Writing Government Tenders in NZ: A Guide to Success

Securing lucrative government tenders and growing your business starts with knowing New Zealand’s procurement process and writing strong tenders.

At Kiwi Bid Support, over 95% of the bids we write are for NZ government projects. We know a thing or two about how to win government contracts. This guide will help you understand the tender process and craft compelling proposals, so you can give your bid – and your business – a winning edge.

Getting to know the government procurement process in NZ

To win more government tenders in NZ, you have to first understand the landscape. It can get a little confusing, since different contract types have their own regulations and expectations, so we’ll keep this brief.

It helps to know that there are heaps of opportunities out there – as long as you know where to look. The New Zealand government spends around $51.5 billion a year procuring goods and services from third-party suppliers.

The main platform to find the right opportunities for you is via GETS (Government Electronic Tenders Service). You can use it to follow FPOs (future procurement opportunities) and get notified of relevant RFx (request for x). To uncover more potential projects, subscribe to the Industry Capabilities Network (ICN) Gateway and tap into your own network.

Side note: ‘RFx’ is a term covering all tender types, including:

• Request for Information (RFI)

• Request for Quote (RFQ)

• Request for Proposal (RFP)

• Request for Tender (RFT)

With an application in mind, get familiar with the NZ government’s principles and rules, where you’ll find a framework to help you get the outcome you want.

You’ll be able to tender for one-off projects with a solo agency and collaborative projects where multiple suppliers work together.

 Briefly, here are the different types of procurement methods:

• Open tenders: Any supplier can submit a tender to the buyer

• Closed tenders: The buyer invites certain suppliers to tender

• Direct sourcing: Buyers directly approach a supplier

Preparing to tender: Building a strong foundation

Before you put pen to paper, it pays to do some work behind the scenes. This helps you make sure you have everything you need to tick the boxes for the buyer. Otherwise, you risk doing the work and wasting time. To put it bluntly: Only apply for government contracts you have a realistic chance of winning.

Be sure to assess your capabilities, understand your unique selling points (USPs), and gather the necessary documentation such as performance evidence, case studies, and compliance certificates.

Doing the prep will make the government tender writing process much smoother (and quicker).

How to win government contracts in NZ: Writing tips

A huge part of knowing how to win government contracts in NZ is perfecting the writing process. You might already know how to network, find and assess suitable tenders, but here are some actionable tips to craft a winning bid.

1. Address evaluation criteria directly

Read the RFx so you know exactly what the buyer is looking for. Seek a clear understanding of the evaluation criteria and write tailored responses that address every question and requirement.

Pay special attention to instructions and page limits.

2. Keep your responses clear and concise

The RFx will often specify a particular format. Be sure to follow that.

You should also avoid rambling in your responses; keep things clear and to the point. And, while technical jargon might be second nature to you, you can’t be sure all members of the procurement panel will understand it. Use plain English to make the job easier for your audience.

Proofreading is your best friend, so be sure to double-check that your message comes across clearly. Ask a colleague or two to run some extra eyes over your proposal. 

3. Showcase technical expertise

Generic responses will get lost in the mass of other bids. The best approach to win government contracts is to emphasise your technical expertise and USPs.

Focus on ways to persuade the buyer that you’re the best team for the job. This goes beyond listing your capabilities, but on emphasising how your unique skills match the project requirements. 

Research your competitors. Understanding their strengths and weaknesses will help you spot what sets you apart, and you can outline some compelling reasons why you stand out above them. 

4. Show how you give value for money

Be transparent about pricing from the get-go, and explain how you give value.

If you have a mid-range or high price, this is your opportunity to justify it – or risk losing out to a competitor offering a lower price tag.

Avoiding common pitfalls when applying for government tenders in NZ

With so many strict requirements in New Zealand’s government procurement process, it’s easy for companies to trip over some pitfalls along the way.

Knowing what not to do can give you a considerable head start. So, avoid:

• Going for every RFx: Assess contract feasibility before you get stuck in. Is this something you could win, and if so, is it worth winning?

• Failing to follow instructions: You could be disqualified if you don’t comply with technical and administrative instructions, such as not following the required format or not being clear about pricing.

• Submitting generic responses: It’s more time-consuming, but tailoring every answer is well worth it. 

Should you leave it to the experts in government tenders?

You don’t have to approach the government tender writing process alone. Expert support is up for grabs, not only saving you the time and the headache, but giving you a competitive edge to increase your chances of winning those all-important tenders.

Tender writing companies like Kiwi Bid Support can help. Here’s how:

• We’ve worked on tenders to a range of government departments, including Health NZ, NZ Police, Accident Compensation Corporation, Ministry of Justice, most Regional Councils + many more

• We know the ins and outs of the government tender writing process

• Our in-house expert writers know how to craft persuasive bids, to increase your likelihood of winning contracts

• We can take the wider process off your hands, including bid review and management, and award submissions

• We have GETS tender expertise, and can help evaluate if certain tenders are a good match for you

Win more government contracts, with Kiwi Bid Support

See how we could help you win your next government contract.

It starts by contacting us for a free consultation and a quote. Reach our team on enquiries@kiwibidsupport.co.nz or use our online enquiry form.