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Facility Management · Get Certified → Build Social Value → Win Panel → Renew
Most FM contractors submit the same bid they used three years ago. Then they lose the contract they held.
Australia's facility management industry is worth $40B+ and growing, aged care, government estate, data centres. Government FM panels renew every 3–5 years, and every cycle the scoring changes. Social procurement now carries up to 20% of the evaluation in government contracts. The incumbents who don't notice hand the work to the challengers who do.
The market
The scoring has changed. Has your bid?
FM is a renewal business. Government panels turn over every 3–5 years, and each renewal round arrives with a rewritten evaluation framework, heavier social procurement weightings, new compliance thresholds, sharper whole-of-life cost expectations. Local Jobs First in Victoria and the federal Aboriginal Procurement Policy aren't side notes any more; on some contracts they decide up to a fifth of your score before anyone reads your methodology.
That's the trap for incumbents. The bid that won last cycle was written for last cycle's criteria. Submit it again, lightly refreshed, same structure, same promises, and you're answering questions the evaluators are no longer asking. Meanwhile a challenger who's read the new framework properly walks in and takes a contract you've held for a decade.
Sub-sectors
What we deliver in each
01
Government & Public Sector
Federal, state and local government buildings. Social procurement scoring dominates, Local Jobs First and the Aboriginal Procurement Policy, written to score, not to comply.
02
Commercial Buildings
Office towers, strata, retail. Win-theme: a whole-of-life cost story that differentiates, and an incumbent-beating strategy when someone else holds the contract.
03
Healthcare & Aged Care
Hospitals and aged care facilities. Win-theme: infection control methodology, NDIS registration and AS/NZS compliance evaluators can verify.
04
Education Facilities
Schools, TAFE and universities. DET panels, Working With Children compliance and an out-of-hours methodology that shows you understand a live campus.
05
Industrial & Warehousing
Factories, data centres and warehouses. Win-theme: ISO 45001, preventive maintenance regimes and uptime KPIs, the numbers these clients buy on.
How we win FM tenders
Six strategies, none of them "write it better"
Strategy 01
Social procurement score maximisation
Local Jobs First and the Aboriginal Procurement Policy can carry up to 20% of the evaluation. We write these sections to score at the top of the band, not just to tick the compliance box.
Strategy 02
Panel renewal strategy
We never refresh the old bid. We rebuild from the new evaluation framework down, because the criteria that scored your last win have already been rewritten.
Strategy 03
Whole-of-life cost framework
Quantified savings, preventive maintenance projections, evidence. "We save you money" is a claim; a WLC model an evaluator can check is a score.
Strategy 04
Multi-site management proof
Government panels often cover 50–200 sites. We build the mobilisation plan, resource allocation model and reporting structure that prove you can run them all, not just describe one.
Strategy 05
Compliance documentation package
ISO 9001, ISO 45001, NDIS registration, Working With Children, we audit what you hold, what's current and what's missing, and fill the gaps before submission, not after disqualification.
Strategy 06
Incumbent-beating tactics
We audit the incumbent's known weaknesses, lead with innovation they haven't delivered, and make the transition risk look like what it should be: negligible.
Free downloads
See what winning looks like
PDF · Email-gated
Sample FM Government Tender Response
A redacted, anonymised government FM response, the social procurement section, service methodology, whole-of-life cost narrative, mobilisation plan and KPI/SLA framework. Actual structure, actual language.
PDF · Email-gated
FM Panel Renewal Checklist
The 15-point rebid checklist: what's changed in the criteria, social procurement requirements by state, compliance gaps to close, and how to demonstrate improvement since the last contract period.
These guides show you how FM tenders get scored. They won't write your rebid for you, that part's on you, or on us.
The VXS evaluation lens
What sections win FM tenders, and where bids lose points
Critical sections in every FM tender
- Social procurement response, can be worth 20% of the total score
- Service methodology, tailored to the asset type; a hospital is not a school is not a warehouse
- Whole-of-life cost plan, quantified, with preventive vs reactive maintenance modelling
- KPI & SLA framework, response times, reporting cadence, escalation paths
- Mobilisation & transition plan, critical when you're replacing an incumbent
- HSEQ management system, ISO 9001/45001 with the plan attached, audit results, named WHS personnel
Where FM bids lose points
- "We support local communities", no numbers, no named suppliers, no Aboriginal employment commitments. Minimum score.
- Rebids that copy the previous response into a new template
- A price table where a whole-of-life savings strategy should be
- Stating "ISO 9001 certified" without the plan, the audit results or the personnel
- A generic mobilisation plan that ignores the asset type and the geography
We fix every one of these, specifically for your next FM tender or panel renewal.
Groundwork worth reading
Two guides cover the documents and the process behind every submission in this sector.
FM panel renewal coming up? Don't submit last time's bid.
Scoring criteria change every panel cycle. We rebuild your response from the new framework down, so you keep the contract instead of explaining why you lost it.