If you work in the Australian construction industry, you’ll know it’s a pretty busy time. The construction sector already contributes somewhere between 8% and 10% of national GDP, and some think that should hit around $193.20 billion this year.
So, there’s a lot going on, but the big numbers won’t matter to you if you can’t convert them into a good-looking order book and a comfortable bottom line.
This isn’t always as easy as it seems. You may have previously heard the term “profitless boom” when discussing the construction industry. It’s basically the idea that there is high activity in the market, but other elements like labour shortages, builder collapses, and fixed-price contract losses that lead to small, or even no profits for the little guys.
There is, however, a “secret sauce” as we’ll call it, to winning bigger and better contracts for your company, and as the experts in Australian construction tenders, we’ve compiled some handy tips and information to help you do just that.
Tip 1: Avoid looking for work on public portals
Public tender portals are accessible, and most importantly, free. You get what you pay for in this regard, however, as win rates on public portals are typically much lower than those on private tender networks. When we look at the top tender platforms in Australia, we see there is a mix of both public and private leading the charge.
Consider that when lots of subbies are chasing the same Request for Tender (RFQ) on a public portal, price becomes one of the main differentiators. In private networks, you’ll have fewer competitors, which does mean better odds, but it also allows builders to choose their contractors on more than just the cost metric.
E1 (EstimateOne) centralises RFQs from thousands of active subcontractors so you can find more relevant work without the noise of overcrowded public listings. By connecting you directly with builders, we turn the tender process from a lottery into a pipeline.
Tip 2: Learn how to reduce the cost of tendering
The tendering process itself can be expensive. There is significant administrative waste in manually preparing a tender. It’s time-consuming, error-prone, and pulls your best people away from the high-value work of pricing and relationship building.
Where possible, make use of tools that remove the manual pain. For example, E1 offers a Doc Matrix that splits architectural documents into trade-specific packages. We also have an Addenda Wizard, which automatically supersedes outdated documents, so you are always quoting from the correct, current set. These tools create time savings that lower the costs of the tender process, while also making sure you get your quote in on time.
Tip 3: Know about projects before they go to tender
This one may seem like we are asking you to invent a crystal ball, but it’s not. The best time to influence a contract is before it’s awarded, and you can be your own crystal ball by being visible to builders during the design and specification phase of a project.
E1 has a few tools available that can make all of this a possibility. Our Subbie Connect and Speci-Finder features are built to encourage networking and profile-building within the construction industry for subbies and suppliers alike. Speci-Finder allows suppliers to see where their products are being specified in live tenders, which facilitates early outreach to subcontractors who will need their materials. Subbie Connect enables subcontractors to identify relevant projects and build relationships with decision-makers before the formal tender process begins.
Check out this case study, which shows how Hytek Framing won a $30–50 million supply and installation contract thanks to their proactive actions.
Tip 4: Know who you’re working for
Believe it or not, even the big head contractors are at risk of collapse (see Porter Davis and Probuild for proof). Builder insolvency can be catastrophic for your business if it comes with unpaid progress claims and unfixed materials in a liquidator’s asset pool. When a head contractor goes under, there is a domino effect that can take subbies with it.
Therefore, it’s important to do all you can to avoid this situation, and the best way to do that is with financial due diligence. This should be a standard business practice before signing a significant contract. Check your builder’s financial health through ASIC’s public records and ensure your contracts include fast rights of termination in the event of insolvency. It’s also a good idea to have clear documentation of ownership for unfixed plant and materials.
Queensland’s Project Trust Account regime does something to protect downstream contracting parties on projects valued at AUD $1 million, and other states may follow with something similar, but you shouldn’t rely solely on these frameworks to stay safe.
Tip 5: Understand the Commonwealth Procurement Rules
On the 17th of November 2025, some revised Commonwealth Procurement Rules were introduced, and they made for a pretty extensive overhaul of government procurement policy.
The revised rules state that government entities must prioritise Australian construction businesses for projects under the threshold of $7.5 million. There’s a lot of money to be made in government contracts, and these changes push Australian subcontractors with the right credentials to the front of the queue.
However, you need to qualify as an “Australian Business” which sounds straightforward, but isn’t if you fail to understand a few important points. A firm needs 50% or more Australian ownership, tax residency, and a principal place of business in Australia to qualify. If this is you, we recommend making it very clear on your capability statement, as it could lead to more invitations to tender for high-paying and long-term government work.
Tip 6: Be confident in your digital capability
Digital tools are a baseline expectation in construction these days. Most Tier 1 and Tier 2 builders are looking for examples of your digital capability, and subbies who are still using random spreadsheets or manual documents will automatically be ineligible.
The digital shift exists to make everyone’s life easier while lowering risk significantly. Cloud project management systems cut down approval times, mobile reporting tools can save site supervisors many hours, and builders can streamline the tendering process by automating document management.
Strong digital capability signals to builders that you’re professional, reliable and future-focussed, and this perception matters as much as the time these platforms can save you.
Tip 7: Think about your environmental impact
Australian construction procurement is placing more and more focus on Environmental, Social, and Governance (ESG) requirements. The introduction of mandatory AASB S2 Climate-related Disclosures truly affects how subcontractors approach their work.
Subcontractors and suppliers account for just over 80% of a Tier 1 contractor’s total Scope 3 emission inventory. Builders are under pressure to decarbonise their supply chains, so you have a much greater chance of winning a contract if you can demonstrate structured, evidence-based
ESG data. This can include things like:
- Emissions per work package
- Embodied carbon for key materials
- Documented modern slavery audit processes (digital tools exist to help you with this)
- Carbon calculators
- Life Cycle Assessments
- Environmental Product Declarations
Be assurance-ready before being asked and prove that you are forward-thinking. As these become regulatory requirements, getting acquainted with ESG as a scoring criterion early on significantly differentiates you in a tender evaluation.
Adding in the perfect amount of secret sauce
Choose your tendering battles wisely and reduce as much administrative waste as you can. The goal is to win new business, but building relationships and doing your due diligence are important steps to making that happen.
We continually see a lot of opportunities for subcontractors to build thriving businesses through the huge commercial tenders that pass through our platform. If you select the right projects and submit the right quotes, you’ll secure the right partnerships. That’s the secret sauce, and any subbie willing to be strategic about how they use it will win.
Alexander
Green
General Manager - Subcontractors
