Winning Government Business

LIKE NEVER BEFORE Australian governments are embracing the vitality and diversity of small businesses when they partner with the private sector.

The digital economy now means SMBs and big businesses can vie for government business on a more level playing field. Yes, the big business bidding teams are still strong, but they can be rigid and cumbersome. Unlike your SMB …

You can compete. You can win.

It’s not easy, but at least it’s a fairer fight these days. And this book is your insider’s guide for how to go about it. In simple, clear and direct steps, Winning Government Business: The 6 Rules and 9 Absolutes for Small to Medium Businesses sets out how your SMB can claim its own slice of the government pie.

Thomas Pollock has spent almost 20 years immersed in the Australian small-to-medium business world. Harbouring a desire to establish new revenue streams to help reinforce a growing business during tough economic times, Tom began engaging and eventually winning business through partnering with all levels of government. In Winning Government Business: The 6 Rules and 9 Absolutes, Tom shares almost 20 years of knowledge and experiences and outlines how small and medium businesses can win the struggle against Big Business when targeting government organisations.

Tom’s life is happily dominated by his wife and three young boys, all who have unknowingly contributed to this book in their own unique ways. Tom loves joining his kids as they attempt to build the world’s greatest Lego creations, and introducing his boys to all-time movie classics like Star Wars.

Tom and his family live in Brisbane, Queensland.

What Are The 6 Rules?

Partners Must Be Actively Sought & Managed

Build Relationships With And Learn From Peers Who Already Work With Government

Follow The Axiom That "Mandatory Doesn't Always Mean Mandatory"

Prioritise Criteria According To Their Weighting

Stay The Course. You Will Not Succeed With your First Attempt

It All Starts With A Phone Call

Foreword Written By Kate Carnell Small Business and Family Enterprise Ombudsman

What Are The 9 Absolutes?

Governments Prefer SMBs With Real-World Cred

The Onus Is On You To Find Government Opportunities

Governments Will Always Explain Their Decisions

Uncover The Entire Problem In Order To Position A Complete Solution

Learn From The Other Side Of The Table

Governments Return To Trusted Partners

Position Your Resources Where They'll Have The Most Impact

Modern Government Procurement & Payment Policies Have Greatly Improved

Never Forget Rule Number 1

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About The Author

Is Your Business 'Gov Ready'?