This morning Kate Lundy, Senator for the ACT, opened the Canberran Enterprise Connect Workshop on Winning Defence Tenders as a Small and Medium Enterprise.
It was sponsored by the Defence Industry Innovation Centre (DIIC), which is part of Enterprise Connect, and is a significant initiative introduced by the Rudd Government to assist SMEs.
Senator Lundy has always demonstrated her keen interest in Government Procurement. She is particularly concerned to ensure that SMEs are well placed to win business in that market. This is of real importance to many small businesses in the ACT.
The Workshop is part of the range of hands-on services offered by DIIC to SME’s in the defence industry sector. The services include free business reviews and supporting grants to help boost productivity and support the Australian Defence Force (ADF).
The Defence procurement market accounts for nearly 60% of Commonwealth procurement contracts. However, many small companies in the ACT are reluctant to compete for these contracts, because they are sometimes confused by tender requirements and specifications or unsure about how to produce winning tenders – even when they have innovative products or services which are capable of supporting the Australian Defence Force.
This Workshop represents a complete departure from past initiatives which have not acknowledged the difficulties which SMEs confront in their attempts to understand the complexities of the Defence tendering environment.
The Workshop is specifically focussed on enhancing the “supply side” of the equation by equipping SMEs with the skills and knowledge they require to compete for Defence tenders – either on their own account or as sub-contractors to larger prime contractors.
- Tenders can be intimidating, and a major drain on the resources of SMEs.
- Many respond to Defence tender opportunities with apprehension that they are not equipped for the task.
- They know that their product or service is good, but they feel that they cannot do it justice.
To move participants beyond this apprehension, the Workshops are collaborative and hands-on.
- By the end of the session, participants have had the chance to practice using the tools and techniques they have been introduced to.
- They also have the chance to ask questions in a very open discussion about applying those tools and techniques to their own business opportunities.
Feedback from earlier Workshops shows that the knowledge and skills they provide consistently boost participants’ confidence. The Workshops give them the focus to tackle the challenge of preparing a tender document.
Comments from recent participants include:
“These skills will most certainly allow us to be more successful in tenders.”
“The materials and techniques and tips will be invaluable in future RFTs.”
“The facilitator’s experiences and enthusiasm were excellent.”
Media contact: Pia Waugh (Senator Kate Lundy) 0400 966 453
