Selling to the Victorian Government - A Practical Guide for Purpose-Led Businesses

Why Selling to Government Matters

The Victorian Government is one of the state’s largest buyers - across everything from catering and consulting to construction and creative services. Thanks to the Social Procurement Framework (SPF), departments and agencies are now expected to consider social and environmental impact when making purchasing decisions.

For certified social enterprises, Aboriginal businesses and other purpose-led suppliers, this shift opens up real and growing opportunities - not only to win government contracts directly, but also to join multi-tiered supply chains within government-funded projects and contracts.

But government procurement has its own rules, rhythms and language. This guide helps you navigate it - whether you’re new to this space, or looking to refine your approach.

How to Engage with Government Buyers

1. Understand How Government Buys

Each of the Victorian Government departments and agencies manages its own procurement, but they all follow whole-of-government principles (including SPF and probity), and their internal procurement rules.

There’s no one-size-fits-all. So it’s critical to:

• Understand how buyers engage the market (tenders, quotes, direct sourcing).

• Understand how your offering fits with procurement thresholds—which vary by agency. For example, a simplified procurement method can be used for goods, works, or services not exceeding certain values.

• Respect probity: engagement must be fair, transparent, and early.

2. Find Opportunities Strategically

Your options go beyond open tenders:

🔎 Monitor the right places:

• Regularly check the Buying for Victoria Tenders Portal

• State Purchase Contracts Register – see which contracts are up for renewal

• Procurement Activity Plans

💡 Tip: Look for new contracts with no incumbent supplier—especially in Victoria’s Big Build where supply chains are long and multi-tiered.

🧩 Not winning work directly? Target the Tier 1 or Tier 2 suppliers already delivering to government. Your impact can still count toward their procurement targets.

3. Know Where You Fit

Positioning is everything. Ask yourself:

• Where in the supply chain do you best fit?
  You might not be a Tier 1 supplier—but Tier 2 or 3 could be ideal.
  Example: A youth employment-focused café might supply catering to a construction company managing a project worksite.
  

• Who has the budget flexibility?
  Private companies often have more wiggle room than government.
  

• What’s the risk profile?
  Start with lower spend, lower risk offers to build confidence and trust.
  E.g. Start with a small event before pitching for a full catering contract.
  

• Which part of the organisation is the right entry point?
  Is it Procurement? Corporate Services? Sustainability? HR or DEI? Operations? Or sometimes the Executive Assistants are the best people to talk to. Try LinkedIn searches by job title (e.g. “Procurement Advisor,” “Social Procurement Lead,” “ESG Manager”).
  

• Government buyers are looking for clear alignment to the SPF objectives. 

  Use this guide to understand which SPF objectives are most relevant to your organisation and use this language when communicating to buyers: Social procurement outcomes and objectives guidance

4. Get Tender-Ready

Winning government work is about more than purpose—it’s about proving capability and reliability. That means being ready to clearly communicate your offer, experience, and impact.

Here’s what you need to prepare:

 ✅ A capability statement: who you are, what you offer and how you deliver
✅ Relevant project examples: include scale, outcomes and client testimonials
✅ Evidence of social impact: jobs created, cohorts supported, measurable outcomes
✅ Compliance essentials: insurance, accreditations, OH&S policies, financial records, risk plans
✅ Certifications: such as Social Traders, Kinaway or Supply Nation can strengthen your case

Also, remember:

• Read the tender documents carefully—note the specifications, evaluation criteria and mandatory requirements

• Provide concise but complete responses to each question—duplicate if necessary to reinforce key messages

• Select referees that speak directly to the tendered work—not just general support

📚 Explore:

• Guide for Responding to Tenders

5. Build Relationships and Visibility

Not all opportunities are published. Many contracts <$150k are awarded through selective sourcing or via existing supplier panels. Build relationships before tenders drop.

• Show up at industry briefings and events—not just to pitch, but to listen, learn, and connect.

• Engage with relevant government agencies, project teams and contractors on LinkedIn.

• Join supplier lists, directories and attend networking sessions via Social Traders or peak bodies.

• Be proactive: ask for short intro calls with target buyers to understand their pipeline and preferences.

Let’s Talk

I’ve worked across all sides of this system—inside government, in infrastructure delivery, and with 100+ social enterprises. I now support purpose-led organisations to understand and engage government buyers, whether through:

• One-on-one advisory

• Group training & workshops

• Tailored business development strategy
  

📥 Want to explore how I can support your team? Reach out via impactpractice.au or book a discovery call.