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DATA issue 7

Selling ICT to Government-A Guide for SMEs

Many small to medium sized enterprises (SMEs) have found it difficult to find out how to sell ICT goods and services to the Australian Government. This can be frustrating for the SMEs and for government purchasing officers dealing with companies unfamiliar with this market.

Help is at hand with a new initiative of the ICT SME Joint Industry/Government Working Party, Selling ICT to Government-A Guide for SMEs, designed to assist SMEs gain a better understanding of what selling to Commonwealth agencies entails.

The guide is a plain English description of how this market works-demystifying the Commonwealth's contracting frameworks and explaining the realities of the government buying market. It covers the Endorsed Supplier Arrangement, tender processes, bidding and partnering as well as how to identify business opportunities and risks, negotiate contracts and effectively deliver ICT goods and services.

Written for SMEs with little or no experience in the Commonwealth market, the guide highlights some of the pitfalls of selling to Government, and provides helpful tips on becoming better informed and prepared, and where to obtain more information or assistance with preparing bids.

Selling ICT to Government-A Guide for SMEs is available from DCITA and ICT industry associations and is accessible online via the ICT homepage at www.dcita.gov.au. Email sme@dcita.gov.au to get a free print copy.

• Document ID: 13158 |
• Last modified: 5 February 2008, 6:33pm