Winning a security services tender isn’t just about having the best price or the most experience. It’s about showcasing your credibility, capacity, and commitment to delivering safe, reliable, and professional services tailored to your client’s needs. Whether you’re responding to a local government request or bidding for a private sector job, the keys to success are preparation, precision, and positioning.

1. Understand the Buyer’s Needs First

Before you start writing, take the time to study the Request for Tender (RFT) documents carefully. Local governments and organisations use these documents to assess risk and select providers that meet their safety, compliance, and service standards. Think of every section in the RFT as a window into the buyer’s priorities and pain points.

Tip: Many tenders are lost not on capability, but because the response didn’t answer the question. Stay tightly focused on what’s being asked.

2. Bid Smart: Should You Tender?

Evaluate whether this opportunity is a good fit for your business. Ask yourself:

• Can we meet all the mandatory requirements?

• Do we have the time and resources to prepare a competitive bid?

• Is this contract financially worthwhile?

• Do we have relevant experience in similar environments?

Use tools like a Bid/No Bid Checklist to make an informed decision early.

3. Nail the Compliance Requirements

Buyers often use compliance checks to eliminate non-qualified bidders before they even look at the quality of your proposal. Make sure your submission includes:

• Valid licenses and certifications (e.g., Security Agent License, Crowd Controller License).

• Insurance certificates (public liability, workers’ comp, professional indemnity).

• Compliance with the Fair Work Act and Workplace Gender Equality requirements.

• A Statement of Tax Record if bidding for federal contracts over $4M.

Pro Tip: If you’re not fully compliant yet, state your intention to be by contract award. Don’t let a technicality knock you out early.

4. Craft Strong Qualitative Responses

This is where you demonstrate your value, not just your price. Most tenders will ask for qualitative criteria such as:

A) Relevant Experience

Share examples of previous work—especially with similar-sized clients or event types. Highlight:

• The type of service provided (e.g. static, crowd control, mobile patrol).

• Scope, challenges, and how they were resolved.

• Testimonials or referee details.

B) Methodology & Understanding

Explain how you’ll deliver the service:

• How will you staff and manage the contract?

• What are your supervision, rostering, and communication procedures?

• What are the risks and how will you mitigate them?

Show you’ve thought about their site, not just any site.

C) Key Personnel

Introduce your team with short bios. Emphasise:

• Licenses, training (First Aid, RSA), and relevant experience.

• Leadership structure and supervisory capacity.

Real-World Example: One winning bid included detailed bios and even an org chart—clearly showing how responsibilities flowed from the director down to each site.

D) Safety and Sustainability

Show your safety culture. Include:

• OH&S policy excerpts.

• Safe Work Method Statements.

• Injury and incident reporting processes.

• Sustainability practices like paperless reporting, energy-efficient vehicles, or Indigenous partnerships.

5. Competitive but Sustainable Pricing

Don’t just offer the lowest price. Offer the best value. That means:

• Clearly detailed line items for services (e.g., hourly rates, equipment, supervision).

• Optional items or volume discounts.

• Explanation of assumptions (e.g., holiday surcharges, public event loadings).

Consider whether to offer fixed or variable pricing—each has its pros and cons depending on the contract length and nature.

6. Make Your Response Look Professional

Structure your tender response clearly:

• Use the same headings and numbering as the RFT for easy navigation.

• Label your attachments clearly (e.g., “Attachment 1: Insurance Certificates”).

• Avoid typos, grammar errors, or formatting inconsistencies—they all reflect on your professionalism.

Optional Bonus: A simple 1-page summary or executive overview up front can give evaluators a helpful “at-a-glance” on your company strengths.

7. Don’t Forget the Local Impact

Especially for local government tenders, local content matters. Talk about:

• Local employment and training.

• Relationships with community or Indigenous organisations.

• How you contribute to the local economy.

Final Thoughts

Tenders aren’t won on luck—they’re won on strategy. A winning submission is one that:

• Complies with all requirements.

• Clearly addresses each question with evidence and relevance.

• Demonstrates your ability to deliver professional, safe, and responsive services.

• Aligns with the buyer’s values—especially around safety, sustainability, and community.