Andrew Barton, account director for Australian software testing consultancy Planit, discusses successes achieved after completing Mia’s Complex Tender Writing workshop and Creating Business Opportunities with Government workshop.
Tasked with growing the volume of government business for Australia’s largest pure-play software testing consultancy Planit, account director Andrew Barton sought greater understanding of the government tendering environment and completed Mia’s Winning Government Business program, now known as the Complex Tender Writing and Creating Business Opportunities with Government workshops.
Planit has since won a number of significant software testing contracts and gained a return on investment (ROI) multiple times over. “We only needed to win a single piece of business to obtain ROI – which also factors in the associated time investment on my part. From one commercial contract alone, directly attributable to this course, we’ve achieved a ROI many times over.”
“A response of ‘yes’ is simply never going to cut it!”
Andrew says the Complex Tender Writing workshop has dramatically improved Planit’s tendering processes across the board, while providing invaluable insight into the way government in particular acquires services and approaches the market.
“The course has helped us describe our business offerings to government in a way that speaks to government needs. Understanding the importance of that has turned our thinking around.
“We also now have improved structure, consistency and rigor in all our tendering processes. Understanding how tenders are evaluated has been incredibly useful. We were making a lot of easily corrected mistakes. I now understand the importance of answering well instead of using ‘boilerplate’ responses – and why a response of ‘yes’ is simply never going to cut it!”
Winning government business extends beyond tendering
Andrew also completed the paired Creating Business Opportunities with Government course, which extends beyond tendering to encompass how to market your business and engage with government on multiple levels. “I gained a great understanding of how the Victorian Government in particular is looking to engage with industry, and a lot of information about resources, useful contacts and channels of communication.”
The collaborative nature of both courses, which featured non-competing businesses, was a significant plus for Andrew, who gained a lot from the diverse perspectives of the other participants. He further cites the breadth of knowledge of the course facilitator, Deirdre Diamante, as a stand-out feature.
“Time and again, Deirdre offered insightful suggestions and on occasion deeper analysis that was specific to Planit. She did that for all the participants. Her ability to share and adapt her experiences for the benefit of participants was extremely valuable.”