Latest Insights

Selling to Government is not the same as selling to the private sector. Capability alone is not enough. Suppliers must understand how procurement officers assess risk, compliance, and value for money.

Here we share practical insights from our experience advising suppliers involved in major Commonwealth and Defence procurements. These articles highlight common mistakes, explain how Government buying works, and provide guidance to help suppliers submit stronger bids.

Commonwealth Procurement, Government Contracting, Selling to Government Matthew Bautz Commonwealth Procurement, Government Contracting, Selling to Government Matthew Bautz

When Government Pays Late: What Suppliers Can Claim Under CPRs

Defence paid interest on late invoices. This is not discretionary. Under the Commonwealth’s Pay On Time Policy, suppliers are entitled to interest when valid invoices are not paid within 20 days. Most suppliers do not enforce this. This piece explains what the policy requires, where suppliers get it wrong, and how to address late payment in practice.

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Defence Industry, Procurement & Tenders, SME Growth, Government Contracting, Bid Strategy Matthew Bautz Defence Industry, Procurement & Tenders, SME Growth, Government Contracting, Bid Strategy Matthew Bautz

THE REALITY OF THE DEFENCE MARKET (FOR SMEs)

Defence is a $100B+ market, but most SMEs never break in. Not because they lack capability, but because they misunderstand how access actually works. This is a Prime-controlled system where positioning, not potential, determines who gets used. This piece breaks down why SMEs struggle to gain traction, and how AQMN and aqmn360 are built to fix it.

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