Australia’s biggest customer isn’t a corporation; it’s the Commonwealth. We sit down with AQMN Legal’s Matthew Bautz to map a practical path for SMEs that want to sell to government without getting lost in rules, panels, and paperwork. Matthew explains why procurement inside Canberra runs on transparency and value for money, not speed. Including how that changes the way you bid, partner, and protect your IP.
We get specific about entry points that work: subcontracting under primes, joining the right panels, and targeting sub-threshold opportunities where agencies can buy faster. You’ll hear how the CPR changes could tilt more work toward Australian businesses and SMEs, why carve-outs and panel dependence still matter, and how to use AusTender as a live radar for who buys what. We also dig into ASDEFCON complexity, the unfair contract terms regime that helps SMEs fight IP overreach, and the uncomfortable truth about limited recourse under the GPJR Act when panels are involved.
This is a playbook you can act on: pick a niche, partner where it lowers risk, deliver flawlessly, and build a track record that makes renewals easy. Then, when you’re ready to scale, look to the United States—larger contracts, deeper programs, and a market that rewards proven value. We share how a planned chamber delegation to Washington, DC can accelerate relationships and help you set up the right onshore footprint.
If you’re serious about winning government work at home and abroad, listen now, subscribe for future episodes, and share this with a founder who needs the roadmap. Got a question or a win to celebrate? Drop us a note and leave a review to help more SMEs find this conversation.