that you have thought through the project and understand the potential challenges.
- Put forward you’re A-team for the project. This is critical and means you need to focus on your capacity for the proposed project.
Why businesses across Australia need to get onto government panels?
The answer is simple. It can lead to a strong flow of work over the long term, and if you don’t get on, it can lock you out of opportunities. We have encountered many businesses across Australia, from lawyers and professional service providers to tradies and community service providers, who are simply locked out of opportunities as they are not on the relative panels. For one recent client, the government department told them they are the only consultancy with the specialist experience they require, but were still unable to engage them as they were not on the respective panel.
We’ve helped businesses in Perth, Darwin and Brisbane enter into JVs with businesses on the panel in order to service the clients. However, this is often a complex and risky route and getting on the panel in the first place is usually your best bet.
Call our team of bid and tender writers today
Our team of bid and tender writers will help you:
- Write your tender
- Get appointed to key panels
- Grow revenue and not miss out on any key opportunities.
Call 0410 448 770 or email info@thetenderteam.com.au
