Winning contract work is rarely about being the best operator in the room — it is about being the easiest business for a buyer to say yes to. This seminar takes business owners inside the assessment process and explains how tender panels, grant assessors and procurement officers actually score submissions, where most respondents fall down, and what separates a compliant response from a genuinely competitive one.

Petina Tieman, multiple award winning Managing Director of Complete Business Solutions, leads a consultancy that has worked with hundreds of businesses across construction, civil, allied health, disability services, tourism, professional services and community sectors since 2017. Her team writes and manages submissions to federal, state and local government, corporate supply chains and tier 1s, and holds panel appointments that give her a direct view of how buying decisions are made. Additionally, Petina serves on Queensland and Australian Government Boards and grant assessment panels.

The session covers readiness foundations, identifying the right opportunities, articulating a value proposition, evidencing past performance, supplier registration and panel arrangements, Indigenous and social procurement pathways, pricing discipline, resourcing, and building an internal library to make future submissions faster. Attendees leave with a clear self-assessment of their current position and a practical sequence of next steps.