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Getting ready 

(to bid for and win contracts)

Ensuring your business has everything in place to start bidding and winning contracts.

Important things to do

  • Ask yourself - is being in business right for you?

  • Get Supply Nation certified or registered. Ensure do everything to maintain certification or registration.

  • Define what makes your business unique. This is your USP. Being Supply Nation certified or registered is not your USP.

  • Check which insurances (including level of cover) your business needs.

  • Your website is your capability statement. Set up your website or make sure your current website is up-to-date. Have a downloadable capability statement on your website too.

  • Know who your ideal customer is. Research which organisations they are, check out their website, understand what goods and services they sell and understand what they need.

  • Ensure your business contact details are up-to-date and buyers can easily find you.

  • Complete a business readiness checklist and make sure you have the basics in place: ABN, domain name and business name.

  • Know your business model including pricing and where you want your business to be in the supply chain.

  • Identify your capital needs, start building equity and get financial advice (e.g. IBA's Business Support).

  • Identify a mentor who can support you through the selling journey.

  • Add your Indigenous Business Directory link to your business card.

  • Build and maintain relationships with clients and prospective clients.

Things to remember

For particular industries

  • For building and construction: check your business has the right certifications (ISO and QMS), insurances and pre-qualifications.

  • For consulting: apply to be on government panels.

  • For information technology services: managing security and cyber-risks are important issues.

  • For aviation and defence: security clearances are required – check what level you need.

  • Director’s guarantee may be required for the supply of certain goods and services.

  • More and more corporates require their suppliers to adhere to sustainable and ethical practice requirements. Check what your current and prospective clients require.

  • Know the right pricing model for your industry. For example, hourly or daily rates? Or fixed price?

For government

  • Know the details of the Indigenous procurement policy for federal, state / territory governments.

  • Read the Federal Government’s Guide to Selling

  • Register with government tender websites.

  • Ensure you understand and comply with contract conditions (for the relevant government agency).

  • Understand your security clearance requirements.

Understand what you're offering and why it's better than what your competitors are offering. Help your clients to want what you're offering over and above anything your competitors are selling. 

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Case study

Examples

PSG Holdings: Company website as a capability statement​

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IPS Management Consultants: An online capability statement​

Other interesting stuff

Successful Indigenous business owners

Checklist

for

contract readiness

Other

helpful information

Key procurement acronyms

Key procurement terms

Download the

complete guide

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© 2020 Supply Nation Ltd.

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