New course aims to help SMEs win government business
The NSW Small Business Commissioner has launched a course aimed at improving the prospects of SMEs selling to the government.
A new course, ‘Selling to the NSW Government’, has been developed by the NSW Small Business Commissioner to aid small businesses in gaining the state government as a frequent customer.
Commissioner Chris Lamont said he wanted to help small businesses improve their prospects of selling to the government.
“Governments can be great customers for small businesses. They are a big part of the economy with $3 in every $10 spent in Australia is spent by governments,” Lamont said.
“But they may also expect your business to do and have things that other customers may not usually require.”
The new course designed by the commissioner was noted to be short and effective and would provide practical tips on how to identify and respond to opportunities.
The motivation behind the establishment of the course was to make NSW small businesses more competitive in the government marketplace.
The course featured four main topics which included getting ready to sell to the government, creating a capability statement, meeting government compliance standards and effectively communicating with government buyers.
Lamont noted the course complemented the commission’s existing ‘Selling to the NSW Government Guide’ so they could be used side-by-side.
The guide was originally launched in January 2023 to jumpstart SME activity and competition in NSW.
Lamont said the guide provided practical information about the opportunities for small businesses to sell goods and services to the NSW government and how to respond to requests for tender.
“Small businesses are critical to the NSW economy and our local communities, contributing nearly $424.9 million to annual sales and service income,” he said.
“SMEs employ around 1.8 million people – 45 per cent of the State’s private sector workforce.”
“The information and tips provided are intended to support small businesses in selling to the NSW government, but can also be used to assist in selling to other levels of government and the private sector.”
The practical guide was split into 14 main chapters aimed at properly preparing and guiding small businesses in marketing to the government.
The main chapters included checking if a business was ready to tender, finding opportunities, building a pipeline of opportunities, reviewing tender opportunities, preparing bids, understanding NSW government buyers and bid review. Bid lodgement, feedback, management of contracts, free training and resources, a glossary of procurement terms and case studies were also included.
Lamont said he recommended that all NSW SMEs leverage the available resources when looking to sell to the government, such as the course and practical guide.
“Whether you are participating in a tender for the first time or the hundredth time, I encourage you to use these resources to improve the quality of your tender,” he said.
“The information we have designed in the guide and course has been designed to help you put your best proposal forward.”
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