1. Bid the right tenders
Smaller council packages such as footpath renewals, crossovers, kerb replacement and minor civil works attract fewer bidders than big civil contracts, and they score capability heavily. Large multi-year civil contracts often go to big firms. Before you start, ask: is this work we do every week, at a size we can resource, in an area we can service, by a deadline we can meet? If not, skip it.
2. Read how you'll be scored
The tender documents tell you the evaluation criteria and usually their weightings. For example, one published council kerbing evaluation weighted understanding of the requirements at 30%, capacity, skills and experience at 40%, and resources at 30%. If 40% of the score is experience, your project history deserves 40% of your effort.
3. Meet every mandatory requirement
Missing a mandatory item, such as a signed declaration, an insurance certificate at the required level or a returnable schedule, can get you excluded before anyone reads your price. Make a checklist from the documents and tick it off before you lodge. Watch for addenda.
4. Prove your experience with specifics
Evaluators want similar jobs: scope, quantities, value, client, dates, photos and a referee. “300 m of kerb and channel replacement for a commercial client, completed on program” scores. “Quality concreting since 2008” doesn't.
5. Write a methodology that sounds like your crew
Explain how you'll actually do the job: site setup, traffic and pedestrian management, excavation and base preparation, formwork, pours and testing, curing, reinstatement, cleanup and defects. Keep it specific to the site and scope.
6. Show your safety system works
Include your WHS system and SWMS for the high-risk tasks in the scope, such as work near traffic and mobile plant. Generic templates are easy to spot. See SWMS for concreting and excavation.
7. Price to win and to profit
Price from the bill of quantities, check every line against the drawings and specification, and note your assumptions. A price you can't deliver at a profit isn't a win.
8. Ask for feedback
Win or lose, ask the council for a debrief. It's the fastest way to improve your next submission.
Procura helps concreters with all of the above: documents, opportunity screening and submissions you approve.
Source for the scoring example: City of Vincent council report, August 2025 (opens in a new tab).