Tender Opportunities for Small & Medium Businesses

TENDERING SUPPORT

Keith Boyer

Managing Director

Brisbane 2032 is shaping up to be one of the biggest economic opportunities in Australia’s history. Governments at all levels are already planning the infrastructure, services and supply chains required to deliver the Olympic and Paralympic Games. For small and medium businesses (SMEs), this represents a once-in-a-generation chance to grow, diversify and secure long=term contracts.

Yet too many capable businesses will miss out. Not because they cannot deliver, but because they are unprepared, overwhelmed or simply unsure where to start. This thought piece brings together insights from my 28 years in procurement and tendering. We will explore the scale of the opportunity, the common fears holding businesses back, and practical steps you can take to get “Tender Ready” now.

THE SCALE OF THE OPPORTUNITY

Every month, more than 5,000 government procurement opportunities are released across Australia and New Zealand. These range from small local works to multi-year infrastructure contracts. Tendering remains one of the most powerful yet underutilised ways for businesses to grow. For Brisabne2032 specifically, Deloitte’s economic impact assessment highlights billions of dollars in expected benefits for Queensland and beyond. The opportunities will extend across a wide variety of industries: construction, technology, hospitality, transport, security, logistics and more. Seizing these opportunities requires preparation. In Paris 2024, organisers actively prioritised SMEs through structured policies and early engagement. The result? 78% of Paris 2024 suppliers were small and medium enterprises, (Source: Centre de Droit et d’Economie du Sport, 2024). Brisbane has the same potential - success will depend on governments engaging early and businesses being ready.

WHAT IS HOLDING BUSINESSES BACK

Despite the scale of opportunity, many SMEs hesitate to bid. Through our work with clients, we hear the same four concerns repeatedly:

“We don’t know where to find the opportunities.” - Many businesses are unaware of the protas and registration systems they need to access. Missing a single platform can lead to missing hundreds of potential contracts.
“The documentation required is overwhelming.” - Tender packs are often jargon-heavy and inconsistent. Even experienced operators struggle to identify what matters most, leading to confusion and wasted effort.
“We don’t have the time or the people to respond properly.” - Lean teams can not always drop everything to prepare a complex response, especially when tenders are released with short timelines.
“We are not confident we will be taken seriously.” - Many SMEs believe governments always award contracts to the same large players; this perception discourages participation and limits competition

The result? Capable businesses miss out on growth, and governments lose access to local innovation and diverse suppliers.

GETTING TENDER READY: SIX PRACTICAL STEPS

Tender readiness is about preparation, clarity, and confidence. The earlier you start, the easier and less costly the process becomes. Here are six steps we use at Scriptus to help businesses position themselves for success:

Know what work is out there for you to win - Map your market. Identify opportunities that fit your business, understand who currently holds the contracts, and build a forward-looking timeline of upcoming tenders. This creates a 3-5 year runway so you can prepare rather than react.
Register in the right places - With over 500 councils and multiple state and federal platforms, registration is critical. Make sure you are listed on relevant portals and supplier databases so you receive notifications for opportunities in your sector.
Understand your value - You can not compete effectively if you can not explain what sets you apart. Define your value proposition in terms that align with government priorities - whether it is sustainability, community impact, or innovation. Clear, compelling messaging improves your chances.
Build a response library - Create a library of tailored templates, capability statements, and case studies that can be customised and reused. This saves time and improves consistency, especially when deadlines are tight.
Practice makes progress - Your first tender should not be for your biggest opportunity. Start small, learn the process, and request feedback from evaluators. Every bid builds confidence and capability.
Learn the rules of the game - Understand how tenders are assessed: evaluation criteria, compliance requirements, scoring methodologies and weighting. Once you know what evaluators are looking for, you can tailor your responses accordingly.

THERE IS NEVER A BETTER TIME TO START THAN TODAY

Brisbane2032 is just one of the opportunities coming, and every day more opportunities are posted that companies could be taking advantage of. The businesses that benefit the most will be the ones that:

Register early
Build capability now
Engage with government and industry groups
Get visible in their target markets

The reality is simple: the earlier you prepare, the better your chances.

FINAL THOUGHTS

Tendering does not need to feel overwhelming. With the right planning and support, any capable business can compete with confidence and win work that drives sustainable growth. At Scriptus Consulting, we work with small and medium business to:

Demystify the tendering process
Build practical strategies and templates
improve success rates through better preparation
Position yourself for upcoming opportunities, like Brisbane 2032

If you have never bid before, or if you have tried and struggled to succeed, now is the time to get tender ready. Let’s start a conversation about how we can help you compete with confidence.