Why HR teams hold the key to winning government work

HR is now an integral part of government procurement. If you’re an SME who wants to compete for public sector work, your HR team isn’t just an admin function; they’re a strategic asset, writes Lara Blake.

For many SMEs, winning a government contract feels like hitting a brick wall. The process is long, the rules are complicated, and there are strict requirements around compliance, safety, fair work, and workforce policies. But a strong HR team can make all the difference.

With recent updates to the Commonwealth Procurement Rules (CPRs), government buyers are under more pressure than ever to work with diverse, ethical, and local suppliers. That means your HR policies, workforce practices, and team capacity are now a key part of your business’s ability to compete and win in the public sector.

In short, your HR team is no longer just a team; it’s a strategic tendering advantage.

Why procurement is now a workforce conversation

Government departments aren’t just looking for the lowest price. Increasingly, they’re being asked to consider:

• How ethical your employment practices are.
• Whether you comply with Fair Work and workplace health and safety laws.
• If your team is diverse and inclusive.
• Whether you hire and train locally.
• What you’re doing to avoid modern slavery in your supply chain.

These aren’t just boxes to tick; they’re becoming minimum standards to even be considered for contracts.

For the best chances of success, SMEs need to involve their HR teams in the tendering process early. Your people strategy, how you hire, support, and manage your workforce, is now an integral part of your business offering.

What can SME HR leaders do to support tender success?

If you’re an HR manager or business owner who wears many hats, here’s how you can help your organisation stand out:

Start with the basics. Government buyers want to see evidence that your business is a responsible employer. Make sure you have up-to-date and accessible documentation, including the following:

• Employment contracts that meet fair work standards.
• Workplace health and safety policies and procedures.
• Policies on equal opportunity, bullying/harassment, and employee wellbeing.

A system to track compliance, training, and certifications

Centralised document management is recommended to ensure all team members can access the same up-to-date information, reducing errors and improving efficiency across the board.

Align your policies with social procurement priorities, more tenders are now requiring information about a company’s:

• Local hiring procedures.
• Apprenticeships and training.
• Diversity and inclusion.

Ethical supply chains and modern slavery risk

If your HR team already supports any of these initiatives, document it. Government procurement officers want to work with suppliers who share their values and support community outcomes.

Get your team ready for government work. Winning a contract is just the beginning; however, HR leaders can assist once a contract is won by:

• Ensuring workforce planning matches delivery timelines.
• Identifying training needs if team members are new to government work.
• Supporting compliance with reporting, safety, and record keeping.
• Helping manage subcontractors or casual labour with proper checks in place.

A clear plan and solid process in place can save time, reduce stress, and improve your chances of success.

Software tools to help SMEs compete

If your business is new to government tendering, there are plenty of tender management software tools and strategies to help, especially for HR teams:

• Use templates for policies that meet public sector expectations.
• Engage HR consultants or bid advisers for support on complex tenders.
• Get pre-qualified through supplier panels.
• Invest in simple HR tech that tracks training, compliance, and onboarding.

Small businesses can absolutely meet ethical and workforce standards; they just need the right structure in place.

The bigger picture

Government buyers aren’t just interested in what you do; they care about how you do it. HR leaders can support tenders that align with broader government goals, like:

• Building local job opportunities.
• Supporting apprenticeships or reskilling.
• Promoting gender equality or First Nations employment.
• Ensuring fair, safe, and ethical workplaces.

If your team is already doing these things, showcase them. If not, this is a great time to start.

Final thoughts

HR is now an integral part of government procurement. If you’re an SME who wants to compete for public sector work, your HR team isn’t just an admin function; they’re a strategic asset. From compliance and policy to inclusion and workforce planning, HR plays a vital role in meeting the expectations that come with government contracts.

As procurement becomes more people-focused, your ability to demonstrate strong workforce practices could be what sets your business apart.

So bring HR to the table early, and put people at the centre of your tendering strategy.

Lara Blake is the partnerships development manager at Tenderfy.