Federal Opportunities and how to access them
For many businesses, engaging with the government can seem complex. Yet government remains one of the largest customers in the economy across a wide range of sectors. In the FB IDEAs lunch & learn, Steve Kouloumedas from HYPSO drew from his extensive experience with government bodies and helping businesses successfully deliver complex projects, and provided insights into how to access federal opportunities.
Who is who
Steve kicked off the session with an overview of the many layers of the Commonwealth system, including departments, agencies, corporate entities and business enterprises. For businesses seeking to engage with the government, understanding “who is who” in this landscape is an essential orientation. These are powerful customers, as reflected in the $78b value in contracts announced by the Government in 2025, in addition to $6b in grants.
Navigating the rules
We learned that procurement within the government can be lengthy and is highly structured through established rules. These rules are designed to ensure fairness, transparency and accountability. This can be challenging from a business perspective, as there are rules applied to every item purchased - from stationery to vehicles. Learning is often required on both sides to understand how to align with the rules, especially when innovative products are involved.
One key theme discussed was that procurement decisions do not focus on a single factor. While technical capability is important, the broad assessment in the process looks at factors such as past performance, probity, compliance and value for money. This means, the entire package is reviewed, not only the quality of the solution, the fit of the technology or the price.
Taking a strategic approach
It was great to hear that for Australian SMEs, specific provisions exist that make sole sourcing possible. They still need to demonstrate clear value for money and credibility. However, a more significant challenge for small businesses lies in the timing: With applications reportedly taking more than a year and still pending, government procurement is not fast. Additionally, procurement activities may pause during election periods when government is in caretaker mode. The dependence on timing needs to be considered when deciding on and initiating the engagement process.
Speaking of timing, the discussion in the room touched on a challenge innovators face after grant funding runs out. It was felt in the audience that there was no clear ongoing governmental strategy for next steps, moving to subsequent procurement pathways. This is a challenge especially pertinent in sectors where the government is considered the primary customer.
Overall, a key takeaway was that engaging government as a customer requires a strategic decision and a deliberate approach: building relationships, demonstrating credibility and providing immaculate documentation is required. In conclusion, Steve made clear that government opportunities should be seen as long-term endeavours rather than quick pathways to market. For those willing to invest and understand the system, it can represent a meaningful market.
A cheat sheet? - the Procurement Rules
As the key to winning a contract is knowing the rules, the (not entirely serious) question regarding a cheat sheet could be answered by Steve with a clear “yes”. This comes in the form of the Commonwealth Procurement Rules, which are online, readily available for all competitors. Participants are well prepared to give it a go!
Get Involved in the Hub
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You might also like to join the FB IDEAs Hub community. Located within walking distance of the future Fishermans Bend Innovation Precinct, the Hub is more than just a co-working space — it’s a community where the future is being actively built.
We offer free* co-working space (* subject to T&Cs) and the chance to be part of a growing start-up ecosystem working across cleantech, aerospace, renewables, regenerative architecture, placemaking, product design, circular economy, business consulting and much more.
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