Ep2: Before You Bid - Understanding the

Defence Tender Process

Finding a tender is not the same as being ready to win it - so should you even bid?

A big tender can be tempting, particularly when the contract value looks substantial. But David Lunn explains that the real work starts well before the invitation to tender arrives: businesses need to understand the opportunity, the client, the competition and their own ability to deliver.

In this episode, Esther speaks with David from BidWrite about how to qualify opportunities, avoid common tendering mistakes and build a response around the client’s needs. They also explore what changes when the target market is defence, including the role of prime contractors and the broader supply chain.

We discuss:

• Why tendering should be treated as a strategic work-winning activity, not an administrative task.
• The questions businesses should ask before deciding whether to bid.
• How to assess the opportunity, client, competitive context and incumbent position.
• Why tender responses need to focus on the client’s needs rather than simply describing the business.
• How tender evaluation typically moves through compliance, specialist assessment and broader value-for-money considerations.
• Where businesses can look for defence opportunities beyond direct contracts with the Department of Defence.

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IN THIS SHOW: 

Episode Highlights: 

• Readiness comes first. By the time an invitation to tender arrives, a business should ideally already understand the client, the opportunity and its own capability. Starting from scratch once the document lands leaves little room to build a strong position.
• Not every big contract is a good fit. The discussion highlights the need to consider whether the opportunity is real, whether the business understands the client and competition, whether it can win, and whether it can deliver without putting unnecessary strain on the business.
• Compliance can decide whether you get evaluated. David describes the initial tender stage as a filtering process where basic requirements can determine whether a submission progresses. Following the questions, structure and information requirements matters.
• A tender is about the client. A response should explain that the bidder understands what the client is trying to achieve, then connect its proposed approach to practical benefits rather than simply listing capabilities.
• Defence is a supply chain, not just one buyer. The episode explains that businesses looking at defence should consider opportunities through major contractors and lower tiers of the supply chain, rather than assuming every opportunity will come directly from Defence.
• Relationships start well before the RFT. The conversation repeatedly comes back to business development, networks and understanding the client before the formal tender process begins.
  
  

Before you download the next tender, ask yourself: do we understand the opportunity well enough to know whether we should bid?

LINKS and RESOURCES:

• Connect with David Lunn on LinkedIn
• Bidwrite website
• AusTender website
• TenderLink website
• Defence Western Australia website
• Chamber of Commerce and Industry WA
• Defence Reality Check guide
• Western Trade Coast wiki