Modern procurement - is there hope for sellers?
Like so many private and public sector functions, government procurement in Australia is rapidly changing, driven by increased scrutiny, technological innovation, and a push toward transparency and accountability. While this seems like more clarity and fairness is on the cards, gaps between procurement policy and practice are still frustratingly present.
Analysis from The Mandarin’s 2025 Modern Procurement Special Report highlights that formal procurement rules don't always guarantee a level playing field. Sellers regularly encounter confusing evaluation criteria, unrealistic deadlines, and a disconnect between stated procurement principles and real-world actions. For bid pros, getting our heads around this evolution is crucial to staying competitive.
Key insights
Transparency you can’t always see through
Despite reforms aimed at openness, procurement processes still lack clarity. Bid teams must proactively seek clarification, document all interactions, and maintain records meticulously.
AI and digital innovation
Many of us know by now that AI can dramatically enhance the bid process by identifying compliance risks, improving efficiency, and automating repetitive tasks. We also know that human oversight remains vital to ensure accuracy, ethical standards, and a compelling narrative.
Local procurement advantages
Government initiatives like the Buy Australia Plan present opportunities for SMEs in particular. Smaller companies can capitalise by articulating local value, demonstrating community impact, and aligning closely with policy objectives.
Practical actions for bid pros
Prioritise readability and clarity in proposals to stand out from snooze-worthy technical submissions.
Engage procurement teams early, and ask targeted, documented questions to clarify vague criteria and expectations.
If you haven’t already, invest in basic AI tools to automate repetitive tasks, freeing up resources to focus on strategy and client engagement.
Shift bids from company-centric to client-centric language, aligning directly with procurement objectives.
In summary, while government procurement continues to present challenges, bid pros equipped with strategies, proactive engagement, and collaborative action can navigate, and even shape, the future of public sector procurement.
